Segmentation, Targeting, and Positioning (STP) Strategies 參考資料： Judy Strauss, Adel I. El-Ansary, and Raymond Frost, E-Marketing, Prentice Hall, 2006. Chap 8: Segmentation and Targeting Strategies. Chapter 9: Differentiation and Positioning Strategies.

Link E-Business with E-Marketing Strategy E-marketing strategic planning occurs in two highly interrelated tiers: Tier 1 tasks Targeting Differentiation Segmentation Positioning E-Marketing Strategy Offer Tier 2 tasks Value Communication Distribution

目標行銷：STP三步驟 Marketing Segmentation 市場區隔 Targeting 目標區隔選擇 the process of aggregating individuals or businesses along similar characteristics that pertain (關於) to the use, consumption, or benefits of a product or service. Targeting 目標區隔選擇 the process of selecting the market segments that are most attractive to the firm Positioning 產品定位 針對選定的目標市場，尋求、發展、傳達定位概念

Overview Market Segmentation Bases and Variables Geographic Segments Demographic Segments: The MyKindaPlace Story Psychographic Segments Behavior Segments Targeting Online Customers Four Targeting Strategies Targeting Communities on the Internet Differentiation: The J.Peterman Story Positioning Bases for Positioning Repositioning (重新定位) on the Web

Market Segmentation Bases and Variables Traditional marketers can base their segmentation of consumer markets on: Bases Geographics Demographics Psychographics Behavior Identifying / Profiling Variable Examples City County State Region Country Age Income Gender Education Ethnicity Activities Interests Opinions Personality Values Benefits sought Usage level Brand loyalty User status 地理統計變數 人口統計變數 心理統計變數 行為變數

1.1 Geographic Segments Geographic location of computers: is not important to users accessing Web sites. but it is very important with an Internet presence. E.g. 靜宜大學網頁提供中、英文版本

地方新聞

Geographic Segments Most firms target specific cities, regions, states, or countries with their product offerings. reach only customers in countries where it distributes products. only sell to geographic areas where they can provide customer service.

面交地點

1.2 Demographic Segments (1) Occupation (職業) (2) Teens and Children Fast growing occupational groups in the U.S.: Blue-collar workers (藍領工人) Homemakers (家庭主婦) Salespeople (2) Teens and Children Spread the news through online word of mouth (口耳相傳). One big problem = payment. (3) Disabled (殘障者) “The Internet’s next niche”: Spend 20 more hours a week online than other Internet users. But this segment tends to have low incomes.

The MyKindaPlace Story Target to teenage (11-18 years old) girls. The site sports bright pink, blue, and purple colors. Age-appropriate language: link names on the site are labeled: Showbiz (show business之略的變形) (演藝事業) Chill in (好冷), Cringe (討厭), Agony (苦惱)…

The MyKindaPlace Story Target to teenage (11-18 years old) girls. (Cont.) Play “Virtual Boyfriend”, Take fun quizzes (惡作劇) , chat, and send e-cards to friends. Site managers monitor chat rooms so parents don’t pull the plug (拔掉插頭). Revenues from: Sponsorship (贊助) Site’s 10 channels are sponsored by brands targeting teens. Merchandise sales Payment: smart cards, and parents’ credit cards.

BabyBoss

BabyBoss

1.3 Psychographic Segments User psychographics include: Personality, values, lifestyle, interests… Attitudes: Internal evaluations about people, products, and objects, Either positive or negative, Technographics (Attitudes Toward Technology) Determine if a person is optimistic (樂觀) or pessimistic (悲觀恐懼) toward technology

Google TV: TV. Web. Or. Both.

Google TV: TV meet search engine.

Google TV: personal

Google TV: Remote Control

1.4 Behavior Segments Two behavioral segmentation variables are: Benefit segmentation (利益區隔) : based on the benefits consumers desire from the product. “70% of online shoppers can be segmented into two groups: Bargain hunters, and Convenience shoppers. Product usage (產品使用) Light, medium and heavy product usage. Brand loyal, loyal to the competitive product, switchers (who don’t care which brand they use), and nonusers of the product.

省油

NISSAN TIIDA大玩魔術空間

Nissan的新產品： 100％的電動車LEAF → 環保

2. Targeting Online Customers Marketers must select the best potential segments for targeting: Consider findings from the SWOT analysis Look for the best fit between the market environment and the firm’s expertise and resources. To be attractive, an online segment must be accessible through the Internet, sizable, growing, and hold great potential for profit.

2.1 Four Targeting Strategies (1) Mass marketing (大量行銷) Undifferentiated targeting (無差異化行銷) Offers one marketing mix for the entire market. 市場 行銷組合

Four Targeting Strategies (2) Multi-segment marketing (區隔化行銷) Selects two or more segments and designs marketing mix strategies specifically for each. 市場區隔一 行銷組合一 市場區隔二 行銷組合二 市場區隔三 行銷組合三

中廣

靜宜資管專業學程

Four Targeting Strategies (3) Niche marketing (利基行銷) Selects one segment and develops one or more marketing mixs to meet the needs of that segment. 市場區隔一 市場區隔二 行銷組合 市場區隔三

好家庭連播網

Four Targeting Strategies (4) Individualized targeting (個人化行銷) The Internet’s big promise: giving individual consumers exactly what they want at the right time and place.

