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Chapter 4
2. Identify the characteristics of each target market, to better understand how to reach that target audience.
Discussion Question
Make a list of five consumer products or
services that are segmented on the basis of gender but are sold to both genders. Are there any differences in the product or services attributes? Are there differences in how they are marketed? What are those differences? Do you think that using a different marketing approach has worked?
Opportunity analysis
Target market analysis Customer analysis Positioning analysis
Restaurant Chains
U.S. Market Share vs. Media Ad Spending
Rank Brand Market Share Media Ad Spend (Mil) Cost Per Share Pt. (Mil)
1 2
7.7% 2.4%
$ 727.7 $ 268.8
$ 93.9 $ 113.2
3
4 5
Wendys
Subway Taco Bell
2.3%
2.2% 1.9%
$ 374.7
$ 325.2 $ 231.7
$161.5
$150.1 $125.1
Automotive Brands
U.S. Market Share vs. Media Ad Spending
Rank Brand Market Share Media Ad Spend (Mil) Cost Per Share Pt. (Mil)
1 2 3 4 5
Toyota Camry Honda Accord Honda Civic Nissan Altima Chevrolet Impala
FIGURE
4. 4
52.6%
22.6% 19.6%
Newspaper
Telephone Marketing
Direct Mail
Wear-out effects
Decay effects Random events
Sales-Response Curve
FIGURE
4.6
term guidelines for the marketing communications program. The communication strategy should be linked to opportunities and threats identified in the communication market analysis. The strategy should fit with the firms positioning (image, message, theme,etc.)
Coordination - Step5
Matching what you plan to do , with what is actually
Examples include:
specific ads
objectives geared towards specific target markets critical to address in a promotions opportunity analysis. This allows for more precise communications budgeting. This also helps link the firms strategies and tactics to a specific target group.
as a whole and distinct from other market segments. The segment is large enough to be financially viable to target with a separate marketing campaign. Examples? The individuals or businesses within the segment are homogeneous.
Segmentation Variables
Demographics
Psychographics - click
Geographic Benefits Sought Usage Geodemographic Segmentation
VALS 2
Psychographic Segmentation
Innovators successful, sophisticated upscale products. Thinkers educated, conservative, practical durability, value. Achievers goal-oriented, conservative, career, and family Experiencers young, enthusiastic, impulsive, fashion, social
Generation Segmentation