Final Customer Purchasing from an Intermediary of the Product

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

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

A. Needs for comfort and status

2. Status in the community

Need for affiliation: Find segments of customers who wish to identify with a particular group in the society. They want to be a part of a group that has:
Distinctive style or appearance

Quality conscious

No. SIC Year Note
1 5411 2005 Price Chopper's key point of differentiation is a sharp focus on perishables, an area where few players excel. It tries to present perishables in a way that really wows customers.
2 5511 2001 In response to an increase in all-wheel drive vehicles on the market, Subaru is coming up with new innovations to stay fresh. Subaru plans to offer a turbocharged sedan, the WRX, which accelerates on par with a Porsche or BMW. They also will offer a six-cylinder version of its Outback wagon. The company hopes to create a reputation for manufacturing high-performance vehicles.
3 5600 2004 Quiksilver, the apparel brand, does not stray far from its casual lifestyle image, allowing it to better weather rapidly changing trends. To promote the name, Quiksilver sponsors boarding events and is endorsed by extreme sports stores. To appeal to older customers, the higher-priced line QuiksilverEdition was launched, geared to men 25 and up. Roxy, is another of their brands. It is geared to teen women.
4 5600 2005 Bloomingdale's top executive transformed a second-tier store known for providing uniforms for Manhattan's domestic help to a trendy store known for providing a certain experience. Traub focused on publicity rather than traditional paid advertising, feeling that it leant credibility. Queen Elizabeth II and Prince Charles visited the store, ensuring wide-spread media exposure. Bloomingdales was also featured in movies. A China festival in 1980 boosted sales and brought more people into the store.
5 5812 2002 The new sandwich shops treat sandwich making as an art with fresh-baked breads as the basis of their strategy. Panera employs professional bakers at $13 an hour to make bread from scratch throughout the day. Together Panera and Atlanta Bread Co. offer more than two dozen kinds of breads. The finished products feature fancy names.
6 5945 2002 Right Start Inc. now FAO Inc. is positioning itself as a high-quality alternative to the mass market chains of Wal-Mart Stores, Toys "R" Us Inc., Target Corp, and Kmart Corp. All these mass market chains account for the bulk of U.S. toy sales.

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