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Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Switchers
Current Loyals
Competitive Loyals
Price Buyers
Nonusers
Sampling
Coupon
Sweepstakes
Continuity
Price Discount
Sweepstakes
Mail Premium
Sampling
Price Discount
Special Pack
Sampling
Price Discount
Special Pack
Trade Deal
Refunds
Sweepstakes
Coupons
Refunds
Cause-Related
Trade Promotions
Cause-related
Price Discount
Sampling
Sweepstakes
Special Pack
High involvement
New product
Low differentiation
High differentiation
Low involvement
Retailer discount
Manufacturer discount
High involvement
Low differentiation
New product
Many discounts
Low involvement
High involvement
Low differentiation
New product
Low involvement
Low differentiation
New product
Low awareness/market share
High differentiation
New flow of customers
Many discounts
Additional goods; Retailer pays later
Retailer pays later; Commissions for sales
Timed brand discount; Timed price discount
Timed price discount; Timed brand discount
M pays cost to integrate product; Cash if R completes certain things
Ad/promo support from R; R pays later
Specific timed sales-based discount; Choose "right" product
Trade coupons; Additional amount of goods
Additional amount of goods; Retailer pays later
Commissions for sales; Choose "right" product
Timed brand discount; Timed price discount
Cash if R completes certain things; Ad/promo support by R
Retailer pays later; Cash if R completes certain things
Ad/promo support by R; Cash if R completes certain things
Commissions for sales; M pays cost to integrate product
Specific timed sales-based discount; Commission for sales
Commission for sales; Specific timed sales-based discount
R pays later; Timed brand discount
Timed brand discount; R pays later
M pays to integrate product; M pays if product doesn't sell
Commission for sales; M pays for unsold product
M pays to integrate product; M pays for unsold product
Cash if R completes certain things; Additional amount of goods
Timed brand discount; M pays to integrate product
Ad/promo support from R; R pays later