Final Customer Purchasing from an Intermediary of the Product

Dispose Steps: Dispose steps include all activities required to eliminate the product from the customer's premises. These steps include the costs for removal and final disposition of the product.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

1. Risks in relationship: The customer segment needs reassurance it can trust:

Company Capability: Company capability that crosses all products
Reliability Leader: The company can be counted on to lead the industry in major aspects of Reliability- Segment interested in being assured that:

Product will be fixed promptly

No. SIC Year Note
1 100 1987 Farm Credit Services offers a money-back guarantee, saying a buyer can return farmland on a previously agreed-upon date & get all principal payments returned.
2 5961 1991 Eddie Bauer's guarantee: "Every item we sell will give you complete satisfaction or you may return it for a full refund."

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