Intermediary Purchasing from the Producer of the Product

Sell Steps: Sell steps include the activities Intermediary customers take in selling and delivering the product to their customers. These activities include their own customer recruitment and product delivery.

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

A. Needs for comfort and status

2. Status in the community
Need for affiliation: Find segments of customers who wish to identify with a particular gorup in the society. They want to be a part of a group that has:
Unusual capability or achievement:

No. SIC Year Note
1 3571 2000 Apple Computer has the challenge of conveying to consumers that Apples are strong and versatile enough to do everything that Windows PCs can while still expressing their uniqueness and their value at a premium price.
2 3711 1989 BMW tries to market itself as fine engineering, rather than so much affluent image.
3 5942 2001 For independents that sell new books, internet sales are strong and growing thanks to places like was launched in response to and to provide an online alternative for independent bookstores.

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