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 competition

Because they buy only small quantities in an order

No. SIC Year Note
1 5331 1998 Dollar sells basics at prices competitive with Wal-Mart. But its stores are much smaller and closer to the center of town.
2 6100 1987 Venture capitalists rarely consider entrepreneurs looking for less than $1m. Computer-based Venture Capital Connection maintains 2 national databases to match investors and entrepreneurs looking for less than $750,000.
3 7514 2003 Budget Rent a Car is starting to target small and midsized businesses. Though it gets 60% of its business from leisure travelers, it will launch a rental-car program for small to midsize companies.

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