...Page 1 Martin Lindstrom’s Buy•ology and Paco Underhill’s Why we Buy should be required reading for all business related major students. In Paco Underhill’s book he really digs in to and investigates that will make a person purchase on product from another. Paco Underhill is like the frontline specialist. On the sales floor is where he rules changing and adapting to consumers needs and wants. He is able to tell you why a product in one store is selling but not in another. Or why products that have huge advertisement budget have not really left the shelf. Now where Underhill is on the sales floor in his book, Martin Lindstrom digs into the minds of the consumers in his book Buy•ology. By doing this Lindstrom is able to identify why we purchase the products/ services we do. Now one thing that I really learned in Lindstrom’s book is that we lie. Consumers lie time and time again, not only are we lying to each other or surveys but to are selfs. Either that or we are to scared to tell the truth to anyone. In one of Lindstrom’s studies he was testing a new show for a U.S. audience that was already doing great in the U.K. The show was called Quizmania, to see how the audience was going to react to this show before it was even aired Lindstrom arranged at test of two hundred people. They had three shows for the group of two hundred to watch Quizmania, The Swan, and How Clean Is Your House? Now going into this study Lindstrom already new what people thought of both How Clean...
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...The Giver by Lois Lowry 1 It was almost December, and Jonas was beginning to be frightened. No. Wrong word, Jonas thought. Frightened meant that deep, sickening feeling of something terrible about to happen. Frightened was the way he had felt a year ago when an unidentified aircraft had overflown the community twice. He had seen it both times. Squinting toward the sky, he had seen the sleek jet, almost a blur at its high speed, go past, and a second later heard the blast of sound that followed. Then one more time, a moment later, from the opposite direction, the same plane. At first, he had been only fascinated. He had never seen aircraft so close, for it was against the rules for Pilots to fly over the community. Occasionally, when supplies were delivered by cargo planes to the landing field across the river, the children rode their bicycles to the riverbank and watched, intrigued, the unloading and then the takeoff directed to the west, always away from the community. 第 1 页 共 102 页 http://www.en8848.com.cn/ 原版英语阅读网 But the aircraft a year ago had been different. It was not a squat, fat-bellied cargo plane but a needle-nosed single-pilot jet. Jonas, looking around anxiously, had seen others- adults as well as children- stop what they were doing and wait, confused, for an explanation of the frightening event. Then all of the citizens had been ordered to go into the nearest building and stay there. IMMEDIATELY, the rasping voice through the speakers had said. LEAVE YOUR BICYCLES...
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...so popular with the drinking age being eighteen, I think why shouldn’t it be? One reason I think it should be lowered to eighteen is because even before eighteen or twenty one people still drink. So if people are still going to decide to drink although they are not of age, why shouldn’t they be allowed? Secondly, there would be a lot less arrests to be made because of under age drinking, the reason i say this is because they wouldn’t have to be rebellious about it. Another great reason is there would be less problems in general, statistics show that in the countries that lowered it there were less problems with drinking. Lastly, I personally feel as though less laws would be broken, because again they wouldn’t have to be rebellious about sneaking around to drink. For kids nowadays it’s really not that hard for us to get alcohol. The reason I say this is because if we have the money and older friends, that older friend can just buy it for us. The second reason is we can have parents that thinks drinking is ok and basically say it’s ok to drink just as long as your home....
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...How do you explain when things don’t go as we assume? For example, why Apple so innovative? About three and a half years ago, Simon Sinek made a discovery and this discovery changed his view on how he thought the world worked and it even profoundly changed the way in which he operate in it. He create his own definition, which called “golden circle”. Why? How? What? It’s a little idea, which explains why some organizations and leaders are able to inspire where others aren’t. As an example Simon Sinek providing an Apple company and how they trying to sell this product. If Apple were like everyone else, a marketing message from them might sound like this: “We make great computers. They’re beautifully designed. Want to buy one?” That’s how many companies sell their products. Here is how Apple actually communicates. “Everything we do, we believe in challenging the status quo. We believe in thinking differently. We just happen to make great computers. Want to buy one?” It sounds totally different. The basic sentence of this topic is that people don’t buy what you do; people buy why you do it. If you don’t know why you do what you do, then how will you ever get people to vote for you, or buy something from you. The goal is not just to sell to people who need what you have; the goal is to sell to people who believe what you believe. Even if person working in a company just for money, but if he will start to believe what you believe, he will work harder with blood and tears. I learned...
