Professional Documents
Culture Documents
4:Identifying
Market Segments
and Targets
Demographic Segmentation
5. GENERATION
• Each generation or cohort is influenced by the times in which it
grows up
U.S. Generation Cohorts:
Demographic Segmentation
Psychographics
• Is the science of using psychology and demographics to better
understand consumers.
• In psychographic segmentation, buyers are divided into different
groups on the basis of psychological/personality traits, lifestyle, or
values.
Psychograpic Segmentation
factors
What influences Consumer Behavior?
factors
What influences Consumer Behavior?
SOCIAL
1. REFERENCE GROUPS are groups that
have a direct (face-to-face) or indirect
influence on their attitudes or behavior
c. Aspirational groups – those that a person
wishes to join
d. Dissociative groups – those whose values factors
or behavior an individual rejects
What influences Consumer Behavior?
factors
SOCIA
L
PERSON
AL
factors
What influences Consumer Behavior?
SOCIAL
2. occupation and economic
circumstances
• influences consumption patterns; based on
spendable income, savings and assets
factors
What influences Consumer Behavior?
Rappler: Income Classes in the Income Distribution,
Income Thresholds and Sizes of Income Classes in 2012
Income Class Range of Monthly Size of
SOCIAL
Family Income (In PhP) Class
Poor Less than 7,980 4.2M
Low income (but not poor) Bet. 7,980 to 15,780 7.1 M
Lower middle income Bet. P15,780 to P31,560 5.8 M
Middle class Bet. 31,560 to 78,900 3.6M
factors
Upper middle income Bet. 78,900 to 118,350 470K
Upper income (but not rich) Bet. 118,350 to 157,800 170K
Source:
https://www.rappler.com/tho
Rich At least 157,800 150K
ught-leaders/98624-who-are-
middle-class
What influences Consumer Behavior?
factors
What influences Consumer Behavior?
MASLOW’S
HIERARCHY OF
NEEDS
• Behavior is driven by
lowest, unmet need PERSON
AL
Abraham
Maslow
What are the Three Theories of Human Motivation?
HERZBERG’S TWO-FACTOR
THEORY
• Behavior is guided by motivating and hygiene factors
Companies must
strategize to get its
brand into
consumer’s
awareness and choice
sets
What are the Five Stages of Consumer Buying Process?
stage 3: EVALUATION OF
ALTERNATIVES
Some basic concepts to better understand the
1. Satisfy
consumer a need process:
evaluation
2. Looking for certain benefits
3. Product as a bundle of attributes Current models of
Example: evaluation see
Hotels—Location, cleanliness, atmosphere, consumers forming
judgments based on
price
a conscious and
Mouthwash—Color, effectiveness, germ-killing rational basis
capacity, taste/flavor, price
Tires—Safety, tread life, ride quality, price
What are the Five Stages of Consumer Buying Process?
stage 3: EVALUATION OF
ALTERNATIVES
BELIEFS AND ATTITUDES
• influences people’s buying behavior (based
on likes and dislikes, feedbacks, comments)
Current models of
EXPECTANCY-VALUE MODEL evaluation see
• attribute evaluation procedure consumers forming
judgments based on
a conscious and
rational basis
What are the Five Stages of Consumer Buying Process?
stage 3: EVALUATION OF
ALTERNATIVES
EXPECTANCY-VALUE MODEL