Differentiation and positioning_rev.pdf
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Differentiation and positioningstrategy
Eka Ardianto
Create the value:
Marketing Management
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The Four P Components of the Marketing Mix
SalesforceAdvertising
Communicate the value
Salespromotion
ProductDevelop-
ment
Pricing Distribu-ting
Provide the valueChoose and createthe value
Customer segmentation
Differen-tiation
MarketSelection/
focus
ValuePositi-oning
Branding
Value creation process
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Rasa dan
penampilan
kemasan
Anak-anak
Penyuka
rasa mint atau
Buah-buahan
Colgate, Stripe
Sangat terlibat
1. rasa
2. penampilan
kemasan
Manfaat yang dicari
Demografi
Karakter khusus
Merek
Kepribadian
Customer value
DESKRIPSI
Gigi bersih
dan putih
Mencegah
kerusakan
gigi
Harga
Pasangan
muda dan
remaja
Keluarga Pria
Perokok Pemakai
berat
CrestYang
memberi
diskon
MacIeans
Sangat
bersosialisasi
Sangat
Peduli
kesehatan
Sangat
independen
Pemakai
berat
( Haley 1972 dan Kasali 1998 , dimodifikasi)
CONTOH
PROFIL
SEGMEN
PASTA GIGI
SENSORY
SEGMENT SOCIABLESEGMENT CONSERVATIVESEGMENT
INDEPENDENT
SEGMENT
1. gaul
2. penampilan
diri
1. sehat
2. konservatif
1. ekonomis
2. kalkulatif
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Differentiation
Consumers or organizational customers choose
the product different from others they could
have chosen
Differentiation is a pre-emptive business
strategies, as well as in marketing, it can not be
easily copied by competitors
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Physicalgoods
ConformancesPerformances
FeaturesDurability
ReliabilityRepairabilityStyle
Design
Ordering easeDelivery
InstallationCustomer training
Customer consultingMaintenance & repair
Services
CompetenceCourtesyCredibilityReliability
ResponsivenessCommunicationEmpathy
Personnel
CoverageExpertise
Performance
Channel
Symbol AtmosphereEventsWritten and
Audiovisual media
ImagePrice
Price levelTerms of payment
Variety
Variety
Differentiation variables
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Points-of-difference
Attributes or benefits
consumers strongly
associate with a
brand, positively
evaluate, and believe
they could not find tothe same extent with
a competitive brand
Points-of-parity
Associations that are
not necessarily
unique to the brand
but may be shared
with other brands
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Figure 10.1b
Hypothetical Beverage Perceptual Map:
Possible Repositioning for Brand A
Figure 10.1a
Hypothetical Beverage Perceptual Map:
Current Perceptions
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Desirable
Deliverable
Differentiating
Point-of-Difference Criteria
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• Important to a sufficient number of buyers
Effective differentiation
•
Communicable to a sufficient number of buyers
• Affordable. The buyer can pay for the difference
• Distinctive (it is not offered by others)
•
Preemptive, it can not be easily copied by competitors
• Superior to other ways of obtaining the same benefit
• Profitable. The company will find it profitable
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Perceptual Positioning
• Consumers often know very little about the essential
physical attributes of the brands they buy
• The same is true for many services
• Even if they did, they might not understand the physical
attributes well enough to use them as a basis for
choosing between competitive offerings
• The evaluation of many goods and services is subjective
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atribut
merek
Peta persepsi produk blender
Canonical normalizationDimension 1
43210-1-2-3-4
D i m e n s i o n 2
2.0
1.5
1.0
.5
0.0
-.5
-1.0
-1.5-2.0
Maspion
harga
terjangkau
mudah
diperoleh
kebiasaan
National
terkenal,
dapat
diandalkan awet
Philips performa baik,
banyak pilihan model,
baik utk. prod. elektronik
kualitas
Hitachi
Cosmos
Black & Dekker
CoA (Correspondence Analysis)
Brand association
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• Single-benefit
• Double-benefit
• Triple-benefit
How many differences
to communicate ?
B
CA
1
2
3
4
5
6
7
8
9
10
11
12
A-C = differentiation (core) as positioning
1-12 = differentiation (elaborated) as thematic
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• Attribute positioning
Value positioning strategy
•
Benefit positioning
• Use/application positioning
• User positioning
• Competitor positioning
• Product category positioning
• Quality/ price positioning
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