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...Supply Chain Management: Make-Or-Buy Decision Making Stefan Helber Technical University of Clausthal Julius-Albert-Str. 2 D-38678 Clausthal-Zellerfeld Germany Tel. ++49 5323 953610 Fax. ++49 5323 953699 stefan.helber@tu-clausthal.de Abstract: This paper discusses some of the mechanisms that determine make-or-buy decisions. The short- and the long-term perspective are treated separately. In the short term, cost or profit comparisons can be used to determine what to “make” and what to “buy.” More important, however, is the long-term question of who should make the often specific investments required for production, transportation, and inventory processes. According to Coase and Williamson, the boundaries of the firm should be determined such that the costs of coordinating economic activities are minimized. They depend on the nature of the required assets as well as on the importance, frequency, and uncertainty of the economic transactions along the supply chain. Based on transaction cost theory, some rules of thumb can be derived of what to make and what to buy. Keywords: Make-or-buy decisions, vertical integration, transaction cost theory, Supply Chain Management Supply Chain Management: Just another buzzword? What is Supply Chain Management? It appears to deal with the coordination of tasks required to make products and to get them to the customers. In Figure 1, this includes production, storage, and transportation activities. These...
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...Influence of Family Relation to the Study Habits of College students DIRECTIONS: Put a CHECK on the corresponding answer | ALWAYS | SOMETIMES | NEVER | 1. Whenever we have a family conflict, I can’t focus in my studies. | | | | 2. Whenever my parents argue, I can’t study well. | | | | 3. Whenever my other siblings and I have misunderstandings, I get destructed in my studies. | | | | 4. When we have a monetary hardship, I feel like I don’t want to study anymore. | | | | 5. Whenever my little brother wants to play with me, I can’t do my homework. | | | | 6. Whenever my other siblings ask me to do household chores, I don’t have enough time to study my lesson. | | | | 7. When my little brother asked me to tutor him/her, I can’t review my previous lesson. | | | | 8. Whenever my parents go out and leave my other siblings with me, I study for my quiz. | | | | 9. Whenever my sister asked me to go with her, I can’t finish my homework. | | | | 10. Whenever my father and I had misunderstandings, I can’t focus well on my studies. | | | | 11. When one of my grandparents had a sick, I can’t concentrate in my studies. | | | | 12. Whenever my parents had a loud conversation, I can’t review my lesson. | | | | 13. When my parents decide to separate, I feel like that I don’t want to continue my study. | | | | 14. Whenever my little sister asked me to do her research, I can’t do...
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...Every day we are out in place were our mind is open for changes, we are in the environment where competition arises in every corner of our subconscious mind wherein consumers have a thinking process – one visual and intuitive (right brained thinking), referred in the video as the feelings of the consumer for the product they chooses. Either it would be high price with superior quality rather than low price with lesser quality. Consumers chooses differently by the feelings and visual they have adopt or understood because consumers have reasonable thinking why they buy such products, as it is for their satisfaction or they are just learning to adopt the decision making for work – mental shortcuts which their satisfaction vary in bidding system, wherein they buy if it is a good price. As reality now a days, we can observed how the system invades our every decision in buying products. It affects the mental thinking of the consumer that varies now in the video as, I am what I buy; you get what you paid for; the more you paid the more quality it brings. That is why advertisement is the main influential tool in marketing products, advertisement involves from the needs and wants of the consumer, they are dependable of the consumers output and feedback of satisfaction. Advertising commonly enticed the consumers by the visual feelings they presented in their product. They have evaded the heart and mind of consumers, usually entailing to logical reasons to buy for a certain product, why consumers...
