The most obvious purpose of advertising is to inform. the consumer of available products o

r services．The second【C1】______is to sell the product．The second purpose might be more important to the manufacturers than the【C2】______．The manufacturers go beyond only telling consumers about their products．They also try to persuade customers to buy the【C3】______by creating a desire【C4】______it．Because of advertisement，consumers think that they want something that they do not need．After buying something，the purchaser cannot always explain why it was【C5】______．

Even【C6】______the purchaser probably does not know why he or she bought something，the manufacturers【C7】______．Manufacturers have analyzed the business of【C8】______and buying．They know all the different motives that influence a consumer's purchase—some rational and【C9】______emotional．Furthermore，they

take advantage of this【C10】______.

Why【C11】______so many products displayed at the checkout counters in grocery stores？ The store management has some good【C12】______. By the time the customer is【C13】______to pay for a purchase, he or she has already made rational. thought-out decisions【C14】______what he or she needs and wants to buy. The【C15】______

feels that he or she has done a good job of choosing the items. The shopper is especially vulnerable at this point. The【C16】______of candy, chewing gum, and magazines are very attractive. They persuade the purchaser to buy something for emotional, not【C17】______motives. For example, the customer neither needs nor plans to buy candy. but while the customer is standing, waiting to pay money, he or she may suddenly decide to buy【C18】______

This is exactly【C19】______the store and the manufacturer hope that the customer will【C20】______

The customer follows his or her plan.

【C1】