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CB Test 3 Ch9-13sales

CB Test 3 Ch9-13sales - 13:24:00 9 PRIMARYGROUP170...

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18/11/2010 13:24:00 9    PRIMARY GROUP 170 BRAND COMMUNITY 170 FORMAL VERSUS INFORMAL GROUP 171 PEER PRESSURE AND ADULTS 171-172 NUCLEAR FAMILY 183 Ch9 EXTENDED FAMILY 183 Ch9 STEALTH MARKETING, INFILTRATING, SHILLING 180-181 Ch.9 Examples of conformity  Asch experiment (experiments in line length) Elevator experiment 1) Primary 2) Secondary 3) Formal Group 4) Informal Group 5) Aspirational Group referent power
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legitimate power expert power reward power coercive power word of mouth to recover from impulse buying  think about the want vs the need  don’t trust brand names as much  take a list and stick to it, plan out major purchases  never buy the latest and greatest electronics or cars  beware of limited time sales 10     SITUATIONAL PRESSURE 193-203 Ch. 10 CIRCADIAN CYCLES 194 ADVERTIMING 195 SHOPPING DEFINED 195-196 Ch 10 EPISTEMIC SHOPPING 196 CONGRUITY AND FIT 204-205
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FOREGROUND VERSUS BACKGROUND MUSIC 205 PUMPKIN PIE AND SMELLS 205 THE UNIVERSAL COLOR 206-207 11     CHOICE 214-215 MOTIVATIONS 215-216 BRAND LOYALTY 219-220 MARLBORO, MCDONALDS AND COKE BRANDS BEING MOST WIDELY RECOGNIZED IN  THAT ORDER FOLLOWERS VERSUS LEADERS Ch11 ACTUAL VERSUS PERCEIVED STATE p220 Ch11 RISKS INVOLVED IN DECISIONS INCLUDING PHYSICAL RISK Ch11 WANTS AND NEEDS 221 Ch11 SEARCH REGRET 227 Ch11 Chapter 11 Decisions Low person of the totem pole Home with Mom & Dad
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Broke Low Self-esteem Underachievers 1) Never had to Decision-Makers Outgoing Listeners Experienced Confident Crossing the line – Joe Dresnyk “Comrade Joe” Body Language at work Peter Clayton Body Language on the job Cold-calling and prospecting Public speaking with  Robert Graham  on selling, body language, and movement get out from behind the podium add variety to your voice hands and gestures
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