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Opening Vignette: Rob What kind of background research did Rob do on the car? What preconceptions did Rob have about his ability to negotiate the deal? What were Rob’s perceptions about the salesperson? Why did Rob feel that he negotiated well when he paid more than he expected?
Opening Vignette: Richard What motivates Richard to begin his quest for a new TV? What kind of perception does Richard have about salespeople? What influenced Richard’s choice of brand? What is the main reason Richard makes his final selection?
1 - 3 Some Issues That Arise During Stages in the Consumption Process Figure 1.1
Harley Owners Group
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