Un punct de vedere traditional care sustine ca actul de cumparare se petrece in urma parcurgerii unor stari mentale induse de un agent de vanzari. Vezi conceptul AIDA, Buyer Resolution Theory (teoria rezolutiei cumparatorului); Formula Approach (abordarea formulara).
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.
