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Why they buy : American consumers inside and out

Author: Robert B Settle; Pamela L Alreck
Publisher: New York : Wiley, ©1986.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:

In an era of unprecedented affluence and consumer buying power, understanding the reasons that make people buy is crucial to designing, packaging, marketing and advertising a product or service.

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Additional Physical Format: Online version:
Settle, Robert B.
Why they buy.
New York : Wiley, ©1986
(OCoLC)899943689
Document Type: Book
All Authors / Contributors: Robert B Settle; Pamela L Alreck
ISBN: 0471844578 9780471844570 0471621277 9780471621270
OCLC Number: 13761547
Notes: Includes index.
Description: xiv, 351 pages ; 24 cm
Contents: Needs : the constant quest for satisfaction --
Motives : silent, invisible engines of desire --
Personality : concepts of I, me, and mine --
Perception : what you see is what you taste --
Learning : painless injections of information --
Attitudes : the pictures in the mind's eye --
Social roles : playing out life's drama --
Affiliations : the dynamics of belonging --
Family : a consumer collective buying unit --
Social class : a place on the public ladder --
Culture : the dictatorship of normality --
Life stages : steps on the stairway of life --
Psychographics : it's all a matter of style --
Demographics : it's just the way we are --
Choice : picking at the material landscape.
Responsibility: Robert B. Settle, Pamela L. Alreck.

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