John Runs a Small Bottle Shop in Inner- City Sydney

question 121

Multiple Choice

John runs a small bottle shop in inner- city Sydney. To avoid the big price discounters he has developed relationships with local residents and provides a free delivery and pickup service when they hold parties. He has also developed a relationship with local boaties who operate cruises around the harbour. Each of these groups of customers require a slightly different product range and pricing strategy. John is engaging in:

• A) differentiated marketing.
• B) entrepreneurship.
• C) concentrated marketing.
• D) undifferentiated marketing.
• E) portfolio marketing.

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Definitions:

Foot-In-The-Door

A persuasion technique where one starts with a small request to gain eventual compliance with larger requests.

Dispositional Attribution

The tendency to attribute someone's actions or behavior to their internal qualities or personality, rather than external factors.

Situational Attribution

The process of attributing a person's behavior to external or environmental factors.

Cognitive Dissonance

The psychological discomfort experienced when holding two or more conflicting beliefs, values, or attitudes simultaneously.