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.

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 the result of too many benefits

No. SIC Year Note
1 2840 1997 P&G will lessen consumer confusion by eliminating 1/4 of its line by selling off Lava soap and cutting the varieties of its Head & Shoulders shampoo from 30 to 15. Another 20% of its products will fade away within 4 years.

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