Final Customer Buying from a 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.
B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time.
Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product.
Segments where delays are due to steps a customer must take
Install, prepare or maintain product
|1||3571||1994||Most new PCs come with pre-installed software for logging into on-line services. With Microsoft's entry to the market, many feared the loss of market share as Microsoft's service will come preinstalled with Windows 95.|
|2||3572||2002||Consumers like USB drives because of their easy to use plug-and-play technology. The USB drives also don't require an additional plug. Recent sales of the product have risen.|
|3||3575||1996||Compaq introduced Presario series of home-oriented computers, which emerge from the box ready to go.|
|4||3600||2004||Sony will roll out its answer to the iPod music player. It's network Walkman weighs in at less than four ounces, making it slightly smaller than Apple's iPod. Sony claims that its 20-gigabyte Walkman can store 13,000 songs, compared with the 5,000 song capacity of the iPod.|
|5||6512||2003||The Unico Properties landlord just finished building a few pre-furnished and decorated speculative suites in its office building in San Francisco, a city with nearly 17% of its total market for office spaces empty.|
|6||6512||2003||With double-digit vacancy rates putting a drag on commercial real estate, owners of office buildings across the U.S. increasingly are turning their unused space into ready-to-occupy suites to lure tenants. Stealing a move from anxious home sellers who spiff up their properties, office landlords from Boston to Los Angeles are painting the walls, installing carpet, building private offices and conference rooms and even tossing in kitchenettes-including the kitchen sink. Typically, landlords rent space in the condition that previous tenants left it: or, if new, in a raw condition.|
|7||7372||2000||Kana sells software that "reads" a company's incoming emails from customers and routes them to the right department. Customers get fast responses to the queries while companies save money and build customer loyalty.|
|8||8742||1988||A systems integrator can help by buying hardware and software and writing customized software necessary to make the pieces fit. For customers one advantage is speed, a systems integrator can solve problems quicker than in-house employees.|
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