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Transcript of market Positioning
Product PositioningM.Ramesh
AIMS
Product Positioning
The decisions and activities that create and maintain a certain concept of the firm’s
products in customers’ minds.
Product Positioning Maps:one dimension
Poor gas mileage
Excellent gas mileage
Car A Car B
Product Positioning Maps:two dimensions
Poor gas mileage
Excellent gas mileage
Car A
Car B
High price
Low price
Product Positioning Maps:three dimensions
Poor gas mileage
Excellent gas mileage
Car A
Car B
High price
Low price
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
I
Four Major Positioning Errors
1. Underpositioning - consumers have only a vague idea of the brand.
2. Overpositioning - consumers have too narrow a view of the brand.
3. Confused Positioning - consumers confused about the brand due to frequent changes or too many claims.
4. Doubtful Positioning - consumers don’t believe the brand’s claims
Steps in creating product positioning maps
1. Identify a relevant set of competitive products.2. Identify attributes on which to base the positioning.3. Determine consumers’ perceptions of the relevant
set of products on each of the relevant attributes.4. Plot the product’s current relative position on the
most important attributes.5. Determine consumers most preferred combinations
of attributes.6. Plot customer ideal points (market segments)7. Evaluate current position and change if needed.
Common Market Positioning Strategies
1. Monosegment positioning2. Multisegment positioning3. Imitative positioning4. Anticipatory positioning5. Adaptive positioning6. Defensive positioning
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
I
Common Market Positioning Strategies
1. Monosegment positioning2. Multisegment positioning3. Imitative positioning4. Anticipatory positioning5. Adaptive positioning6. Defensive positioning
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
I
Common Market Positioning Strategies
1. Monosegment positioning2. Multisegment positioning3. Imitative positioning4. Anticipatory positioning5. Adaptive positioning6. Defensive positioning
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
I
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
Anacin
TylenolNuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
I
Common Market Positioning Strategies
1. Monosegment positioning2. Multisegment positioning3. Imitative positioning4. Anticipatory positioning5. Adaptive positioning6. Defensive positioning
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
I
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
Motrin
I
IMedipren
Best Case: establish a preemptive market position with long-term returns
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
Motrin
I
IMedipren
Worst Case: firm is placed in a difficult financial position if needs do not evolve
Common Market Positioning Strategies
1. Monosegment positioning2. Multisegment positioning3. Imitative positioning4. Anticipatory positioning5. Adaptive positioning6. Defensive positioning
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
II
In adaptive positioning firms first watch a segment’s needs evolve…….
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
I
Then they reposition themselves to be more in line with the ideal point(s)
Medipren
Common Market Positioning Strategies
1. Monosegment positioning2. Multisegment positioning3. Imitative positioning4. Anticipatory positioning5. Adaptive positioning6. Defensive positioning
Expensive
Inexpensive
For
Hea
dach
es ForB
ody Aches
Excedrin
Bufferin
AnacinTylenol
Nuprin
Advil
Bayer
St. Joseph’s
MotrinMedipren
I
IMedipren 2
Medipren 3
Defensive positioning calls for positioning multiple brands together, to make the market segment less attractive.