ENTREPRENEURSHIP I. Business owners are excited about peoples similarities. Why? Grouping is how...
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ENTREPRENEURSHIP I
Ind. 3.02 – Select a target market appropriate for venture/product to
obtain the best return on marketing investment
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Business owners are excited about people’s similarities. Why?Grouping is how marketers discover the best
ways to match products with their customersIt is how marketers figure out what it takes to
meet their customer’s needs.How do you think marketers group YOU?
How are marketers grouping you?
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Market – those who have….An unfilled desire or need, and
Is financially able to pay, and
The willingness to buy (soon).
“There’s no waythis old mower
is goingto get through
this! It’stime to buy a
morepowerful one!”
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Target Market – those who….Are grouped within a market by what they have in common
Are the customers the business seeks to attract
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Every customer belongs to a number of markets.
Customers are targeted in the consumer market, and businesses are targeted in the industrial market.
The same customer or business can be included in more than one target market.
Markets usually change over time.
Significance of target marketing
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Two styles of approaching target market activities – Mass MarketingMass marketing is
designing products and directing marketing activities to appeal to the whole market
Advantages Used to communicate a
broad message to as many customers as possible
Producing one product is cost effective for businesses
Disadvantages The diversity of the
audience Since customers are so
different, only a small percentage of the mass market is likely to purchase the product
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Two styles of approaching target market activities – Market SegmentationMarket
Segmentation is the division of a total market into smaller, more specific groups as a way to meet the customers needs
AdvantagesMore precise Allows for a finely
tuned product, appropriate price, and ease of distribution
DisadvantagesMore complex,
difficult to produce products
More money needed
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It’s more efficient in the long run.Increased competitionCustomers are more discerning than they
used to be.Customers want to know how the good or
service will directly benefit them!
Why is the use of market segmentation increasing?
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How do marketers divide their markets?They identify
customers’ similarities.
They group customers by what they have in common.
Common ways to group customers:DemographicGeographicPsychographicBehavioral
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Dividing a market on the basis of its physical and social characteristics
Example characteristics:GenderOrigin or heritageReligionSocial or economic status
Education level, occupation, income, etc.Life stage
Generation, marital status, family size, etc.
Demographic Segmentation
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The division of the market on the basis of where customers are locatedType of climateContinentsNationsRegionsStatesZip codesNeighborhoodsEtc.
Geographic Segmentation
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Behavioral SegmentationDividing a market
on the basis of consumers’ response to a product Product BenefitOccasion
responseLoyalty
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Psychographic SegmentationThe division of a
market on the basis of consumers’ lifestyles and personalitiesMotivesAttitudesOpinionsInterestsActivitiesPersonalitiesLifestyle