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...In some cases, impulsive actions can be harmless or even rewarding. This is usually not the case though when it comes to making impulsive purchases. Studies have shown that on average, between 50 and 65 percent of items purchased while shopping we’re not on their lists, and we’re bought out of impulse. The question at hand is why, and this is what I am going to try and answer. Impulse buying begins a downward spiral that, if not corrected, ends with owning up to unexpected and undesired consequences that can be very detrimental and life changing. As defined by Merriam-Webster.com (2012), impulse buying is the buying of merchandise on impulse, rather than premeditation. Not a lot is known about the causes of impulse buying, and they have seemed to change over the years with evolving technology. One factor that has always been prevalent throughout time in driving spontaneous purchases is “sales prices”. When a customer thinks they can save money on an item, whether it’s on their list or not, they will more often than not give it a look over and consider making the purchase. The Yankee Group and Ernst & Young conducted surveys where they asked people why they would make impulse purchases on the web. According to The Yankee Group (November, 2000), 75% of survey respondents indicated that a “sale price” would motivate them to make a spontaneous purchase. The second most influential factor was free shipping with 49% of respondents. Ernst & Young (January, 2000) reported that...
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...Jake Kinzel September 17th, 2012 Bus 105 The article I decided to read about had to do with the psychology of selling products. Behavioral Economists are trying to find out why we buy what we buy and try selling products in different ways in order to receive different responses. As a consumer we have this falsification that we consciously make a decision on buying a certain product but, in reality our subconscious has more of an influence on these decisions then we anticipate. As a consumer we tend to follow the crowd and prefer inferior brands such as, Coca-Cola, Microsoft and Apple, instead of superior newcomers. Also, as a consumer we sometimes solely base our decision based on how the situation is framed, rather than making a decision based on the details of a certain product. To be specific, imagine you were presented with 2 different laptops, A and B, and let’s say laptop A is cheaper than B, 70/30 would choose Laptop A over B. However, imagine having the choice of a 3rd laptop C which happens to be the most expensive, now with this new scenario 70/30 of people would buy product B. This is just one of many examples of framing effects that can ultimately have an influence on our buying decisions. As a consumer we rely on heuristics, or rules of thumb that are created by our society in order to navigate the intricacy of buying certain products. Neuroeconomists are part of a new field that helps classify these heuristics and ultimately focuses on brain activity when...
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...reliable and would be good on gas because I drove quit a distance for work. My mother went with me to the dealership because I would need a co-signer for a loan. He showed me a few cars and we decided on one finally that would fit my needs. When we went to getting the loan it was nearly impossible and he came down the fact that he was trying every possible way to get this loan approved. It wasn’t the fact that he wanted to make a sale but he was catering to what I needed. The sales associate when to great links to work with the loan company to get the loan approved and after a week they settled on agreement to get the car for me. My experience with the salesperson was positive and very appreciative. He could just let the sale go because the sale would not have been a big commission for him, but he was determined to help. 2. Then in the next section, describe an experience with a salesperson that was unpleasant and made you feel uncomfortable. My most unpleasant salesperson experience is an ongoing experience that I have with sales associates at clothing stores. I once went into Hot Topic to buy new gauges for my ears and they were having a buy one get one 50% off sale. My goal was to just buy gauges and possibly another set due to the 50% off sale. The sales associate kept pushing more items to buy that I did not need or want. Even when I was checking out at the counter the salesperson kept pushing...
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...BY UPR PONCE CONSUMERS One of the main factors that influence people to buy or select a product is advertising. There are a varieties of consumer’s perceptions, which are constantly changing. Not everyone receives the same message the same way, and some perceive the same message giving them more importance than others. The future of advertising is not only linked to its own creative ability, but the speed and certainty with which the new media adapted to many of which still exist. (Guerrero, 2006) Statement of the Problem The study will gather data on the behaviors of students from UPR Ponce consumers, if the people are affected or influenced by advertisement strategies, to perceive the different market offerings and are led to buy. Purpose of the Study The objective of this study is to know how commercials affect in the UPR Ponce people decision on buying a product. Also, we want to identify which strategies are most beneficial when making an ad for the purpose of motivating the target market to buy the products. Scope of Analysis Four factors will be analyzed: 1. Commercial advertising that promote the purchase of the product by using subliminal messages. 2. What impact has advertising in UPR Ponce consumers? 3. Why do you purchase a product? 4. Why use this type of product? Methodology In the methodology, we used primary data and secondary data to carry out the research. We prepared a survey to investigate, how important are sale prices for people...
