Because They Buy Only Small Quantities in an Order

A Final customer buying from an intermediary of the product The Final customer is the one who makes the final decision on what product to buy and from which supplier to buy it. Most consumer products, and many industrial products, reach Final customers through Intermediaries.

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

2. Emotional:

B. Needs to avoid sources of anxiety
2. Limitations set by time: Segment customers according to the causes of the limitations set by time
b. Delays related to location: Identify characteristics related to the location of purchase or use that separate one group of customers from others
2. Distance from the company, from the product, from competition or from some other preferred location.
b. Distance from competition
2. Because they buy only small quantities in an order




1 5331 1998 Dollar sells basics at prices competitive with Wal-Mart. But its stores are much smaller and closer to the center of town.
2 6100 1987 Venture capitalists rarely consider entrepreneurs looking for less than $1m. Computer-based Venture Capital Connection maintains 2 national databases to match investors and entrepreneurs looking for less than $750,000.
3 7514 2003 Budget Rent a Car is starting to target small and midsized businesses. Though it gets 60% of its business from leisure travelers, it will launch a rental-car program for small to midsize companies.