3How We Decide
Market research and advertising firms know we make spending decisions based on what we value. Insurance sales pitches focus on how much we value our families and are concerned for their future security. Automobile companies know that SUVs, sports cars, or mini-vans appeal to people who value power or social identity or family outings. Recognizing the coming retirement of the baby boomer generation, recent marketing campaigns have targeted boomer’s values to sell them products and services. Trying to capture Gen Y’s attention, marketers have discovered that what worked for boomers and echo boomers won’t work for Gen Y consumers, because they have different values.
Whatever our age or life stage, what these marketing experts know ...
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