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
Customer segments with preferences for price point alternatives to the present product
Lower price point:
With less Reliability

No.	SIC	Year	Note
1	2111	1990	B&W introduced low-priced cigarettes in packs designed just like Liggett's.
2	2844	2002	By mimicking the hot trends in the world of shampoos and body lotions–From Breck shampoo and Revlon Flex Balsam & Protein in the 1970s to Alberto V05 and Pantene today–Suave has grown into a $790 million brand.
3	3571	2000	Atlanta Computer Group has built a nice little business buying used ATMs, fixing them up and reselling them to banks that don't want to pay top dollar for the newest equipment.
4	3571	2001	IBM makes sure resold computers aren't obsolete by upgrading them with the latest chip and other technology. The refurbished items also sell at a discount. Prices vary by model, age and power, but they can be 15% to 20% or more below the price of a new machine.
5	3576	2001	People closing down are selling networking gear for much less than it costs now. This gray market is one reason Cisco Systems Inc. may see flat or lower sales during its fiscal fourth quarter, the current quarter.
6	3600	1988	Tandy is putting the finishing touches on a Virginia factory that will make 5000 speakers a day for sale by foreign makers in the U.S.
7	3634	1997	Sunbeam has opened more of the company's factory outlet stores.

<<Return to Acquire Steps