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Dr. S.Bharadwaj
Targeting is the actual selection of the segment you want to serve the target market is the group of people or organizations whose needs a product is specifically designed to satisfy Positioning is the use of marketing to enable people to form a mental image of your product in their minds (relative to other products)
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Indian Institute of Technology Madras
Management Science II
Dr. S.Bharadwaj
Segmentation - Variables
Demographic Segmentation
Age, Gender, Income Age Bicycles Disneys Cartoons Pension Plans, Retirement Funds e.g. LIC Gender Hasbro Toys Cindy for girls, GI Joe for boys Gillette Razors for men, women most cosmetics, perfumes etc
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Indian Institute of Technology Madras
Management Science II
Dr. S.Bharadwaj
Income
Toyota Lexus for high end Camry for the middle of the roaders Corolla for low end HLL soaps - Dove for high end, Hamam for low And so on Income is possibly the most common basis for segmentation Other Demographic Variables Include Religion, Ethnicity, Occupation, Generation (Baby Boomers, Generation Next, Yuppies) and so on
Geographic Segmentation
snow boots in the Northern part of USA Of course, all International Marketing is done on a regional(geographic basis) The Same Honda Accord is different in different countries ! Most MNCs vary their products according to country special tires in the Middle East Taj: AP - hot food, Kerala - more coconut and so on
Behavioral Segmentation
On the basis of occasions, product usage, benefits sought, brand loyalty
Occasions
Y2K Cruises Hallmark Cards a greeting card for every occasion - Valentines Day Card, Deepavali card
3
Indian Institute of Technology Madras
Management Science II
Dr. S.Bharadwaj
Benefits Sought
there are certain specific benefits sought - example would be Colgate Tartar Control for Tartar
User Status
Non-Users Vs Current Users Credit Card Companies new card vs another card Blood Banks, entry level cars/bikes
Usage Rate
Heavy Users Vs. Light Users The Beer Market is a classic example Miller Lite, BudWeiser all target the heavy Bajaj M80 could be another candidate Psychographic Segmentation Lifestyle products like Raymond user
Evaluation of Segments
Having segmented the market, which one to choose? What are the criteria? Is there potential sales, growth and profit ? Big Emerging Markets (BEMs) China, India, Brazil etc
Potential Competition and Cost is it too much ? Imagine going against Microsoft in the PC OS market for someone like Unix
4
Indian Institute of Technology Madras
Management Science II
Dr. S.Bharadwaj
Potential Risk
environmental doing business in Iraq now Or even Kashmir
Summary
STP Marketing is highly important Consumers are very finicky and want to feel special From mass marketing to mass customisation Segmenting is important let Bajaj Chetak, Ambassador, Fiat, Maruti 800 even be examples
5
Indian Institute of Technology Madras