What does STDP stand for? What is the purpose?

Segmentation

Targeting

Differentiation

Positioning

to design a true customer-driven marketing strategy

Define Segmentation?

dividing a market into smaller groups with distinct needs, characteristics, or behaviors that might require separate marketing strategies or mixes

there is no single way to segment best, often combining more than one variable will better define segments

What are the 7 types of Segmentation?

Geographic

Demographic

Income

Psychographic

Behavioral

Occasion

Benefit

Define Geographic and Demographic Segmentation?

Geographic calls for dividing the market into different geographical units such as nations, regions, states, counties, cities, or even neighborhoods

Demographic divides the market into groups based on variables such as age, gender, family size, family life cycle, income, occupation, education,

religion, race, generation, and nationality

Define Income and Psychographic Segmentation?

Income has long been used by the marketers of products and services such as automobiles, clothing, cosmetics, financial services, and travel

Psychographic divides buyers into different groups based on social class, lifestyle, or personality characteristics

Define Behavioral and Occasion Segmentation?

Behavioral divides buyers into groups based on their knowledge, attitudes, uses, or responses to a product

Occasion is grouping buyers according to occasions when they get the idea to buy. actually make their purchase, or use the purchased item

Define Benefit Segmentation?

Grouping buyers according to the different benefits that they seek from the product

What are four other approaches Business Marketers can use?

Operating Characteristics

Purchasing Approaches

Situational Factors

Personal Characteristics

Define Segment Size and Growth?

analyze current segment sales, growth rates, and expected profitability

Define Segment Structural Attractiveness?

Consider competition, existence of substitute products, and the power of buyers and suppliers

Define Company Objectives and Resources:

Examine company skills and resources needed to succeed in that segment. Offer superior value and gain advantages over competitors.

To be useful, Market Segments must be (5)?

-Measurable (size, purchasing power, and profiles of the segments can be measured)

-Accessible (the market segments can be effectively reached and served)

-Substantial (the market segments are large or profitable enough to serve

-Differentiable (the segments are conceptually distinguishable and respond differently to different marketing mix elements and programs)

-Actionable (effective programs can be designed for attracting and serving the segments

What are the three parts to Market Targeting?

Evaluating Marketing Segments (segment size, structural attractiveness, and company objectives and resources are considered

Selecting Target Market Segments (alternatives range from undifferentiated marketing to micromarketing)

Being Socially Responsible

What are the four main Targeting Strategies?

Undifferentiated (Mass) Marketing (ignores segmentation opportunities)

Differentiated (Segmented) Marketing (targets several segments and designs separate offers for each)

Concentrated (Niche) Marketing (targets one or a couple small segments

Micromarketing (local or individual marketing)

Five factors to consider when choosing a Targeting Strategy?

Company Resources

Product Variability

Product's Life-Cycle Stage

Market Variability

Competitors' Marketing Strategies

A product's position is?

the way the product is defined by consumers on important attributes - the place the product occupies in consumers' minds relative to competing

products. Perceptual positioning maps can help define a brand's position relative to competitors

What are the three parts to choosing a differentiation and positioning strategy?

Identifying a set of possible value differences and competitive advantages on which to build a position

Choosing the right competitive advantages

Selecting an overall positioning strategy

The key to Identifying possible value differences and competitive advantages involves?

understanding their needs better than competitors do and delivering more value

Define Competitive Advantage?

Extent to which a company can position itself as providing superior value (achieved via differentiation)

Define Differentiation?

actually differentiating the marketing offering to create superior customer value

What are seven potential differences that could be promoted?

Important,

Distinctive,

Superior,

Communicable,

Preemptive,

Affordable,

Profitable

What is overall or full positioning of the brand called?

the brand's Value Proposition

What is the format of a Positioning Statement?

"To (target segment and need) our (brand) is (a concept) that (point out difference)."

Ex. "To busy mobile professionals who need to always be in the loop, BlackBerry is a wireless connectivity solution that gives you an easier, more

reliable way to stay connected to data, people, and resources while on the go."

A firm must monitor and adapt the position over time to match changes in (2)?

Consumer Needs

and

Competitors' Strategies