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.
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
Time limitations due to the use with other products: Segment customers by their use or purchase of other products with the product
Final customers who sometimes use ancillary products with the main product. The ancillary product is sometimes used:
At the same time as the main product
|In recent months, DEC has joined with Apple to develop products allowing Macintosh users to link to VAX networks, with Lotus and Ashton-Tate to get their worksheet programs tied into VAX and has even been selling PCs made for it by Tandy.
|Silicon Graphics is going to great lengths to make sure business customers' favorite software runs well on Silicon Graphics machines.
|NWRE's @workStation is among the first products available that combine integrated Internet access and the ability to run PC, Java, Unix, and mainframe applications on the desktop at a relatively low-cost.
|Sony is planning to introduce a computer in the US that combines a PC and a home entertainment system. Compaq plans to respond with a line of entertainment products.
|Worldwide demand for PDAs fell in 2002 but the industry is becoming crowded with rival devices. T-Mobile's Sidekick features wireless internet, a phone and an electronic organizer.
|In 2003 Dell introduced two "all-in-ones" – printers that also scan, copy, and fax. As all-in-one sales soared during the holiday season, Dell's U.S. market share in that category hit 14.5%, just behind No.2 Lexmark.
|Since Airborne Freight's unused space on airplanes has doubled to 40% (due to less deliveries and larger planes), it will start renting out space on its Web site.
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