Final answer:
The trait of consistently choosing the same store due to satisfaction is referred to as customer loyalty. Stores leverage this by building a good reputation, and they can use the foot-in-the-door technique to upsell higher-priced items. Marketing through storefront displays can also create an image of status, persuading customers to purchase for perceived lifestyle enhancements.
Step-by-step explanation:
Trait of Customers Continuity and Loyalty
The trait of customers to continue shopping at a certain store for specific items as long as they are satisfied is known as customer loyalty. It is crucial for businesses to establish a good reputation so that customers feel confident they won't receive a poor-quality product. This sense of security potentially justifies higher prices compared to less reputable competitors and facilitates repeat customers who help recommend the business to others. For example, a reputable grocery store may have higher prices than a local farmer's market stand, but due to its established trust, customers are inclined to return.
Foot-In-The-Door Technique in Upselling
One method store owners use to upsell more expensive products is the foot-in-the-door technique. Initially, the salesperson gets you to agree to buy a small item or an addition, like a best data plan for a new smartphone. Once you've complied with the initial request, they follow up with a larger one, such as a three-year extended warranty. This psychological strategy increases the chances that customers will comply with bigger requests after agreeing to earlier, smaller ones.
Another application of this technique could be seen in car sales where once a customer has decided on a model, the salesperson may persuade them to purchase additional features or a more expensive version. The foot-in-the-door technique leverages the established commitment to convince the customer of the need for further services or products.
Creating Perceived Status Through Marketing
Marketing efforts, such as storefront displays, are designed to manipulate shoppers' emotions to create the impression that a product offers status and life enhancement beyond its explicit utility. It is a strategy utilized to entice customers by presenting a lifestyle appeal alongside the product's practical benefits.
In cases of tying sales, customers may be induced to buy one product only if they commit to purchasing another, bundling products and services together to increase sales and ensure customer retention.