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* Your assessment is very important for improving the workof artificial intelligence, which forms the content of this project
Pre-purchase Attitudes • Customer is/isnot “end-user” • Scorecard-attributes * Confidence in salesperson * Desire to buy complementary products/services * Desire- local source * Need for technical knowledge Attitudes(continued) • * Desire- to be regarded well by others • * Degree of habit • * Degree of aversion to risk • * Need- respect/recognition • Customer loyalty- how much? Why? • Opinion leaders- how to recognize/use Communication in Decisionmaking • Model of communication Sender(encode)=> Message=>Receiver(decode) Interference Blockage Customer Value • What is “Value”? * good/best/more value for money How value is defined depends on “what” someone values-considers important Interactive experience involving comparison rating, subjective rating, situational context Components of Value-Economic Model • Economic benefits • Functional benefits –save time? • Psychological benefits