Market Segmentation and Targeting

General Articles

Specific Market

Mature Age Groups
Young Age Groups
Upscale Customers



What's Your
VALS Profile?

General Articles

How to Segment Your Market by Business Owner's Toolkit. A brief primer on market segmentation that includes definitions of related terms, such as demographics and psychographics, how larger companies conduct segmentation research and practical cost-effective approaches smaller companies can use to segment their markets.

Niche Marketing by Business Owner's Toolkit. Strategies for identifying and marketing to your "heavy users"—who spend much more on your products than average customers, including the potential impact of competitors and what it takes to be profitable with this customer segment.



Specific Market Segments

Note: The groups profiled below were selected based on available online articles, not any priorities for covering one group over another!

Mature Age Groups

Targeting the Mature Market: Breaking Down Barriers Strategies for targeting 50+ customers are discussed, including further segmentation of the senior market based on activity level, discretionary time and other factors.

Young Age Groups

The Spending Power of Tweens Tweens are defined as being those in the age ranges of 8-9 and 12-13. Their influence on their parents' purchases is primarily in the areas of food, fashion, entertainment, and big-ticket items, but their reach can also extend to items like mobile phones and cars.

Marketing Golf to Generation X by Marcus Whelan,
Cyber-Journal of Sports Marketing. The first part of this article analyzes Generation X (born between 1961 and 1981), including their distinguishing characteristics, how they differ from baby boomers and how they process buying decisions. Additional insights about this generation are included in the balance of the article, which focuses on selling them golf equipment.

Hip Check by Jennifer Lach, American Demographics, March, 1999. This case study reviews how Lee Apparel increased sales of its jeans to 15-to-34-year-olds—a group that had negative perceptions about wearing Lee jeans.

Clothes Make the Teen by Wayne D'Orio, American Demographics, March, 1999. How consumer product companies are collaborating with film and TV production companies to reach teen audiences. Among the many examples covered: Tommy Hilfiger and the movie, "The Faculty," Ray-Ban sunglasses and "Men in Black," and J. Crew clothing and the WB network show, "Dawson Creek."


The Wonderful and Lucrative Enigma of the Hispanic Teens by Juan Faura, Cheskin Research, March, 1999. The article explores the challenges of understanding and reaching this market segment and Hispanic teens' growing role in setting fashion trends in their age group.

From Bland to Brand by Jennifer Lach, American Demographics, March, 1999. This case study explores how Frito-Lay increased sales to Hispanics, who were "less likely to eat 'salty snacks' than the general market." It covers how focus groups were used to uncover current perceptions, the tactics used to build interest and the results of Frito-Lay's efforts.

Upscale Customers

Kroger Takes Separate Roads to the Internet Kroger is still seeking ways to take advantage of the Internet to reach consumers.

Psychographic Segmentation

VALS by SRI Consulting. The company provides examples of how psychographic segmentation has been successful used in such areas as product introduction, product repositioning and targeted direct mail campaigns.


Demographics Data

Demographics Data by Demographics for approximately 60 US metropolitan areas: population distribution and percentages by gender, age, household income, education, marital status, race, ethnicity, full-time employment and home ownership.


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