A company attempting to be successful with a broad differentiation strategy has to
A. incorporate more differentiating features into its product/service than rivals.
B. concentrate on offering advanced features, whether or not they have value to the customers, to create unique products.
C. over-differentiate so that product quality, features, or service levels exceed the needs of most buyers.
D. study buyer needs and behavior carefully to learn what buyers consider important, what they think has value, and what they are willing to pay for.
E. concentrate its differentiating efforts on marketing and advertising (where almost all differentiating features are created).
Answer: D
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