Find, Choose and Pay for Product

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.

Use Steps: Use steps include all the Final customer's activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery of the product.

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.
a. Delay related to purchase and installation: Segment customers according to delays before the customer receives or can use the product
2. Segments where delays are due to steps a customer must take. Segment must:
b. Find, choose and pay for product




1 6141 2005 American Express is rolling out a system called ExpressPay that packs radio frequency identification technology into a small key fob.
2 5712 In designing a new store for Chicago, IKEA enlisted nine groups of a dozen customers. They asked them to design a store from scratch and to include specifications. To help customers better navigate through the store, IKEA created a three octagonal-shaped building. Related products are grouped together and a restaurant now serves Swedish food.
3 5411 2004 A small but growing number of supermarkets are testing a variety of high-tech gadgets designed to change the way people shop and the way stores promote their products. Shopping Buddy is a hand-held bar code reader that keeps a running tally of a grocery shopper's purchases. It can document shopping habits and find appropriate discount items and their locations in the aisles.
4 5900 1999 Inc. patented its own speedy checkout technology, called 1-Click, in 1999.
5 7379 2002 Most of the streaming media available in RealOne's new subscription service is "repurposed" clips from the library or TV or radio broadcast of a content provider. Some of this repurposed content is available from the original source for free but much of it is exclusive to RealOne subscribers.
6 7375 2004 Yahoo has built a substantial retail business by catering to its regular users. It maintains profiles of shoppers, including delivery and credit card information. Yahoo also provides a universal shopping cart. The result is that shoppers can save 10 to 15 minutes each shopping session, compared with Google's price-comparison engine, dubbed Froogle, which can't store profiles or provide a digital cart.
7 5411 2003 Convenience stores are being redefined by the industry. Market outlets now feature gourmet food to go provided by staffed chefs who prepare soups, deli sandwiches and desserts for shoppers in a hurry.
8 5611 2002 Men's Warehouse stores are using Web-enabled PCs to take the place of cash registers so sales personnel can help shoppers find out-of-stock items or different sizes.
9 7375 2005 Google, Yahoo and smaller online players such as blinkx and Critical Mention are offering or soon will be offering services that bridge Web and TV. Yahoo launched a video search service to help consumers track down clips from TV shows and other video content online . Their service lets consumers read a text synopsis of TV programs and watch video clips online.
10 7375 2000 and are two of the Web's best-known shopping search engines, and both can save the customer some money. They compare prices at different online stores instantaneously, with mySimon checking the price at more than 2,000 stores and DealTime checking up to 7,000 stores.
11 5511 2002 On the sales side, prospective buyers can cruise inventory online, and see photos, calculate monthly payment and fill out loan applications. Dealers say the system cuts 15 minutes from the three hours customer typically spends at the dealership.
12 6411 2001 In the past, buying insurance meant taking the time to contact different agencies to compare policies. Now there are Web sites that gather the info for consumers.
13 5912 2000 New London Pharmacy innovated even further by creating a showcase for specials and a new household-supplies center.
14 5600 1990 Ross Stores had begun a remodeling program to group apparel for men and women by segment. Ross used to hang all women's clothes together on bar racks, separated only by size. Now dresses, sportswear and large sizes will be separated.
15 5311 1986 Bradlees decided to differentiate themselves from other discounters. So they upgraded merchandise and spruced up their image. Selling space was broken into boutiques where merchandise was displayed department-store fashion.
16 5912 1993 Drugstores aim to be quicker to get in and out of, and they can be relied on to carry the most popular items people run out of. Differences between kinds of stores are getting muddled. Some drugstores are too slow adopting retail technology.
17 5112 1989 Staples' central distribution center permits it to operate smaller stores than competitors that use their space as a warehouse, too.
18 5900 2004 The SoftwareToGo machine lets customers search for software titles by name, category or publisher, place an order and then pick it up on a CD at the checkout counter. The machine displays descriptions of software titles, pictures of their boxes and images of how the programs will look on a computer. When a customer picks up the CD at checkout, it is stamped with the software title and logo, then inserted into a case that includes a printed sleeve and information on how to use the software.