{"id":317,"date":"2022-02-02T18:00:49","date_gmt":"2022-02-02T23:00:49","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=317"},"modified":"2022-02-02T18:00:50","modified_gmt":"2022-02-02T23:00:50","slug":"references-6","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-6\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"

Amazon. (2020). Kindle. Retrieved from\u00a0https:\/\/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<\/a><\/p>\r\n

Armandhammer. (2020). The for-everything soda. Retrieved from\u00a0https:\/\/www.armandhammer.com\/en\/for-everything-soda<\/a><\/p>\r\n

Associated Press. (2005, August 5). Looters take advantage of New Orleans Mess.\u00a0 Msnbc. Retrieved from\u00a0http:\/\/www.msnbc.msn.com\/id\/9131493<\/a><\/p>\r\n

B2B purchasing decision. (n.d.).\u00a0Lumen.<\/em>\u00a0Principles of Marketing. Retrieved from\u00a0https:\/\/courses.lumenlearning.com\/wmopen-principlesofmarketing\/chapter\/b2b-purchasing-decisions\/<\/a><\/p>\r\n

Bernazzani, S. (2019). 10 examples pf co-branding partnerships and why they are so great). Hubspot. Retrieved from\u00a0https:\/\/blog.hubspot.com\/marketing\/best-cobranding-partnerships<\/a><\/p>\r\n

Biekkola, K. Needs versus wants slide show. Wise-online. Retrieved from\u00a0http:\/\/www.wisc-<\/a>online.com\/objects\/index_tj.asp?objID=ABM3302<\/a><\/p>\r\n

Bureau of Economic Analysis. (2020, April 2). National Income and Product Accounts Tables. Table 1.1.5. Nominal GDP. Retrieved from\u00a0https:\/\/apps.bea.gov\/iTable\/iTable.cfm?reqid=19&step=2#reqid=19&step=2&isuri=1&1921=survey<\/a><\/p>\r\n

Cash, P.\u00a0 (2017, September 20). Why are B2B buyers living in fear?\u00a0LinkedIn.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.linkedin.com\/pulse\/b2b-tech-buyers-living-fear-paul-cash-<\/a><\/p>\r\n

Clark, K. (2012, October 6). Features, Advantages, and Benefits (FAB) statements.\u00a0devEdge.<\/em>\u00a0Retrieved from\u00a0https:\/\/devedge-internet-marketing.com\/2012\/10\/06\/features-advantages-and-benefits-fab-statements\/<\/a><\/p>\r\n

Clow, K. E., & Baack, D. (2005). New-Task Purchase.\u00a0Concise Encyclopedia of Advertising<\/em>, 117.<\/p>\r\n

Das, G., Mukherjee, A., & Smith, R. J. (2018). The perfect fit: The moderating role of selling cues on hedonic and utilitarian product types.\u00a0Journal of Retailing<\/em>,\u00a094<\/em>(2), 203\u2013216.\u00a0https:\/\/doi-org.libsecure.camosun.bc.ca:2443\/10.1016\/j.jretai.2017.12.002<\/a><\/p>\r\n

eMarketer. (2015). Number of phone users in Canada 2012-2019.\u00a0 Statistica. Retrieved from\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/274772\/forecast-of-mobile-phone-users-in-canada\/<\/a><\/p>\r\n

Eisenberg, B. (2001). Buying a not a rational decision.\u00a0ClickZ.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.clickz.com\/927221<\/a><\/p>\r\n

Families, households and housing. (2018, January 17). Statistics Canada. Retrieved from\u00a0https:\/\/www150.statcan.gc.ca\/n1\/pub\/11-402-x\/2011000\/chap\/fam\/fam-eng.htm<\/a><\/p>\r\n

Fear of buying. (2003). Selling Power.\u00a0http:\/\/www.sellingpower.com\/content\/newsletter\/issue.php?pc=296<\/a><\/p>\r\n

McLeod, S. (2020, March 20). Maslow\u2019s Hierarch of needs. Simply Psychology. Retrieved from\u00a0https:\/\/www.simplypsychology.org\/maslow.html<\/a><\/p>\r\n

Nussbaum, J. (2017, April 3). The stark difference between B2C and B2B advertising blog series. Dun & bradstreet. Retrieved from\u00a0https:\/\/www.dnb.com\/perspectives\/marketing-sales\/decision-making-b2b-vs-b2c-buyers.html<\/a><\/p>\r\n

Petro, G. (2019, March 29). Consumers are spending more per visit in-store than online. What does this mean for retailers? Forbes. Retrieved from\u00a0https:\/\/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<\/a><\/p>\r\n

