Individual Problems 19-5 Soft selling occurs when a buyer is skeptical of the usefulness of a product and the seller offers to set a price that depends on realized value. For example, suppose a sales

 Individual Problems 19-5

Soft selling occurs when a buyer is skeptical of the usefulness of a product and the seller offers to set a price that depends on realized value. For example, suppose a sales representative is trying to sell a company a new accounting system that will, with certainty, reduce costs by 20%. However, the customer has heard this claim before and believes there is only a 20% chance of actually realizing that cost reduction and a 80% chance of realizing no cost reduction.

Assume the customer has an initial total cost of $900.According to the customer's beliefs, the expected value of the accounting system, or the expected reduction in cost, is._______?_______

Suppose the sales representative initially offers the accounting system to the customer for a price of $108.00.The information asymmetry stems from the fact that the buyer or sales rep    has more information about the efficacy of the accounting system than does the   buyer or sales rep   . At this price, the customer   will or will not purchase the accounting system, since the expected value of the accounting system is less or greater   than the price.

Instead of naming a price, suppose the sales representative offers to give the customer the product in exchange for 50% of the cost savings. If there is no reduction in cost for the customer, then the customer does not have to pay.

True or False: This pricing scheme worsens the problem of information asymmetry in this scenario.

True or False