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3 Cards in this Set
- Front
- Back
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Generous Offers |
An offer with too generous an incentive may give too much away - Will not maximize profits - May create short-term customers who bought for incentive Don't offer too many choices or incentives with a value that may be too high Very important to test incentives to make sure they are effective and efficient |
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The Value Proposition |
The promise of a value to be delivered by a product or service, and acknowledgement by the customer that the value will be delivered and experienced. The value proposition should be clear, concise and appealing to the key drivers of purchase behavior. |
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Different Value Propositions for Different Segments |
Communicate the right elements to those who will benefit from it most Include a mix of relevant benefits, motivations and incentives The idea of "value" may change at different stages of the customer lifecycle Organizations that fail to communicate the key elements of their value proposition often fail |
