Final Customer Purchasing from an Intermediary of the Product

Use Steps: Use steps include all the Final customer’s activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery of the product.

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

A. Needs for comfort and status

2. Status in the community.

Need for affiliation: Find segments of customers who wish to identify with a particular group in the society. They want to be a part of a group that has:
Unusual capability or achievement


No. SIC Year Note
1 5942 1997 Independent bookstores have alternatives to popular favorites with a more serious selection than the NY Times likes to review. Once one of these serious books gets a good review from the NY Times, giant bookstores stock up and slash prices.
2 5945 1997 Anglo Dutch, like most independent toy stores, is focusing on "educational toys," in hopes of luring affluent customers. It is supplied by small toy companies who can't manufacture in large volume.
3 5999 2003 Borders wanted to stay in the online business because research showed that its target customers tended to be affluent and early to embrace new technologies.

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