2.2 Targeting Communities on the Internet People join communities because: 44.8% with people who share their hobbies; 31.5% with other professionals; 27.2% with family members; Targeting can be achieved by building community through: chat rooms, discussion groups, bulletin boards, and online events. Motivation value received in both information and social bonding.

Targeting Communities on the Internet Web sites encourage users to return again and again and see what their cyber friends are discussing and doing online. In discussion groups, users feel part of the site by posting their own information and responding to other users. Amazon.com allows users to write their own book reviews and read the reviews of others.

BabyHome：寶寶話題

3. Differentiation Differentiation is what a company does to the product. The process of adding a set of meaningful and valued differences to distinguish the company’s offering from competitors’ offerings. “A company can differentiate its market offering along five dimensions: product, services, personnel, channel, and image.”

Internet-Specific Differentiation Strategies 1. Site Environment 2. Tangibilize (可見化) the Intangible 3. Trust Look and feel of site User friendly Accurate portrayal (精確描述) of company and product 3-D images Trial downloads Customer reviews Clearly state privacy policy Use encryption for secure transactions 4. Efficiency and Timeliness (及時) 5. Pricing 6. CRM Deliver what is promised to customers Deliver in a timely manner Be aware of competitor pricing Potential customer savings Customer tracking Customer-driven personalization and convenience

The J.Peterman Story http://www.jpeterman.com

The J.Peterman Story J.Peterman A classic example of successfully combining clever differentiation with powerful positioning. J.Peterman’s statement of philosophy: People want things that are hard to find. Things that have romance (羅曼蒂克), but a factual (有事實根據的) romance, about them. Clearly, people want things that make their lives the way they with they were.

The J.Peterman Story Every clothing and accessory (配件) item offered comes: with a narrative (故事) setting the stage in the customer’s mind for romantic travel.

Product Example of J.Peterman I always wanted to cross the Sahara (撒哈拉沙漠), and the Gobi (戈壁), by foot. But I didn’t. I did not swim the Hellespont (海峽名). Didn’t ascend Mont Blanc (白朗峰). Didn‘t read all the books I had to read. Didn’t spend even one night at Shepheard‘s Hotel in Cairo (開羅). Not one. Shepheard‘s burned (燒毀) to the ground before I could afford to check in. That night, it became my code word for everything unobtained, undone. In case there are a few things in your life you wanted but didn‘t get, I offer as consolation(慰藉). The Impossibly-Perfect-Night-at-Shepheard's-Hotel-in-Cairo Bath robe(長袍). Shepheard‘s Hotel Robe (No. 1148), for men and women. Sizes: XS, S, M, L, XL, XXL.

4. Positioning The process of creating a desired image for a company and its products in the minds of a chosen user segment. Concerns brands, the company itself, or individual products. The concept is simple: To be successful, a company must: Differentiate itself and its products from all other competitors.

4.1 Bases for Positioning Firms can position on the basis of: Product or service attributes (“the smallest cell phone”), High-tech image (“our cell phones handle e-mail”), Benefits (“fits in your pocket”), User categories (“best cell phone for college students”), Comparison with competitors (“our phone is less expensive than the Nokia”), Take an integrator position (“a full range of electronic products and services”).

網站定位實例 產品定位：雄師旅遊：真正全國最大出團中心 使用者類別、利益定位：MOOK自遊自在旅遊網： 華文旅遊內容網 科技定位：任逍遙：任逍遙市民網 科技、使用者類別定位：夜市通：找夜市到夜市通 使用者類別定位：旅遊王：網路訂房旗艦 使用者類別定位：民宿王：最多人瀏覽的民宿網站 產品定位：年代售票網：最大的藝文售票系統 競爭者定位：元碁售票網：滿足您訂票的需要 整合定位：東森購物網路商城：關心你的每件事

中央大學管理學院 ERP學程：SAP顧問公司顧問

SAP主要模組

靜宜大學資管系ERP學程： SAP客戶公司資訊部門工程師

靜宜大學資管系ERP學程： 畢業表現實例 黃子芸 (CSIM93D) 范詩怡 (企管與資管系雙主修) 賴竹煖 (CSIM97A) 目前為IBM顧問 緯創軟體公司軟體工程師 力晶集團-智旺科技工程師 華新科技資訊系統開發工程師 范詩怡 (企管與資管系雙主修) 目前為友達光電工程師 廣輝電子工程師 賴竹煖 (CSIM97A) 彩富電子(鼎新轉換為SAP) 林聖期(資管所99級) 目前任職台中工業區振鋒企業(BW/CRM) 緯創軟體總管理處(FI/CO) 張芳瑄(CSIM99A) 拓宇科技助理工程師(ABAP)

4.2 Repositioning on the Web Is the process of creating a new or modified brand, company, or product position. Positioning alone won't make a product successful. A company must be flexible enough to react. Is a long-term challenge when attempting to change the way customers perceive their brands. Example: Amazon.com Originally Amazon was positioned as “the world’s largest bookstore”. Today it promises the “Earth’s biggest selection” of a variety of products from music to electronics and more.