Book Preview: How Consumers’ Decisions Get Influenced
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Joe Keenan
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and Catalog Success
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7. Hope. Create a positive expectation to help deliver agreement, Granger says. Learn what people hope for, as we’re easily persuaded by those who understand our hopes, wishes, dreams and those who can help us achieve them. Once people perceive an opportunity to satisfy their hopes, they seldom rely on rational cognitive thought, on logic, before they act, Granger says. Here are certain areas that can be explored to activate the hope trigger: happiness, independence, profit, health, fears and success.
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- Joe Keenan
- Russell H. Granger
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Joe Keenan
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Joe Keenan is the executive editor of Total Retail. Joe has more than 10 years experience covering the retail industry, and enjoys profiling innovative companies and people in the space.
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Catalog Success
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