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Class Notes (1,030,921)
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UTS (658)
24202 (13)

Class Notes for 24202 at University of Technology Sydney

Business-to-Business Marketing

24202 Lecture Notes - Lecture 5: Classical Conditioning, Physical Attractiveness, Communication Source
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Psychological Core 4 Attitudes based on Low Consumer Effort Issues marketers face in trying to change consumers attitudes when processing effort is low Low effort consumers: Passive recipients of the message No strong be...

Business
24202
All Professors
24202 Lecture Notes - Lecture 4: Communication Source
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Psychological Core 4 Attitudes based on High Consumer Effort How marketers can apply various cognitive models to understand and influence consumers attitudes on higheffort thought processes Attitudes: Learnt and tend to pe...

Business
24202
All Professors
24202 Lecture Notes - Lecture 2: Subliminal Stimuli
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Psychological Core 2 From Exposure to Comprehension Why marketers are concerned about consumers exposure to marketing stimuli Marketers must ensure that consumers are exposed to stimuli that portray their offering in a fav...

Business
24202
All Professors
24202 Lecture Notes - Lecture 3: Sensory Memory, Autobiographical Memory, Master Sergeant
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Psychological Core 3 Memory Knowledge Distinguish between sensory memory, ST memory and LT memory and why marketers must be aware of these types of memory Sensory (Operates automatically, Info stored in actual sensory for...

Business
24202
All Professors
24202 Lecture Notes - Lecture 1: Personal Grooming
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Consumer Behaviour Define CB and explain its elements Acquisition, consumption and disposal of GS, time and ideas by decision making units over time. (Behaviour changes over time) Four domains of CB Psychological core Proc...

Business
24202
All Professors
24202 Lecture Notes - Lecture 6: Confirmation Bias
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Process of Making Decisions 1 Problem Recognition and Information Search How consumers recognise a consumption problem and why marketers must understand this part of the decision making process Problem recognition: Perceiv...

Business
24202
All Professors
24202 Lecture Notes - Lecture 10: Baby Boomers, Sexual Orientation, Railways Act 1921
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Consumers Culture What causes you to be the way you are? Shaped by environment and customers in turn affect their environment How age affects Consumer Behaviour Important for Segmentation as people of same age go through s...

Business
24202
All Professors
24202 Lecture Notes - Lecture 7: Minimum Cut, Negativity Bias, Confirmation Bias
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Process of Making Decisions 2 Judgement and Decisionmaking based on High Consumer Effort Distinguish between judgement and decision making and indicate why both processes are important to marketers Judgement: preferlike (l...

Business
24202
All Professors
24202 Lecture Notes - Lecture 9: Controllability
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Process of Making Decisions 4 PostDecision Processes Distinguish between post purchase dissonance postdecision regret Dissonance: Feeling of anxiety due to importance of decision Regret: Should have purchased another opti...

Business
24202
All Professors
24202 Lecture Notes - Lecture 8: Brand Loyalty, Operant Conditioning
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Process of Making Decisions 3 Judgement and Decision Making based on Low Effort Types of heuristics consumers can use to make simple judgements Representativeness making a judgement by comparing with prototype Store brands...

Business
24202
All Professors
24202 Lecture Notes - Lecture 11: Materialism, Dogma, Frugality
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Consumers Culture 2 Values and the Value System Values = enduring belief that a behaviour is good or bad Standards that guide behaviour across situations and overtime Value system = total set of values and their relative i...

Business
24202
All Professors
24202 Lecture Notes - Lecture 13: Compulsive Buying Disorder, Trait Theory, Social Comparison Theory
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Marketing, Ethics Social Responsibility Deviant Consumer Behaviour CB is regarded as deviant when it is either unexpected or no sanctioned by members of society (can occur at acquisition or usage stage) Addictive Behaviou...

Business
24202
All Professors
24202 Lecture Notes - Lecture 12: Ice Cream Cake, Sodium Bicarbonate, Master Sergeant
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Consumer Behaviour Outcomes and Issues Innovations Innovation = a product, service, attribute or idea that is perceived as new by customers within a market segment (typebenefitsbreadth) Type Continuous Innovation limited e...

