Method for integrating attitudinal and behavioral data for marketing consumer products
First Claim
1. A method for marketing a consumer product comprising:
- collecting attitudinal data from a group of consumers and, based on the data, placing the consumers into attitudinal segments;
collecting purchase behavioral data from the group of consumers;
integrating the purchase behavioral data with the attitudinal data to form a plurality of consumer segments with commonalities;
selecting one of the consumer segments as a target segment; and
determining a marketing vehicle for the target segment.
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Abstract
A method and system for marketing a consumer product is disclosed. According to the method, attitudinal information and purchase behavioral information is obtained from a plurality of consumers. For instance, consumers may be surveyed regarding their attitudes about purchasing a product category and about the amount of product contained in the product category that they purchase over a given length of time. The attitudinal data and the purchase behavioral data is then integrated together creating a plurality of consumer segments. The consumer segments are grouped together based upon commonalities. Based upon loyalty to a particular brand and a volume sales objective for the brand, increased penetration into the consumer segments may be calculated in order to meet the volume objectives. One of the consumer segments may then be targeted for marketing purposes.
129 Citations
29 Claims
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1. A method for marketing a consumer product comprising:
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collecting attitudinal data from a group of consumers and, based on the data, placing the consumers into attitudinal segments;
collecting purchase behavioral data from the group of consumers;
integrating the purchase behavioral data with the attitudinal data to form a plurality of consumer segments with commonalities;
selecting one of the consumer segments as a target segment; and
determining a marketing vehicle for the target segment. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18, 19)
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20. A method for establishing marketing objectives for a consumer product for meeting volume and profit goals comprising:
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collecting attitudinal data from a group of consumers regarding a product category of a consumer product;
collecting purchase behavioral data from the group of consumers regarding the product category and regarding a particular brand in the product category;
integrating the purchase behavioral data with the attitudinal data to form a plurality of consumer segments with commonalities;
providing a population growth forecast and volume sales forecasts for the product category and the brand;
determining a percent loyalty of the brand for each consumer segment and estimating future percent loyalty changes;
setting a future volume sales objective for the brand;
calculating penetration of the brand for each consumer segment necessary to meet the volume sales objective;
selecting one of the consumer segments as a target segment; and
determining a marketing vehicle for the target segment. - View Dependent Claims (21, 22, 23, 24, 25)
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26. A method for marketing a consumer product comprising:
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collecting purchase behavioral data from a group of consumers regarding a product category and regarding a particular brand in the product category;
forming a plurality of consumer segments with commonalities based upon the purchase behavioral data;
providing a population growth forecast and volume sales forecasts for the product category and the brand;
determining a percent loyalty of the brand for each consumer segment and estimating future percent loyalty changes;
setting a future volume sales objective for the brand;
calculating penetration of the brand for each consumer segment necessary to meet a volume sales objective;
selecting one of the consumer segments as a target segment; and
determining a marketing vehicle for the target segment. - View Dependent Claims (27, 28, 29)
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Specification