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

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Segment's approaches to limit on spending
Segments who might face psychological spending limits

Sensitivity to the price of a component of the product

No. SIC Year Note
1 4841 2004 To lure customers, satellite companies recently have begun dropping their prices on their equipment. DirecTV has offered TiVo for just $49 to new customers.
2 5311 1999 Duckwall-Alco's pricing strategy is to slash prices permanently on high-volume products. This draws customers in consistently. This has allowed the company to save on advertising and allow it to operate efficiently.
3 5331 2005 Wal-Mart's three-year-old financial-services department cut rates on money wiring to attract the fast-growing immigrant segment, supporting family back home.
4 5511 1999 General Motors Corp. has said it has formed a special unit to buy dealerships that will compete in the marketplace with the independent franchises that have been its main conduit to consumers. GM said the move is a response to the unprecedented change in the auto-retailing industry, including the effects of the Internet and the rise of consolidators such as AutoNation Inc.
5 6021 2003 Since Washington Mutual's appearance in Chicago, Bank One has increased efforts to keep its customers while attracting new ones. Bank One is advertising more and eliminating fees for items such as online bill paying.
6 6021 2003 Washington Mutual allows other banks' customers to use its ATM machines without paying the customary $1.50 surcharge. But other fees still apply. Washington Mutual still charges its own customers $1.50 for using another bank's ATM.
7 6141 2004 The financial services offered by are free to visitors because advertisers pay to keep the site up and running.
8 7832 1992 Cinemark located walk-in and drive-in theaters in small towns, opened discount theaters as an option for families. Cinemark charged $1 to lure customers into theaters and then made money on higher margin items like popcorn, soda and candy that consumers valued more.

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