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
|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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