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.

B. Needs to avoid sources of anxiety

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

An individual- a specific person, apart from the company or process

No. SIC Year Note
1 5731 2004 One approach J&R used to thrive on the Internet was to offer its key advantage – its sales staff – to Web customers. Rather than having a Web contact form or listing a toll-free phone number, the site lists actual salespeople you can call.

<< Return to Acquire Steps