Behavioural variables
Usage rate, loyalty, readiness to buy,occation
Industrial m
Consumers' activities, interests, attitudes, Psychographic variables (
opinions and values
World, country, region, climate type, Geographic variables Consumer market segment
population density
gender, age, family size and type, income,
occupation, educational level, religion, ethics Demographic variables
Industrial m
Durable over time (M
Substantial enough to justify selling to it
Accessible and actionable so that it can be sold to
Identifiable and measurable
5 criteria of a segment
Differentiable from others
Order Qualifiers: Characteristics of a product or
service that are required for it to be considered by a
customer
Order winner: Characteristics of a product or service Order winners and Order qu
which directly contribute to winning business from
customers
Chapter 2 W
Value added
compe
Manufacturing costs
Service cost
Usage rate, loyalty, readiness to buy,occation
Industrial m
Consumers' activities, interests, attitudes, Psychographic variables (
opinions and values
World, country, region, climate type, Geographic variables Consumer market segment
population density
gender, age, family size and type, income,
occupation, educational level, religion, ethics Demographic variables
Industrial m
Durable over time (M
Substantial enough to justify selling to it
Accessible and actionable so that it can be sold to
Identifiable and measurable
5 criteria of a segment
Differentiable from others
Order Qualifiers: Characteristics of a product or
service that are required for it to be considered by a
customer
Order winner: Characteristics of a product or service Order winners and Order qu
which directly contribute to winning business from
customers
Chapter 2 W
Value added
compe
Manufacturing costs
Service cost
