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SEGMENTATION AND
TARGETING ANALYSIS
The Concept of Targeting
Targeting is the process of identifying customers
for whom the company will optimize its offering.
Strategic Targeting
involves identifying which customers to serve and which to ignore. The
process of identifying target customers is guided by the company’s ability to
develop an offering that will fulfill the needs of these customers better than
the competition and do so in a way that creates value for the company and
its collaborators.
There are two key targeting criteria:
1. target attractiveness (customers’ potential to create value for the
company) and
2. target compatibility (a company’s ability to create value for the customers).
Figure 2: The Key Targeting Principles
1. Target Attractiveness
Reflects the ability of a given
segment to deliver superior value
to the company. The two general
types of company value—monetary
and strategicvalue.
Monetary Value
refers to customers’ ability to generate profits for
the company. Monetary value is a function of the
revenues generated by a particular customer segment
and the costs associated with serving this segment.