When a seller offers lower prices to those buyers who are willing to overcome some obstacle to get it, the seller is using _____ to get buyers to reveal their _____.
A)segment blocking; marginal benefit
B)the hurdle method; reservation price
C)impediment pricing; marginal benefit
D)the hurdle method; marginal cost

Question

Quizplus · Accepted Answer

The hurdle method involves offering lower prices to buyers who are willing to overcome some obstacle, such as increasing the order size or completing a survey. This is done in order to get buyers to reveal their reservation price, which is the maximum price they are willing to pay for a product or service. Therefore, the hurdle method is used to get buyers to reveal their reservation price. Option A, segment blocking, is not related to this concept. Option C, impediment pricing, is not a commonly used term in marketing. Option D, the hurdle method is used to get buyers to reveal their reservation price, not their marginal cost.

When a Seller Offers Lower Prices to Those Buyers Who