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.

Knowledge: Add knowledge

Relative benefits: Help customers understand the unique benefits of your product

B. Establish reputation for brand.

Draw on reputation of existing products

Imitate look and feel of a competitive product

No. Year SIC Note
1 2000 4833 Viacom Inc.'s Blockbuster video-store chain has teamed up with telephone companies and utility Enron Corp. to provide its own video-on-demand service by the end of the year. The Blockbuster Chief Executive said they will double the market for video rental.
2 2000 5045 PeoplePC's deals with Ford and Delta will take the company into Europe and Asia for the first time.
3 2003 5181 This summer 7-eleven sees an opening and plans to introduce Santiago, a private-label beer from El Salvador designed to compete head-to-head with Corona.
4 1990 5311 Sears now sends its buyers to Paris and Milan to scout out trendy women's fashions. It is also trying to woo female shoppers, $25 million in advertising aimed towards them.
5 1996 5661 Payless noticed that both Wal-Mart and Kmart were superior in work boots. In response, expanded its line of work boots. The $40 model is selling well. Also selling knockoffs of Nine West's Easy Spirit shoes, leather clogs which are "hot" right now.
6 2004 5900 The first edition of MSN Music falls short of matching iTunes. So far, it only has about half as many songs – about 500,000 to Apple's one million. The Microsoft store also lacks a host of features iTunes has, like audio books, gift certificates, spending limits for kids and a sophisticated browsing mechanism.
7 2003 5999 When Apple Computer Inc. started selling songs over the Internet for 99 cents each, the company had the field almost to itself. Now, just seven months later, so many competitors are jockeying for position in the music-download business that a brutal shakeout is all but certain. A half-dozen companies have already followed Apple's lead. Roxio Inc.'s Napster, the once-renegade pioneer of Internet music, now lets you download songs at 99 cents a pop.
8 2002 7841 Blockbuster has responded to Netflix's successful subscription model by introducing three price points of its own. For $19.99 a month consumers can rent an unlimited number of DVDs but only two at a time, for up to a month.
9 2002 7841 Last week, Wal-Mart Stores, the nation's largest retailer, joined the growing number of big companies that are sending consumers DVDs through the mail.
10 2003 7841 Blockbuster now runs a pilot program called Freedom Pass, in about 500 stores, that permits subscribers, who pay $19.99 to $29.99 monthly, to rent two or three movies at a time, on DVD or VHS tape.
11 2004 7841 The current crop of Internet downloading businesses, such as Movielink and CinemaNow, all have strong ties to Hollywood studios. Their offerings are comparable to the homogeneous, mainstream mix found in a big chain video store.

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