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buyer resolution theory
the idea that a buyer decides to purchase only after mentally resolving five specific issues - need, product, source, price, and timing
buying allowance ...
a traditional point of view holding that a prospect buys after being guided through certain mental processes by a salesperson. See AIDA Concept; Buyer Resolution Theory; Formula Approach.
 See also: Cycle, Sponsorship, Advertising, Analysis, Budget
  
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