Top-down selling tactic is initially offering high-priced

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Reference no: EM132290719

Top-down selling tactic is initially offering high-priced items to a customer to pull WTP (reference price) up regardless of whether the customer is interested in or is able to afford these high-priced items. Suppose that you are

a) a real estate agent selling houses,

b) a mail catalog designer for a blouse company,

c) a Wal-Mart store employee stocking pasta shelves,

How would you implement the top-down selling tactic?

When the apartment rental market cools down, the apartment owners think of reducing the rental prices either directly or indirectly to stimulate the demand. Direct reduction is simply reducing the annual rent. One of the indirect reduction strategies is keeping the rent constant but not charging any the rent for the first month of a 12-month lease (also called free first-month). Among these two strategies, which one keeps the reference price higher? Explain. Is it in the interest of the apartment owners to keep the reference price higher? In your own apartment renting experience, have you seen more direct rent reductions or free first-months?

Reference no: EM132290719

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