Question 1

____________ warrants migration assistance.

Accepted Answer

A) competitive intensity 
B) customer uncertainty 
C) incremental advances in technology 
D) low buyer power 
E) none of the above

Question 2

A beachhead:

Accepted Answer

A) is a market segment from which to attack the mainstream market 
B) is part of the bowling alley strategy of market development 
C) should be in the early majority stage of the market 
D) a and b 
E) all of the above

Question 3

Which of the following is not one of the critical issues in assessing the motivations of customers to buy their products?

Accepted Answer

A) what affects customers' purchase decisions? 
B) who is likely to buy? 
C) what affects the timing of customers' purchase decisions? 
D) which attributes do products have? 
E) all of the above are

Question 4

When customers "leapfrog," they skip:

Accepted Answer

A) a generation of technology 
B) from one technology to another 
C) from one seller to another 
D) from a basic product line to a full-featured product line 
E) from one solution to another

Exam 7: Understanding High-Tech Customers

____________ warrants migration assistance.

A beachhead:

Which of the following is not one of the critical issues in assessing the motivations of customers to buy their products?

When customers "leapfrog," they skip: