The Mind of the Buyer

(^52) TH E M IN D O F TH E B UY E R This c as e sh ow s in extrem e form wh at m ay h app e n i n l ess e r degree to any b uye ...

TH E I N F LU E N C E O F R E P E T I T I O N 53 cisio n. We shall no t pause h ere to di sc uss these, h ow ever, p referri ng ...

CHAP TE R F OU R SELLING TO TH E COLLECTIVE B U Y ER D efinition o f “ public.” A go o d d eal o f th e selling of to day i s d ...

S E LL I N G TO C O L L E C T I VE BUY E R 55 m ore st rongly th a n h e woul d with o u t such social supp ort. - It i s i n su ...

(^56) T H E M I N D O F TH E BUYE R W e do no t disrega rd th e fa c t th a t a n in dividual may b el ong to m ore th an o ne p ...

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58 TH E M I N D O F T H E B UY E R E conomi c. Fa ct s sh o ul d b e gath e red sh owin g th e p rop erty h oldi ngs, ea rnings, ...

S E L L I N G T O C O L LE C T I VE B UY E R 5 9 th e Y M onthly by “ l ow-b rows th a t o ne newsp ap e r c ontrol s. th e “ l ...

60 TH E M I N D O F TH E B UYE R Chica go A merican. F rom th e e di torial , n ew s a n d fea t ure col umn s of si x p arall e ...

S E L L I N G T O C OL L E C T I VE BUY E R 61 In or de r to see if such a te st woul d reveal simila r difie rences b e tw een ...

62 TH E M I N D O F T HE BUY E R TAB LE I I. Showing pe rcenta ge o f sentences o f va rious lengths in Chica go E veni ng P o s ...

S E L L I N G T O C O LL E C T I VE BUY E R 63 Th e a u th o r doe s no t reason from th ese find ings th a t a supe ri ority in ...

64 T HE M I N D O F THE BUY E R cl uding advertisem ents ). Classify th e c onten t s u nde r such h eadings a s P oli tics, Fin ...

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6 6 TH E M I N D O F TH E BUY E R th ey serve, m ay b e discovered a n d m easured. iVith a ddi ti onal lab or a nd collab ora t ...

S E L L I N G T O C O L LE C T I VE B UY E R 67 tising c opy writ e r th e n c omp ose d a diffe ren t piec e of c opy fo r th e ...

68 T H E M I N D O F TH E BUY E R s ociety d ow age r who se c orset s c ont ribu te so vi ta l ly t owa rd th e regality o f h ...

S E LL I N G T O C O LL E C T I VE B UY E R^69 cipl es by which a selle r m ay turn i t to hi s ac co un t. We sh all b e abl e ...

70 TH E M I N D O F THE BUY E R ! ul ula n d sec ure s a se t of gr een b ea ds wh en h e r c ompanions h ave none , sh e th e r ...

S E L L I N G T O C O LL E C T IVE B UY E R^71 Finding h erself a gai n a n u ndi stinguish e d membe r of th e group, D a dop t ...