Most Buying Decisions Are Based on Emotions

question 33

Essay

Most buying decisions are based on emotions.Which of the senses has the greatest impact on customers' emotions and hopefully on their buying decisions? What impact does it have?

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Definitions:

Primacy Effect

The tendency to remember information presented at the beginning of a list or sequence better than information that comes later.

Recency Effect

A memory bias where the most recently presented information is remembered better than older information.

TOT Effect

The Tip-of-the-Tongue phenomenon where a person cannot fully recall a word or name, but has partial recall and a sense of imminent retrieval.

Flashbulb Memories

Highly detailed, exceptionally vivid 'snapshot' memories of the moment and circumstances in which a piece of shocking news was heard.