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:

Installation capabilities

No. SIC Year Note
1 6141 2001 The major card companies are now investing heavily in their own initiatives to counter the electronic payments competitors. In 2000, Visa USA, Cisco, and Sun Microsystems created Visa DirectExchange which aims to give banks an easier way to process payment.

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