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20121129 <第四期11-3经管> Holiday Discounts Are a Dangerous Drug
underway ['?nd?'wei] adj. 进行中的 A retail battle is underway.
shove [??v] vt. 挤;强使;撞;猛推 aisle [ail] n. 通道 fight tooth and nail v. 猛烈作战;拼命打 Just walk to the nearest shopping center as early as Thanksgiving night, and you will find people shoving their way across overcrowded aisles for the best deals, and retailers fighting tooth and nail for every dollar in customers' wallets.
cynicism ['sini,siz?m] n. 玩世不恭,愤世嫉俗 Cynicism aside, there is no doubt that the six-week stretch between late November and early January is critical to the survival of many retail businesses.
conviction [k?n'vik??n] n.确信 all-out ['?:l'aut] adj. 全部的 Add to this the conviction that people will spend (if properly motivated) and you have the perfect recipe for a pricing disaster: all-out competition for the earliest, deepest, and most enduring discount.
potent drug 强效药 To understand the problem with discounting, think of a price cut as a potent drug.
Intoxicatingly [?n't?ks?,ke?t??] ad. 令人极为兴奋的 concession [k?n'se??n] n. 让步 habituated [h?'bit?ueitid] adj. 习惯的 downward spiral 向下旋转;螺旋式下跌;减记恶性循环 The initial effect of a price cut on sales is clear, immediate, and intoxicatingly strong. But just as the company grows dependent on these concessions to meet its objectives, the market grows habituated and responds with less enthusiasm, fueling a downward spiral of deeper and more frequent price cuts.
entice [in'tais] vt. 诱使;怂恿 Is there a healthier way to entice consumers?
tactical ['tæktik?l] adj. 策略的 mechanical [mi'kænik?l] adj. 机械的 routinize [ru?'ti?na?z] vt. 使惯例化 To them, discounting is a dull tactical issue with a mechanical solution that can and should be routinized.
incentive [in'sentiv] n. 动机;刺激 A price cut is much more than an incentive.
indiscriminately [indi'skriminitli] ] adv. 不加选择地;任意地 vis-à-vis ['vi:zɑ:vi:, -z?-, ,vi:zɑ:'vi:] prep. 与…相比Companies are generally hesitant to turn customers away. In many instances, the discount is offered indiscriminately to anyone willing to purchase. By doing so, however, we miss a great opportunity to separate the customers we want from those we do not, which in turn strengthens our positioning and focus vis-à-vis the competition.
contingent [k?n'tind??nt] adj. 因情况而异的 ancillary [æn'sil?ri] adj. 辅助的 It is contingent. Don't give money away too easily. Make consumers sweat for it by asking them to perform some ancillary behavior that reduces your costs (e.g., buy online, not in the store), increases your revenue (e.g., buy two units, not just one), or ideally does a bit of both.
exclusive [ik'sklu:siv] adj. 独有的 It is exclusive. One problem with discounting is that an intervention is easily copied.
baseline ['beislain] n. 基线 benchmark ['bent?mɑ:k] n. 基准 Every promotion needs a baseline level of sales you can trust. Without it, there is no benchmark, no reference point to judge performance.
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