IGCSE/ A-Level Revision Questions

The pursuit of loyalty yields distinct advantages over different time horizons:

Time Horizon	Benefits
Short‑term	Immediate repeat purchases Higher basket size due to promotions for loyal members Reduced price sensitivity
Long‑term	Increased customer lifetime value Positive word‑of‑mouth and brand advocacy Lower acquisition costs and greater market stability

Time Horizon

Benefits

Short‑term

Immediate repeat purchases

Higher basket size due to promotions for loyal members

Reduced price sensitivity

Long‑term

Increased customer lifetime value

Positive word‑of‑mouth and brand advocacy

Lower acquisition costs and greater market stability

While short‑term gains help justify CRM investments quickly, the long‑term benefits secure sustainable competitive advantage and profitability.

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Business – 3.1 The nature of marketing – Customer relationship marketing (CRM) | e-Consult

3.1 The nature of marketing – Customer relationship marketing (CRM) (1 questions)

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