STP - Chapter 09 and Mix

Marketing Management
Fifteenth Edition
Chapter 9
Identifying Market
Segments and
Targets
Copyright © 2016, 2012, 2009 Pearson Education, Inc. All Rights Reserved
Learning Objectives
9.1 In what ways can a company divide
the consumer market into segments?
9.2 How should business markets be
segmented?
9.3 How should a company choose the
most attractive target markets?
9.4 What are the requirements for
effective segmentation?
9.5 What are the different levels of
market segmentation?
Bases for Segmenting Consumer
Markets
• Market segment
– A group of customers who share a similar set of needs
and wants
 Geographic segmentation
 Demographic segmentation
 Psychographic segmentation
 Behavioral segmentation
Major Segmentation Variables for
Consumer Markets (1 of 3)
Table 9.1 Major Segmentation Variables for Consumer Markets
Geographic region Pacific Mountain, West North Central, West South Central, East North
Central, East South Central, South Atlantic, Middle Atlantic, New England
City or metro size Under 5,000; 5,000–20,000; 20,000–50,000; 50,000–100,000; 100,000–
250,000; 250,000–500,000; 500,000–1,000,000; 1,000,000–4,000,000;
4,000,000+
Density Urban, suburban, rural
Climate Northern, southern
Demographic age Under 6, 6–11, 12–17, 18–34, 35–49, 50–64, 64+
Family size 1–2, 3–4, 5+
Family life cycle Young, single; young, married, no children; young, married, youngest child
under 6; young; married, youngest child 6 or older; older, married, with
children; older, married, no children under 18; older, single; other
Gender Male, female
Income Under $10,000; $10,000–$15,000; $15,000–$20,000; $20,000–$30,000;
$30,000–$50,000; $50,000–$100,000; $100,000+
[Table 9.1 continued]
Occupation Professional and technical; managers, officials, and proprietors; clerical
sales; craftspeople; forepersons; operatives; farmers; retired; students;
homemakers; unemployed
Education Grade school or less; some high school; high school graduate; some
college; college graduate; post college
Religion Catholic, Protestant, Jewish, Muslim, Hindu, Other
Race White, Black, Asian, Hispanic, Other
Generation Silent Generation, Baby Boomers, Gen X, Millennials (Gen Y)
Nationality North American, Latin American, British, French, German, Italian, Chinese,
Indian, Japanese
Social class Lower lowers, upper lowers, working class, middle class, upper middles,
lower uppers, upper uppers
Psychographic Culture-oriented, sports-oriented, outdoor-oriented
lifestyle
Personality Compulsive, gregarious, authoritarian, ambitious
Behavioral Regular occasion, special occasion
occasions
Benefits Quality, service, economy, speed
User status Nonuser, ex-user, potential user, first-time user, regular user
Usage rate Light user, medium user, heavy user
Loyalty status None, medium, strong, absolute
Readiness stage Unaware, aware, informed interested, desirous, intending to buy
Attitude toward Enthusiastic, positive, indifferent, negative, hostile
product
Geographic Segmentation (1 of 2)
• Geographical units
– Nations, states, regions,
counties, cities, or
neighborhoods
Demographic Segmentation (1 of 5)
• Age and life-cycle stage
• Life stage
• Race and culture
• Gender
• Generation
• Income
• Age and life-cycle stage
– Our wants and abilities change with age
• Life stage
– A person’s major concern (e.g., divorce)
• Gender
– Men and women have
different attitudes and
behave differently
• Income
– Income segmentation is
a long-standing practice
• Generation
– Millennials (Gen Y)
– Gen X
– Baby Boomers
– Silent Generation
• Race and culture
Psychographic Segmentation
• Buyers are divided into groups on the basis of
psychological/personality traits, lifestyle, or values
Figure 9.1 VALS Segmentation System
Behavioral Segmentation (1 of 2)
• Marketers divide buyers into groups on the basis of
their knowledge of, attitude toward, use of, or response
to a product
Behavioral Segmentation (2 of 2)
• Needs and benefits
• Decision roles
– Initiator
– Influencer
– Decider
– Buyer
– User
User and Usage-Related Variables
• Occasions
• User status: nonusers, ex-users, potential users, first-time
users, regular users
• Usage rate: light, medium, heavy users
• Buyer-readiness stage: unaware, informed, interested,
desired, intend to buy
• Loyalty status: hard-core loyals, split loyals, shifting

