qSampleSolution:BusinessCasualDressAnswerPyramidWhatisrequiredisabusinesscasualdresspolicythatoffersconsultantsincreaseddiscretionfordecidingwhentowearbusinesscasualorformalattire.Therearesubstantialbenefitstobegainedbyintroducingafirmwidediscretionarybusinesscasualpolicy;moraleandproductivitywillincrease.Studieshaveshownthatemployeeshavehighermoraleandthereforearemoreproductivewhenallowedgreaterdiscretionovertheirworkingenvironment.ArthurAndersendesireshighlymotivatedandproductiveconsultantsandshouldallowemployeesincreaseddiscretionfordecidingwhentodressinbusinesscasual.Thereareanumberofissuesthatmustbeaddressedtocreateafirmwidepolicythatwillgiveconsultantspersonaldiscretion.Practicesoperateveryautonomouslyanditwouldbedifficulttogetthemtoagreeononepolicy.BusinessConsultingisalsopartoftheentirefirmanditmaybedifficulttodesignapolicythatallpracticesagreeon.Somepracticeshavehadthesamepolicyformanyyearsanditmayprovedifficulttochangecurrentmentalmodels.StructuredThinking(299795)DS-15/95Module4:DeveloptheSolutionPGqQuestionActivitiesAnalysisI.Whoisthecustomer?A.Whatisdemographicandpsychographicmake-upofthecustomer?1.Whatistheiragerange?2.Whatistheirincomerange?3.Whatistheiroccupation?4.Wheredoesthecustomerlive?B.Whatarethebuyinghabitsofthecustomers?1.Whatisthedecisioncriteriaused?2.Howfrequentlydoeseachcustomerbuy?3.Whataffectstheamountand/orproductmixacustomerbuys?C.Whatdrivescustomersatisfaction?1.Whataretheclothingneedsofthecustomer?2.Whatisthecustomer’sexpectationofshoppingforclothes?3.Howdoestheproductdesignimpactcustomersatisfactionandsales?4.Whataretheaspectsofproductpresentationimpactcustomersatisfactionandsales?5.Howdoesdeliveryimpactcustomersatisfaction?6.Howdoesqualityimpactcustomersatisfaction?7.Howdoesserviceimpactcustomersatisfaction?D.Whatothercustomercharacteristicsexist?1.Howdoesthemediaimpactand/orinfluencecustomers?2.Whatarethebudgetconstraintsofthecustomers?3.Whattypesoforganizationsdothecustomersbelongto?·Interviewasampleofcustomers,FashionConsultants,DistrictSalesLeaders,RegionalSalesLeadersandkeymembersoftheStyleInc.managementteam·Conductfocusgroupswithcustomerswithvariousdemographicprofiles·Reviewcurrentsalesandmarketresearchdatabydistrict·Conductmarketresearchonmethodsforattractingcustomers·Constructthedemographicprofileofthecurrentcustomerintermsofage,income,occupation,location,etc.anddeterminethepossibilityofmultipleprofilesand/oranyrelativerangesthatthedemographicaldescriptionsmayfallinto.·Identifythepercentageofsalesthatcomefromeachofthecategoriestoevaluatethecontributionofeachcategoryandthepotentialthatcouldbegainedbyincreasedpenetrationineachmarket·Determinewhichdemographicsegmentsarenotrepresentedrelativetotheirsizeinthepopulation·Evaluatethepotentialsalesrelativetoeachofthedemographiccategoriesidentifiedandhowthepotentialdiffersbythelevelofeachdemographiccharacteristic(e.g.,higherversuslowerincomes)·IdentifythecriteriausedinmakingabuyingdecisionandStructuredThinking(299795)DS-25/95Module4:DeveloptheSolutionQUESTIONANALYSISWORKSHEET:STYLE,INC.PGhowthatmaydifferbythedemographicprofile·StructuredThinking(299795)DS-35/95Module4:DeveloptheSolutionQUESTIONANALYSISWORKSHEET:STYLE,INC.PGQuestionActivitiesAnalysisI.Whoisthecustomer?(cont.)·Seeabove·Identifythepurchasingcycle,fromthecustomer’sperspective,andevaluatetherelativeimportanceofe...
