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Positioning: The Essence of Marketing Strategy

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This note follows the development of a positioning statement for a target market. The exercise includes determining the relevant point of reference (market definition, product category, competitive set) and associated points of parity, the point of difference, and why customers should believe the product or service can deliver on the desired positioning. The appendix contains a description of perceptual mapping, a tool that is often used when making positioning decisions.
Case Number: M-0754
Author: Moore, Marian Chapman
Helstein, Richard
Type: Technical Note
Length: 10 pages.
Learning Objectives: Understand the critical role of positioning in marketing strategy Learn the elements of a positioning statement
Category: Marketing:Branding Strategy
Marketing:Consumer Marketing
Marketing:Market Segmentation
Marketing:Marketing Strategy & Planning
Marketing:Product Management & New Products
Version: 2.0
Published: 03/16/09
Revision Date: 04/24/15
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