Absolute Value: What Really Influences Customers in the Age of (Nearly) Perfect Information

When the functional differences are negligible or hardly exist—for example, in terms of price or quality—there is a requirement to create an emotional difference.

Could the attribute be used to evaluate brands such as someone looking at two or three pasta sauces and thinking ‘that one is hard to resist’ and choosing the brand based on that assessment?

The limitations of attributes proxies for Distinctive Asset roles such as standing out on shelf or distinctive from other brands are discussed in Chapter 14 on Physical Availability.

Los consumidores más experimentados normalmente presentan mayor nivel de influencia propia.