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
Savings of potential product vs. current solution
Savings from the creation of economies of scale for customer segments who incur costs at levels above of those currently available through economies of scale
|1||2111||2001||Brown & Williamson Tobacco Corp, is making cigarettes that are sold under the label of upstart tobacco companies.|
|2||3571||2001||Quanta is a designer and an engineer for its contract customers. Taiwan produces 55% of the world's notebook computers to grab the third biggest share of the retail PC market behind Compaq and Hewlett-Packard.|
|3||3571||2005||Sun Microsystems is trying to sell customers on the idea of renting computer power as they need it, rather than buying and managing their own systems.|
|4||3589||2001||Redback's product is, in essence, a commuter terminal where various means of transport can come together and interact. Service providers can deploy broadband services quicker and at a reduced cost across Redback's Smartedge.|
|5||3700||2001||The nature of Interpool's contracts gives it some protection against negative supply-and-demand trends. It leases containers and most of its chassis in five- to eight- year contracts.|
|6||7011||2002||The big hotel companies have begun to band together to try to compete more directly with the wholesaler's sites. Hilton, Hyatt, Marriott, Six Continents and Starwood teamed up to form Hotel Distribution System LLC or HDS.|
|7||7041||2004||With the vacation home market booming, fractional plans target buyers who want the convenience of a full-featured second home, without the hassle of actually owning it. The fractional plans also lower the cost of access to exclusive areas.|
|8||7374||2000||Big companies have budgets to hire IT specialists to run their systems, or to turn over their systems to a consulting operation such as EDS. CenterBeam is one of a handful of "managed service providers" who offer this service to small and medium sized companies.|
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