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
Savings of potential prdouct vs. current solution

Level of savings over the current product cost system

No. SIC Year Note
1 3695 2005 TiVo became popular at its debut, gaining 2.3 million subscribers. However, TiVo's main outlet has been DirecTV, which last month announced plans to begin using a competing DVR service. DirecTV is offering new customers a free DVR with a $5 monthly fee. Companies like Microsoft and HP are promoting a new computer that includes DVR functions without TiVo's $12.95 monthly fee.
2 4512 1987 Several other major airlines, including American and Delta, offer bonus miles through marketing agreements with rental and hotel concerns and other airlines.
3 4931 2000 offers to sell utilities at lower rates than can be generally found elsewhere by aggregating customers. New England Electric System sells electricity through Essential at 10% below competitors' prices.

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