Professional Documents
Culture Documents
Assumptions:
• Consumers will prefer products that are widely available and Inexpensive.
and
Assumption:
• Key to achieve its organizational goals consists of a company being more effective
than competitors.
• Focus:
• Customer is important.
Quality
(Product, Features, Ingredients, Service Components)
Value
Service
Price
(After Sales, Embedded,
(Low, Competitive)
Extra Efforts)
Value = Benefits / Costs
5. People
Coined by Booms and Bitner, more useful for services industry .
3 Additional Tools:
• A Premium on Time:
• Paucity of time
• Attitude towards gaining more free time
• Convenience
Business Cycle
Purchasing Power of Customers
Inflation
Interest Rates
Business Cycle
Recession
Recovery
Prosperity Depression
Technology:
• Political Leadership
• Stability of Government
Potential Market
A company appeals to a broad range of consumers through a single basic marketing program.
• Assumptions;
1. People have similar characteristics and wants for a product category.
3. People do have different characteristics and wants but it is not worth to develop separate
marketing mix
• Pure Mass Marketing approach is dying rapidly due to….
• Intense Competition
• Much Aware Customer
• Technological Up-gradations
• Process
• Information
• Companies are turning to micro marketing by adopting different approaches based on Segmentation, Target
Identification and Positioning.
• Measurable
• Accessible
• Substantial
• Actionable
• Differentiable
Alternative Strategies
Broad Coverage
Differentiated Marketing Broad Coverage
Macro Marketing
Micro Marketing
Market Segmentation Strategies
Concentration Strategy:
Mahindra
Porsche- sports car
Segment A
Marketing Segment B
Mix
Segment C
Segment D
• Single Segment Concentration / Concentrated Strategy
• M1 M2 M3 M4
P1
P2
P3
Multi-segment strategy
2 or more segments are sought with a Marketing Mix for each
segment, different marketing plan for each segment
Marketing SEGMENT A
Mix A
SEGMENT B
Marketing
Mix B
SEGMENT C
Marketing SEGMENT D
Mix D
Selective Specialization Strategy / Differentiated Strategy:
P1
P2
P3
Market Specialisation:
M1 M2 M3
• P1
• P2
• P3
Full Market Coverage: