Final Customer Buying from the Product Producer

Use Steps: Use steps include all the customer's value added activities or the consumption of the product itself. These steps include all the costs the customer incurs in employing the product in its intended use.

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

B. Needs to avoid sources of anxiety

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

No. SIC Year Note
1 2451 2001 Sales for manufactured-homes soared in the 1990s as the economy expanded and the manufactured-home industry lured buyers with new amenities like skylights and even fireplaces. "The product improved dramatically."
2 2834 2003 Viagra's biggest failing is that for roughly 30% of men who try the drug, it doesn't work at all. For Levitra, that number is at about 14%. Levitra is also six to nine times more potent than Viagra, which means that a smaller dose can bring decent results.
3 3575 1990 Next year, Apple will launch a high-end Macintosh, a new laptop, and a rewrite of the Mac's basic software–all intended to win back Apple's technological lead.
4 4813 2002 Virgin Mobile's total focus in on the youth market. That is their source of differentiation.
5 5812 2002 At Sonic, there aren't any indoor tables or counters. The customer drives into a covered carport, looks at the menu, and presses a button once he is ready to order.
6 6324 1991 Delta Dental includes one month's free premium if an employer that switched to Delta from another insurer thinks the transition wasn't smooth.
7 7372 2004 MapInfo is organized into three business units. Its location-based intelligence unit gathers data that are useful in crime analysis, asset tracking and emergency response. The predictive analytics unit provides data to predict customer behavior in a target market. Location-based services provide mobile applications for subscribers. The company enjoys a unique market position because it has such a wide selection of products and services.

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