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  3. When shopkeepers want to lure customers into buying a particular product, they typically offer it at a discount. According to a

When shopkeepers want to lure customers into buying a particular product, they typically offer it at a discount. According to a

admin2017-09-08  51
问题     When shopkeepers want to lure customers into buying a particular product, they typically offer it at a discount. According to a new study to be published in the Journal of Marketing, they are【C1】______a trick.
    A team of researchers, led by Akshay Rao of University of Minnesota, looked at consumers’【C2】______to discounting. Shoppers, they found, much prefer getting something extra free to getting something cheaper. The main reason is that most people are【C3】______at fractions.
    Consumers often struggle to realise,【C4】______, that a 50% increase in【C5】______is the same as a 33% discount in price. They【C6】______assume the former is better value. In an experiment, the researchers sold 73% more hand lotion when it was offered in a【C7】______pack than when it carried an equivalent discount.
    This numerical blind【C8】______remains even when the deal【C9】______favours the discounted product In another experiment, this time on his undergraduates, Mr. Rao offered two deals on loose coffee beans: 33% extra free or 33%【C10】______the price. The discount is【C11】______the better proposition, but the experiment shows the supposedly clever students viewed them as【C12】______.
    Marketing types can draw lessons【C13】______just pricing, says Mr. Rao. When advertising a new car’s efficiency, for example, it is more【C14】______to talk about the number of extra miles per gallon it does,【C15】______the equivalent percentage fall in fuel【C16】______.
    There may be lessons for officials who【C17】______prices too. Even well-educated shoppers are easily【C18】______. Sending everyone back to school for maths seems out of the question.【C19】______more prominently displayed unit prices in shops and advertisements would be a great【C20】______.
【C2】
选项 A、resistance
B、disposition
C、attitudes
D、tendencies
答案C
解析 后一句说到研究团队得出的结论．此处应表达消费者如何对待打折，故填入C项attitudes“态度”。
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