Brand strategy

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Audience and segmentation

Lesson 10 of 20 in Brand strategy.

Lec 36: Market Segmentation and Branding · NPTEL IIT Guwahati
Lesson

Segmentation splits a market into groups that behave differently enough to be worth treating differently. The test of a segment is whether the group responds to something the others do not, however easy it is to describe.

everyonebuys weeklybuys sometimesnever heard of youbehaviour splits a market · age mostly does not
One audience split by what people do, not by how old they are.
In two panels, one woman in a sweet shop carefully chooses a large ribboned gift box on the left and grabs a small bar by the till on the right.
The same woman in the same shop buys a ribboned gift box for a friend, then grabs a small bar for herself. The occasion, more than the person, sets what she wants.
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  1. Question 1, locked

    Which of these words means this? “Splitting by age, income, location. Easy to buy media against, weak at predicting behaviour.”

    • Adjacent competitor
    • Share of voice
    • Category codes
    • Demographic segmentation
  2. Question 2, locked

    Which of these words means this? “Splitting by what people actually do. Harder to find, far more predictive.”

    • Fame
    • Reason to believe
    • Behavioural segmentation
    • Point of difference
  3. Question 3, locked

    Which of these words means this? “Someone who buys the category rarely. Numerically the majority, and where growth comes from.”

    • Goodwill
    • Light buyer
    • Price premium
    • Brand equity

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