7/4/25, 9:27
PM
MBA 706 test 2 Exam Questions and answers with
complete solutions verified latest update
2025/2026
Terms in this set (177)
Traditional Organizational pyramid with the president at the top, man-
Structure agement in the middle, and frontline people
and customers at the bottom
Customer Perceived the difference between the prospective
Value (CPV) customer's evaluation of all the benefits and all
the costs of an offering and the perceived
alternatives
the perceived monetary value of the bundle of
Total Customer Benefit economic, functional, and
psychological benefits customers expect from a
given market offering because of the product,
service, people, and image
1/
21
,7/4/25, 9:27
PM
the perceived bundle of costs customers expect to
total customer cost incur in evaluating, obtaining,
using, and disposing of the given market
offering, including monetary, time, energy, and
psychological costs
reveals the company's strengths and
weaknesses relative to those of various
competitors.
The steps in this analysis are:
1. Identify the major attributes and benefits customers
Customer value analysis value.
2. Assess the quantitative importance of the different
attributes and benefits.
3. Assess the company's and competitors'
performances on the different customer
values against their rated importance.
4. Examine how customers in a specific
segment rate the company's performance
against a specific
majorcompetitoronanindividualattributeorben
2/
21
, 7/4/25, 9:27
PM
efitbasis
5. Monitor customer values over time
A deeply held commitment to rebuy or
Loyalty repatronize a preferred product or service in the
future despite situational influences and
marketing efforts having the potential to cause
switching behavior.
value proposition consists of the whole cluster of benefits the
company promises to deliver; it is more than
the core positioning of the offering.
3/
21
PM
MBA 706 test 2 Exam Questions and answers with
complete solutions verified latest update
2025/2026
Terms in this set (177)
Traditional Organizational pyramid with the president at the top, man-
Structure agement in the middle, and frontline people
and customers at the bottom
Customer Perceived the difference between the prospective
Value (CPV) customer's evaluation of all the benefits and all
the costs of an offering and the perceived
alternatives
the perceived monetary value of the bundle of
Total Customer Benefit economic, functional, and
psychological benefits customers expect from a
given market offering because of the product,
service, people, and image
1/
21
,7/4/25, 9:27
PM
the perceived bundle of costs customers expect to
total customer cost incur in evaluating, obtaining,
using, and disposing of the given market
offering, including monetary, time, energy, and
psychological costs
reveals the company's strengths and
weaknesses relative to those of various
competitors.
The steps in this analysis are:
1. Identify the major attributes and benefits customers
Customer value analysis value.
2. Assess the quantitative importance of the different
attributes and benefits.
3. Assess the company's and competitors'
performances on the different customer
values against their rated importance.
4. Examine how customers in a specific
segment rate the company's performance
against a specific
majorcompetitoronanindividualattributeorben
2/
21
, 7/4/25, 9:27
PM
efitbasis
5. Monitor customer values over time
A deeply held commitment to rebuy or
Loyalty repatronize a preferred product or service in the
future despite situational influences and
marketing efforts having the potential to cause
switching behavior.
value proposition consists of the whole cluster of benefits the
company promises to deliver; it is more than
the core positioning of the offering.
3/
21
