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A major deficiency of the AIDA model and other hierarchical models is the absence of post-purchase effects such as satisfaction, consumption, repeat patronage behaviour and other post-purchase behavioural intentions such as referrals or participating in the preparation of online product reviews. [10]
He served as the President of the Southern Society for Philosophy and Psychology from 1918 to 1920. [9] He trained life insurance salespeople and wrote the book The Psychology of Selling Life Insurance. [10] In 1923, he became a full-time faculty member at Stanford University, where he remained for the rest of his career. [1]
Frances Cole Jones, author of "The Wow Factor" Here's the thing: Sometimes we're selling our ideas, sometimes we're selling our products and, these days, ...
Since 1925 when The Psychology of Selling and Advertising by Edward K. Strong, Jr. was published, it became commonplace to attribute the authorship of the AIDA model to Lewis. According to Strong, Lewis formulated the slogan attract attention, maintain interest, create desire in 1898, adding later the fourth term get action. [31]
Example of psychological pricing at a gas station. Psychological pricing (also price ending or charm pricing) is a pricing and marketing strategy based on the theory that certain prices have a psychological impact.
The purpose of sales force effectiveness is to increase company revenues through increased customer acquisition, product/service sales, and up-selling/cross-selling additional products and services. The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople."
Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service". [1]
It offers a hypothesis about the cause and nature of the presenting problems and is considered an adjunct or alternative approach to the more categorical approach of psychiatric diagnosis. [1] In clinical practice, formulations are used to communicate a hypothesis and provide framework for developing the most suitable treatment approach.