loyals, switchers
• Attitude: enthusiastic, positive, indifferent, negative and hostile
Figure 9.2 Marketing Funnel
Figure 9.3 Behavioral Segmentation
Breakdown
Business Markets (1 of 2)
Table 9.5 Major Segmentation Variables for Business Markets
Demographic
1. Industry: Which industries should we serve?
2. Company size: What size companies should we serve?
3. Location: What geographical areas should we serve?
Operating Variables
4. Technology: What customer technologies should we focus on?
5. User or nonuser status: Should we serve heavy users, medium users, light users, or
nonusers?
6. Customer capabilities: Should we serve customers needing many or few services?
Purchasing Approaches
7. Purchasing-function organization: Should we serve companies with a highly centralized
or decentralized purchasing organization?
8. Power structure: Should we serve companies that are engineering dominated, financially
dominated, and so on?
9. Nature of existing relationship: Should we serve companies with which we have strong
relationships or simply go after the most desirable companies?
10. General purchasing policies: Should we serve companies that prefer leasing? Service
contract? Systems purchases? Sealed bidding?
11. Purchasing criteria: Should we serve companies that are seeking quality? Service?
Price?
Business Markets (2 of 2)
Situational Factors
12. Urgency: Should we serve companies that need quick and sudden delivery or service?
13. Specific application: Should we focus on a certain application of our product rather than
all applications?
14. Size or order: Should we focus on large or small orders?
Personal Characteristics
15. Buyer-seller similarity: Should we serve companies whose people and values are similar
to ours?
16. Attitude toward risk: Should we serve risk-taking or risk-avoiding customers?
17. Loyalty: Should we serve companies that show high loyalty to their suppliers?
Market Targeting
Table 9.6 Steps in the Segmentation Process
blank Description
1. Needs-Based Segmentation Group customers into segments based on similar needs and benefits
sought by customers in solving a particular consumption problem.
2. Segment Identification For each needs-based segment, determine which demographics,
lifestyles, and usage behaviors make the segment distinct and
identifiable (actionable).
3. Segment Attractiveness Using predetermined segment attractiveness criteria (such as market
growth, competitive intensity, and market access), determine the
overall attractiveness of each segment.
4. Segment Profitability Determine segment profitability.
5. Segment Positioning For each segment, create a “value proposition” and product-price
positioning strategy based on that segment’s unique customer needs
and characteristics.
6. Segment “Acid Test” Create “segment storyboard” to test the attractiveness of each
segment’s positioning strategy.
7. Marketing-Mix Strategy Expand segment positioning strategy to include all aspects of the
marketing mix: product, price, promotion, and place.
Effective Segmentation Criteria
• Measurable
• Substantial
• Accessible
• Differentiable
• Actionable
Porter’s Five Forces
• Threat of Rivalry
• Threat of New Entrants
• Threat of Substitutes
• Threat of Buyer Bargaining Power
• Threat of Supplier Bargaining Power
Figure 9.4 Evaluating and Selecting
the Market Segments
• Possible Levels of Segmentation
C. Concentrated Marketing
Segment
Segment33 Company
Company
Segment
Segment22 Marketing
Marketing
Mix
Mix
Segment
Segment11
B. Differentiated Marketing
Segment
Segment33 Company
CompanyMix
Mix33
Segment
Segment22 Company
CompanyMix
Mix22
Segment
Segment11 Company
CompanyMix
Mix11
A. Undifferentiated Marketing
Company
Company
Market
Market Marketing
Marketing
Mix
Mix
Market Coverage Strategies
Target Marketing: evaluate and select
Selecting target market segments
Target marketing strategies:
• Target broadly (undifferentiated / mass marketing): ignore
market segments, go after the whole market with one offer.
keep down cost
• Differentiated marketing: target several market segments
and designs separate offers for each.
• Concentrated (niche) marketing: large share of one or a few
segments or niches, ignored by larger competitors. limited
resources, gain operating economies through specialization.
Target Marketing: evaluate and select
Selecting target market segments
Target marketing strategies (continued):
• Micromarketing: tailor products and marketing
programs to the needs and wants of specific
individuals and local customer groups.
– Local Marketing: local customer groups – cities,
neighborhoods, Retailers. Customize each store’s
merchandise and promotions.
– Individual Marketing: individual customers. Dell
computer.
Positioning Steps
• Identifying a set of potential competitive advantage

• Selecting/choosing the right competitive advantage
• Signaling / Communicating the competitive advantage
Positioning for Competitive Advantage
– Product differentiation: little variation (chicken, steel); highly
differentiated (automobiles, clothing, furniture).
 Form – size, shape (aspirin – color, coating, shape)
 Features – Oral – B (added blue dye in the center bristles that fades)
 Durability – vehicles, kitchen appliances, must not be subject to rapid
technological obsolescence (PC, Video cameras)
 Reliability – which company, which manufacturer? (real estate)
 Reparability – (auto mobiles)
– Services differentiation: speedy, convenient, careful delivery.
– Personnel differentiation: better trained personnel. (courteous,
professional, smiley)
– Channel differentiation: channels’ coverage, expertise, and
performance. Caterpillar, Dell, Avon
– Image differentiation: company or brand image Sony
– Symbols: McDonald’s golden arches, apple for Apple computer.
• Choosing the right competitive advantages: How many
differences to promote and which ones.
– How many differences to promote: only one benefit
(crest – anticavity protection), more than one benefit
(Lever 2000 – three-in-one bar soap I.e. offering
cleansing, moisturizing and deodorizing benefits).
Must avoid major positioning errors. Underpositioning,
overpositioning, confused positioning, doubtful
positioning
- Which differences to promote: important, distinctive,
superior, communicable, preemptive, affordable,
profitable
• Selecting an overall positioning strategy: value
proposition – the full positioning of brand.
Five winning value propositions upon which companies
can position their products:
– More for more: upscale product at higher price
(Mercedes-Benz automobiles; Haagen-Dazs ice cream)
– More for the same: X’s teaching
– The same for less: Wal-Mart, Best Buy, ‘IBM Clone’
– Less for much less: Lodging
– More for less: winning value proposition. P&G laundry
detergent (best cleaning and everyday low price), Dell.
Copyright

STP - Chapter 09 and Mix

Hochgeladen von

Dokumentinformationen

Originaltitel

Copyright

Verfügbare Formate

Dieses Dokument teilen

Dokument teilen oder einbetten

Freigabeoptionen

Stufen Sie dieses Dokument als nützlich ein?

Sind diese Inhalte unangemessen?

Copyright:

Verfügbare Formate

STP - Chapter 09 and Mix

Hochgeladen von

Copyright:

Verfügbare Formate

Marketing Management

• Loyalty status: hard-core loyals, split loyals, shifting

• Identifying a set of potential competitive advantage

Das könnte Ihnen auch gefallen