Final Customer Buying from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

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
Convenience Leader: The company can be counted on to be the industry leader in Convenience innovations – Segment interested in company with leading:

Installation capabilities

No. SIC Year Note
1 3572 2002 EMC's CEO promised that every hardware and software product EMC produces will be compliant with CIM and Bluefin, two emerging standards.
2 3694 1988 Wallace advertises that it is compatible with most hardware you now own.
3 7372 2004 As is always the case when it enters the market, Microsoft brings huge assets, including its ability to insert search technology into its dominant Windows operating system and popular Internet Explorer Web browser.
4 8742 2003 Large software makers are building their own professional service businesses as well. These teams offer consulting, client training, and software hosting. Meanwhile, large systems integrators such as Accenture and EDS are broadening their focus. A slowdown in large computer integration projects means these firms are seeking more consulting deals.

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