The Mind of the Buyer

1 2 TH E M I N D OF TH E BUY E R m etho d o f psych ol ogy a nd sh ow th a t i t i s i dentical wi th tha t employe d by oth e r ...

S T REAM O F T H OUG H T IN SA L E (^13) resul ts, be it understood, in m a th ema tical terms. Acc ordingly a. very imp or ta n ...

1 4 TH E M I N D O F TH E BUY E R line which ap pea rs to you to equal the horizontal line. ( D o not try t o make allowance for ...

S TR EAM O F TH OUGH T I N SAL E^15 ...

1 6 TH E M I N D O F TH E BUYE R This was a typic al psychologic al experiment, conforming to ou r formulation abo ve. a. W e ma ...

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(^18) TH E M I N D O F T H E BUY E R l egibl e h ea dline. To i nve stiga te this w e migh t e nte r th e p sych ol ogic al lab ...

S TR EAM O F T H OU GH T I N SA LE (^19) to ry, w e m ay app eal to th e exp eri e nc e o f oth e r selle rs wh o h ave fac e d ...

20 THE M I N D O F TH E BUY E R (^1920) th e n umb e r h a d i nc re ased to seventy-six pe r c en t. ( S e e Fig. An oth e r il ...

S T R EAM O F T H OU GH T I N SA LE 2 1 a. Th e p rac tic e s which h ave p ersist ed ove r a p e rio d of yea rs h ave p rob ab ...

22 TH E M I N D O F THE B UYER And w e a ss um e th a t by surveying th e p rae tice s o f th e pa st a n d by disc overing whi ...

S T R E AM O F T H OU GH T I N SAL E^23 to ry app a rat us, sta ti stical tabl e s and graph s. In stea d of donnin g th e c res ...

24 TH E M I N D O F TH E BUY E R p roc e dure of scie ntific meth od i n s olving a p robl em, w e c an co ncl ude : “ I kn ow. ...

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S TA G E ON E A T T E N T I ON ...

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CHAP T E R TW O IM PORTANT FA CTORS I N ATTRACTING ATTE NTION Th e nature o f attention. In th e p rece ding ch ap t e r w e lik ...

30 TH E M I N D O F THE BUY E R H e m us t th rust i t, a s i t were, c omple tely in to th e mi ddl e o f th e stream. Only th ...

A TTR A CTIN G AT T E N T I O N 3 1 ca n b e lai d down applicabl e t o all ra te s of fl ow all c omm od i ties a nd all sal es ...