Intermediary Purchasing from the Producer of the Product

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

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

B. Needs to avoid sources of anxiety

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Segment's approaches to limit on spending: Customer segments with preferneces for price point alternatives to the present product: Lower price point:
With less Convenience

No.	SIC	Year	Note
1	2000	1991	Campbell tried to bring Casera products to the United States and floundered when it tried to shoehorn the products into its existing warehouse distribution network rather than offer the direct-to-store delivery that Goya provides.
2	2043	1990	Because ingredients typically represent only about 10% of a cereal's retail price, without heavy advertising, superstar endorses, or fancy packaging, Malt-O-Meal can offer grocers margins of 15 to 20% – compared to 12% they get for big brand names.
3	2511	2004	With tariffs on bedroom sets reduced, U.S. consumers can expect to see more furniture from China. As manufacturing techniques improve, Chinese companies are more likely to create more challenging contemporary designs. Because of low wages, these items can be produced for much less than those produced in the U.S. However, many factories do focus mainly on high-volume production, worrying experts who fear that poor quality goods will be sold and then be difficult to return or replace.
4	3011	2002	Goodyear has chopped discounts to its biggest distributors who had been using their lower prices to undercut Goodyear's sales to smaller customers elsewhere.

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