When Sandie Considers the Positioning of the Various Products She

question 83

Multiple Choice

When Sandie considers the positioning of the various products she buys,her concept of the product's attributes are:

• A)a loosely held set of beliefs.
• B)highly influenced by the mass media.
• C)relative to the concept of competing products.
• D)relative to the price.
• E)firmly set in place.

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Definitions:

Foot-In-The-Door Technique

A persuasion strategy that involves getting a person to agree to a small request as a precursor to agreeing to a larger request.

Low-Ball Technique

A persuasion strategy in which an initial, lower price is offered to secure agreement, then raised before the deal is closed.

Bait-And-Switch

A deceptive marketing strategy in which a customer is lured by the advertisement of a low-priced item but then is encouraged to buy a more expensive one.

Door-In-The-Face Technique

The Door-In-The-Face Technique is a persuasion strategy where a larger request is initially made and rejected, followed by a smaller, more reasonable request.