Training Customers To Help Your Business
research analyzes the value of having a variety of products when selling to strategic customers, those buyers who decide not only whether or which model to buy but also when to buy to best suit their goals. Some researchers have studied how firms inadvertently train their customers to wait to buy once the price has been marked down. Other researchers have looked at how offering lower-priced models cannibalizes the demand for higher-end products. Customers have become more sophisticated buyers as Internet shopping grows more pervasive.