Proctor, C. (2017, January 27).\u00a0 Here\u2019s how different men and women are when it comes to shopping-and why you need to know.\u00a0Washington Business Journal<\/em>. Retrieved from\u00a0https:\/\/www.bizjournals.com\/washington\/news\/2017\/01\/27\/heres-how-different-men-and-women-are-when-it.html<\/a><\/p>\r\n

Scotter, L. (2020). Differences between B2B & B2C buyer behavior. Chron. Retrieved from\u00a0https:\/\/work.chron.com\/differences-between-b2b-b2c-buyer-behavior-18518.html<\/a><\/p>\r\n

Shattuck, R. (2005). Understanding the B2B buying cycle. Retrieved from\u00a0http:\/\/www.internetviz-<\/a>newsletters.com\/PSJ\/e_article001037852.cfm<\/a><\/p>\r\n

Spacey, J.\u00a0 (2017, September 29) 5 Examples of modified rebuy. Simplicity<\/em>. Retrieved from\u00a0https:\/\/simplicable.com\/new\/modified-rebuy<\/a><\/p>\r\n

Statistica Consumer market outlook. (2019, April).\u00a0 Pet food. Retrieved from\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/outlook\/40130000\/100\/pet-food\/worldwide#market-volume<\/a><\/p>\r\n

Stephenson, A. (2019, May 16). The shopper transition zone.\u00a0\u00a0Explorer Research<\/em>. Retrieved from\u00a0https:\/\/explorerresearch.com\/the-shopper-transition-zone\/<\/a><\/p>\r\n

Underhill, P. (1999).\u00a0Why We Buy: The Science of Shopping.\u00a0<\/em>New York: Touchstone, 99.<\/p>\r\n

Ward, S. (2019, January 31). Canadian small business statistics. The\u00a0balancesmallbusiness<\/em>. Retrieved from\u00a0https:\/\/www.thebalancesmb.com\/canadian-small-businesses-stats-2948030<\/a><\/p>\r\n

Vechten, L. (2010, February 2). Understanding Feature-Advantage-Benefit.\u00a0SellingPower<\/em>. Retrieved from\u00a0https:\/\/www.sellingpower.com\/2010\/02\/02\/8554\/understanding-feature-advantage-benefit<\/a><\/p>","rendered":"

Amazon. (2020). Kindle. Retrieved from\u00a0https:\/\/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<\/a><\/p>\n

Armandhammer. (2020). The for-everything soda. Retrieved from\u00a0https:\/\/www.armandhammer.com\/en\/for-everything-soda<\/a><\/p>\n

Associated Press. (2005, August 5). Looters take advantage of New Orleans Mess.\u00a0 Msnbc. Retrieved from\u00a0http:\/\/www.msnbc.msn.com\/id\/9131493<\/a><\/p>\n

B2B purchasing decision. (n.d.).\u00a0Lumen.<\/em>\u00a0Principles of Marketing. Retrieved from\u00a0https:\/\/courses.lumenlearning.com\/wmopen-principlesofmarketing\/chapter\/b2b-purchasing-decisions\/<\/a><\/p>\n

Bernazzani, S. (2019). 10 examples pf co-branding partnerships and why they are so great). Hubspot. Retrieved from\u00a0https:\/\/blog.hubspot.com\/marketing\/best-cobranding-partnerships<\/a><\/p>\n

Biekkola, K. Needs versus wants slide show. Wise-online. Retrieved from\u00a0http:\/\/www.wisc-<\/a>online.com\/objects\/index_tj.asp?objID=ABM3302<\/a><\/p>\n

Bureau of Economic Analysis. (2020, April 2). National Income and Product Accounts Tables. Table 1.1.5. Nominal GDP. Retrieved from\u00a0https:\/\/apps.bea.gov\/iTable\/iTable.cfm?reqid=19&step=2#reqid=19&step=2&isuri=1&1921=survey<\/a><\/p>\n

Cash, P.\u00a0 (2017, September 20). Why are B2B buyers living in fear?\u00a0LinkedIn.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.linkedin.com\/pulse\/b2b-tech-buyers-living-fear-paul-cash-<\/a><\/p>\n

Clark, K. (2012, October 6). Features, Advantages, and Benefits (FAB) statements.\u00a0devEdge.<\/em>\u00a0Retrieved from\u00a0https:\/\/devedge-internet-marketing.com\/2012\/10\/06\/features-advantages-and-benefits-fab-statements\/<\/a><\/p>\n

Clow, K. E., & Baack, D. (2005). New-Task Purchase.\u00a0Concise Encyclopedia of Advertising<\/em>, 117.<\/p>\n

