Marketing Chapter 7 Vocab: Segmentation, Target Marketing, and Positioning

content marketing
the strategy of establishing thought leadership in the form of bylines, blogs, commenting opportunities, videos, shareable social images, and infographics
market fragmentation
the creation of many consumer groups due to a diversity of distinct needs and wants in modern society
target market strategy
dividing the total market into different segments on the basis of customer characteristics, selecting one of more segments, and developing products to meet the needs of those specific segments.
the process of dividing a larger market into smaller pieces based on one or more meaningfully shared characterisitcs
segmentation variables
dimensions that divide the total market into fairly homogeneous groups, each with different needs and preferences.
generation y
the group of consumers born between 1979 and 1994
statistics that measure observable aspects of a population including size, age, gender, ethnic group, income, occupation, and family structure.
generational marketing
marketing to members of a generation, who tend to share the same outlook and priorities
Millennials or Generation Z
The group of consumers born after 1994
Generation X
The group of consumers born between 1965 an 1978.
baby boomers
the segment of people born between 1946 and 1964
a straight urban male who is keenly interested in fashion, home design, gourmet cooking, and personal care.
cultural diversity
a management practice that actively seeks to include people of different sexes, races, ethnic groups, and religions in an organizations employees, customers, suppliers, and distribution channel partners.
geographic segmentation
an approach in which marketers tailor their offerings to specific geographic areas because people’s preferences often vary depending on on where they live
geographic information system (GIS)
a system that combines a geographic map with digitally stored data about the consumers in a particular area.
a segmentation technique that combines geography with demographics
determining the geographic location of a website visitor and delivering different content to that visitor based on his or her location
the ability to identify and target very small geographic segments that sometimes amount to individuals.
the use of psychological, sociological, and anthropological factors to construct market segments
VALS (Values and Lifestyles)
A psychographic system that divides the entire US population into eight segments
gamer segment
a consumer segment that combines a psychographic/lifestyle component with a heavy dose of generational marketing
a milestone or reward for progressing through a video game
behavioral segmentation
a technique that divides consumers into segments on the basis of how they act toward, feel about, or use a good or service.
80/20 rule
a marketing rule that says 20 percent of purchasers account for 80 percent of a products sales
usage rate
a measurement that reflects the quantity purchased or frequency of use among consumers of a particular product or service
long tail
a new approach to segmentation based on the idea that companies can make money by selling small amounts of items to that only a few people want, provided they sell enough at different times.
usage occasions
an indicator used in behavioral market segmentation based on when consumers use a product most
a strategy in which marketers evaluate the attractiveness of each potential segment and decide in which of these groups they will invest resources to try to turn them into consumers.
target market
the market segments on which an organization focuses its marketing plan and toward which it directs its marketing efforts.
segment profile
a description of the typical consumer in a segment
undifferentiated targeting strategy
appealing to a broad spectrum of people
differentiated targeting strategy
developing one or more products for each of several distinct consumer groups and making sure these offerings are kept separate in the marketplace
concentrated targeting strategy
focusing a firms effort on offering one or more products to a single segment
customized marketing strategy
an approach that tailors specific products and the messages about them to an individual.
mass customization
an approach that modifies a basic good or service to meet the needs of an individual
developing a marketing strategy to influence how a particular market segment perceives a good or service in comparison to the competition
redoing a products position to respond to marketplace changes
retro brands
a once popular brand that has been revived to experience a popularity comeback, often by riding a wave of nostalgia.
brand personality
a distinctive image that captures a good’s or service’s character and benefits
perceptual map
a technique to visually describe where brands are located in a consumers minds relative to competing brands

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