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
Savings of potential product vs. current solution: Savings on customer building block costs:
People costs
| No. | SIC | Year | Note |
| 1 | 2844 | 2003 | To meet the demands of its customers for a cosmetics department, Kohl's discount department store recently made a deal with Estee Lauder cosmetics company. Estee Lauder, not wanting to jeopardize its upscale name or its relationship with high-end department stores, is creating a new company division called BeautyBank to develop products and brands exclusively for Kohl's. Estee Lauder's offer was most favored by Kohl's because it included: multiple cosmetics brands; a perfect price range between the higher end of drugstore cosmetics and the lower end of department store cosmetics; and an established national marketing structure. |
| 2 | 3571 | 1990 | Many publishers of educational software don't like IBMs because they are harder to use than Apple computers. |
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