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

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

Segment's approaches to limit on spending
Segments who might face psychological spending limits:
Preferences to include product in package of related products

No.	SIC	Year	Note
1	3651	2003	Consumers are making the switch from bulky computer monitors to the flat panel displays faster than the industry expected. Revenue for sales of flat panels also called liquid crystal displays will pass that of cathode ray tube monitors. Personal computer makers are pushing the shift to LCD monitors by offering PC bundles that include the flat-panel displays. The makers have been able to pass on lower prices they are charged by their suppliers, who have increased their production capacity and lowered costs.
2	3861	2004	Now H-P is trying another price-cutting strategy, offering a discount to consumers who buy paper and ink together. H-P began selling a bundle of 280 sheets of photo paper and two cartridges for $80, down from $150, if the items are purchased separately. H-P says the combination reduces the cost of a 4-by-6 digital print to 29 cents, from 60 cents.
3	4813	1999	Earlier this month, BellSouth Corp. launched bundles that include local-phone, Internet, cellular, and paging offerings. SBC said it will begin offering the bundles in additional cities throughout its Southwestern Bell and Pacific Bell territories in September and October. A "Home Phone" bundle, featuring local services and a variety of features such as Caller ID, will be available immediately in major markets throughout SBC's region.
4	4813	2003	Like most rivals, Sprint now offers unlimited local and long-distance calling for one flat rate. Prices start at $54.99. Customers can include unlimited wireless minutes for $149.99. Those deals give customers a 5% discount on wireless service. Sprint's goal, like other carriers, is to hold onto its highest-paying consumers.
5	4899	2001	WiMax may face competition from plans by Verizon Communications and Vodafone who use EVDO technology to create a city-wide wireless broadband service. This free service could limit the appeal of commercial alternatives.
6	4899	2004	AT&T, MCI and other smaller companies offer local service in most cities and are heavily promoting package deals that include local, long-distance and high-speed Internet service, often at big discounts.
7	5812	2005	The fast-food industry is combining psychology and computer technology to increase impulse buying. The sales strategy exploits the spare change effect in which people are willing to buy with spare change goods that they wouldn't buy with unbroken bills. Fast food restaurants such as Burger King, Taco Bell, KFC, and Wendy's are using software that makes real-time sales pitches based on the change the customer is about to receive.
8	7372	2002	An effective neutralization strategy is to give away the benefits offered by a challenger for free. When Microsoft developed the Internet Explorer browser in 1995, for instance, users got it as part of Windows at no extra charge.
9	7929	2005	2004 is believed to be the worst summer season because fans were stuck with high prices and promoters lost money and canceled shows. To turn things around this year, promoters and artists representatives are offering lower prices and more bands for the money by packaging big acts together at one show. Promoters are also sending fans emails and text messages to try and generate interest in coming shows. A priority this year is making sure the cheap seats are actually cheap. The inability to put fans in the cheap seats last year contributed to the underperforming tours and cancellations.

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