Marketing Fundamentals Part 2 Target Market & Segmentation
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Marketing Fundamentals- Session 2 -
What we will cover…
Researching & Selecting Target Markets• A Model of Consumer Behavior• Market Segmentation– Identifying Segmentation Variables & segmenting the market– Profiling the Segments
• Market Targeting– Evaluate attractiveness of each segment– Select the target segment for the business
• Product Positioning (Session 3)
A Model of Consumer Behavior
Categories of Buying Decisions - Exercise
• Categorise the following into 3 groups– Those requiring very little time and effort– Those requiring moderate time and effort– Those requiring considerable time and effort
• Bread Magazines• Tissue Chewing Gum• Home• Coffee• Detergent• Lipstick• Shampoo• Car• Laptop• Shaving Foam• Butter• Soda• Luxury Handbag
Types of Buying Decisions
Types of Buying
Decisions
Impulse Buying
Extended Problem Solving
Habitual Buying
Now, consider the products on the earlier
slide – where would you place each of them – and what do we learn
from this?
Model of Consumer Behavior
Outside Stimuli
Marketing- 4 Ps
Environment- Economic,
Technological, Political, Cultural
Buyer’s Black Box
Buyer Profile- Cultural, Social,
Personal, Psychological
Decision Process- Need Recognition, Information Search, Evaluation, Decision,
Post-purchase
Outcomes
Choices on Product, Brand, Channel, Timing,
Amount
Model of Consumer Behavior
Outside Stimuli
Marketing- 4 Ps
Environment- Economic,
Technological, Political, Cultural
Buyer’s Black Box
Buyer Profile- Cultural, Social,
Personal, Psychological
Decision Process- Need Recognition, Information Search, Evaluation, Decision,
Post-purchase
Outcomes
Choices on Product, Brand, Channel, Timing,
Amount
The Buyer Profile … in Detail
Cultural & Social Factors
• Culture/Subculture (Nationality Groups, religious groups..)
• Social Class (based on variables like wealth, income, occupation, education etc)
• Reference Groups incl. family, friends, colleagues, etc.
Personal Factors
• Age• Lifecycle Stage• Occupation/Economic
status• Lifestyle• Personality/Self-
concept
Psychological Factors
• Motivaton (Maslow’s theory/Herzberg’s Theory)
• Beliefs, Attitudes, Perceptions
Buyer Profile – Exercise 1
• Visit any 1 of the sites below• Choose 1 ad from the work portfolio• Prepare a profile of the target buyer that the ad seems to be aimed at and reasons
• http://www.jwt.com/worldwide/work JWT
• http://www.bbdo.com/#!/the-work BBDO
• http://www.ogilvy.com/#/{filter:The-Work} Ogilvy
The Buyer Decision Process…. In Detail
Need Recognition
Information Search
Evaluation of Alternatives
Purchase Decision
Post-purchase behavior
Stacey Brown is looking to upgrade her computer skills – but she does not have a computer at home to practice
She begins to notice ads for computers (heightened attention) or starts looking for recommendations/material/visiting outlets etc. for information (active search)
Stacey prepares an initial ‘awareness set’ but then starts zoning onto a smaller set of brands that she is actively considering (consideration set)
Based on the benefits, she is looking for, and the product attributes, she develops a set of brand beliefs/image evaluations
With these evaluations in mind, Stacey forms a Purchase Intention for a brand – which is then executed/otherwise based on situational factors (offers/availability/personal changes)
Finally, the product experience kicks in and the satisfaction/otherwise from this refines the brand image perceptions and consequent Word of Mouth recommendations etc.
Note: You may not always go through all the steps all the time – examples ??
Buyer Behavior - Exercise
• Now consider 2 products that you have bought in the recent past– 1 should be of low value– The other of high value
• Trace the Decision Process you went through for each product using the framework just introduced
Market Segmentation
13
What is segmentation?
• Segmentation is a key principle of marketing ; it involves dividing up of the market into a series of sub groups on the basis of selected criteria
Why Segment?
