For justifying recommendations with respect to target market segment(s) and positioning option(s) for CLOCKY, I analyze the following: Target market segment(s)
1. CLOCKY should be targeted towards the gift (fun-based) segment based on my analysis. Exhibit 8 of the case shows that the older the customer, the more inclined he/she was to purchase CLOCKY as a gift for someone else. Younger customers were more interested to purchase a CLOCKY for themselves. Exhibit 8 also shows that the maximum number of counts responding to CLOCKY’s interest to purchase was in the 26-35 age group, and 26.7% considered to buy this as a gift. This segment overlapped with the 25-34 year olds who were used to hit the snooze button maximum (57% of them hitting daily) compared to the fastest risers, as mentioned in the case. This segment of people was likely to be the fastest switchers. Exhibit 8 also shows a steady number (896+557) = 1453 counts aged 46 and over with about 63% of intent to purchase a CLOCKY as a gift. These people were likely to be less switchers and could be leveraged upon CLOCKY’s target segment to translate their decision into purchase. To the higher aged persons, CLOCKY is more like Know-Feel-Do (Utilitarian Instrumental Product and buying decision process). Price is a trade-off variable here to them. Here, consumer satisfaction is actually expectation confirmation – and the loyalty is reward for performance relative to competitors. The relationship with CLOCKY is repeat, word-of-mouth, premium. Nanda can greatly leverage upon this relationship to increase CLOCKY’s business while targeting the right segment of people (aged above 45). CLOCKY can also appeal to Feel-Do-Know (Expressive Product and buying decision process), where it is bought of liking and impulse. Price is also a secondary concern here. Here, consumer satisfaction is actually “brand image self congruity” – and the loyalty is “affective commitment”. The relationship with CLOCKY is commitment and self-concept advocacy, both of which Nanda can leverage upon while increasing CLOCKY’s business while targeting the right segment of people (aged between 18 and 45). The target segment of gift is also consistent with the consumers’ behavior based on Maslow’s Hierarchy of Needs and Freud’s theory of being motivated by subconscious motivations. CLOCKY can generate a lot of interest through promotion of consumers who feel good about owning a CLOCKY and gifting it to someone of their love, and this can be good for Nanda initially at the time of bringing CLOCKY first to the market. Later on, she can incorporate the health issues (sleep benefit et al) and other value-add features once she has already got a bit of market share as CLOCKY’s start selling. Positioning options:
1. From my analysis, CLOCKY can be positioned initially as a pet-like fun device, good and cute to look at, nice to feel, that helps a person have a funny wakeup. She should position CLOCKY as a human-like funny person who demands attention in the morning and wakes up humans, just like their cute pets. The positioning in the area of gifts can have a very subtle message with the wakeup process. Without even stressing the health-related benefits et al., Nanda can cleverly push CLOCKY as being both a nice looking human-like gift that in reality helps people overcome their sleep disorders. Even if the health stuff et al is not explicitly mentioned along rigorous medical terms, it is a major benefit that comes with purchasing CLOCKY as a fun gift item. The pitch that Nanda should make while positioning CLOCKY initially in the gift market is to appeal to the aesthetics and fun of the device, at the same time pointing out in the fun way why it makes wakeup so much easier. Based on the target segment of gift (fun-based), Nanda should position CLOCKY to fulfill the basic consumer psychology of the motivation of having a fun wakeup with a human-like pet device. This is a major motivation for...
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