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Session 8 Segmentation
Session 8 Segmentation
Questions
How
can a company identify the segments that make up a market? What criteria can a company use to choose the most attractive target markets?
The Ford Ad
Local areas
Individuals
Preference Patterns
Homogeneous Diffused Clustered
(Lifestyle, Personality,
Demographic Segmentation
Age and Life Cycle Life Stage Gender Income Generation Social Class
Behavioral Segmentation
Decision Roles Initiator Influencer Decider Buyer User Behavioral Variables Occasions Benefits User Status Usage Rate Buyer-Readiness Loyalty Status Attitude
Multi-attribute Bases
Geodemographic Psychodemographic Psychobehavioural
PERSONAL CHARACTERISTICS
SEGMENTATION BASES
DEMOGRAPHICS
OPERATING VARIABLES
THE INDUSTRY COMPANY SIZE CUSTOMER LOCATION COMPANY TECHNOLOGY PRODUCT AND BRAND USE STATUS CUSTOMER CAPABILITIES PURCHASING FUNCTION ORGANIZATIONS POWER STRUCTURE GENERAL PURCHASING POLICIES BUYER-SELLER RELATIONSHIPS
PURCHASING APPROACH
SITUATIONAL FACTORS
VALS Framework
o VALS tries to explain the relations between consumer personality traits and overall consumer behavior. VALS uses psychology to analyze the dynamics underlying consumer preferences and choices. o Developed built by Arnold Mitchell to explain changing U.S. values and lifestyles in the 1970s. VALS was formally inaugurated as an SRI International product in 1978
Innovators Sophisticated, high self esteem, upscale and image is important Thinkers Conservative, practical, income allows many choices, look for value Achievers Goal oriented lifestyle, image is very important Experiencers Like cool stuff, like excitement and variety spend a high proportion of income on fashion Believers Conservative, like familiar and established brands Strivers Trendy and fun loving, money defines success, concerned about the opinion of others Makers Practical people, do it yourself, unimpressed by material possessions, prefer value to luxury Survivors Few resources, buy at a discount, very modest market, little motivation to buy
Effective Segmentation
Only
Evaluation of Segments
QUALITATIVE METHODS
QUANTITATIVE METHODS