The effect of problem recognition style on information seeking

Article Abstract:

A study was conducted focusing on the relationship between styles of recognizing clothing problems and search for problem solutions. Problem Recognition Style was considered to range between two extremes: Actual State Types (who tend to perceive clothing problems only when their clothes fail to perform satisfactorily) and Desired State Types (for whom the decision process will be triggered frequently due to the desire for something new). A total of eleven information sources were studied representative in various degrees of two different dimensions: the personalness of the source and the degree to which the information can be controlled by the marketer. Two types of shopping trips were also evaluated: prepurchase and ongoing search. In general, Desired State Types placed greater importance on most sources in addition to making significantly more clothing-related shopping trips than Actual State Types. (Reprinted by permission of the publisher.)

Research, Retail industry, Retail trade, Consumer behavior

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Expert systems: the integrative sales management tool of the future

Article Abstract:

Personal computer technology has provided a major opportunity to develop revolutionary approaches to the solution of business problems. While applications of artificial intelligence and expert systems are rapidly emerging, few have been developed in the sales management area. Specifically, this paper proposes the creation of an expert system to enhance sales management activities and their coordination with the entire marketing function within an organization. (Reprinted by permission of the publisher.)

Usage, Technology application, Artificial intelligence, Expert systems, Sales management

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