Professional Documents
Culture Documents
2 The Tourist Market and Segmentation
2 The Tourist Market and Segmentation
2 The Tourist Market and Segmentation
References
Badilla, Maricel G. (2015).Tourism Marketing. Rex Bookstore
//www.youtube.com/watch?v=Cl4GhjSALsI
III. Learning Activities
What is Market?
MARKET SEGMENTATION
-is dividing the market into distinct groups who might require separate products and/or marketing mixes.
Market segment- is a subgroup of the total consumer market who share similar characteristics and needs relevant to
the purchase of product , service, or experience.
Geographic Demographic
Nations Age
States Life cycle
Regions Gender
Countries Income
Cities Occupation
Neighborhoods Education
Barangays Religion
Towns Race
Psychographic Behavioral
Social class Special occasions
Lifestyle Benefits sought
Personality Usage rate
User status
Loyalty status
Buyer readiness
Technographic
Variables to Segmentation
Geographic
Geographic segmentation divides the market into different geographic units such as nations, states, regions,
countries, cities, neighborhoods, barangays, towns, etc. ( Kotler et. al. 2010). Some companies make a decision to
strengthen a foothold on a certain geographic region, concentrating their resources in ensuring deep penetration of
specific geographic location.
Demographic
Demographic segmentation refers to segmenting the market based on variables such as age, life cycle,
gender, income, occupation, education, religion, and race. It is good idea to segment the market based on
demographic variables because consumers would have similar likes and possible consumption patterns and
behavior.
Psychographic
Psychographic segmentation divides consumers based on different psychographic profiles such as social
class, lifestyle, and personality characteristics. Different social classes will have different tastes and preferences on
what they buy. In the Philippines, we categorize socio-economic classes through the ABCDE categories, with class A
being the most affluent.
Lifestyle has an influence on what and how consumers buy products and services. Restaurant and bars tap
different markets based on lifestyle. Personality is seen as an indicator of the type of products people buy. Products
take on image or a personality (outgoing, private, adventurous, etc.) and people also have personality traits. Studies
have shown that consumers tend to buy products that reflect a personality similar to themselves.
Behavioral
Behavioral segmentation refers to dividing groups based on their knowledge, attitude, use of or response to
a product or service. Kotler identify behavioral variables to include special occasion segmentation, benefits sought,
user status, user rate, loyalty status, and buyer readiness.
Special occasion segmentation purchases made based on occasions such as Mother’s Day, Valentine’s
Day, honeymoon, anniversary, or birthday. Buyers may also be grouped according to benefits they seek such as
quality, ambiance, menu variety, and price. User status refers to markets segmented based on usage of product such
as first time, regular users, non-users, potential users, etc. Usage rate refers to frequency of use categorized as light,
medium, and heavy users. Loyalty status segmentation refers to the degree by which customers are loyal to the
brand. Buyer readiness pertains to the different stages buyers become ready to purchase a product. These stages
from being unaware, slightly aware, want to buy, and intend to buy.
Technographic
MARKET SEGMENTATION
-is evaluating each segment’s attractiveness and selecting one or more of these market segments in which to
operate one’s business.
MARKET POSITIONING
-is developing competitive positioning for the product and an appropriate marketing mix.
3 positioning concepts:
1. Unique selling proposition- is a term used to identify what makes the product or service different from others. It
may occur due to the product’s physical attributes, added services, personnel, location, or image.
2. Competitive advantage – is the products advantage over competitors, which is gained by offering greater value
either by offering lower prices or providing more benefits to justify higher prices.
3. Top of mind – is the highest level of recall that a brand receives. It means that the brand occupies the top spot in a
consumer’s mind. Example, Xerox is actually a brand of a photocopying machine but the way Filipinos use the word
is as if it were the act of the photocopying. We would use the term, “pa-xerox” when we actually mean “pa-
photocopy.”
TYPES OF MARKET
-family market
-the senior market
-the youth market
- the Meetings, Incentives, Conferences (Conventions), and Exhibitions (MICE)
Conference tourism-refers to all activities associated with planning, travel to and participation in conferences and
meetings, both domestic and international.
Incentive travel- most lucrative of the MICE market. It comes in the form of a reward for employees or business
partners; hence, luxury is a natural consequence. Most of the travel requirements are paid for by the giver of the
incentive.
Participation Activity: Among the three attractions located at Iloilo City, choose only one attraction and identify
potential market segments based on the variables for segmentation.
1. Villa Beach
2. Water world
3. Iloilo Esplanade
IV. Evaluation. Use a sheet of yellow pad. The answers should be in handwritten.
The Korean market is the Philippines top market, representing more than 25% of foreign visitors. Have you
even wondered why they choose the Philippines?
In an interview made by the Philippine Star with Philippine Ambassador to Korea Luis T. Cruz, he cited
reasons why Koreans remain as the top source of foreign tourists in the country. Koreans love our holiday and leisure
attractions which complement their main reason for travel, that is, to learn English. Koreans males come to the
Philippines over the weekend to play golf, women come for shopping, spa and entertainment activities. In a Gallup
Poll targeting the Korean market, interestingly, Koreans enjoy our seafood as well.
Philippines and Korea have very strong bilateral relations, The Philippines supported Korea during the
World War II and in their post-war restoration. Hence, government relations between the two countries have been
strong since the 1950s.
What activities should the Philippines develop in order to keep on attracting this market segments?
Criteria:
Content-5
Punctuality- 5
When you eat in a restaurant/food chain establishment, observe the kinds of people who patronize the products in
the menu. What products do children and their parents eat? What segment of the market does this food chain
establishment cater to?
Criteria:
Focus & Details – 3
Organization - 2
Punctuality- 5