Final Customer Purchasing from an Intermediary of the Product

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: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

1. Risks in relationship: The customer segment needs reassurance it can trust:

Company Capability: Company capability that crosses all products
Function Leader: The company can be counted on to lead the industry in Function innovation

Choice of products

No.	SIC	Year	Note
1	4841	1997	Subject to vendor availability, TCI hopes, by Thanksgiving, to roll out digital headends that will permit between 75%-90% of TCI's homes passed to receive digital TV so that it can begin a major marketing push for the Christmas season.
2	4841	2000	Satellite TV offers a number of advantages over cable. Its digital signal provides a vastly improved picture and clear, CD-quality sound. It also has virtually unlimited capacity, with providers currently advertising up to 500 channels.
3	5083	2002	The CEO considers Tractor Supply an adjunct to giant chains rather than a direct competitor, so it sells something different so customers have an option when they're in the store.
4	5331	2004	Target uses a few wow-'em products to attract customers, but the store really makes its money off of most of the same basic goods as Wal-Mart.
5	5411	2003	Wegmans stores carry 60,000 different items, 42% more than the industry average. For example, the cheese department stocks no fewer than 500 choices from around the world.
6	5600	2005	Urban Outfitters has three branches. Its 75 stores in the U.S., Canada, and Europe cater to college students and young adults age 18 to 30. These stores carry products for men and women. Urban Outfitters also runs the 65-unit U.S.-based Anthropologie chain geared to suburban women age 30 to 45. Free People, its wholesale arm, sells women's contemporary casual clothes under its own label to about 1,100 specialty stores and high-end department stores. Free People also has two retail stores – one in Paramus, N.J., the other in Arlington, Va.
7	5900	2002	With Universal and its 29 percent share of the music in the fold, Rhapsody will offer 175,000 tracks. That's more than any other service except Emusic, a Universal unit that offers more than 200,000 downloadable MP3 songs from mostly independent artists.
8	5942	2001	Independent bookstores have all carved out niches. R.J. Julia Booksellers focuses on New England and the store owner's tastes. She looks at the 50,000 new books published each year and cuts the number down to 15,000.
9	5942	2003	Book Baron manages to compete in the book retail industry with flashy giants like Barnes & Nobles, convenient online sites like Amazon.com, and the over 12,000 specialty bookstores. It is one of the nation's 10 great used-book stores according to USA Today.
10	5945	1991	Toys 'R' Us opened its first store in Japan, cracking the world's No. 2 toy market after the U.S. The typical Japanese toy store stocks between 1,000 and 2,000 items, while Toys 'R' Us will start out with about 8,000 different items.
11	5945	2000	Toys R Us has the largest selection of toys of anyone and they are available 12 months out of the year. The company grew at a phenomenal 26% a year during the 1980s and by 2000 it operated 1565 stores in 27 countries.
12	5961	1997	Major commercial customers will have customized catalogs with special pricing and selected product offerings, which will be a key part of the warehouse.com business.
13	7375	2001	If the deal is approved by HotJobs, Sunnyvale's Yahoo would immediately become the Internet's second largest job board with nearly 7 million resumes posted. Only Monster.com would be bigger with 14 million resumes.
14	7375	2004	America Online's biggest roadblock to getting back in gear is broadband. So, it's cobbling together a range of new broadband services to lure subscribers. America Online will also begin selling content features such as AOL Radio, AOL Music and AOL Sports separately. Whereas the total AOL Broadband service costs $14.95 a month, the individual features will cost "just a few dollars".

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