Intermediary Purchasing from the Producer of the Product

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

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

A. Needs for comfort and status

Status through the recognition of customer's individual needs for the product

No. SIC Year Note
1 2300 1998 With 35 distributor Web sites up and running, Fruit of the Loom's total investment works out to approximately $100,000 each. Company executives say the money was well spent because it improved time to fulfillment which increased distributor loyalty.
2 3661 2002 Kyocera is Virgin Mobile's exclusive cell phone maker. It got that assignment because it was willing to design special phones targeting youths.
3 3661 2004 Sprint asked Motorola to design a new phone. But Motorola balked at demands that it position its logo according to Sprint's specifications. That left Sanyo and Samsung to emerge as Sprint's preferred buyers.
4 3661 2005 Nokia has also decided to customize more of its phones to meet the needs of service providers such as Vodafone, Cingular, and Orange.
5 3845 1990 Baxter delivers to a major hospital's definition of on-time delivery: they discussed how much of the delivery had to be on the first truck.

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