Cluster Analysis

Topics: Marketing, Cluster analysis, Segment Pages: 3 (859 words) Published: December 4, 2012
Understanding Cluster Analysis
Cluster analysis is a convenient method for identifying homogenous groups of objects called clusters. Objects (or cases, observations) in a specific cluster share many characteristics, but are very dissimilar to objects not belonging to that cluster. Let’s try to gain a basic understanding of the cluster analysis procedure by looking at a simple example. Imagine that you are interested in segmenting your customer base in order to better target them through, for example, pricing strategies. The first step is to decide on the characteristics that you will use to segment your customers. In other words, you have to decide which clustering variables will be included in the analysis. For example, you may want to segment a market based on customers’ price consciousness (x) and brand loyalty (y). These two variables can be measured on a 7-point scale with higher values denoting a higher degree of price consciousness and brand loyalty. The values of seven respondents are shown in Table 9.1 and the scatter plot in Fig. 9.1.

The objective of cluster analysis is to identify groups of objects (in this case, customers) that are very similar with regard to their price consciousness and brand loyalty and assign them into clusters. After having decided on the clustering variables (brand loyalty and price consciousness), we need to decide on the clustering procedure to form our groups of objects. This step is crucial for the analysis, as different procedures require different decisions prior to analysis. There is an abundance of different approaches and little guidance on which one to use in practice. We are going to discuss the most popular approaches in market research, as they can be easily computed using SPSS. These approaches are: hierarchical methods, partitioning methods (more precisely, k-means), and two-step clustering, which is largely a combination of the first two methods. Each of these procedures follows a different approach to...
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