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

Potential improvement in income of current customers

Customer segments whose costs could decrease

No. SIC Year Note
1 2111 1992 Philip Morris is offering discount come-ons like torch lights, barbecue lighters and Marlboro Racing watches.
2 2731 1987 PacBell offers to write and design a new or additional ad free of charge for its customers.
3 3674 2001 Intel is counting on the Pentium 4 chipset to maintain its dominance of the microprocessor. Intel is putting pressure on PC makers to use the new devices, offering special advertising subsidies and volume discounts.
4 3711 2002 DaimlerChrysler is inviting suppliers inside the factory as equity partners. The suppliers would run large sections of the factory such as the body shop. The suppliers are supposed to supply as much as 60% of the capital to build the plant. The project allows Chrysler to dramatically cut its fixed costs while freeing up more cash to invest in new vehicles that it hopes will boost market shares. It should also help the company reduce its labor costs as similar projects shrink their direct work force.
5 4512 2005 European plane maker Airbus is agreeing to lend the merging carriers US Airways and America West $250 million. In exchange, they will become the North America launch customer for Airbus' planned A350 aircraft.
6 4813 2003 Cox Communications Inc.'s drive to sell phone services is moving into stage two: Internet calling. Cox leads other U.S. Cable firms in making phone services available to its customers.
7 4911 1995 Duke Power's demand-side management (DSM) programs are partnerships with its customers that encourage changes in energy consumption patterns to reduce the need for new generating facilities.
8 6159 2005 In 2002, General Electric signed off on a $50 million working capital line of credit for Acosta. GE Commercial Finance was chosen due to a wealth of bundled services to encourage growth. In three years, GE has saved Acosta more than $6 million on yearly transportation costs. GE has also helped Acosta tweak its accounting system to be 15% more productive.
9 7311 1999 will send its members 10 prepaid envelopes that have ads and coupons printed directly on them. Ads are targeted using an online questionnaire members must complete. Advertisers can expect to pay about $150 per thousand envelopes.
10 7375 2002 SpringStreet has become the online dating software of choice for more than 20 websites including Jane Magazine, Time Out New York,, and the irony-laden Onion. Each time a dater sets up a profile, it's fed into SpringStreet's shared network.

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