1. What objectives do you feel Peter was trying to accomplish in the selection of running shoes? What motivated his final selection?
Peter was, first and foremost, trying to find a quality running shoe; a shoe that would give him comfort and protection against injury. Furthermore, preference would be given to a light-weight running shoe as they seemed better for running longer distances. Another objective of Peter was to stay within reasonable range of his budget. Peter was willing to spend over $100 for the running shoes, however, not much higher than that.
Peter’s selection process was made by trying many different shoes, and using his knowledge and experience of the different brands. He also took into account Donna’s knowledge and ensured to test the sturdiness of the shoe. Once these filters were applied, his final selection was made when he found the Air Structure Triax. Ultimately, this selection was made based on fit and comfort.
2. Could Sports Experts have done anything differently in order to make the sale on Peter’s first visit?
I would suggest that there are not many options that Sports Experts had in order to make the sale on Peter’s first visit. Peter knew he wanted to stay within his budget and therefore, already knew he was going to shop around for the best deal possible.
However, in order to keep Peter in the store, they could have done the following:
• Sports Experts could have insisted that all other sports stores had the exact same price as they did and if he found a lower price elsewhere, they would refund the difference. Although, this could have made Pete ...