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

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

Segment's approaches to limit on spending

Segments with preferences for periodic or one time payment

No. SIC Year Note
1 3711 1998 Honda built a very strong service business by first tying a new vehicle's purchase to after sales service and then turning the automobiles many service needs into a simple menu. The customer could then choose a bundled package of maintenance tasks based on their preferences and mileage.
2 7372 2001 McAfee sells security subscriptions online, generating ongoing revenue and simplifying the process for consumers. Because the products are sold as a service, the fees are more manageable for companies with a tight budget. The company is offering automatic renewal to further boost income.
3 7372 2002 Oracle's most stable sources of revenue are consulting fees and annual fees paid by users for product updates and tech support.
4 7372 2003 Autodesk's drive to shift customers to subscriptions, in which they would pay annual fees to use the software instead of buying periodic upgrades, is making progress. Subscription revenue grew 6% and the company's overall revenue grew 4%.

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