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Chapter 5 Segmentation and the Marketing Mix


Now some movement towards micro segmentation

Market segmentation is the subdividing of a market into distinct subsets of customers, where any subset may conceivably be selected as a target market to be reached with a distinct marketing mix

Segmentation recognises that people differ

Different tastes, needs, lifestyles, etc. What products or markets can you think of which have been segmented, i.e. different variations of the same product are offered to different identifiable groups of customers?

Segmentation leads to marketing strategy that may result in:

Changes in products Changes in promotional appeals Changes in distribution Changes in pricing

Criteria for effective segmentation

In order for segmentation to be viable, the market must be:
Identifiable, definable and measurable Accessible or reachable Substantial or sizeable Relatively stable

Segmentation bases
Geodemographic descriptors Behaviourist Psychographics

Descriptors demographic, geographic and personality

Market segmentation in the menswear market: an example based on simple descriptors

Age 1625 2635 3655 56+

Low A D G J

Medium B E H K

High C F I L

Market segmentation descriptor variables

Variable Gender Potential categorisation male/female

Marital status Occupation

<2, 2-5, 6-10, 16-25, 26-35, 36-45, 46-64, 65+

single, with partner, divorced, widowed A B C1 C2 D E manual or non-manual full or part-time employment In decile bands, i.e. top 10%, next 10% etc. In decile bands or other bands, e.g. 04999, 500014,999 Terminal age of education, e.g. <15, 16, 17, 18 ,19, etc.

Income Net wealth



Potential categorisation

Customer size

in height, weight, dress/suit sizes, e.g. petite, large

Youth subcultures Family life-cycle

Atheist, Christian, Muslim, Jewish, etc.

Goths, Charvers, Mods, Skaters, etc. Young single Young couple with no children Young couple with children Older couple with children Older couple with no children Older couple Older single Urban/rural or for e.g. ACORN

Type of neighbourhood/ housing area


Potential categorisation

Region/country Climate

e.g. north east, south west; UK, France, etc. Hours of sunshine, rainfall, temperature

Behavioural or benefit segmentation

The key concern is with how the consumer behaves and the benefits he/she seeks from the product

Market segmentation; behavioural and benefit variables

Purchase loyalty Purchasing mode

Potential categorisation
Brand loyal, switchers to non-committed From comparison shopping to convenience outlets only Heavy users, medium users, light users, occasional users, non-users High spenders to low spenders in deciles Working clothes, leisurewear, evening wear, formal wear Very price aware and conscious to least price sensitive Easy care garments, environmentally friendly fabrics, and/or durability, etc.

Usage rates

Expenditure Usage situation

Price sensitivity


Psychographic segmentation
Divides the market up by the way people think and the things that motivate them Asks questions of people about:
How individuals spend their time on activities Their major interests Their opinions about themselves and the world in general

Leads to lifestyles

Lifestyle analysis of the British cosmetics market

SELF-AWARE: concerned about appearance, fashion and exercise FASHION-DIRECT: concerned about fashion and appearance, not about exercise and sport GREEN GODDESSES: concerned about sport and fitness, less about appearance UNCONCERNED: neutral attitudes to health and appearance CONSCIENCE-STRICKEN: no time for self-realization, busy with family and responsibilities DOWDIES: indifferent to fashion, cool on exercise, dress for comfort

Lifestyle Analysis of the British Cosmetics Market

Behaviours and Descriptors Self-aware Cosmetic use index Blush Wallis use index Miss Etam Selfridge Age (1544) Social class

162 147 95 82

188 166 76 81

228 153 74 70

189 165 86 89

151 118 119 74

51% 43 32 44

60% 56 52 64

Fashiondirected Green goddesses Unconcerned









Segmentation strategies

Undifferentiated marketing Concentrated marketing

Multi-segment marketing

A multi-segment strategy
Segment Menswear: Burton Top Man Principles for men Womenswear: Dororthy Perkins Top Shop Principles Evans collection Department stores: Debenhams Harvey Nichols Sport & Leisure: Champion sport No. of outlets Target customer

485 303 124

Men aged 20-45, mainstream fashion Men aged 15-25, young fashion Men aged 20-45, updated classics

626 275 214 245

Women, 18-40, mainstream fashion Women, 15-25, young fashion Women, 25-45, sophisticated fashion Women, 25-60, size 14+


Mainstream fashion for individual and home Exclusive and avant-garde for individual and home
Sports clothing, footwear for men and women <35, and children


Target Marketing
Market Information

Market Segmentation

Market Targeting

Top Man Target Markets


Male aged 1824

Fashion innovator Not price sensitive

Male aged 1824

Fashion follower Price sensitive

Male aged 1517

Budding innovator Intro latest trends

Market size: 183 m Top Man share 1.7%

Market size: 354 m Top Man share 4.6%

Market size: 168 m Top Man share 1.5%

Top Man Ranges

Moto Moto menswear W&G Wilson
Casual streetwear brand Customers aged 1824 Fashion followers Coordinated range for fashion innovator aged 19. Design and quality important. Not price sensitive Clubbing range for fashion innovators in-between Moto menswear and Wilson Smart clothing for work and sometimes play. Aimed at the price-sensitive fashion follower

Primary segment Core segment

Secondary segment Primary segment


Range includes: Levis, Po, Ben Sherman, Wrangler & Skechers

Core, primary, secondary

The Marketing Mix is the tool kit that marketers use to do their job
It is the appropriate combination of the four key elements the Four Ps that are at the heart of a companys marketing programme. The Four Ps are made up of:PRODUCT PRICE PLACE PROMOTION

Under each of the four Ps are a variety of concerns

PRODUCT Product features Quality Brand name Packaging Services Warranties Size

List price Discounts Credit terms Payment methods

Channels Locations Distribution method Coverage

Advertising Personal selling Sales promotion Publicity