Final Customer Purchasing from an Intermediary of the Product

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

1. Risks in relationship: The customer segment needs reassurance it can trust:

Company Capability: Company capability that crosses all products
Function Leader: The company can be counted on to lead to industry in Function innovation

Information and knowledge

No.	SIC	Year	Note
1	5734	1995	Micro Warehouse publishes special catalogs for the network and communications systems market.
2	6211	1997	To build sales, the retail operations head has abandoned past practice by aggressively advertising the more volatile Fidelity Select Funds which invest in companies in a single economic sector such as technology or banking.
3	6331	2005	Philadelphia Consolidated Holding insurer has more than a dozen specialty fields. It covers nonprofit firms, day care sites, mental health facilities and a host of others that take special care.
4	7375	2000	Earthweb hosts web sites for IT professionals and vendors. Earthweb's sites are half content and half recruiting.
5	8082	1997	Market leader in a $2 billion market-Matria Healthcare is the only company focusing solely on maternity services and home care.

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