2. 考研
  3. [A] Increase Relevance [B] Understand Your Customers [C] Use Promotions [D] Monitor Trade Terms [E] Unbundle

[A] Increase Relevance [B] Understand Your Customers [C] Use Promotions [D] Monitor Trade Terms [E] Unbundle

admin2022-01-20  1
问题     [A] Increase Relevance
    [B] Understand Your Customers
    [C] Use Promotions
    [D] Monitor Trade Terms
    [E] Unbundle
    [F] Redefine Value
    [G] Invest in Market Research
    When driving these days, do you look at the prices every time you pass a gas station? Do you notice yourself paying more attention to the prices of everything you buy? You are not alone. Consumers everywhere are more price aware. People who’ve been indifferent to price increases for years are suddenly amazed at what things now cost. How can marketers cope not just with inflation but with consumer sticker shock?
    【R1】________
    There are at least five ways in which customers can respond to higher gas prices: downgrade from premium to regular; take fewer trips by car, consolidate errands, switch to public transportation; take the same number of trips but reduce the miles driven per trip by, for example, vacationing closer to home; drive more economically and less aggressively to improve miles per gallon; and buy a specific dollar amount of gas rather than filling up every time, even though this may mean more visits to the pump. Some consumers may even trade in (at a loss) the SUV for a hybrid, an example of how price inflation on one product can cause demand shifts in a second, related, category.
    【R2】________
    You must discard your existing customer segmentation assumptions and segment consumers around product usage behavior and price sensitivity. You must get out into the marketplace yourself and talk to consumers directly to understand their pain points and how they are changing attitudes and behaviors in response to price inflation. You must then quantify these shifts and develop product and pricing strategies that balance the need to maintain both profitability and market share.
    【R3】________
    Customers buying soft drinks can think about price in three ways: the absolute cost per can or bottle, the cost per ounce, and, less common in this category, the monthly consumption cost. Customers short on cash will focus much more on the absolute price. They’ll go for the 99 percent soft drink rather than the $1.29 container with 50 percent more volume. To motivate cash-poor consumers, marketers must reverse engineer products and packaging to hit key retail price points. This may mean downsizing package sizes, something the candy industry always does in response to inflation.
    【R4】________
    If you’ ve always passed through raw material price increases to the end consumer, you don’ t necessarily need to change that policy. However, lagging competitors in passing on price increases can have the same effect as a temporary price promotion. More customers than usual will be looking out for price promotions, but don’ t give away the store to those who don’ t need the discount, and cut prices not across the board but only on items selected as your inflation-busters. For cash poor consumers, these promotions should hit the key price points on small pack sizes. For cash rich consumers, encourage multi-unit purchases ahead of the inevitable next price increase.
    【R5】________
    Customers who previously welcomed the convenience of buying product, options, and services rolled into one may now ask for a detailed price breakdown. Make it easy for your more price-sensitive customers to better cherry-pick the options and services that they truly need by giving them an unbundled menu of options.
【R5】
选项
答案E
解析 本段最后一句指出Make it easy for your more price—sensitive customers to better chew-pick the options and services that they truly need by giving them an unbundled menu of options，意为“为了让那些对价格特别敏感的消费者更好地在他们真正需要的多种选择和服务之中做出最佳决策，企业就要提供各种单独的商品定价单”，其中unbundled menu与E项Unbundle意思一致。故本题选E。
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