Management and Organizational Studies 1021A/B Study Guide - Final Guide: Sales Promotion, Psychographic, Personal Selling

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 1021A/B
• Professor: Hayden Woodley

Document Summary

Psychological influences: selective perception (filter information that is available, understood, or remembered) (note: this is a very brief summary of the lecture material it should not be used as your only means of studying. Text material is not summarized here. : motivation maslow"s hierarchy of needs + criticisms. Sensation and perception coke vs. pepsi neuromarketing example: behavioural learning (experience) process in developing an automatic response through repeated exposure. Selective comprehension (understand information in a way that fits with beliefs) Interests (what you consider important e. g. , family: opinions (what people think of themselves and the world e. g. , politics) Segmentation, targeting, & positioning: 4 approaches to market segmentation: mass, segment, niche, individualized marketing, note: segment marketing focuses on multiple target groups, but designs different products to meet the needs of those different groups. Marketing mix promotion: utilities/benefits offered by retailers: possession, place, form, time, information, classifying retail outlets: independent retailer, corporate chain, contractual system, advertising, washroom ads, television, radio, magazines, newspaper, etc.