awareness, trial, repeat (ATR) Definition | Business Dictionaries from AllBusiness.com
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Business Definition for: awareness, trial, repeat (ATR)
Dictionary of Marketing Terms
awareness, trial, repeat (ATR)

product-specific pattern of three key steps followed by consumers toward adopting a product. Awareness takes place as a result of the consumer learning of a particular product brand or a product's availability and its attributes. After learning of the product, consumers may make a trial purchase to test the product. If use of the product has favorable results, consumers will repeat their purchase of the product. ATR is used to determine the product adoption process.

See also bait and switch , bait-ad
Related Terms:
bait and switch
bait-ad

advertisement that offers retail merchandise at an alluringly low price to entice buyers to a store; also called bait-and-switch advertisement. In actuality, the customer may find it difficult, if not impossible, to purchase the advertised merchandise because it is the retailer's intention (1) to get the buyer to the store and then (2) to switch him or her to something more costly. Retailers that consistently use bait advertising are subject to legal action by the Federal Trade Commission, as this practice is considered false or deceptive advertising.

Copyright c 2000, 1994, 1987 by Barron's Educational Series, Inc. Reprinted by arrangement with Publisher.
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