Why people buy
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Why people buy motivation research and its successful application. by Louis Cheskin

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Published by Liveright Pub. Corp. in New York .
Written in English


  • Motivation research (Marketing)

Book details:

Edition Notes

StatementWith an introd. by Howard D. Hadley
The Physical Object
Pagination348 p.
Number of Pages348
ID Numbers
Open LibraryOL14624459M

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Why People Buy Psychology, ethics and sales – how they work together. M.D., is a psychiatrist and the author of The Intelligent Divorce book series. Online: DIVORCE DURING COVID - A . Why We Buy is based on hard data gleaned from thousands of hours of field research -- in shopping malls, department stores, and supermarkets across America. With his team of sleuths tracking our every move, from sweater displays at the mall to the beverage cooler at the drugstore, Paco Underhill lays bare the struggle among merchants, marketers Cited by: “Why your prospects buy” is infinitely more important than “how you sell.” Companies spend millions of dollars annually teaching their people how to sell instead of investing in the only question that ever matters to the bottom line: “WHY DO THEY BUY?” In this revolutionary book, that question is finally answered definitively.   Why physical books still outsell e-books. Sixty-three percent of physical book sales in the U.K. are to people under the age of 44, while 52% of e-book sales are to those o according to Author: Lucy Handley.

The cornerstone of the Sandler system is a step in the process called the Pain Step. In Greg Nanigian’s new book WHY PEOPLE BUY, you’ll discover how you can use the Pain Step to: • shorten your selling cycle, • save time by disqualifying prospects who aren’t going to buy, and. For instance, many people feel safer when they’re the driver in the car rather than a passenger. Of course, even the best drivers can get into accidents for reasons beyond their control.   Firstly, Why We Buy should have been How They Buy, because 1) the book is about insights on shopping (and not shoppers), based on extensive observations of shoppers when they're shopping and, 2) it's addressed from the retailer's point of view, about what they can do to make people buy more things/5. Consumer psychology is a specialty area that studies how our thoughts, beliefs, feelings, and perceptions influence how people buy and relate to goods and services. 1  One formal definition of the field describes it as "the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of.

  Our mentor, Roy Williams, described shoppers as operating in either one of two modes: transactional or relational, a few years ago. At that time some of us loafed around virtually, exchanging emails with friends, trying to complete a list of reasons that motivate people to buy things. (Thank you, Tom G. & Brett F.) More recently, we returned to compiling the list .   It's a daily ritual for millions of people to get online on Facebook. And most of them do it with proper determination. They want to connect with .   Better yet, ask Pamela N. Danziger, whose book Why People Buy Things They Don't Need (Paramount Market Publishing, $) provides a compelling glimpse into Americans' discretionary spending. "Why We Buy is a funny and insightful book for people on both sides of the retail counter." -- Michael Gould, CEO, Bloomingdale's -- Michael Gould, CEO, Bloomingdale's Resources and Released on: Decem