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 product vs. current solution
Savings on customer building block costs:
Segment saves people costs

No. SIC Year Note
1 3571 2001 For PDA buyers, the Palm platform is looking better than ever. Compared with Microsoft's Pocket PC–the main alternative–Palm has key advantages. And with two new models at the high end, Palm m500 and m505, Palm is gaining ground. Palms are already substantially less costly than Pocket PCs, are simpler to learn and use, and have brand status. Where the Pocket PC camp has had an edge has been in hardware. But with the new Palm products, the gap is closing.
2 7372 2000 MapInfo's software translates data into graphic format, so patterns and trends can stand out on a map. For its partnership with Oracle, it designed a new out-of-the-box Java software product called MapXtreme. It works on Oracle databases and can be used for Web applications and even in hand-held wireless systems.
3 7372 2004 High-tech shopping carts used by online retailers often use Macromedia Inc.'s Flash animation software. One of the first retailers integrating such technology into their websites is TJX Companies Inc., which will offer the Flash-based cart on websites for its T.J. Maxx and Home-Goods chains.

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