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Competitive Markets
Narrow
Many
NUMBER
OF MARKETS
SERVED
Few
Service
Focused
Fully Focused
(Service and
market focused)
Wide
Unfocused
(Everything
for everyone)
Market
Focused
Narrow
Many
NUMBER
OF MARKETS
SERVED
Few
Service
Focused
Wide
Unfocused
(Everything
for everyone)
Fully Focused
(Service and
market focused)
Market
Focused
vs R
Recognized expertise
Premium prices
Market small for volume
of business
Generic competition
Economic downturn
Narrow
Many
Service
Focused
NUMBER
OF MARKETS
SERVED
Few
(Service and
market focused)
Wide
Unfocused
(Everything
for everyone)
Market
Focused
vs R
Portfolio of customers
Greater investment
- mktng
Developing expertise
Source: Robert Johnston
- sales
Narrow
Many
Service
Focused
NUMBER
OF MARKETS
SERVED
Few
(Service and
market focused)
Wide
Unfocused
(Everything
for everyone)
Market
Focused
vs R
Cross selling
Operational capability
- mktng
Customer purchasing
practices and preference
Geographic segmentation
Demographic
competence
Uses of Positioning in
Marketing Management
Product attributes
Price/quality relationships
Reference to competitors (usually shortcomings)
Usage occasions
User characteristics
Product class
Developing a
Market Positioning Strategy
MARKET
ANALYSIS
- Size
- Composition
- Location
- Trends
Define, Analyze
Market Segments
Select
Target Segments
To Serve
INTERNAL
ANALYSIS
- Resources
- Reputation
- Constraints
- Values
Articulate
Desired Position
in Market
Select Benefits
to Emphasize
to Customers
COMPETITOR
ANALYSIS
- Strengths
- Weaknesses
- Current
Positioning
Positioning
Marketing
Action
Plan
Statement
Analyze
Possibilities for
Differentiation
Source: Adapted from Michael R. Pearce
Grand
Regency
High
Service
PALACE
Shangri-La
Sheraton
Atlantic
Moderate
Service
Italia
Less Expensive
Castle
Alexander IV
Airport Plaza
Regency
Grand
Shangri-La
Sheraton
PALACE
Financial
District
Shopping District
and Convention Centre
Inner
Suburbs
Italia
Castle
Alexander IV
Atlantic
Airport Plaza
Moderate Luxury
PALACE
Shangri-La
No action?
Moderate
Service
Atlantic
Sheraton
Italia
Less
Expensive
Castle
Alexander IV
Airport Plaza
Mandarin
New Grand
Heritage
Regency
Marriott
Sheraton Shangri-La
Continental
Action?
PALACE
Financial
District
Inner
Suburbs
Alexander IV
Atlantic
Italia
Airport Plaza
Moderate Luxury