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  3. You are going to read a text on 5 ways companies win by giving stuff away, followed by a list of tips. Choose the most suitable

You are going to read a text on 5 ways companies win by giving stuff away, followed by a list of tips. Choose the most suitable

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问题 You are going to read a text on 5 ways companies win by giving stuff away, followed by a list of tips. Choose the most suitable advice from the list A—G for each numbered subheading(1 — 5). There are two tips which you do not need to use.
    Consumers love freebies. But the companies handing out complimentary comic books, ice cream and pancakes,love giveaways even more. On the surface, freebies look like obvious money losers. But when handled wisely, giveaways are all but guaranteed to boost sales.
    Consumers who try out one of those complimentary products have the potential of becoming a lifelong customer. But the power of giveaways goes much deeper. When consumers get something for nothing, they respond in a host of surprising, mostly unconscious ways — and the net result is often that the companies handing out freebies are rewarded well for their "generosity. " Here are a few of the surprising ways consumers are affected by freebies:
    【R1】You feel obligated to buy more.
    Marketers notice it over and over: Promotional events are huge moneymakers, even though logic would seem to dictate that retailers would lose money. The reason for this is what marketers call the reciprocity principle—consumers feeling liable for reciprocating a favor can occur despite the fact that they may never have requested the favor in the first place. ______,
    【R2】When given something for free, you’ll pay more for it later.
    If an item comes with an inexpensive price tag, we assume it’s cheap quality and isn’t worth good money. But if an item is thrown in as a bonus freebie when buying an expensive or luxury good, consumers deem the freebie as a higher quality product and are willing to pay more for the item on its own. This might seem a little screwy. If we view something deeply discounted as having a low value, why would we assign a higher value on it when it costs us nothing?______.
    【R3】You perceive getting more as superior to a discount.
    In experiments conducted for a Journal of Marketing study, participants had a choice of getting 33% more coffee or 33% off the regular price of coffee. More people picked the former, even though the discount is a better deal in terms of how much the coffee costs per ounce. ______.
    【R4】You’ll buy more when there’s a mystery involved.
    Offering a free gift-with-purchase without specifying what the item is prompts people to buy. Optimism about a surprise can prompt people to buy. When our purchase decisions are based on emotion, retailers even can get away with smaller or fewer freebies, just as long as there’s a surprise involved.
    【R5】You’ll talk more about freebies.
    The rise of social media has more companies concerned with "word of mouth" marketing and reputation. Getting your customers to say nice things about you is as effective as traditional advertising, and it’s almost always cheaper. And one of the easiest and best ways to get people talking about their products is to simply give them away. ______.
[A]Uncertainty may have a stronger impact than simply offering more to consumers. Indeed, when offering more decreases uncertainty, the strategy may backfire because consumers may perceive the promotion to be less fun.
[B]People view getting something free or extra as a gain, while a discount is viewed as just reducing the loss paid out of pocket. We’d rather gain than lose, even when it’s not in our best interest economically.
[C]Marketers should also engage in social networks and online communities where they can help guide and stimulate word-of-mouth by interacting with customers and people who are interested in their business or services.
[D]Any time we are motivated to do anything, emotion is pulling the strings. It’s just usually an e-motional response lower than what we think of as a feeling, so we experience our motivations as mostly rational. But it’s emotion that moves us to act. In fact, the Latin root for the word emotion mean "to move," because emotions motivate what we do.
[E]Giveaways like 7-Eleven’s Free Slurpee Day, when customers can get a free 7. 11-ounce Slurpee, no strings attached, are supposed to cost the company money: People come in, get their freebie and walk out. But what actually happens is that a lot of people walk in, try the sample size and then decide to buy a bigger Slurpee that’s not part of the giveaway.
[F]An article in the Journal of Marketing found that people who got a product for free discussed it 20% more. Getting a freebie related to the product prompted them to discuss it 15% more, while coupons and rebates didn’t make a difference.
[G]The answer has to do with the different ways we process information. It’s easy to assign a dollar value to an item that already has a price. But without a price as a cue, we tend to get confused, and our brain starts looking for other signs to indicate value.
【R2】
选项
答案G
解析 小标题为“免费得到一些东西会让你支付更多”。下文介绍消费圈怪象：顾客对廉价商品的质量不看好，而当廉价商品摇身一变成为奢侈品赠品，则变得受欢迎进而打开销量。作者对此情况展开设问。因此空格处应该涉及与“原因”相关的内容。[G]选项The answer表明该部分是就上文内容解释原因；an item that already has a price(已设定价格的商品)为上文an item with an inexpensiveprice tag的上义词，所在句暗示人们为何对标价低的商品质量起疑(会将商品的价值与已有的低价格绑定)；without a price与上文a bonus freebie相对应，所在句暗示奢侈品赠品由于没有价格标签，消费者倾向于借助奢侈品来判断赠品的价值从而带动该产品销售，与小标题相契合。因此[G]为正确选项。
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