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.

B. Needs to avoid sources of anxiety

2. Limitations set by time: Segment customers according to the causes of the limitations set by time.

Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product
Segments where delays are due to steps a customer must take. Segment must:

Order product

No. SIC Year Note
1 4724 2002 Virtuoso, a Texas network of 264 upscale specialty travel agencies, charges anywhere from $100 for a basic weekend getaway to $3,000 for a major two-week-plus group trip with detailed custom itineraries. Blue Water Divers includes a fee of about 13% in the package price for a $1,700 custom scuba-diving vacation. The spa specialist bills clients $100 to plan a luxury spa excursion.
2 5200 1996 If a client needs a product not listed, Wilmar places a special order.
3 5734 1995 Domino's planning to test an interactive video service so customers can punch a few buttons to order a pizza just as they order up, say, a television movie.
4 6141 1996 In the past, students seeking credit cards had to complete complex applications & get approval from their parents. Citibank offered a simple application–just submit a copy of their college ID card.
5 6162 2002 Countrywide and Washington Mutual Inc. are two of the nation's top five mortgage lenders. Washington Mutual made its brokers and sales staff begin using the Web to process applications resulting in $60 billion in online volume in six months.

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