Through Market Segmentation, GE Discovered That the Top 30% of Prospective

question 68

Multiple Choice

Through market segmentation, GE discovered that the top 30% of prospective customers were three times more likely to do business with GE than the bottom 70%. This is an example of how GE was able to

• A) create customer value propositions.
• B) harness the power of marketing with sales action by identifying attractive prospects.
• C) create organizational silos for the sales and marketing functions.
• D) revise its marketing plan.
• E) identify new customers for product extensions.

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Definitions:

Contingency Management

A behavior change technique that reinforces positive behaviors with rewards to increase the likelihood of their occurrence.

Behavioral Activation

Behavioral Activation is a therapy approach that focuses on engaging individuals in activities that are aligned with their values and interests to combat depression.

Biofeedback

A technique that uses electronic monitoring to convey information about physiological processes, allowing individuals to gain control over bodily functions that are normally automatic, such as heart rate.

Progressive Muscle Relaxation

A relaxation technique involving tension and relaxation of various muscle groups to reduce stress and anxiety.