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Market Segmentation
Represents an effort to identify and categorize groups of customers and countries according to common characteristics
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Targeting
The process of evaluating segments and focusing marketing efforts on a country, region, or group of people that has significant potential to respond
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Canned Soda
Bottled Waters
Iced Teas
Alternative Beverages
Cola
Ginger Ale
Diet Soda
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Bottled Drinks
Beer
Milk
Orange
Lemon/Lime
Cola
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PORTUGAL
SIZE OF SMALL CAR MARKET POSITIONING TARGET MARKET
FRANCE
GERMANY
59%
40%
18%
Family Car
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COUNTRY TYPE B
Admit to occasional hangover For headaches and upset stomach
COUNTRY TYPE C
Deny that suffer hangover For upset stomach and headaches
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Unconventional Wisdom
Assumes emergence of segments that transcend national boundaries Recognizes existence of within-country differences Emphasizes micro-level differences Segments micro markets within and between countries
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Demographic Segmentation
Income Populations Age distribution Gender Education Occupation What are the trends?
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International visitors
stay longer than domestic visitors. have more paid vacation so travel more. spend more than domestic visitors. help balance domestic tourism swings. have fairly high disposable income. are not climate dependent. book further in advance.
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International visitors
book out-of-the-way places. want to see the American way of life. enhance the experience of domestic visitors. add to the federal, state, and local tax base. give jobs to many residents. often travel in our off-seasons. offer a pathway to world peace.
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For products whose price is low enough population is amore important variable
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Segmenting by Population
Urban India is getting saturated. In the cities, everyone who can afford a television has one. If you want to maintain high growth, you have to penetrate into rural India. - K. Ramachandran, Chief Executive Philips Electronics India
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Age Segmentation
Global Teens young people between the ages of 12 and 19
A group of teenagers randomly chosen from different parts of the world will share many of the same tastes
Global Elite affluent consumers who are well traveled and have the money to spend on prestigious products with an image of exclusivity
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Psychographic Segmentation
Grouping people according to attitudes, value, and lifestyles SRI International and VALS 2
Porshe example
Top Guns (27%): Ambition, power, control Elitists (24%): Old money, car is just a car Proud Patrons (23%): Car is reward for hard work Bon Vivants (17%): Car is for excitement, adventure Fantasists (9%): Car is form of escape
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Global Segmentation
Global Scan
Strivers Median age of 31; hectic lives. Driven to achieve success. Materialistic pleasure seekers; time & money in short supply. Achievers Older than strivers; affluent; assertive. Upwardly mobile, having already attained success. Status-conscious, value quality. Pressured Women of all ages; financial and family pressures; overwhelming life problems Adapters Older people; content with their lives. Maintain values while keeping an open mind about change. Traditionals Rooted to the past; clings to cultural heritage and values.
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Psychographic Segmentation
The Euroconsumer:
Successful Idealist Comprises from 5% to 20% of the population., consists of persons who have achieved professional and material success while maintaining commitment to abstract or socially responsible ideals Affluent Materialist Status-conscious upand-comers many of whom are business professionals use conspicuous consumption to communicate their success to others
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Psychographic Segmentation
The Euroconsumer:
Comfortable Belongers Comprising from 25% to 50% of a countrys population, they are conservative and most comfortable with the familiar. They are content with the comfort of home, family, friends, and community Disaffected Survivors Lacking power and affluence, this segment harbors little hope for upward mobility and tends to be either resentful or resigned. They are concentrated in high-crime urban inner city neighborhoods. Despite a lack of social status, their attitudes nevertheless tend to affect the rest of society
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Psychographic Segmentation
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Behavior Segmentation
How much they use it How often they use it User status Law of disproportionality/Paretos Law 80% of a companys revenues are accounted for by 20% of the customers
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Benefit Segmentation
Benefit segmentation focuses on the value equation
Value = Benefits / Price
Based on understanding the problem a product solves, the benefit it offers, or the issue it addresses
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Ethnic Segmentation
The population of many countries includes ethnic groups of significant size 3 main groups in the US include: AfricanAmericans, Asian-Americans, and Hispanic Americans
Mexican households in California have after-tax income of $100 billion, half the total of all Mexican Americans. The number of Hispanic teens is projected to swell from 12 percent of the U.S. teen population to 18 percent in the next decade.
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Example:
To young, active soft-drink consumers who have little time for sleep, Mountain Dew is the soft drink that gives you more energy than any other brand because it has the highest level of caffeine. With Mountain Dew, you can stay alert and keep going even when you havent been able to get a good nights sleep.
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9 Questions
Who buys our product? Who does not buy it? What need or function does it serve? Is there a market need that is not being met by current product/brand offerings? What problem does our product solve? What are customers buying to satisfy the need for which our product is targeted? What price are they paying? When is the product purchased? Where is it purchased?
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Positioning
Locating a brand in consumers minds over and against competitors in terms of attributes and benefits that the brand does and does not offer
Attribute or Benefit Quality and Price Use or User Competition
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Positioning Strategies
Global consumer culture positioning
Identifies the brand as a symbol of a particular global culture or segment
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Positioning Strategies
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Looking Ahead
Chapter 8 Importing, Exporting and Sourcing
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Return
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Potential Competition
Is there strong competition in the market segment currently? Is the competition vulnerable in terms of price or quality?
Return
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