What four strategies can marketers of low-involvement products employ in an effort to convert their products into ones of higher involvement?
What will be an ideal response?
The four strategies are:
1. linking the product to some involving issue
2. linking the product to some involving personal situation
3. designing advertising to trigger strong emotions related to personal values or ego defense
4. adding important features to the product.
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If the salesperson has answered all of the objections and feels confident that the prospect is ready to buy, then using the direct close works well
Indicate whether the statement is true or false
Walter sells sporting goods. During sales call planning for an upcoming appointment with a prospect, Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter. He has determined this advantage while developing a(n):
A. customer profile. B. customized marketing objective. C. value analysis. D. customer benefit plan. E. individualized sales call objective.
The Wright Bros. Collection is a catalog retailer that sells clothing and collectibles to aviation enthusiasts. Its ________ might be men and women between the ages of 25 and 55 who are risk takers
They belong to organizations such as the American Legion, the VFW, and the National Rifle Association of America. They are either pilots themselves or have close ties to a pilot. They prefer camping to taking a luxury cruise. Annually, they spend $900 on items purchased from nonstore retailers. A) value analysis B) customer potential assessment C) segment profile D) internal market audit E) brand personality
Women also earn about 50 percent of all undergraduate business degrees and 55 percent of all MBAs.
Answer the following statement true (T) or false (F)