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1929 DIXI 3/15PS 7
Value
proposition
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MD
Swatch
Profiler
130
30,000
19
1
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Stimulation Solutions
Solidarity Price
/
1
Quality
Proven
Service
Protech
Personal Efficiency
Customized
Clanning
Carefree
Vitality
Classic
/ New&Cool
/ Thrill&Fun
Passion
Aspiration
Tranquil
Purism
Nature
Fair
Smart Shopping
Total Cost
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1
3
3~5
Value Statements
Pro-
needs
Anti-needs
AVP Actual Value Proposition
1
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+
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E emotional
R rational
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18 25
2
2
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3
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14 19
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20 29
30 39
40
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3
4
5
/
5
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4
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Meli
Market Driver
Meli
2001 50%
Meli
29
10 19 30%
Meli
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5
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Lian
Meli
Lian /
Meli
6
Meli
Meli
Meli
Meli
Meli
Meli
7
Meli
7 Meli
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Meli
Meli TVP Target
Value Proposition
Meli
8 Meli
Meli Meli
2
Meli
PVP
Projected Value Proposition
Meli
�
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Meli
/
/
Meil
9 Meli
8 Meli
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Meli
Meli
Meli
9 Meli
80
2 Meli
Meli
Meli
Meli
Meli
021-54038403 021-54045899circulation@hbrchina.com www.hbrchina.com
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