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
Customer segments with preferences for price point alternatives to the present product
Lower price point

With fewer benefits in more than one Performance category

No. SIC Year Note
1 5311 2003 Discount apparel and house ware retailer TJX has won frugal customers from fancier department stores in the soft U.S. economy.
2 5399 2003 According to a recent survey by New York-based WSL strategic Retail, 75% of consumers are shopping at dollar stores, half of them at least once a month.
3 5651 2000 Discount clothing store Factory 2-U has undercut other discount stores by setting prices 30-60% below other stores. Factory 2-U has focused on selling what customers want, casual clothes, and name brands not off brands like competitors.
4 5942 2003 Book Baron manages to compete in the book retail industry with flashy giants like Barnes & Nobles, convenient online sites like, and the over 12,000 specialty bookstores. It is one of the nation's 10 great used-book stores according to USA Today.

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