{
    id: 'q1',
    question: 'Is your product or service highly unique or differentiated?',
    options: [
      { label: 'Yes', next: 'q4' },
      { label: 'No', next: 'q2' }
    ]
  },
  {
    id: 'q2',
    question: 'Are there many similar alternatives available to the customer?',
    options: [
      { label: 'Yes', next: 'q3' },
      { label: 'No', next: 'q4' }
    ]
  },
  {
    id: 'q3',
    question: 'Are customers aware these alternatives exist?',
    options: [
      { label: 'Yes', next: 'q4' },
      { label: 'No', result: 'Low price sensitivity due to lack of awareness.' }
    ]
  },
  {
    id: 'q4',
    question: 'Would switching to an alternative cost the customer significant time, effort, or money?',
    options: [
      { label: 'Yes', next: 'q5' },
      { label: 'No', next: 'q5' }
    ]
  },
  {
    id: 'q5',
    question: 'Is the purchase a large share of the customer’s total budget?',
    options: [
      { label: 'Yes', next: 'q6' },
      { label: 'No', next: 'q6' }
    ]
  },
  {
    id: 'q6',
    question: 'Does the buyer focus on the end-benefit or just the component cost?',
    options: [
      { label: 'End-benefit', next: 'q7' },
      { label: 'Component cost', next: 'q7' }
    ]
  },
  {
    id: 'q7',
    question: 'Is the cost fully paid by the buyer or shared (e.g. employer reimburses)?',
    options: [
      { label: 'Fully paid', next: 'q8' },
      { label: 'Shared or reimbursed', next: 'q8' }
    ]
  },
  {
    id: 'q8',
    question: 'Can buyers easily compare prices across suppliers or options?',
    options: [
      { label: 'Yes', next: 'q9' },
      { label: 'No', next: 'q9' }
    ]
  },
  {
    id: 'q9',
    question: 'Do buyers associate higher prices with better quality?',
    options: [
      { label: 'Yes', next: 'q10' },
      { label: 'No', next: 'q10' }
    ]
  },
  {
    id: 'q10',
    question: 'Do buyers believe your pricing is fair relative to competitors?',
    options: [
      { label: 'Yes', result: 'Lower price sensitivity; fair pricing supports loyalty and retention.' },
      { label: 'No', result: 'Higher price sensitivity; perceived unfairness weakens loyalty.' }
    ]
  }
];