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Market Segmentation
Market Targeting
3. Develop measure of segment attractiveness 4. Select target segments 5. Develop positioning for target segments 6. Develop a marketing mix for each segment
Market positioning
Mass Marketing
Segment Marketing
Niche Marketing
Micromarketing
(complete segmentation)
Local Marketing
Tailoring brands/ promotions to local customer groups, i.e Sears
Individual Marketing
Tailoring products and programs to the needs of individual customers, i.e. Dell
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Density or Climate
Psychographic Segmentation
Divides Buyers Into Different Groups Based on:
Cultural Factors
Economic Factors
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Actionable
Discussion Connections
Take another look at Figure 7-2. Can you identify specific companies, other than the examples already discussed, that practice each level of segmentation? Using the segmentation bases youve just read about, segment the U.S. footwear market.
Fi r 7u ge 2 M t g Sge gN t g M m i e k r s n M n M n c kg ai em i ci i ar n e r k a ri e at h k o t r e o N ope Cm lt em n Sgno et i a em n Sgno et i a et e4 Txg26 pa i or a bou l kr pe t t Cc ps c r e s n e a r
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Market
B. Differentiated Marketing
Discussion Connection
At the last Discussion Connection, you segmented the U.S. footwear market.
Now, pick two companies that serve this market and describe their segmentation and targeting strategies. Can you come up with one that targets many different segments versus another that focuses on only one or a few segments?
How does each company you choose differentiate its marketing offer and image? How has each done a good job of establishing this differentiation in the minds of targeted consumers?
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Services Differentiation i.e. Delivery, Installation, Repair Services, Customer Training Services
Personnel Differentiation i.e. Hiring, Training Better People Than Competitors Do
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Distinctive
Affordable
Superior
Preemptive
Communicable
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