Intermediate Purchasing from the Producer of the Product
Guarantee Steps: The Guarantee steps include the activities required for the Intermediary customer to keep the product or service in working order for the Final user. These activities include both problem assessment and correction.
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:
Segments who might face psychological spending limits
|Aftermarket Technology has a 72% market share for dealer installed remanufactured transmissions on cars made by the three biggest auto makers. It achieved this huge share by lowering costs and improving quality in small increments.
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