The Mind of the Buyer

72 TH E M I N D O F TH E BUY E R th i s sc h ema t o a ny fa shion a n d m ay ea sily se e i ts commercial implic a tion s. R el ...

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CHAP TE R F IV E H o w TO A ROU SE INTEREST IN A COM M OD ITY A ttention may merge into interest. Af ter th e buye r h a s give ...

78 TH E M I N D O F THE BUY E R o f a thin g whic h h a s bee n vi ta lly c onnect e d wi th exp erienc e b efore—a th ing re c ...

H OW T O A R OU S E I N T E RE S T 79 is ; I n o rder to crea te interest in a thing, gie e informa tion a bout it. W e may see ...

80 T HE M I N D O F T HE BUY E R c en t were inf orm ational. ” In th e same p eri odic al fo r 1 9 1 9 th e p e r c ent h a d i ...

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(^82) TH E M I N D O F T H E B UYE R whic h w e a re usin g a s o ur chief selling p oin t —wa terproofness. Th is is a diffic u ...

H o w TO AR OU S E I N T E RE S T (^83) a partic ula r pol itical p a rty o r fra te rnal o rde r. Th ose belongi n g to th e se ...

84 T H E M I N D O F T HE B UY E R c omm odity m ay b e p u t. Thi s i s true o f b oth th e^1902 an d the^1919 a dve rtisemen t ...

H OW T O A R OU S E I N T E RE S T 85 know ab ou t th e ch a rac te r a n d abili ty of th e me n a t th e h ea d o f th e affai ...

(^86) T H E M I N D O F THE BUY E R tions in e nlistin g th e in tere s t o f c ertain p ers on s. Wh e n a h ospit al de sire s ...

H OW T O AR OU S E I N TE R E S T^87 Opp ortunitie s t o a ro use a c tivi ty on th e p a rt of th e b uye r a re no t quit e so ...

(^88) T H E M I N D O F T HE BUY E R w e h ave disc overe d which one s a re likely to h ave th e stronge s t app eal. I t sh ou ...

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9 0 TH E M I N D O F TH E BUY E R i n c onnec ti on with th e sta ge o f in teres t, and w e sh al l rep ea t i t in di scu ssin ...

G OOD ‘F EED BN GKA (R EQU ILS ITIE 9 dl exampl e, a sci en tist wh o i nvestiga tedibthe effe c t o f va ri ou s s tim ul i up ...