Consumer cognitions. Mapping personal benefits relating to perfume purchase in the United Kingdom and Germany

This paper describes the final phases of consumer testing utilizing marketing mix studies conducted for many fragrance marketers and/or developers.

Consumer cognitions. Mapping Personal Benefits Relating to Perfume Purchase in the United Kingdom and Germany

SusanBaker Cranfield University, United Kingdom

INTRODUCTION

Marketers are familiar with the notion that,

People spend their money not for goods and services, but to get value satisfactions they believe are bestowed by what they are buying

Source: Levitt, 1969

Levitt illustrated this concept of the augmented product with the now renowned phrase,

buyers do not buy quarter-inch drills; they buy quarter-inch holes

Source: Levitt, 1969

Understanding the benefits...

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