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WorksheetsAssessing Value to the Customer
Total questions: 10
Worksheet time: 6mins
What affects the product’s ability to accomplish what is considered by customers to be its primary purpose, or function?
Reputation and support service characteristics
Features and styling characteristics
Core-quality characteristics
All of the above
What supports a product’s primary and secondary benefits and that could be
characteristics of the selling company rather than only of the product itself.
Reputation and support service characteristics
Features and styling characteristics
Core-quality characteristics
All of the above
What contributes to benefits beyond the product’s primary function. This category
includes aspects sometimes referred to as “bells and whistles’’.
Core-quality characteristics
Features and styling characteristics
Reputation and support service characteristics
All of the above
Who control the flow of information to other members of the
purchase process, such as those who decide which companies are invited to submit
proposals?
Influencers
Purchasers
Decider
Gatekeeper
Who rule on whether or not the purchase should take place?
Deciders
Purchasers
Users
Influencers
What is the analysis that involves in carrying out a study where a set of possible alternative products are presented or described to respondents and the respondents are asked to rate, rank, or choose among these alternative products.
(a)
Customers who are interested in the benefits of a product tend to prefer to expend
as little effort as possible to receive these benefits.
Need for Performance Reliability
Need for Objective Performance
Need for Product Convenience
Need for Social Performance
Product characteristics valued by a customer for their expected
effects on the customer’s social image.
Need for Social Performance
Need for Hedonic and Aesthetic Performance
Need for Performance Reliability
Need for Objective Performance
The customer’s desires to avoid the expenses and anxieties of product
inconsistency or failure.
Need for Performance Reliability
Need for Objective Performance
Need for Social Performance
Need for Hedonic and Aesthetic Performance
it involves results that are a matter of observable facts,
as opposed to a matter of opinion.
Need for Hedonic and Aesthetic Performance
Need for Performance Reliability
Need for Hedonic and Aesthetic Performance
Need for Objective Performance
