Emotional
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:
A. Needs for comfort and status
2. Status in the community
a. Need for affiliation: Find segments of customers who wish to identify with a particular group in the society. They want to be a part of a group that has:
2. Unusual capability or achievement
b. Emotional
|
NO. |
INDUSTRY SIC |
YEAR |
EXAMPLE |
| 1 | 2095 | 2001 | Green Mountain Coffee Roasters worked with Keurig to produce K-Cup individual coffee packages. The CEO of Green Mountain Coffee Roasters has long promoted "fair trade" coffee in which the farmers are paid what they need to break even and gain a small profit. This policy attracts such customers as Columbia University and natural food stores. |