Final Customer Purchasing from the Product Producer

Maintain Steps: Maintain steps include all activities required to keep the product in working order. These steps include the costs the customer incurs to diagnose and correct product problems.

Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

1. Risks in relationship: The customer segment needs reassurance it can trust

Company capability: Company capability that crosses all products
Reliability Leader: The company can be counted on to lead the industry in major aspects of Reliaility – segment interested in being assured that:

Company will maintain consistent presence in market

No. SIC Year Note
1 3751 2001 Giant is taking a page from what quality makers do everywhere else: Pay attention to how you sell and where. Giant decided early that it didn't want salespeople at China's state-run retail outlets to service its brand. "The company with the best distribution will be the winner." The company's 17 company-owned retail shops double as wholesalers, keeping a close watch on a total of 1,400 outlets that sell Giant products in China.
2 4813 1991 Kroger Co picked Sprint for its voice traffic because the carrier's all-digital network could easily handle data if the regular data lines failed.

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