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
Convenience Leader: The company can be counted on to be the industry leader in Convenience innovations – Segment interested in company with leading:

Installation capabilities

No. SIC Year Note
1 3571 1989 In late 1989, Compaq introduced its first server, the SystemPro, which was designed to run five network operating systems-SC0 UNIX, OS/2, Vines, NetWare, and Dos-and many application programs. Like the SystemPro most servers could handle many operating systems and application programs.
2 3571 1990 Digital will change the proprietary operating system at the heart of its VAX computer line so programs compatible with the Unix operating system can be run. Digital has always emphasized service, support and a large sales force.

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