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 part of a group that has:


No. SIC Year Note
1 5942 2002 Amazon offers customers a chance to send friends a customized copy of their purchase and an opportunity to buy the same items at a discount of 10%. If the third party purchases the item, the original customer may earn credit towards additional purchases.

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