The first complete prototype of a new consumer decision tool is ready to
go. Check it out if you like. The ideas have generated some interest
amongst people in high-ticket retail.
The system's goals are to:
(1) Support consumer decision making in selecting a manufactured home
(2) Build relationships between consumers and sales reps
The system assumes:
(1) A consultative selling relationship
(2) High consumer motivation (lots of $, important personal image choice)
(3) Variation in consumer:
. Product expertise
. Awareness of their requirements
. Awareness of decision methods for home selection
(4) The decision takes time (weeks or months of elapsed time)
The system is designed to support face-to-face meetings between the
consumer and the sales person, as well as be a stand-alone decision tool.
See the May issue of WebProfession:
http://www.webprofession.com
for a more complete discussion of system goals.
See:
http://w3.sba.oakland.edu/home_cdt
for the prototype. It needs IE 4.01 and some Java permissions gymnastics
to run completely. You can experiment with the system with vanilla IE 4+
and no gymnastics, though it won't save your notes. See the tech notes on
the site for further instructions.
Please send feedback to [EMAIL PROTECTED]
Kieran
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Kieran Mathieson Office: Varner 217N
Department of Decision and Information Sciences Voice: (248) 370 3507
School of Business Administration FAX: (248) 370 4275
Oakland University
Rochester, MI 48309
Email: mathieso @ oakland.edu
URL: http://www.sba.oakland.edu/faculty/mathieson/mathieson.htm
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