Briefly discuss the straight rebuy and modified rebuy strategies. What are the
similarities and differences? When might it be beneficial to use one approach over
the other?6-4 List the participants in the business buying process. What factors influence the
buying decision?7-1 Why have companies moved away from mass marketing and toward target
marketing? Outline the steps in a customer value-driven strategy.7-2 How is demographic segmentation used in consumer markets? Provide an
example where marketers have used demographic segmentation.7-4 There are many ways to segment a market, but not all segmentations are
effective. Explain the five requirements for effective market segmentation7-19 Using the full spectrum of segmentation variables, describe how Virgin
America segments and targets the market for airline services7-20 Which market targeting strategy is Virgin America following? Justify your
answer7-21 Write a positioning statement for Virgin America.