Final Customer Purchasing from an Intermediary of the Product

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

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

Potential improvement in income of current customers
Customer segments whose costs could decrease if the supplier:

Created an organization of segment members to save costs

No.	SIC	Year	Note
1	4724	2001	While Travelocity, the online vendor of plane tickets, hotel rooms and vacation packages has seen high profitability, it faces a new challenge from Orbitz. Orbitz is a collaborative effort between five large airlines. Airlines like online sales because they reduce costs such as commissions to outside travel agents and brick and mortar stores and increase interaction with the customer.
2	5141	1997	Costco Companies operates a chain of membership warehouses that sell high-quality, primarily nationally branded and selected private-label merchandise at low prices both to businesses and individuals.
3	5912	2001	Corporations like the idea of mail-order drug benefit services because a 90-day prescription for blood-pressure medicine would require 3 co-pays by the member at the retail pharmacy and only 1 co-pay by mail-order prescriptions.
4	6021	2002	Banks of all stripes often take the loans they have made to corporations, cut them up into parcels, and sell them to other banks and investors.

<< Return to Acquire Steps