• Many markets can not be treated in an aggregate way
• Segmentations provide companies with a way to tailor their marketing spend to particular consumers to maximise return on investment
• Segments must be actionable and identifiable
• Before conducting a segmentation exercise it is essential to determine– What are the objectives of the segmentation
– What variables will segmentation be based on
Features of Good Segmentation
Homogeneous within :
Respondents within a
segment will be as similar as
possible
Substantial : Segments need
to be large enough so that any targeting of segments is cost
effective
Heterogeneous Between :
Respondents in different
segments will be as different as
possible
Operational : Segments must be identifiable using variable
such as demographics
and/or attitudes
Segmentation Variables
Geographic
•Region/State•Climate
Demographic
•Age•Gender•Family Size/Stage•Income•Occupation•Religion/race
Psychographic
•Social Class•Lifestyle•Personality
Behavioral
•Usage status•Usage Rate•BenefitsVALS
(Values/Attitudes/Lifestyles)AIO Framework
(Activities/Interests/Opinions)
Segmentation Examples
Category Segmentation Base Identified Segments
Toothpaste Benefit Whitening, Sensitive Teeth, Fresh Breath, Cavity Protection
Credit Card Demographic Young & single, DINK, Young families, Middle-aged with families, Empty Nesters, Retired
Cars Demographic + Psychographic
Young Speed-Cravers, Young, Affluent Socially Mobile, Middle-Aged Practicals, Middle-Aged Status Conscious..
Hotels Behavioral/Occasions Business Meetings, Family Vacations, Honeymoon/Special Occasions
Local Health Club Behavioral Heavy Users, Regular users, Occasional Users,Program Attenders…
Segmentation – Exercise 1
• Suggest suitable segmentation variables for:
– Breakfast Cereal Maker– Coca Cola– Washing Detergent– Apple Iphone– Coffee– Toyota Lexus
Profiling the Segments
• Once the segments have been defined, need to focus on creating a more granular fingerprint of the segment – Profiling the segment in detail so that decisions regarding attractiveness and suitability of the
segment for the marketer can be taken– Need to access various sources of information for this– Surveys are key for segmentation
• Niche Segments:– These are segments (usually small), characterized by highly defined characteristics– Example – high-end sports cars, a very specific type of coffee, stem cell storage facilities etc.– Since niche segments are very narrowly focused, marketers need to aim to be the only one/of a few
serving the small segment – for profitability
Segment Profiles*
Decaffeinated Non-decaffeinated Ground
Size 35% 33% 32%
Distinguishing features
DecaffeinatedNot make me nervousPrepared quicklyNot wake upConcentrated form
Not decaffeinatedWake upConvenient packageWell-known brandEasy to prepare
Not prepared quicklyNot easy to prepareSpecial EquipmentNot concentrated form
Frequency of Use Light Medium Heavy
Type Usage Instant Both Ground
Demographics OlderWidowedLower incomeMore minorities
Average AgeDivorcedAverage IncomeMore minorities
YoungerMarriedHigher IncomeFewer minorities
* Source: Market Segmentation, Robert Smythe – an NFO pamphletExercise: What brands do you think each of the
segments is likely to be using?
Market Targeting
Tools for Segment Evaluation
Segment Size and growth
Segment Structural Attractiveness
Company Objectives & Resources
e.g. structural shift to online travel
Segment Structural Attractiveness
• Porter’s 5 Forces Model
Industry Competitors (Segment Rivalry)
Threat of New Entrants
Threat of Substitutes
Buyer PowerSupplier Power
Selecting Market Segments
• Based on evaluation, company now must select 1 or more segments to target
• 5 patterns of target market selection (Source: Derek F.Abell: Defining the Business: The Starting Point of Strategic Planning)
M1 M2 M3
P1
P2
P3
Note: M: Market; P : Product
Single Segment Concentration
M1 M2 M3
P1
P2
P3
1 2
Selective Specialization
Examples? Class Discussion
Selecting Market Segments
M1 M2 M3
P1
P2
P3
Note: M: Market; P : Product
Market Specialization
M1 M2 M3
P1
P2
P3
3 4
Product Specialization
M1 M2 M3
P1
P2
P3
5
Full Coverage
Examples? Class Discussion
25
Segmentation for Netflix – An Exercise
• Given the data in the next slide, identify the different types of segments emerging.
– Assign descriptive names to these segments based on their profiles
• Which segment/s should Netflix target? Develop initial thoughts on possible marketing strategies for these segments
Segmentation for Netflix
Total # of customers – 200 Cluster 1 Cluster 2 Cluster 3 Cluster 4
Size 68 32 45 55
Age of Customer (Mean) 32 26 44 58
Gender (in %)Male Female
58%42%
47%53%
36%67%
64%36%
# of children in Household (mean) 1.03 0.54 2.4 1.1
# of movies rented in last 3 months 10 12 3 8
Genre of movies rented in last 3 months (mean %)ActionComedyChildRomanceDramaWar
30%22%20%4%
15%9%
26%31%2%
27%12%2%
18%27%32%3%
15%5%
32%20%1%2%
17%28%
Thank You!
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