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《中国企业家》2011年第18期一线《18个月,资本秒杀团购》创业者记住:为了军火而战斗的队伍是注定不能长久的。(北京蔡剑PKU)顾客购买代价冰山原则说,如同海上冰山,海面以上是价格,海面以下是时间成本、体力成本、风险成本和机会成本等。如果顾客的首要购买理由落在海面以下,说明该商家超越了价格战。而目前,大多团购网站还只在海面以上做文章。
“Chinese Entrepreneurship” 2011 18 18 first-line “capital spike buy” Entrepreneurs Remember: fighting for arms and ammunition is doomed not long-term. (Beijing Cai Jian PKU) Customers buy the price Iceberg principle that, like the sea iceberg, the sea is above the price, the sea below the time cost, physical cost, risk cost and opportunity cost. If the customer’s primary reason for buying falls below the sea, the merchant goes beyond the price war. At present, most of the buy site also only make an issue in the sea above.