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Market Segmentation, Target Marketing: Chapter # 3
Market Segmentation, Target Marketing: Chapter # 3
Target Marketing
CHAPTER # 3
Chapter Outline
1- Market segmentation
Consumer Market Segmentation
Business Market Segmentation
2- Target Marketing
3- Positioning
What is Market Segmentation?
Segmentation
What is Market Segmentation?
“Dividing a market into distinct groups with distinct
needs, characteristics, or behavior who might require
separate products or marketing mix”.
Market Segmentation is breaking down heterogeneous
mass market into more homogeneous submarkets.
Marketer’s assume that consumers within segments
should respond similarly to particular marketing actions.
Consumer response should be different between
different segments. For Example- Children, Youth and
Elders response differently.
Why segment
the market?
Why segment the market?
Customers have diverse needs, wants and buying
behaviors which differ from other customers.
One firm cannot satisfy everyone’s needs.
1- Geographic segmentation
2- Demographic segmentation
3- Psychographic segmentation
4- Behavioral segmentation
1- Geographical Segmentation
Dividing a market into
different geographical
units such as nation,
province, regions,
countries, cities and
climate etc.
Geographic Segmentation Variables
Occasions
Benefits
Attitude Toward the
Product
User Rates
Loyalty Status
Behavioral Segmentation
Occasion- When the buyers get the idea to buy. (occasional
buyers). For Example- Sometime we suddenly feel to drink
juice.
Usage rate
Markets can also be segmented into light, medium
and heavy usage of products.
Demographics
Demographics Business Marketers
Use Many of the
Same Consumer
Operating
Operating Variables
Variables Variables, Plus:
Purchasing
Purchasing Approaches
Approaches
Situational
Situational Factors
Factors
Personal
Personal Characteristics
Characteristics
Bases for Segmenting Business Markets
1- Demographic segmentation
Business markets can be segmented on the basis of Industry,
company size and location etc.
For Example; Textile, Sugar and FMCG (Fast Moving
Consumer Goods) are different industries, so there raw
material and machinery will be available in different business
markets.
2- Operating variables
Business markets can be segmented on the basis of
Technology, usage status and customer (business) capabilities.
For Example; Computers, mobile phones and electronics are
technology based products as compared to juices and
furniture. So on the basis of technology, business market will
be different.
Bases for Segmenting Business Markets
3- Purchasing approaches
Business markets can be segmented on the basis of Regular
purchases and occasional purchases.
For Example; Some type of raw materials are regularly
purchased by different businesses like stationary, papers, paints
etc but some raw materials like sugarcane, cotton will be
purchased occasionally in the season.
4- Situational factors
Business markets can be segmented on the basis of Urgency,
specific application and size of order.
For Example; Some businesses are very big businesses,
therefore their size of order for raw materials are also very big, so
such markets may be segmented which are selling products in
larger quantity only or in wholesale, not in retail.
Bases for Segmenting Business Markets
5- Personal characteristics
Business markets can be segmented on the basis of Buyer-
seller similarity, attitudes toward risk, loyalty.
D. Micromarketing or
Local/Individual Marketing Strategy