Ajay_Maheshwari_530_Module_3_Jan9

Ajay_Maheshwari_530_Module_3_Jan9 - Module31...

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Module 3      1 Module 3: Connecting With Customers
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Module 3      2 Abstract Response to the first six questions are fill in the blanks defining Customer perceived  value, 20-80 rule, groups, Brand associations, consumer goods, niche etc. Response to  the first exercise question lists the steps involved in customer value analysis. Response  to second exercise list 5 ways a company can use its database for marketing efforts.  Response   to   the   third   exercise   question   lists   differences   between   biogenic   and  psychogenic needs. Response to the fourth exercise question lists talks about family of  orientation and family of procreation. Response to the fifth exercise question lists seven  roles   that   members   of   the   organization   play   in   the   purchase   decision   process.  Response to the first case study question talks about the reasons making senior market  more attractive. Response to the second case study question conveys that The Baby  Boomers are stimulating growth in the senior market.  
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Module 3      3 Module 3 Deliverables Assignments:  Questions Check Your Understanding: 1.  ________ is the difference between the prospective customer's evaluation of all the  benefits and all the costs of an offering and the perceived alternatives. “Customer perceived value”  (  is the difference between the  prospective customer's evaluation of all the benefits and all the costs of an offering and  the perceived alternatives.  2.  The 20-80 rule states _____. The 20-80 rule states “the top 20 percent of customers generate 80 percent of the   company's profits”.  ( 3.  Formal groups having a direct influence on a person such as religious, professional,  and trade union groups are _____. Formal groups having a direct influence on a person such as religious, professional, and 
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Ajay_Maheshwari_530_Module_3_Jan9 - Module31...

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