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

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Potential improvement in income of current customers: Customer segments whose costs could decrease if the supplier:
Created an organizaton of segment member to save costs

No. SIC Year Note
1 2273 1996 Carpet Max, who franchises over 600 retail carpet facilities across the United States, offers its members a centralized EDI interface with major suppliers, a tailored human resources program, a nationwide promotional service.
2 4724 2003 Orbitz's fees for airlines are sharply lower in part because it directly connects to the airline's booking system, cutting out middlemen fees.
3 4899 2005 Comcast Corp. is forming its own nationwide fiber network so it won't have to rely entirely on satellites to beam TV signals among its local cable systems. Universities are taking lines at discount prices to form their own data sharing networks.
4 5331 1998 The buying power of the hypermarkets was lost when supermarkets and discounters' formed big buying groups, and opened more stores than the hypermarket chains.
5 5712 2002 Inc., one of the better known flameouts of the Internet era, is giving sofa, rug and lamp sales on the Web another go. However, the company plans to announce it will reintroduce its Web site as a storefront handling online sales.
6 7375 2000 Verticalnet sets up links between buyers and sellers within industries. The firm has built sites for 55 industries, and has recently received a $100 million investment by Microsoft.

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