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 other preferred location

Customers in distant locations seeking suppliers in other distant locations

No. SIC Year Note
1 6531 2000, a web site operated by, has about 150,000 new homes listed on its site from 12,000 builders including large ones like Centex. In response, the nation's five largest home builders announced plans to form a website.
2 7011 2002 lets customers book discount hotel rooms over the Internet. Discounts run as high as 70% off published rates and 30% off corporate rates. The service has been around a while. But in the past, did little advertising to lure consumers.
3 7370 2000 Intelisys brings together buyers from across a number of industries to purchase everything from office supplies to bed linens from an array of suppliers. The Intelisys software automates the purchase approval process.

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