Which of the following observations concerning introductory price dealing is true?
A. The plan is to sustain the price cut for an extended period of time.
B. They are the same as low penetration prices.
C. They are temporary price cuts to speed new products into a market.
D. Established competitors usually choose to meet introductory price dealing.
E. They have the same effect as price skimming.
Answer: C
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Which of the following statements is true about customer retention and customer life expectancy?
A) The higher the customer retention rate, the lower the short-term profit impact. B) As customer retention increases, the customer's life expectancy decreases. C) Customer life expectancy decreases exponentially with customer retention. D) In general, it costs five times more to replace than to keep a customer. E) Higher levels of customer retention have a long-term negative impact on profits.
There are three key consumer criteria that determine whether a brand association can truly function as a point-of-difference
When the Westin Stamford hotel in Singapore advertised that it was the world's tallest hotel, it attempted to create a point-of-difference (POD). Discuss whether this attempt to create a POD would be likely to succeed.
Which source of resistance to change arises when only a small number of departments apply the change rather than the whole organization?
A. structural inertia B. group inertia C. limited focus of change D. threat to expertise
A salesperson tells his customer, "You are not only buying my products but me as well!" What could be the purpose of this statement?
A. He is using a trial close. B. He is showing his eagerness to close the deal. C. He is persuading the client to make a decision soon. D. He is using a standing-room close. E. He is trying to personalize the relationship.