Consumer Behavior Audit: Proactiv Solutions by Amanda Huigens

Topics: Marketing, Brand, Advertising Pages: 17 (4882 words) Published: May 13, 2013
Consumer Behavior Audit: Proactiv Solutions
By Amanda Huigens

Market Segmentation

A.External influences

1.Are there cultures or subcultures whose value system is particularly consistent (or inconsistent) with the consumption of our product? The overall value system for the western culture, which is the dominant culture in the Unites States, is consistent with the consumption of Proactiv Solutions. The consumption of personal care products and services across different subcultures, such as class, race, and occupation, varies from being fairly equivalent to showing significant discrepancies. However, consumption of these products and services is evident in all subcultures, confirming that they are consistent with each subcultures value systems.

2.Is the product appropriate for male and female consumption? Will ongoing gender-role changes, affect who consumes our product or how it is consumed? Proactiv Solutions is appropriate for both male and female consumption. The current ongoing gender-role is for females to be the main purchasers and consumers of personal care products. This gender-role is constantly changing so that males are now more included in these purchases and the consumption of them. Both males and females currently consume Proactiv Solutions products.

3.Do ethics, social, regional, or religious subcultures have different consumption patterns relevant to our product? Regional and social subcultures have fairly equivalent consumption patterns. Some social subcultures may use different forms of personal care products, such as all natural ingredients or home-made products. They may also use different personal care services, or professional treatment, such as microdermabrasion, acupuncture, or hot rocks therapy. These different products or services may be used simultaneously with Proactiv Solutions depending on consumer want and need preferences.

4.Do various demographic or social-strata groups (age, gender, urban/suburban/rural, occupational, income, education) differ in their consumption of this product? Consumption among regions and among racial groups does not vary significantly. The social-strata groups that do vary in consumption include age, occupation, income class, and education.

According to the US Consumer Expenditure Survey, the consumption of personal care products and services peaks between the ages of 35-54. Any age groups above or below this range consume less, with consumers under 25 years spending less. The only observation that differs from this data is that most of Proactiv Solutions consumers are under 25 years of age, meaning that older consumers may take part in the purchase process.

Education, occupation, and income class social-strata groups go hand-in-hand as far as consumption of personal care products and services go. Consumers that are college graduates (four years or more) spend and average of $805 per consumer unit. Consumers with less than a four year degree only spend and average of $439 per consumer unit. The professional occupation subculture averages $753 spent on personal care products and services per consumer unit. All other occupations spend under $562 per consumer unit. Finally, income classes earning above $100,000 spend on average $868 and above per consumer unit, while lower income classes spend $761 and less.

5.Is this product particularly appropriate for consumers with relatively high (or low) incomes compared to others in their occupational group (ROCI)? Although the consumption patterns may be different for these groups, Proactiv Solutions is appropriate for all income levels and all occupations.

6.Can this product be particularly appropriate for specific roles, such as students or professional women? Although professional men and women may be more likely to consume Proactiv Solutions, this product is appropriate for all roles.

7.Would it be useful to focus on specific adopter categories? By focusing on...
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