Professional Documents
Culture Documents
Market
segmentation
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Progression of
market segmentation
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Who uses segmentation?
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Uses of segmentation
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Nine main bases for
segmentation
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Geographic segmentation
State
Location Climate
•NSW
•Inner-city •Hot
•Victoria
•Suburban •Cold
•Queensland
•Outer-urban •Wet
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Demographic segmentation
Income Education
Occupation
•$20,001-$30,000 •Secondary
•Professional
•$30,001-$40,000 •TAFE
•White-collar
•And so on •Bachelors, etc.
•Blue-collar
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Age
Aged 55 and
Aged 18-34 Aged 35-54 over
Goal is to To help ‘deal For ‘medical-
‘look good’ with stress’ physical
therapy’
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Age cohorts
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Segmenting age cohorts
This is an example of segmenting the Baby
Boomers age cohort...
“Looking for balance” “Confident and living well”
•27% of cohort •23% of cohort
•Active, busy •Big incomes, trendy
•Want more time to enjoy •Like travel and luxuries
great experiences
“Overwhelmed”
“At ease” •19% of cohort
•31% of cohort •Low incomes, worried about the
•Home/family-based future and finances
•Enjoy traditional life •Looking for security and health
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Sex/Gender
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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An example of
changing sex roles
Traditional
A large Families household
increase in become sex roles
dual income time-poor need to
families change
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Marital status
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Income, education,
occupation
The opportunity
A high level of Is likely to
for a better job,
education generate a
which..
provides… higher income
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Income, education,
occupation
•Intuitive •Neutral
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Psychographic
segmentation
Psychographic research is also referred to as
‘lifestyle analysis’
Often considers consumers’ AIO’s
- AIO = activities, interests, opinions
Used to help structure appropriate marketing
messages
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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The profile of the
‘techno-road-warrior’
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Figure 2.6
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Possible sociocultural
segmentation bases
Culture Religion
•Australian •Jewish
•Italian •Catholic
•Vietnamese, etc. •Muslim, etc.
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Family life cycle
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Culture and sub-culture
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Possible use-related
segmentation bases
Brand Loyalty
•Strong
•Some
•None
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Rate of usage
Time Location
•Morning/night •In-store
Person
Objective
•By self
•Personal
•With friends
•Gift
•With family, etc.
•Fun, etc.
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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User-situation segmentation
Consider...
- Wine for self, or as a gift
- Food when in a hurry, or when have 1-2 hours free
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Benefit segmentation
Close-up Aim
Colgate Tartar
Social appeal Nice taste, so Control
of bright teeth kids will brush
•Healthy, plague-
their teeth
free teeth
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Hybrid segmentation
Demographics Psychographics
Possible
hybrid
Possible
hybrid
•Low Resources
•STRUGGLERS
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Criteria for market
segments
Stability
Identification Segment is stable in
Able to identify terms of needs,
and measure the demographics and
characteristic psychological factors
Accessibility
Sufficiency
Able to access
Sufficient size and reach the
and profitability segment in an
of segment economical way
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Implementing
segmentation strategies
Differentiated marketing
Concentrated marketing •Two or more segments, with a
•One segment only different marketing mix
•Good for small firms •For stronger, more established,
•Good for firms new to the firms
industry •Used to defend the traditional
markets of the firm
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Countersegmentation
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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Summary
Schiffman, Bednall, O’Cass, Paladino, Ward & Kanuk: Consumer Behaviour 4e © 2007 Pearson Education Australia
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