ADM 3322 Lecture Notes - Lecture 3: Market Segmentation, Voice Of The Customer, Determinant

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Managers need to think systematically about all aspects of the service offering and emphasize their competitive advantage on those attributes that will be valued by customers in their target segments. This helps a firm to determine the key element of its services positioning strategy (stp) . Market analysis: establishes the attractiveness of the overall market and the potential segments within it. Looks at overall size and growth of the market, margins and profit potential, demand levels and trends affecting the market. Strategist should be able to suggest opportunities for differentiation and competitive advantage. Enables managers to decide which benefits can be emphasized to which target segments. Identifies strengths in terms of current brand positioning and image and its resources (finances, human labor, physical assets) Examines company"s limitations and constraints and how its value shape its business. Should be able to select a limited number of target market segments that can be served with either existing or new services.

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