Final Customer Purchasing from the Product Producer
Maintain Steps: Maintain steps include all activities required to keep the product in working order. These steps include the costs the customer incurs to diagnose and correct product problems.
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
Price Leader: The company can be counted on to lead the industry in price related innovations
| No. | SIC | Year | Note |
| 1 | 7375 | 2002 | Network Appliance uses a very different approach from EMC. EMC is best known for big, high-end storage boxes that cost $1 million and above. Network Appliance sells small "filers" that cost as little as $15,000. |
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