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:
Company Capability: Company capability that crosses all products
Convenience Leader: The company can be counted on to be the industry leader in convenience innovations- Segment interested in company with leading:
Location of product for segment
|1||5900||1992||They emphasize the selling point " buy from our catalog because we use Federal Express. We’re going to get it out to you quickly." The catalog company is going to increase its sales with this kind of supplier-assisted advertising.|
|2||6531||2002||In 2001, eRealty agents sold 1,400 homes, up from 750 in the preceding year. Already, about 500 Yahoo visitors have signed exclusive agreements with eRealty to represent them as buyer's agents, says eRealty's chief executive.|
|3||7375||1999||In partial response to the growth of the low-end competitors, Reuters has become a leading provider of news on the Internet. It sells this news to two hundred Internet sites and receives 55% of its U.S. Media revenue from the Internet.|
|4||8082||1998||In Home Health, Inc. specializes in providing comprehensive services to clients in their homes. The company provides skilled nursing, infusion therapy, hospice, rehabilitation and personal care through a network of 43 offices in 14 states.|
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