Page 6 - Simply Electronics Teaching Guide

on the support programs offered by the

manufacturer or its distributors. In their buying they

become increasingly price sensitive. What they once

purchased as a system they may unbundle into

discrete purchases and then seek out channels that

sell on price while furnishing little product support. A
1
gray market often signals the emergence of this

group of customers. If authorized resellers require

customers to buy a package of product and support

features, the gray market gets added impetus.