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10-2
Chapter Questions
• How are brands differentiated?
• How can a firm choose and
communicate an effective positioning
in the market?
• What are the implications of market
evolution for marketing strategies?
10-4
Positioning
Designing the company’s
offering and image for
a distinctive place in the mind of
the target market.
10-24
A Positioning Statement
To young, activesoft-drink consumers
with little time for sleep, Mountain Dew
is the soft drink that gives you energybecause it has the most caffeine.
10-26
Consumer Desirability Criteria
RelevanceRelevance
DistinctivenessDistinctiveness
BelievabilityBelievability
10-27
Deliverability Criteria for PODs
FeasibilityFeasibility
CommunicabilityCommunicability
SustainabilitySustainability
10-28
Examples of Negatively Correlated Attributes and Benefits
• Low-price vs. High quality
• Taste vs. Low calories
• Nutritious vs. Good tasting
• Efficacious vs. Mild
• Powerful vs. Safe
• Strong vs. Refined
• Ubiquitous vs. Exclusive
• Varied vs. Simple
10-29
Addressing negatively correlated PODs and POPs
• Present separately• Leverage equity of another entity• Redefine the relationship
10-32
Theories about Life Cycles
• Products have a limited life.
• Product sales pass through distinct stages.
• Profits rise and fall at different stages.
• Products require different marketing,
financial, manufacturing, purchasing, and
human resource strategies in each stage.