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2. segmentation class note

2. segmentation class note

作者: Novazyyy | 来源:发表于2017-09-21 03:41 被阅读4次

    segmentation: identify customer groups of 1. similar needs for specific product benefit 2.similar purchasing behavior and response to 4Ps

    a segment has to be:

    1. identifiable            2.accessible                 3.predictive of future profits

    selective demand : when company deliver message about how their brand or product is the best match for the needs of the target market

    heavy half theory: half consumers account for 80% consumption

    descriptive approach:  geographics, demographics, socio-enomomic characteristics....

    behavioral approach:  characteristics that are directly relevant to marketers

    example: 

    1. benefits sought

    2. attitudes towards products

    3. likelihood of purchase

    4. price sensitivity

    5. purchase volume

    6. loyalty--retention rate

    7. customer life-time value

    8. media response 

    9. need for service

    behavioral approach profiles into descriptive approach

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