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 personal achievement

Improvement in leisure pursuits and hobbies

No. SIC Year Note
1 5000 2004 Products best suited for in-home selling are those that need explanation. Tomboy Tools for Women fall into this category, as women often feel uncomfortable buying hammers and drills from huge hardware stores. Tomboy's in-home demonstrations show women how to use 50 different tools. Their 2004 sales are expected to rise 15% from last year's $500,000. Creative Memories, which sold $400 million in photo and scrapbook supplies in 2003, has parties where guests learn how to preserve photos on acid-free paper. Men are also involved in these parties, as ProShopathome has parties for golfers.
2 5621 2001 To increase brand recognition, Chico's is testing television ads on such shows as Martha Stewart Living, The Oprah Winfrey Show, NBC's Today show and ABC's Good Morning America. Its target market is women aged 35 to 55.
3 5731 2001 Central to high end electronics retailers' success is their extensive staff training.
4 5940 1987 Many backpacking stores – such as North Face, Marmot Mountain Works and REI – trying to win new customers by organizing weekend backpacking trips, sponsoring ski competitions and bringing in sports celebrities to sign autographs.
5 6021 1989 In a new program for young adults, NCNB offers a pre-approved car loan and a special cash-flow statement to help in saving money.
6 7375 2000 Infoseek Corp.'s Go Network portal,, is being redesigned to become more focused. Instead of being a general portal like Yahoo and AOL, it will target entertainment.

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