Exam 2: External and Customer Analysis

external analysis process should be able to affect strategy and to generate or evaluate strategic decisions.

scenario is an alternative view of the future environment that is usually prompted by an alternative possible answer to a strategic uncertainty or by a prospective future event or trend.

benefits sought from a product is a very useful segmentation variable, because the selection of benefits can determine a total business strategy.

Toyota Scion is aimed at generation Y, the echo boomers.

Uncertainty can be handled by precipitating a strategic decision, by obtaining information to reduce the uncertainty, and by ___________.

a strategic context, segmentation means the identification of customer groups that respond differently from other groups to competitive offerings.

In obtaining a list of motivations, a set of 10 individual interviews will generate 90 to 95% of the list.

of the tasks in customer motivation analysis is to determine the relative importance of the motivations.

Dell's Ideastorm is an external program designed to get input from customers.

The retro-sexual is an affluent urban sophisticate aged 20 to 40.

gain customers as active partners, managers should do all of the following except:

customer analysis consists of three components; segmentation, customer motivation, and ________________.

strategic uncertainty identifies the most important strategic options.

Ethnographic research is used in B-to-B companies like Intel.