Linking global market segmentation decisions with strategic positioning options

Salah S. Hassan · Stephen H. Craft

78 citations0/0 files storedJournal of Consumer Marketing

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International Business and FDI Marketing and Advertising Strategies Consumer Behavior and Market Dynamics

Abstract

Purpose The purpose of this paper is to examine empirically the relationship between positioning strategies and bases of segmentation in international markets. Design/methodology/approach A principal component analysis was conducted to determine the major macro‐ as well as micro‐bases of segmentation that are linked with strategic positioning decision options. Further, a regression analysis was used to examine the effect of each of the segmentation bases on the different strategic positioning options used by segmentation managers. Findings This study suggests the combined use of both macro‐ and micro‐bases of segmentation in order to leverage similar strategic positioning across global markets. However, micro‐bases of segmentation are suggested for firms seeking differential positioning strategies. Research limitations/implications The conceptual and empirical findings of this study pave the way for embarking on promising and relevant future research that is needed to substantiate and enrich the academic understanding and managerial practice of linking global segmentation with strategic positioning decisions. Future research should focus on the use of hybrid segmentation strategies; its logical design; implementation issues; and its evaluation mechanism. Practical implications This study provides specific empirical evidence of the relationship between strategic use of segmentation bases and strategic positioning. An effective use of the proposed framework will have various strategic marketing implications for firms; including cost efficiencies, opportunities to transfer products globally, expansion opportunities of current operation, and development of more effective brand management decisions. Originality/value The proposed global strategic segmentation and positioning matrix is a new tool that guides managers to position their brands effectively in world markets.

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References

1983THE GLOBALIZATION OF MARKETS 1981Positioning: The Battle for Your Mind 1989Standardization of International Marketing Strategy: Some Research Hypotheses 1978Issues and Advances in Segmentation Research 1986THE MYTH OF GLOBALIZATION 1991Segmenting Markets with Conjoint Analysis 1993A New Approach to Country Segmentation Utilizing Multinational Diffusion Patterns 1994Global marketing strategy

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