The document discusses various topics related to retail outlet selection and purchase decisions, including: 1) Different decision sequences consumers may use when evaluating outlets and brands, such as prioritizing the outlet first or the brand first. 2) Factors that influence a consumer's evaluative criteria for different types of purchases from major grocery shopping to buying a newspaper. 3) Ways the internet draws consumers as an outlet and reasons for consumer apprehension towards online shopping. 4) In-store factors like price reductions, sales personnel, displays, and atmosphere that can impact consumers' product evaluations and purchases.

1. CHAPTER SEVENTEEN Outlet Selection and Purchase McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.

3. Marketing Strategy Based on Decision Sequence

5. The Internet: Online Sales by Categories

7. Figure 17-2

8. Table 17-2

9. In-Store Influences that Impact Alternative Evaluation and Purchase Modify intended purchase behavior Alternative evaluation Price reductions Sales personnel Stockouts Displays Store Atmosphere

10. Supermarket Decisions

11. In-Store Purchase Behavior

12. Sales Impact of Point-of-Purchase Displays

13. The Effect of P-O-P Display Location on Sales of Listerine Mouthwash Percent 120 100 80 60 40 20 0 +11% +141% +162% Shelf Rear Front Endcap Endcap Regular price on shelf Feature price/display Average unit sales per store

15. Store Atmosphere

16. Impact of a Stockout Situation