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states Need Recognition (consumer) IDEAL ACTUAL Opportunity Recognition (marketer) Strategic Implications ? Influence of marketers ? Discover consumer problems ? Respond ? Create awareness of “problems” ? Influence desired state ? Influence actual state Information Search Types of Search ? Prepurchase an explicit search for information ? Ongoing Search browsing used by consumers for uptodate information Information Sources ? Internal Search memory scan to assemble information. ? External Search information obtained from ads, friends, experts etc. Information Search ? Do consumers always search rationally? ? Costs and benefits ? What do consumers search for? ? How much do consumers search? ? Market characteristics/type of product ? Perceived risk ? Individual characteristics ? Prior Knowledge ? Locus of control ? Confide