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1. Perceived Substitutes
Are buyers aware of alternatives?
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Many Subs(More Elastic)
Unitary (-1)
No Subs(More Inelastic)
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2. Unique Value
Does the product offer unique differentiation?
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Commodity(More Elastic)
Unitary (-1)
Unique(More Inelastic)
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3. Switching Costs
Is it costly/risky to change suppliers?
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Easy Switch(More Elastic)
Unitary (-1)
High Lock-in(More Inelastic)
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4. Difficult Comparison
Is it hard to compare prices directly?
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Easy Compare(More Elastic)
Unitary (-1)
Hard Compare(More Inelastic)
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5. Price-Quality Effect
Do buyers use price as a signal of quality?
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Price=Cost(More Elastic)
Unitary (-1)
Price=Quality(More Inelastic)
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6. Expenditure Effect
How large is the cost relative to budget?
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High %(More Elastic)
Unitary (-1)
Negligible %(More Inelastic)
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7. End-Benefit Effect
Does the product secure a critical benefit?
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Low Impact(More Elastic)
Unitary (-1)
Critical(More Inelastic)
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8. Shared-Cost Effect
Does the buyer pay the full bill?
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Buyer Pays All(More Elastic)
Unitary (-1)
3rd Party Pays(More Inelastic)
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9. Fairness Effect
Is the price perceived as fair vs exploitative?
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Unfair(More Elastic)
Unitary (-1)
Fair(More Inelastic)
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10. Inventory Effect
Can buyers stock up now to avoid hikes?
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Stockpile(More Elastic)
Unitary (-1)
No Storage(More Inelastic)
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