Study Set Content:
Technology-powered
New
Quickly deployed
New
Slower to modify
Old
Focus on creating the demand curve
Old
Highly optimized
New
Samples, giveaways,
gimmicks/ novelty items /
goods or merchandise
Personal selling
Product demos/ trails
during fairs, exhibits,
trade show
Personal selling
Telemarketing, telefax
drive, electronic mail
Direct selling
Mailing, shipments, air
carriers
Direct selling
List price, bids, catalogs,
or quotations
Direct selling
Film/ video and sales
blitz during meetings or
conferences
Personal selling
One - on - one or
individualized sales
presentations
Personal selling
Electronic shopping
Direct selling
Tv/cable shopping
Direct selling
Internet
Direct selling
ATTENTION
COGNITIVE
STAGE
INTEREST DESIRE
AFFECTIVE
STAGE
ACTION
BEHAVIOR
STAGE
AWARENESS
COGNITIVE
UNING/WANTING/CHONE//belief
AFFECTIVE
