High (Pleasure)

Low (Negative/discomfort)

Neutral

Identify a need to buy a new car

Look at cars / communication

Decide on options Visit

dealer

Excitement

builds

High (Pleasure)

Low (Negative/discomfort)

Neutral

Decide to visit dealer

Find Parking

Get location of dealership

Go inside / look at cars

Worried about

finding the

place

What will i

t be

like? Closer

relationship to

vehicle

High (Pleasure)

Low (Negative/discomfort)

Neutral

Decide to visit dealer

Find Parking

Get location of dealership

Go inside / look at cars

Find a salesperson

High (Pleasure)

Low (Negative/discomfort)

Neutral

Test drive

Find a salesperson

Get a brochure

Share experience

Repeat?

How

to

com

mun

icat

e?

Pers

onal

ity?

Fun, worried about crashing

Mixed reactions from family & friends

High (Pleasure)

Low (Negative/discomfort)

Neutral

Find a salesperson

Decide on vehicle

Contact dealership

Negotiate

What is rig

ht for m

e,

can I g

et my optio

ns

High (Pleasure)

Low (Negative/discomfort)

Neutral Arrange

payment & paperwork

Negotiate

Finished paperwork

Waiting

Getting the best

deal, can I

afford?

Is it all correct,

sorting, filing

Rel

ief

Anxious

High (Pleasure)

Low (Negative/discomfort)

Neutral

Finished paperwork

Waiting

Receive car

PPD

After sales service

?

Rel

ief &

ex

cite

me

nt

Did I make the right choice?