2.8 Chapter References

Amazon. (2020). Kindle. https://www.amazon.ca/All-new-Kindle-built-front-light/dp/B07FQ4XCR1/ref=sr_1_2?dchild=1&keywords=kindle&qid=1590515609&sr=8-2&th=1

Bureau of Economic Analysis. (2020). National income and product accounts tables. https://www.bea.gov/itable/national-gdp-and-personal-income

Cash, P. (2017, September 20). Why are B2B buyers living in fear? LinkedIn. https://www.linkedin.com/pulse/b2b-tech-buyers-living-fear-paul-cash

Clow, K. E., & Baack, D. (2005). Concise encyclopedia of advertising. Routledge.

Das, G., Mukherjee, A., & Smith, R. J. (2018). The perfect fit: The moderating role of selling cues on hedonic and utilitarian product types. Journal of Retailing, 94(2), 203–216. https://doi-org.libsecure.camosun.bc.ca:2443/10.1016/j.jretai.2017.12.002

Eisenberg, B. (2001). Buying a not a rational decision. ClickZ. http://www.clickz.com/927221

eMarketer. (2015). Number of phone users in Canada 2012-2019.  Statistica. Retrieved from https://www-statista-com.libsecure.camosun.bc.ca:2443/statistics/274772/forecast-of-mobile-phone-users-in-canada/

Families, households and housing. (2018, January 17). Statistics Canada. Retrieved from https://www150.statcan.gc.ca/n1/pub/11-402-x/2011000/chap/fam/fam-eng.htm

Ghenaiet, A. (2023, May 8). Features, advantages, and benefits (FAB) analysis examples. INK. https://inkforall.com/ai-writing-tools/fab-sales-technique/examples-of-fab-analysis/

Martinello, T. (2023, March 30). Making the sale: Understanding wants vs. needs. ClickDimensions. https://clickdimensions.com/sales/making-the-sale-understanding-wants-vs-needs/

Mcleod, S. (2023, May 10). Maslow’s hierarchy of needs theory. Simply Psychology. https://www.simplypsychology.org/maslow.html

Nussbaum, J. (2017, April 3). The stark difference between B2C and B2B advertising blog series. Dun & bradstreet. Retrieved from https://www.dnb.com/perspectives/marketing-sales/decision-making-b2b-vs-b2c-buyers.html

Petro, G. (2019, March 29). Consumers are spending more per visit in-store than online. what does this mean for retailers? Forbes. https://www.forbes.com/sites/gregpetro/2019/03/29/consumers-are-spending-more-per-visit-in-store-than-online-what-does-this-man-for-retailers/#41c6599c7543

Proctor, C. (2017, January 27). Here’s how different men and women are when it comes to shopping-and why you need to know. Washington Business Journal. https://www.bizjournals.com/washington/news/2017/01/27/heres-how-different-men-and-women-are-when-it.html

Scotter, L. (2020). Differences between B2B & B2C buyer behavior. Chron. Retrieved from https://work.chron.com/differences-between-b2b-b2c-buyer-behavior-18518.html

Stephenson, A. (2019, May 16). The shopper transition zone. Explorer Research. https://explorerresearch.com/the-shopper-transition-zone/

The Associated Press. (2005, August 30). Looters take advantage of New Orleans. NBC News. https://www.nbcnews.com/id/wbna9131493 

Underhill, P. (1999). Why we buy: The science of shopping (Rev. ed.). Simon & Schuster.

Ward, S. (2019, January 31). Canadian small business statistics. LiveAbout. https://www.liveabout.com/canadian-small-businesses-stats-2948030

Vechten, L. (2010, February 2). Understanding Feature-Advantage-Benefit. SellingPower. Retrieved from https://www.sellingpower.com/2010/02/02/8554/understanding-feature-advantage-benefit

License

Icon for the Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License

Sales Leadership Management Copyright © 2023 by Fanshawe College is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

Share This Book