Analyzing an organization’s value proposition

 

SCENARIO
The marketing team at Chase Sports Apparel has been working on the value proposition for the company. You are the marketing manager and you want to explain to the new team the importance of listening to the voice of the consumers when writing the value proposition. You want to explain that a value proposition is not a bunch of fluff words thrown together, but rather it must be read and understood in minutes.

INSTRUCTIONS
As the marketing manager, write a memo to the new marketing team on the importance of having a unique value proposition. Discuss how the products that Chase Sports Apparel offers solve the consumer’s problem. And include in your memo a sample value proposition you create to answer the following questions:

What does Chase Sports Apparel do better than anyone else?
What product or service are you selling?
Who is your target market?
How will your product or service enhance the customers’ lives?
Why should they buy from you and not your competitors?
Explain why the value proposition you have proposed is important for the company.

Sample Solution

attitude is strong, the activation of one concept automatically activates an evaluation; responding to a target stimulus should be faster to the extent that the prime and evaluative target are associated. A typical EP trial, in the example of racism, consists of briefly seeing a picture of a black or white person (the prime; e.g. 200ms) and then a blank screen for a short time (e.g. 50ms), and then a positive or negative word (the target). The objective is to press one key (e.g. S) if the target is positive, and another (e.g. K) if the word is negative – this is the evaluative decision task. There would be a stronger association between black and bad relative to white and good inferred if pictures of black people facilitate responding to negative words more than picture of white people facilitate responding to negative words. A number of variants of this implicit measure exist, but it’s recommended to instantiate the measure by presenting three blocks of 60 trials each (Fazio, Jackson, Dunton and Williams, 1995).

There are a number of reasons why a researcher might use the EP task. For example, the mechanisms and outcomes of the EP task have been studied more thoroughly than nearly any other measure, giving researchers detailed guidance in its use (e.g. De Houwer, Tiege-Mocigemba, Spruyt and Moors, 2009), meaning that researchers know how to get the most reliable results, making this a key measure. A major benefit of the EP is that researchers can calculate associations between different primes and target categories separately, as the use of a neutral baseline allows you to separately estimate associations between (in the context of racism) black and good, black and bad, white and good, and white and bad. Therefore, it allows researchers to calculate separate priming scores for different kinds of associations that are confounded in the IAT (Wittenbrink, 2007), making this measure more useful than the IAT as it gives more information.

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