Upload
elmer-bates
View
213
Download
1
Embed Size (px)
Citation preview
Marketing Golden Chapter 10
MARKET• Consumer –vs- Organizational• 4 Requirements
–Need or desire for a specific product
–Ability to purchase–Willing to use buying power–Authority to buy
Marketing Golden Chapter 10
KEY CONCEPTS• Homogeneous Market: Similar needs.• Heterogeneous Market: Diverse needs.• Market Segmentation: Process of
segmenting.• Market Segment: Groups that have one
or more similar characteristics that make them have similar needs. (e.g., children 7 to 12 years old)
Marketing Golden Chapter 10
TARGETING STRATEGY
•Undifferentiated
•Concentrated
•Differentiated
Marketing Golden Chapter 10
CONSUMER SEGMENTATION
VARIABLES
• Demographic Variables• Geographic Variables• Psychographic Variables• Behavioristic Variables
Marketing Golden Chapter 10
CONSUMER SEGMENTATION VARIABLES: DEMOGRAPHICSDEMOGRAPHICS
•Age•Gender•Race•Ethnicity•Income•Education
•Occupation•Family size•Family life
cycle•Religion•Social class
Marketing Golden Chapter 10
CONSUMER SEGMENTATION
VARIABLES: GEOGRAPHICGEOGRAPHIC
•Region•Urban/Suburban/Rural
•City size•County size
•State size•Market density
•Climate•Terrain
Marketing Golden Chapter 10
CONSUMER SEGMENTATION
VARIABLES: PSYCHOGRAPHICPSYCHOGRAPHIC
•Personality•Motives•Lifestyles
–Activities, Interests, and Opinions
Marketing Golden Chapter 10
CONSUMER SEGMENTATION
VARIABLES: BEHAVIORISTICBEHAVIORISTIC
• Volume usage• End use• Benefit expectations (sometimes classified as
psychographic)• Brand loyalty• Price sensitivity