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...lives. We need the money for our whole life; for clothes, for food, for shelter and even water or electricity costs. However, ones cannot fulfil his/her basic needs or requirements of the daily routine without it.Also, without money, many things will not success and we will get into many trouble in our life. We all know that we need to save money, but most of the people do not save like they know they need to save. Why ? Because most of them feel that they had completed their goals. The goals are about to buy a sport shoes, a branded handbag or something else.Nonetheless, we should saving money be like Warren Buffet. As everyone knows who he is and how successful he was. Therefore, we should be brilliant on how to save the money in our daily life. There are a lot of benefits that we can gain if we save money day-to-day. For instance, if a doctor told you that your child was dying and could only be saved with a $15,000 operation that your insurance would not cover and could only be performed nine months from today, could you save $15,000 in nine months? The answer is no, you could not! Because of lacking money, you need to borrow money from other people and this is the reason why saving money is significant. As the saying goes, repair the house before it rains. Saving money will become a priority for everyone. First and foremost, the most important why we should save money is that it helps us to fulfill our needs. If we save RM 2 everyday since young, we can buy anything...
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...Good morning ladies and gentlemen. Have you ever been in a shop or workplace that was affected by sexual assault? Well, today we’re going to talk about sexual assault and why it’s a personal issue and why it’s imperative that we trust each other. We’re also going to take a look at what we do right to help eliminate the problem of sexual assault such as mentorship and accountability. Finally, we will attempt to define the actions we can take to eliminate sexual assault in the Air Force, like getting rid of victim retaliation and getting personal buy-in from everyone. I hope that you can take some of these ideas with you today, and pray that you’ll never have to use them. What is personal about sexual assault and why is it imperative that we trust each other? Here we are going to look at sexual assault, what makes it personal, and why we must trust each other. In a speech to Airmen, former Secretary of Defense Charles Hagel, said that sexual assault “has to be personal because it’s a crime.” He goes on to say that it “is one of the worst, because it’s personal.” In the military, we often say brother this, or sister that, and that hints at the truth that the military and the people in it become our family. It also gives us greater standards with which to adhere. Those standards and the nature of our family allow us to commit to each other beyond mere words. It implies inherent trust in the person next to you. You trust them with your very life. Sexual assault destroys...
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...8/9/13 [Economy Q] Why use GDP (nominal) instead of GDP (PPP) when comparing two nations? « Mrunal HOME ECONOMY MAY 30TH, 2012 2 COMMENTS [Economy Q] Why use GDP (nominal) instead of GDP (PPP) when comparing two nations? After the previous question regarding GDP (at purchasing power parity) between Japan and China, Tarun asked, i have a query why GDP (ppp) is not used often to measure worth of countries as it give real picture than using GDP (Nominal terms) Answer For example: In India majority of people are poor, and receive subsidized grains (like 1 kilo rice for 3 Rs, kerosene etc. from PDS shops. In America poor people are supported by Government by food stamps and social security cheques. Now comparing two nations, GDP (PPP) wise, Obviously majority of Indians are poor, and majority of them get cheap- subsidized stuff, the purchasing power parity of India may look better than Americans. But does it really mean India is financially more powerful than America just because Indians can buy more stuff in local market compared to Americans? No, because financial activity is not limited to local market. We’ve to import crude oil from Middle east and buy jet-planes, missiles from Russia,France and Israel. We’ve buy pulses and onions from Africa and Pakistan(!), Those people are not going to sell us stuff with subsidy in Rupees, like we get in our local market. They’ll ask hard dollars (or gold or diamonds) as payment. So there, in international market, America...
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...goods that is very important to our life. From time to time, the important of goods is so important, many people realize they must need to fill their daily life with some thing that going to help them. The important is food stock, because without food stock, people can’t live. So, some of them like to buy the good for their live. They usually buy it at store that have sell goods because goods have the limit and it can be empty at several time, like noodle, flour, oil, and some thing that we usually use. So many people buy the goods from some several place that provide them with what they want like a hyper mart that support people in Pontianak with some food that really important for them, and it really complete because it have many kind, but in here we going to tell you about some big store that we think. In here we going to tell you about some big store that we usually go to buy some goods. As we know, nowadays there is many big store in Pontianak, and each of them have their own category and the size of each store is different. The big store are : • Mini market is one of shop that usually stands near many housing. It provide food, drink and some daily like product that we usually need. It’s like supermarket but is small and don’t have many product like supermarket. • Supermarket itself is kind of minimarket, but it bigger than the minimarket. It provide goods like food, drink, and some daily product, but nowadays some supermarket also combine it with Cloth Stand...
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