TN ST. 3 Identify and describe characteristics of classifications of market segmentation. » What is the marketing mix? » The process of classifying people who form a given market into even smaller groups. » Let’s look at the market for jeans. » You may ask, “Who buys jeans? At what price? What special features do they want?” » Depending on your answers, the market for jeans could be SEGMENTED by these characteristics: ˃ AGE ˃ PRICE ˃ DESIRED FEATURE » To meet the needs of the different market segments, jeans manufacturers develop a unique marketing mix. » This could be by PRODUCT, by PROMOTION, by STORES FOR DISTRIBUTION, by PRICE POINTS. » The next question marketers ask is “Which of these segments should we target?” » Why should we spend the time to segment a market? » “Businesses look for ways to connect with current and potential customers. The surest way to make that connection is to know these people well.” » What sources do you think marketers use to find data for their research? ˃ ˃ ˃ ˃ Governments Private Research Firms Trade Associations Their own research……? » “Businesses need to connect with current and potential customers” » Demographics- refer to statistics that describe a population in terms of personal characteristics such as: ˃ ˃ ˃ ˃ ˃ ˃ ˃ Age Gender Income (Disposable vs. Discretionary) Marital Status Ethnic background Education Occupation » You Try It! » Geographic- refers to segmentation of the market based on where people live. ˃ ˃ ˃ ˃ ˃ Local State Regional National Global » Geographic Segmentation can include population density and climate. ˃ Urban vs. Suburban ˃ Warm vs. Cold » You Try It! » Psychographics- involves grouping people with similar attitudes, interests, and opinions, as well as lifestyles and shared values. » This lets marketers learn more about a group’s personality and motivation. » Attitudes- Created by changing times and personal experiences. » Interests & Activities- People who often share common interests and activities often purchase similar products & services. » Personalities & Values ˃ Maslov’s hierarchy of needs ˃ VAL’s - identifies types of consumers based on their motivations (thinkers, achievers, experiencers, believers, strivers, and makers) AND resources (innovators vs. survivors) » You can segment by purchasing-related behavior. » This involves analyzing your customers with regard to sales generated, shopping patterns, and purchase decision-making processes. » The 80/20 rule: ˃ 80% of a company’s sales are generated by 20% of its loyal customers. » Complete your customer profile for yourself. » At the top of the paper, write your name in all capital letters. » Create sections for each type of segmentation. » In addition to demographic, geographic, and psychographic information answer the following question: ˃ What type of advertisements do you enjoy? » Explain how market segmentation can help a company increase its market share. Demographics Geographics Psychographics Age Local Attitudes Gender State Lifestyles Income Level Regional Interest Marital Status National Opinions Education Global Shared Values Occupation Climate Ethnic Background Population