Services Marketing
«
Previous Chapter
Chapter 7 : Positioning and Differentiation of Services
Definition and Concept Positioning Strategies Value Chain in Services Differentiation Role of Positioning in Marketing Strategy
Steps in Developing a Positioning strategy
Determining Levels of Positioning Identification of Attributes Location of Attributes on Positioning Map Evaluating Positioning Options Implementing the Position
Chapter Summary
After the logical step of segmenting and targeting the
market, a company should position itself in the minds of customers for its
unique attributes, as compared to its competitors. Positioning a service is
difficult as compared to products because services are intangible in nature.
However, a company should identify a competitive position for itself in the
market, by differentiating itself from the competitors.
Further, a company should add value to its services by improving either its
primary activities which consist of inbound logistics, operations, outbound
logistics, marketing and sales, and service or its support activities which
include the procurement processes, infrastructure of a firm, its human
resource management, and the technology development.
These interdependent and interrelated activities, together contribute to the
margin that the company aims to earn. This concept of a value chain has
helped organizations identify their core and non-core activities so that
some of them can be outsourced. The firm's strengths help the firm gain
either a cost advantage or a differential advantage over its competitors.
To gain a competitive advantage, a company should differentiate itself from
its competitors based on the attributes that are important, distinct,
communicable, superior, preemptive, affordable and profitable to the
customers. Further, companies should understand the importance of
positioning in developing a marketing strategy and its influence on the
profit margins of a particular company.
This understanding will help a firm in framing a suitable positioning
strategy. As part of the positioning strategy, a company should first
determine the levels of positioning it wants to occupy in the market,
identify the attributes that are important to the target market, and locate
these attributes on the positioning map in relation to its customers.
Further, it should evaluate the positioning options available and decide if
it wants to position itself against its competitor, or occupy a unique
position in the market, or reposition itself. Last, it should opt for a good
implementation strategy that clearly communicates the desired position to
its customers.
Next Chapter
»
|
|