Asked by Laisha Franco on May 18, 2024
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Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for the Princess cruise line. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. Joseph Harris is the company's best salesperson. Harris is making a sales call on the manager of a theater that is planning to perform three plays this season that include complicated lifting, flying, and a working trapdoor. The manager is aware of the time, labor, and monetary costs involved in staging these productions and wishes there was an easier way to produce the three plays.
The theater manager is most likely at the:
A) unconscious level and will be a difficult sell.
B) preconscious level and will require a lengthy sales presentation.
C) routine decision level and anxious about the purchase.
D) conscious level and easy to sell to.
E) routine decision level with few objections.
Unconscious Level
The Unconscious Level refers to mental processes that occur automatically and are not available to introspection, influencing thoughts, feelings, and behaviors without our awareness.
Preconscious Level
The part of the mind that contains thoughts and feelings that are not currently being thought of but can easily be brought into consciousness.
Routine Decision
A typical or regular process of making decisions, often automatic and with minimal cognitive effort, usually for non-critical or everyday choices.
- Differentiate between the purchasing behaviors of consumers and organizations.
- Comprehend the phases of the consumer purchasing decision process.
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Learning Objectives
- Differentiate between the purchasing behaviors of consumers and organizations.
- Comprehend the phases of the consumer purchasing decision process.
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