Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
First step of marketing- identify the customer you want to serve Classify the heterogeneous population into meaningful & homogenous groups or segments and select the segments to serve
??
Why you some of you liked the last movie and some others not? Why some of you look primarily for style while buying the shoe but some others comfort as of primary importance? Do you know that producing too many varieties need larger promotions and inventories?
Local areas
Individuals
Niche marketing
Niche refers a small group, a sub segment, with very distinct need or set of needs Customers ready to pay higher even though cost of product could be lower- Ezee detergent for mild wash tooth pastes for sensitive teeth, private lenders - loans to small non eligible loanees, boutique outfits, specialized cancer drugs expensive cars
The Himalaya Drug Company serves a growing niche market by focusing on ayurvedic medicines and health supplements
ready-made womens apparel successfully focuses on the niche segment of plus-size clothes with new nomenclatures for sizes like -1, -2, 0, 1, 2(28), 3, & 4(44 waist)
Individual Marketing
Extension of local marketing is- Grassroots Marketing- mean focus on individual customerschain marketers (Amway) The ultimate level of segmentation leads to segments of one Today customers are taking more individual initiative in determining what and how to buythey evaluate alternatives, participate in reviews, and customise, specially via internet
Customerization- Wind and Rangaswamy see a movement toward customerizing the firm
Customerization combines operationally driven mass customization with customized marketing in a way that empowers consumers to design the product and service offering of their choice. Firm may not need prior info about customer or manufacturing Firm provide a platform and tools- offer menus of features, components, prices and delivery time. Customers themselves play active part and design its own product, services- Paints, boutiques,
customerisation
A company is customerised when it is able to respond to individual customers Each business unit will have to decide whether it would gain more by offering for segments or for individuals. Customization is certainly not for every company. It will raise cost Suit high value items and services tailor-made outfits, carpentered furniture, own built houses, luxury cars, jewelry, repairs Customised products are expensive
Behavioral
Segmentation- Geographic South, north, northeast, hills planes, coastal, states, urban, sub urban, rural areas and neighborhoods Literacy, electricity, income levels vary in rural and urban areas and are deciding factors Companies could use local knowledge or mapping software for geographical segmentation Globalisation and information- shrinking geographical preferences, specially in urban. So Geographic segmentations could combine with demographic for better results
Demographic Segmentation
Age and Life Cycle
Life Stage Gender Income Generation Social Class
Segmentation- demographic
Important and popular way for segmentation. Needs, wants, usage rates and brand preferences are associated with demographic variables. NRIs prefer Indian stores Demographic variables are easier to measure like geographic Most common variables for segmentation are Age- 0-4, 4-10, 10-16, 1630, 30-60 above 60 kids, adults, old age people differ in product and entertainment preferences- diapers, dresses, soaps, food, channels, magazines,
????
People in same geo & demographic group could vary highly in preferences towards products. Why? Religion affect lifestyle & values, which in turn affect preferences- food- veg, jhatka, halal, dress Titan watches- brands Edge, Regalia, Nebula, Raga, Sonata, Fastrack for different lifestyles people could be innovative, experimenters, spenders, conservative and loyalists
Segmentation- psychographic
It is science of using psychology and demographics Buyers are divided based on- Psychological /personality traits, Attitude, lifestyle & Culture and values
Segmentation- psychographic
A popular classification system in US isVALS developed by SRI Consulting Business Intelligence (SRIC-BI) VALS conduct about 80000 surveys/year Segmentation system classifies adults into 8 groups based on 4 demographic and 35 attitudinal questions
Segmentation- psychographic
Higher resource people- have tendencies of Innovators- successful, sophisticated, active, high self esteem, niche oriented, upscale purchases Thinkers- mature, satisfied, idealistic, knowledgeablelike durability, functionality, and value in products Achievers- successful goal oriented, focus on career and family- like premium products to show off their peers Experiencers- young, impulsive spend on variety, excitement, fashion and entertainment
Segmentation- psychographic
Lower resource people have major tendencies of Believers- conservative, conventional like old familiar and established brands Strivers- trendy, fun loving, resource constrained, like stylish and wealth showing products Makers- practical, down to earth, like practical and functional products Survivors- elderly passive people loyal to their favorite brands
Behavioral Segmentation- on the basis of knowledge, attitude, use and response to product Behavioral Variables Decision Roles Occasions Benefits Usage Rate Buyer-Readiness Loyalty Status Attitude
Behavioral Segmentation- on the basis of knowledge, attitude, use and response to product Decision Roles Initiator Influencer Decider Buyer User Important for designing communications
Behavioral segmentation
Behavioral roles Occasions- Deepawali, Christmas. Marketers try to (1)exploit occasional sales (2) create more occasions and (3) convert occasional items into regular ones- greeting cards, gift packs, Benefits- like fairness, softness or refreshing effect of cream, vitality in health food, cleanliness, ambience in restaurant,
Usage rate- light, medium and heavy users. One heavy user is equal to many light users. Light/medium users are potential heavy users Buyer readiness stagecustomers could be unaware, aware, informed, interested, intend to buy Attitude- enthusiastic, positive, indifferent, negative and hostile
Behavioral segmentation
People visiting or expressing interest at any point of time could be potential users and important, regular users should be retained. Non users and ex users could be worth trying
Loyalty Status
Hard-core
Users
Strongly unavailable Weakly unavailable
Nonusers
Ambivalent Available
Segmentation criteria
Substantial- large and profitable enough to serve Measurable- size, purchasing power, and characteristics of segments should be identifiable and measurable Accessible- reachable to be served Differentiable- should be conceptually distinguishable and respond differently different marketing mix Actionable-
Concentrated marketing give strong knowledge of market needs Company specialise in production and distribution Company could realise higher prices Single segments are prone to competition and technology,