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Download full textAanstoos, Christopher M.; Barrell, James J. – 1986
The importance of understanding the manner in which the desire to buy arises in buyers has been neglected in the study of consumer psychology. This report identifies those few research projects which have studied the origins of consumer motivation and describes a phenomenologically-guided investigation which studied individuals' desires to…
Descriptors: Affective Behavior, Arousal Patterns, Behavior Change, Behavior Patterns
Schnittgrund, Karen P., Ed. – 1986
These proceedings contain the reports of almost 100 speeches, panel discussions, and workshops. The papers were presented on a variety of issues, including marketing research ethics, lifeline banking, information and the consumer, financial management, evaluating consumer education literature, consuming units around the world, the consumer and…
Descriptors: Advertising, Banking, Consumer Economics, Consumer Education
Judd, Vaughan C. – 1994
This paper argues that professional selling within the context of a marketing curricula in a business school should be described and practiced in a manner compatible with the marketing concept, which emphasizes satisfaction of consumers' needs. The paper looks at textbook approaches to sales presentations to determine their congruency with the…
Descriptors: Business Administration Education, Content Analysis, Curriculum, Educational Methods