Das, G., Mukherjee, A., & Smith, R. J. (2018). The perfect fit: The moderating role of selling cues on hedonic and utilitarian product types.\u00a0Journal of Retailing<\/em>,\u00a094<\/em>(2), 203\u2013216.\u00a0https:\/\/doi-org.libsecure.camosun.bc.ca:2443\/10.1016\/j.jretai.2017.12.002<\/a><\/p>\n

eMarketer. (2015). Number of phone users in Canada 2012-2019.\u00a0 Statistica. Retrieved from\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/statistics\/274772\/forecast-of-mobile-phone-users-in-canada\/<\/a><\/p>\n

Eisenberg, B. (2001). Buying a not a rational decision.\u00a0ClickZ.<\/em>\u00a0Retrieved from\u00a0http:\/\/www.clickz.com\/927221<\/a><\/p>\n

Families, households and housing. (2018, January 17). Statistics Canada. Retrieved from\u00a0https:\/\/www150.statcan.gc.ca\/n1\/pub\/11-402-x\/2011000\/chap\/fam\/fam-eng.htm<\/a><\/p>\n

Fear of buying. (2003). Selling Power.\u00a0http:\/\/www.sellingpower.com\/content\/newsletter\/issue.php?pc=296<\/a><\/p>\n

McLeod, S. (2020, March 20). Maslow\u2019s Hierarch of needs. Simply Psychology. Retrieved from\u00a0https:\/\/www.simplypsychology.org\/maslow.html<\/a><\/p>\n

Nussbaum, J. (2017, April 3). The stark difference between B2C and B2B advertising blog series. Dun & bradstreet. Retrieved from\u00a0https:\/\/www.dnb.com\/perspectives\/marketing-sales\/decision-making-b2b-vs-b2c-buyers.html<\/a><\/p>\n

Petro, G. (2019, March 29). Consumers are spending more per visit in-store than online. What does this mean for retailers? Forbes. Retrieved from\u00a0https:\/\/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<\/a><\/p>\n

Proctor, C. (2017, January 27).\u00a0 Here\u2019s how different men and women are when it comes to shopping-and why you need to know.\u00a0Washington Business Journal<\/em>. Retrieved from\u00a0https:\/\/www.bizjournals.com\/washington\/news\/2017\/01\/27\/heres-how-different-men-and-women-are-when-it.html<\/a><\/p>\n

Scotter, L. (2020). Differences between B2B & B2C buyer behavior. Chron. Retrieved from\u00a0https:\/\/work.chron.com\/differences-between-b2b-b2c-buyer-behavior-18518.html<\/a><\/p>\n

Shattuck, R. (2005). Understanding the B2B buying cycle. Retrieved from\u00a0http:\/\/www.internetviz-<\/a>newsletters.com\/PSJ\/e_article001037852.cfm<\/a><\/p>\n

Spacey, J.\u00a0 (2017, September 29) 5 Examples of modified rebuy. Simplicity<\/em>. Retrieved from\u00a0https:\/\/simplicable.com\/new\/modified-rebuy<\/a><\/p>\n

Statistica Consumer market outlook. (2019, April).\u00a0 Pet food. Retrieved from\u00a0https:\/\/www-statista-com.libsecure.camosun.bc.ca:2443\/outlook\/40130000\/100\/pet-food\/worldwide#market-volume<\/a><\/p>\n

Stephenson, A. (2019, May 16). The shopper transition zone.\u00a0\u00a0Explorer Research<\/em>. Retrieved from\u00a0https:\/\/explorerresearch.com\/the-shopper-transition-zone\/<\/a><\/p>\n

Underhill, P. (1999).\u00a0Why We Buy: The Science of Shopping.\u00a0<\/em>New York: Touchstone, 99.<\/p>\n

Ward, S. (2019, January 31). Canadian small business statistics. The\u00a0balancesmallbusiness<\/em>. Retrieved from\u00a0https:\/\/www.thebalancesmb.com\/canadian-small-businesses-stats-2948030<\/a><\/p>\n

Vechten, L. (2010, February 2). Understanding Feature-Advantage-Benefit.\u00a0SellingPower<\/em>. Retrieved from\u00a0https:\/\/www.sellingpower.com\/2010\/02\/02\/8554\/understanding-feature-advantage-benefit<\/a><\/p>\n","protected":false},"author":284,"menu_order":8,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-317","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":180,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/317","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/317\/revisions"}],"predecessor-version":[{"id":318,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/317\/revisions\/318"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/180"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/317\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=317"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=317"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=317"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=317"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}