Pamela N.Danziger – Why People Buy Things They Don’t Need

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Author: Pamela N.Danziger

  • Trading books are a form of accounting ledger that contains records of all tradeable financial assets of a bank.
  • Trading books are subject to gains and losses that affect the financial institution directly.
  • Losses in a bank’s trading book can have a cascading effect on the global economy, such as those that occurred during the 2008 financial crisis.

Why People Buy Things They Don’t Need

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Consumers shop to satisfy emotional needs and desires – if a company is selling to emotion, then it’s in the business of luxury. What motivates consumers to buy? Is it pleasure? Education? Entertainment? Status? Or just an impulse? Knowing why consumers buy what they do is the secret to predicting how they will behave in the ever-changing marketplace. In most cases, much of what people buy are items they really don’t need. Focusing on the “whys” of spending, Danziger has meticulously profiled customers in more than 30 categories of discretionary spending through research based on surveys, interviews, and focus groups from a variety of people who make discretionary purchases.

In “Why People Buy Things They Don’t Need”, Danziger examines: the 14 justifiers that give consumers “permission” to buy; trends impacting why people purchase what they do; how to sell even more to these customers; and the future of discretionary spending. –This text refers to the Paperback edition.

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