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The Complete Idiot's Guide to Target Marketing by Susan Friedmann

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Chapter 7
What Makes Customers Tick?
In This Chapter
◆ The essentials of buying motivators
◆ Reaching your customers using buying motivators
◆ The Super Seven Buying Motivators
When it comes to buying anything from simple services and products to expensive gadgets, buying motivators influence the decisions we make. Understanding what these motivators are and how they make your customers tick simplifies the entire target marketing process.
Luckily, you don’t have to reinvent the wheel. Researchers have already identified some of the most common buying motivators. In this chapter we’ll outline the Super Seven Buying Motivators—some of the most powerful and universal factors that influence customers’ buying behaviors. As effective marketers, your ...

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