Final Customer Buying from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

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

B. Needs to avoid sources of anxiety

2. Limitations set by time: Segment customers according to the causes of the limitations set by time.

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

Find, choose and pay for product

No.	SIC	Year	Note
1	4213	2001	National trucking players deal with national accounts that ship massive amounts of products but can also negotiate their prices down. Knight deals with small and midsize companies that don't have the leverage yet to keep prices down.
2	4512	1993	New electronic ticket machines are like ATMs for airline tickets. Just phone in your reservation, stick your credit card in the ETM, & pop out your airline tickets.
3	8742	2003	Complicating matters further for the big consulting firms, the competitive landscape has changed. These days, big hardware and software makers are trying to make up for slowing product sales by building their consulting businesses. No firm has shaped this trend more than IBM, which has transformed itself into a services-led powerhouse the past decade, adding high-end consulting recently.

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