Test Your Knowledge: Customer Buying Hierarchy

Question 1: The three main US manufacturers of infant formula have relied for years on the advice of physicians, along with free packs of formula given to new mothers at hospitals to sell their product. (Year 1996-SIC 2023)

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Question 2: Dodge Stealth R/T Turbo and Mitsubishi 3000GT VR-4 have all-wheel drive, four-wheel steering, twin-turbo V6 engines 2/300 horsepower. They're redefining the reasonably priced sports car. (Year 1991-SIC 3711)

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Question 3: United Natural Food's account representatives advise their customers on inventory management and merchandising techniques. Management believes that assisting retailers to operate more efficiently and generate sales growth will in turn allow the company to grow. (Year 1997-SIC 2033)

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Question 4: Circuit City provides a higher level of personal customer service than most of its direct competitors. (Year1995-SIC 5731)

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Question 5: Pizza Hut has insulated carriers to keep its home delivery pizza hot. (Year 1988-SIC 5812)

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Question 6: Owens-Illinois continually added benefits to the standard product. They led the beverage industry with a standard 16-oz bottle that had a wrapped label, which allowed beverage manufacturers to run their lines more quickly and add more colorful labels to the bottles. (Year 1987-SIC 3221)

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Question 7: The gas station business has shrinking profits, due to lowered gas prices. Many gas stations are adding new businesses: flowers, dry cleaning, tacos, etc. (Year 1993-SIC 5541)

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Question 8: Two years ago, Fastenal developed a new store concept, called FastTool, which sells tools and safety supplies. These stores are located adjacent to the Fastenal stores. (Year 1995-SIC 5200)

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Question 9: Caterpillar delivers replacement parts within 72 hours, 99.7% of the time. (Year 1992-SIC 3531)

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Question 10: Butler Manufacturing is considered the pioneer of the metal-buildings industry, which emerged about 50 years ago. Butler emphasizes to its customers the major role it has played in the construction of distribution centers for Wal-Mart. (Year 1994-SIC 3448).

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