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.

Delays related to location: Identify characteristics related to the location of purchase or use that separate one group of customers from others
Distance from the company, from the product, from competition or from some other preferred location.
Distance from company or product

Customers moving from one place to another beyond a mile from product or service

No. SIC Year Note
1 5000 2003 RiverPark Inc. signed a distribution deal that brings OnStar Systems to RV makers. They sell other electronics such as voice control systems, microwave ovens, satellite receivers, home theatre systems with flat panel monitors and onboard cameras. The list prices range from $800 for tire monitoring systems to $4,785 for a Bose surround sound home theater.
2 5912 1990 Walgreen has a computer network that allows customers to fill a prescription at a store near his home and then get it refilled at any other Walgreens.
3 6141 2004 Money transfers from the U.S. to Mexico have doubled over the last three years to $13.3 billion in 2003. The vast majority are made via small check-cashing and loan stores hooked up to wire services such as Western Union. Now, national banks are trying to facilitate this business. Wells Fargo and Bank of America now accept ID cards issued by Mexican consulates. They are marketing debit cards that can be used by family members in Mexico. Citigroup launched the first binational credit card. U.S. residents can share their credit with relatives in Mexico. Fees to wire money have dropped as competition increased. Citi charges $29 a year for the card; users choose people in Mexico who get a card and set their spending limits. The card can also be used for cash withdrawals from ATM's; these transactions cost $5 each. Citi earns interest on outstanding balances and will have a way to reach new customers for other banking projects.
4 6211 2000 E-Trade bought ATM operator Card Capture Services for an undisclosed amount and plans to convert many of CCS's 8,500 ATMs to E-Trade-branded financial kiosks. Initially, the kiosks will let E-Trade banking customers do simple transactions such as making deposits. Eventually, the machines will let customers access their brokerage accounts and even make trades. The kiosks will give E-Trade a way to cross-market its various financial services and a physical presence to help in its competition with leading online broker Charles Schwab.
5 6211 2000 PC and laptops are most common and easiest to use for online trading. But Schwab is already offering trading via pager.
6 7375 2000 While rivals take an a-la-carte approach, AOL packages the access, on-line tools and content together. To keep intermediate users from deserting, the company now offers the most popular features through a range of cell phones and other handheld devices. No matter that at $22.95 a month for unlimited access or $9.95 for 10 hours, the service costs a few bucks more than many rivals.

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