B. customer acquisition process

C. the new-offering process

D. the strategic management process

A. new products in new market

C. new products for new markets

D. current product in current market

B. solution based segmentation

C. segment attractiveness

D. segment identification

A. credence qualities

B. minor qualities

C. experience qualities

A. major service with minor goods

B. pure tangible goods

C. tangible goods with accompanying services

A. Australian auctions

C. Sealed-bid auctions

D. English auctions

B. non-enthusiast

C. enthusiast

D. non-savvy shoppers

A. downsizing the business

C. extensive growth

D. integrative growth

A. the new-offering process

B. the customer acquisition process

C. the fulfill management process

A. $69.50

B. $65.50

D. $75.50

B. value chain

C. marketing chain

D. product chain

A. management

B. objective

D. alliances

B. reduction of discounts

C. delayed quotation pricing

D. escalator clauses

A. labor wages

B. variable costs

C. employees salaries

A. unbundling

B. escalator clauses

D. reduction of discounts

A. buy back arrangement

C. compensation deal

D. barter

A. retailers

C. sales agents

D. wholesalers

A. solution based segmentation

B. segment attractiveness

D. need based segmentation

A. major service with minor goods

C. pure tangible goods

D. pure services

A. over demand

B. cost inflation

D. anticipatory pricing

A. $3.33

C. $4.33

D. $5.33

B. product planning

C. division planning

D. business planning

A. minor qualities

C. credence qualities

D. search qualities

A. consumer motivation

B. consumer resources

C. consumer solicitation

A. new market

B. production opportunity

C. new customers

A. jobber time

B. lot time

C. spatial time

A. technology

B. customer needs

C. customer groups

A. pull strategy

B. bundle strategy

C. shallow strategy

A. fixed costs

B. variable costs

C. augmented costs

B. analyzing prices of competitors

C. estimating costs

D. determining demand

B. split loyal

C. shifting loyal

D. switchers

A. market environment

B. external environment

C. product environment

A. hard-core loyal

B. switchers

D. split loyal

A. analyzing prices of competitors

B. estimating costs

D. determining demand

B. less total cost

C. less total sales

D. more total purchases

A. the product-sensing process

C. the customer acquisition process

D. the fulfill management process

A. delivery network

B. supply chain

D. value delivery network

A. non-functional discount

B. discount

D. descriptive discount

A. employee alliances

B. raw materials alliance

C. production alliances

A. constant

C. stable

D. low

A. experience curve

B. learning curve

C. observational curve

A. fourth-degree discrimination

B. second-degree price discrimination

C. third-degree discrimination

B. utilizing the capabilities

C. utilizing raw materials

D. utilizing the competencies

A. delayed quotation pricing

B. unbundling

D. reduction of discounts

A. distributive policy

B. trade policy

D. selective policy

B. value pricing

C. target markup price

D. perceived pricing

B. integrated marketing

C. interchanging marketing

D. facilitator marketing

A. product-form pricing

B. customer segment pricing

C. location pricing

B. empathy services

C. assurance services

D. facilitating services

A. makers

B. non-actualizes

C. non-makers