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

2. Limitations set by time: Segment customers according to the causes of the limitations set by time.

Delays related to location: Identify characteristics related to the location of purchase or use that separate one group of customers from others
Distance from the company, from the product, from competition or from some other preferred location.
Distance from company or product
Customers in retail establishments

Segments visiting shopping malls

No. SIC Year Note
1 5600 2004 After many years of resisting malls and proximity to anchor tenants, Urban Outfitters is finally expanding into them. Of the 30 new Urban and Anthropologie stores slated to open next year, 33% will be in malls.
2 5699 2001 Abercrombie & Fitch Co. has 354 stores, located mainly in malls, as well as owning the chain retailer Hollister Co. The store additionally sells on line and through a quarterly catalog.
3 5700 2001 Best Buy, with a network of more than 400 big box stores, was beginning to run out of good locations for new outlets. Musicland would add 1,300 stores to the company. Musicland's smaller stores, located mostly in malls and small towns, gave the company a way to reach new types of customers and gain further leverage with suppliers.
4 5900 1990 NordicTrack is opening a retail store as well as 15 kiosks in malls, to advertise.
5 5900 1995 Sunglass Hut offers convenience and one-stop shopping in its category. They stock 1,000 kinds of sunglasses in their mall kiosks.

<< Return to Acquire Steps