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.

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

Savings of potential product vs. current solution: Level of savings over the current product cost system:
Low – product saves 10% or less of current solution cost, including user time

No. SIC Year Note
1 3600 2004 Battery manufacturers have been hurt by the drop in prices for batteries and the lack of consumer loyalty. Customers are more likely to buy the cheapest package, not a brand.
2 3663 2000 The U.S. market for televisions is jammed with more than 20 brand names. The retail chains that sell the vast majority of TVs exert tremendous pressure on manufacturers to keep prices low making for razor-thin profit margins and retailers are reluctant to try an unknown.

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