Business
24202
All Professors
Permachart - Marketing Reference Guide: Security Interest, Consequential Damages, Parol Evidence Rule

TM permacharts S a le s&L e a s e so fG o o d s General Considerations Un...

Accounting
ACTG 2010
All Professors
Permachart - Marketing Reference Guide: Secured Transaction, Chattel Mortgage, Security Interest

permacharts TM S e c u r e dT r a n s a c t io n s Scope ...

Accounting
ACTG 2010
All Professors
Permachart - Marketing Reference Guide: Statement Of Changes In Equity, Retained Earnings, Cash Cash

permacharts MT FINANCIAL STATEMENTS • Financial statements are documents that are BALANCE SHEET (B/S) STATEMENT OF RETAINED EARNINGS (SRE) ...

Accounting
ACTG 2010
All Professors
Accounting II - Reference Guides

Advance your knowledge with our advanced Accounting II! This companion Guide to Accounting I develops the reader’s understanding of balance sheets before moving into an effective summary of how assets are treated for accou...

Accounting
ACTG 2010
All Professors
Cost Accounting - Reference Guides

Specialized Accounting quick reference information in one handy place! This Guide provides specialized reference material that flows naturally from the contents of its companion Guides Accounting I and Accounting II. The t...

Accounting
ACTG 2010
All Professors
Permachart - Marketing Reference Guide: New York Stock Exchange, Nyse American, Market Trend

l e a r n • r e f e r e n c e • r e v i e w permacharts TM Stocks & Bonds WHAT IS A STOCK? WHAT IS A BOND? ...

Biology
BIOL2761
All Professors
Permachart - Marketing Reference Guide: Net Asset Value, Mutual Fund, U.S. Securities And Exchange Commission

l e a r n • r e f e r e n c e • r e v i e w permacharts TM Mutual Funds WHAT IS A MUTUAL FUND? PURCHASING & REDEE...

Biology
BIOL2721
All Professors
Business Administration
BUS 343
All Professors
Permachart - Marketing Reference Guide: Business Communication, Human Communication, Jargon

Communication Success 2 Communication Success 3 permacharts TM ...

Business Administration
BUS 343
All Professors
Permachart - Marketing Reference Guide: Predatory Pricing, Sales Promotion, Marketing Mix

Introductory Marketing 2 Introductory Marketing 3 permacharts TM ...

Business Administration
BUS 343
All Professors
Administrative Law - Reference Guides

Administrative law directly influences the life of every American citizen. All local, state and federal agencies operate pursuant to general Administrative law principles. An understanding of all administrative law functio...

Business Admin - Mgt
MGMT 10
All Professors
Organizational Behavior - Reference Guides

The systematic study of individual and group behavior within organizational structures is outlined in this coordinated Guide. Theories of leadership and individual behavior are related to the foundations of group behavior ...

Psychology
PSYC 302
All Professors
Introduction to Business Law - Reference Guides

Business law, sometimes referred to as corporate-commercial law, is a system of governance and regulations in connection with the creation, existence and dissolution of businesses. Today, Canadian businesses are governed b...

BLAW - Business Law
BLAW 464
All Professors
Management - Reference Guides

The complex aspects of Management are made clearer in this Guide. This powerful Guide provides comprehensive assistance to anyone who desires a deeper appreciation of basic Management principles. The fundamentals of organi...

BA - Business Administration
BA 2283
All Professors
Corporations - Reference Guides

Corporations are explained with clarity and precision in this informative Guide! This guide helps to remove some of the confusion that popularly exists concerning the purpose, the extent, and the legal effect of different ...

BA - Business Administration
BA 2283
All Professors
Marketing - Reference Guides

An easy to follow summary of every key marketing principle. The ability to effectively match a product or service to a need requires a well rounded understanding of the selling, public relations, and advertising that makes...

MBA - Master's in Business Admin
MBA 643
All Professors
Permachart - Marketing Reference Guide: Meeting Of The Minds, Executory Contract, Uniform Commercial Code

l e a r n • r e f e r e n c e • r e v i e w permacharts TM CContracts WHAT IS A CONTRACT? STATUTE OF FRAUDS ...

Law and Business
LAW 603
All Professors

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