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

2. Limitations set by time: Segment customers according to the causes of the limitations set by time.

Delays related to location: Identify characteristics related to the location of purchase or use that separate one group of customers from others

Distance from the company, from the product, from competition or from some other preferred location
Distance from company or product
Customers in residential areas:
Segments shopping in home

No. SIC Year Note
1 2038 1987 Great Starts Breakfast Sandwiches offer an Egg McMuffin w/out having to stand in line. They can be microwaved at home in minutes.
2 2300 1990 Coach has broadened its distribution to include catalogs, and now operates 52 boutiques of its own. "We've made a conscious effort to make our product more available to consumers."
3 3021 1999 In June 1999, the world's largest sports-shoe maker, Beaverton, Ore-based Nike Inc. started selling many of its shoe lines directly to consumers at Stoughton, Mass based Reebok International Ltd. will start direct sales on the Web this fall at
4 3571 2001 Dell made a personal pitch to viewers on QVC, the Comcast Corp cable-shopping channel, which was offering a package including a PC with a Pentium 4 chip, a DVD, rewritable CD drive, a 19-inch monitor and a printer-scanner-copier combination. QVC said it was the most popular item of the day in which it tallied $80 million in total sales, the largest in its history.
5 3571 2003 Gateway uses multiple sales fronts to create an opportunity for cross-channel shopping, for instance the consumer going to a store to test a product in person and then going home to order it online or over the phone.
6 3652 2003 For years, the major record labels balked at licensing their song catalogs to legitimate music sites, and most of them burdened the music with unwieldy technical safeguards that prevented consumers from recording songs onto CDs or transferring them to portable music players. Now, the labels have gone headlong in the other direction. Increasingly, the recording industry has made attractive licensing agreements far easier to come by, as it grows more comfortable with the Internet, and the terms of the contracts it strikes with online distributors become more routine.
7 7822 2002 Hollywood studios are seriously planning to offer their customers a legal way to download films in response to the piracy phenomenon. IBM plans to provide the technology for a new venture called Movielink which will deliver movies online.

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