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

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Segment's approaches to limit on spending
Segments who might face psychological spending limits:
Sensitivity to the price of a component of the product

No. SIC Year Note
1 2834 2001 Mylan Labs and some U.S. Senators want to ignore Bayer's patent on Cipro in order to keep up with its demand during the Anthrax scare. In response, Bayer has cut the price in half to sell to the government and has tripled the production rate.
2 3571 2002 RocketLogix was bought in November of 2000, and renamed RLX Technologies. RLX adopted the tried and true tech strategy of: Aim for the underbelly. RLX would steal the low end of the market while Compaq, Hewlett-Packard and Sun Microsystems fought over the middle.
3 3661 2003 Verizon offers its customers a Worry Free Guarantee. One feature is "New Every Two" which allows the subscriber to get a new phone or a $100 credit towards a new digital phone.
4 3674 2000 The semiconductor manufacturing standard leaders hold on to some of their old chips because there is demand for them in industries using less sophisticated devices. Older chips use less power and are considerably cheaper.
5 3711 2002 With GM's October 2001 announcement of 0% financing for buyers and large rebates, the company seemed poised to win market share from competitors Ford Motor Co. and DaimlerChrysler.
6 4800 2003 Big players moving into Wi-Fi are quickly achieving economies of scale and reducing the potential for others to make healthy profits. Some giants are using Wi-Fi as a "loss leader": Intel, for example, sells its Wi-Fi chips to computer makers at or below cost. That tactic is designed to boost sales of laptop computers with other Intel chips that are more profitable for the company.
7 4800 2004 Time Warner's America Online and Microsoft's MSN are losing members to broadband-access plans offered by phone and cable companies. In response, they are offering broadband users add-on services at discounted prices.
8 4813 1998 BroadPoint Communications is offering free long-distance service to people willing to listen to recorded ads. BroadPoint's FreeWay service gives callers two minutes of domestic long-distance service for every 10- to 15-second ad they listen to.
9 4899 2000 The Bells and cable-TV companies are fighting to sign-up Internet customers. Many have cut prices and waived installation fees. A number of companies offer almost free PCs in exchange for a sign-up. Customers who sign up for a new SBC deal will receive a new Compaq Presario PC, worth $1,000.
10 6512 1991 Many desperate developers are covering remodeling costs and even paying tenants' moving expenses. Amenities abound, ranging from free health club memberships and shuttle buses to concierge services, free shoe shines & fresh-cut flowers.
11 6513 2005 AvalonBay Communities, an apartment real-estate investment trust controlling 148 properties believes allowing credit cards is worth it even at a low usage rate because accepting cards gives their properties a competitive advantage.
12 7011 2001 The Four Seasons Hotel in the West Indies is currently offering up to $600 airfare credits per reservation. Similar efforts have been made by other four-star luxury hotels in response to a soft market and many recent hotel renovations.
13 7011 2003 There is hope for the hotel convention industry as the economy rises. There will soon be fewer discounts and packaged hotel-room deals will appeal more to convention goers.
14 7372 1991 To counter Microsoft's push, Lotus gave away its $495 Ami Pro word processor for Windows with each sale of its high-end 1-2-3.

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