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.

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

B. Needs to avoid sources of anxiety

3. Ecomonic limitations: Segment customers according to the limitations set by their economic interests and concerns
Segment's approaches to limit on spending
Customer segments with preferences for price point alternatives to the present product

Both higher and lower price points

No. SIC Year Note
1 3577 1995 In 1984, HP introduced 2 competing lines of PC printers: laser printers and ink-jet printers; it resisted the temptation to narrow its focus. Now HP is the world leader in both categories.
2 3661 2003 Motorola introduced eight new handset models. The phones run the gamut from low-end mass-market phone to high-end expensive gadgets for taking photos and for Web surfing.
3 3711 1962 During the 1950s when Cadillac was a market leader, GM was the most valuable company ever to exist. In 1962, its profits were over triple the amount of its next-biggest competitor, Ford Motor, at $1.5 billion. GM's brand lineup ensured that any American family could find a GM car, which gave GM more than half the market.

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