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


No. SIC Year Note
1 4813 2002 Virgin Mobile leases its transmission capacity from Sprint and sells it services through 21 Virgin stores, 450 Best Buys, 1050 Target stores and some 2200 other stores.
2 5411 2001 Scores of new cigarette brands, such as GT One, Money and Ol' Smoothie, have hit the shelves of gas stations and convenience stores . Small companies have grabbed nearly 4% of the U.S. retail cigarette market, up from just 1% in 1997.
3 5734 1991 Computers are being sold everywhere: office-supply outlets, dept. stores, warehouse clubs, and consumer electronics chains. The latest trend is computer superstores.
4 5812 1994 In effort to update, Dunkin' Donuts to offer flavored coffees. And double the number of outlets in the next 5 years in new places like gas stations, airports, highway rest stops, hospitals. But doesn't want to alienate its middle of road customers.
5 5812 1995 Daka opened a smaller version of Fuddruckers, called Fuddruckers Express, by leasing space inside a Home Depot store in Waterloo, Iowa. First-week sales at $200,000 were incredibly profitable.
6 5942 1994 Electronic Greetings setting up electronic kiosks in retail outlets and hotels whereby the company offers 100 gift ideas from gourmet foods to perfume. Customers order their purchases, specify the delivery date, and pay by credit card.
7 5942 2002 Amazon is developing new businesses to offset some of the cost of free shipping and discounting. It introduced an apparel store featuring clothing from Nordstrom, Gap and others. These retailers handle their own shipping.
8 6211 2004 With trading volume down and competition up, online brokers are devising new ways to attract investors. Fidelity is teaming up with eBay to give special rewards to eBay customers who open accounts. E*Trade and Schwab have launched credit cards that reward users with free trades.
9 7389 1989 American Express is negotiating with fast food restaurants to get charge cards honored there.
10 7800 2003 Movielink LLC, which lets customers directly download movies, signed a deal to feature its service on online entertainment site Movielink, launched late last year by five major film companies, is pushing its online business at a time when other online companies, such as RealNetworks Inc., have seen some success charging customers for features such as streaming sports videos.

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