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 residential areas


No. SIC Year Note
1 5521 2001 AutoNation's rapid rollout in sought-after markets and continuous tweaking of its sales strategy undermined CarMax's growth and the credibility of the used-car superstore concept.
2 5561 1997 A typical dealer will attract customers within thirty miles of the dealership. Occasionally there will be a dealer that can extend to 100 or even 150 miles.

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