MarketingNotes04 - 5. Try to Alter Model of J Information...

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Unformatted text preview: 5. Try to Alter Model of J Information Processing ~ - _ . "Look for the one with the lowest price per mile. ... You'll choose the Yugo." "Consider all of the information. Some brands may be good on one thing but not so good on another. Choose the one that best matches what you are looking for ..." 79 Example of Increasing Importance of a Decision (might increase the likelihood of the use ofa compensatory model?) UNDERSEA OVERACHIEVERS "Can do" is an attitude--- and a way of life in the Fleet Ballistic Missile. Fifty years ago the U.S. Navy and Lockheed Martin pioneered the world's first submarine-based ballistic missile and inertial navigation systems. Together, they refined these systems through several generations--- culminating in Trident 05, which has achieved 110 successful tests launches in a row over the last 15 years. Can the FBM team continue to provide credible and affordable strategic deterrence? Can do. UNDERSEA OVERACHIEVERS "Can do" is an attitude-.- and a way of life in the Fleet Ballistic Missile. Fifty years ago the U.s. Navy and Lockheed Martin pioneered the world's first submarine-based ballistic missile and inertial navigation systems. Together, they refined these systems through several generations--- culminating in Trident 05, which has achieved 110 successful tests launches in a row over the last 15 years. Can the FBM team continue to provide credible and affordable strategic deterrence? Can do. Wall SI. Journal, March 3, 2005 i Chevy Tahoe SUV Gas mileage worries have sunk sales of SUVs from: 2004: 1,000,000 2005; BOO,OOO 2006: 700,000 (hopeful estimate) Chevy is training dealers to emphasize many other features to de-emphasize customer worry about Tahoe mileage i.e., use a compensatory model of info. processing BJ Tahoe Emphasizes Safety to Offset Mileage Concern GM also noted that large SUVs are more often used to transport children than any other vehicle thus, it is touting the safety features of the new Tahoe .. -If customers are worried about rolling over, tell them about the 'StabiliTrak' electronic stability-control system.' Demonstrate the rear camera in the Tahoe by backing up to a cone with a tennis ball on it. Another attribute to emphasize to customers to consider B4-I For those who still worry about mileage: ""I Show that new Tahoe gets better mileage than Toyota's aging Sequoia large SUV "If a customer is worried about fuel economy, the salesperson can demonstrate how the active fuel management works." Also remind about their needs for large vehicle "you have needs and that's why you buy these vehicles" People wilh several kids Three-generation families as Alternative Decision Rules (How Consumers Process Attribute Information) , 6. Counting: (Unconscientiously) choose the alternative with the greatest number of good attributes (i.e., pass a chosen cutoff point) or choose the alternative with the greatest difference between the number...
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This note was uploaded on 05/12/2010 for the course MAR 5805 taught by Professor Sawyer during the Fall '08 term at University of Florida.

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MarketingNotes04 - 5. Try to Alter Model of J Information...

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