PORSCHE
Q#1: Analyze the buyer’s decision process of
traditional PORSCHE customer?
ANS: The buyer’s decision process of traditiona...
NEED
RECOGNITION
INFORMATION
SEARCH
EVALUATE
ALTERNATIVES
PURCHASE DECISION
PROCESS
POST PURCHASE PROCESS
• They don’t have need, but their desire drives them to
go for PORSCHE.
• They are habitual users and they are aware about...
Q#2: Contrast the traditional PORSCHE customer
decision process to the decision process for a Cayenne or
a Panamera custom...
 The customer decision process of Cayenne or Panamera are quite
different from traditional PORSCHE customers because:
 C...
Q#3: Which concept from the chapter explains why
PORSCHE sold so many lower-priced models in 1970’s and
1980’s?
ANS: PORSC...
Q#4: Explain positive and negative attitude towards a brand
like PORSCHE develop. How might PORSCHE change
consumer attitu...
• When PORSCHE expanded its targeting strategy, then
premium class and loyal customers started to feel less
reputative and...
Q#5: What role does PORSCHE brand play in the
self-concept of its buyers?
ANS: The brand PORSCHE plays a vital role in the...
LEARNING AS A MARKETING MANAGER:
• Using marketing concepts to its fullest mean to achieve
good results.
• Realize that b...
Porsche final
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Porsche final

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Porsche final

  1. 1. PORSCHE
  2. 2. Q#1: Analyze the buyer’s decision process of traditional PORSCHE customer? ANS: The buyer’s decision process of traditional PORSCHE customer is: o They donot follow the all the steps of “Decision Making Process”. o They jumps directly on the “PURCHASE DECISION PROCESS” and then follow the POST PURCHASE PROCESS”.
  3. 3. NEED RECOGNITION INFORMATION SEARCH EVALUATE ALTERNATIVES PURCHASE DECISION PROCESS POST PURCHASE PROCESS
  4. 4. • They don’t have need, but their desire drives them to go for PORSCHE. • They are habitual users and they are aware about the uniqeness and innovativeness. • These are usually financially suceesful and brand concious people who only have concern with satisfaction, value and pleasure and they only buy those vehicles which suits them best. • After purchasing, they only think that what decision they had made is fulfilling their desires.
  5. 5. Q#2: Contrast the traditional PORSCHE customer decision process to the decision process for a Cayenne or a Panamera customer. ANS: oTraditional PORSCHE model: Having usually two doors and slow in speed. oCayenne: five doors mid sized luxury car but SUV(sports utility vehicles). oPanamera: five doors full size luxury car with fastback.
  6. 6.  The customer decision process of Cayenne or Panamera are quite different from traditional PORSCHE customers because:  Cayenne and Panamera are two new cars for them and they had never experience these two models of PORSCHE before so they have to follow: DECISION MAKING PROCES ADOPTION PROCESS NEED RECOGNITION DEVELOP INTEREST INFORMATION SEARCH AWARENES EVALUATION OF ALTERNATIVES EVALUATE INFORMATION PURCHASE DECISION TRIAL ADOPT
  7. 7. Q#3: Which concept from the chapter explains why PORSCHE sold so many lower-priced models in 1970’s and 1980’s? ANS: PORSCHE lowered the price as well as change the design of it models during 1970’s and 1980’s because: Director of PORSCHE analyzed that there was need to serve large amount of people(micro environment to macro environment) for economic security. PORSCHE senior management was feeling insecure about there long term survival and business promotion. Loyal customers of PORSCHE were not enough to increase the growth of company. In future, if PORSCHE carry the same strategy then PORSCHE would have face failures because its competitors would go far ahead of PORSCHE.
  8. 8. Q#4: Explain positive and negative attitude towards a brand like PORSCHE develop. How might PORSCHE change consumer attitude toward the brand? ANS:“SOCIAL FACTORS” plays a very important role in creating positive and neegative attitude in people towards PORSCHE. POSITIVE ATTITUDE: Elite class people were buying luxurious PORSCHE models which seperates them from lower and middle class people and provide them elegant and honourable status among others and they were happy that PORSCHE is distinguishing them from others.
  9. 9. • When PORSCHE expanded its targeting strategy, then premium class and loyal customers started to feel less reputative and degraded because they saw common people purchasing the same brand and this was the time when negative impression of PORSCHE was created. • People who cannot afford PORSCHE cars claimed that PORSCHE is dividing people in to different groups in terms of money. • PORSCHE change customers attitude towards its brand by retaining and launching exclusive and expensive cars, which cleared that PORSCHE cars were only for wealthiest segments and that was for regaining the trust of loyal customers. PORSCHE
  10. 10. Q#5: What role does PORSCHE brand play in the self-concept of its buyers? ANS: The brand PORSCHE plays a vital role in the self concept and self image of its buyers by: •Producing the unique and stylish vehicles. •Creating special group of customers. •Focusing more on appearance and performance. •Maintaining the highest level of exclusiveness. •Creating a high social status. •Reinforce the feeling of success and pride.
  11. 11. LEARNING AS A MARKETING MANAGER: • Using marketing concepts to its fullest mean to achieve good results. • Realize that brand image is very important thing. • Give importance(value and satisfaction) to customers to float for long term. Customers are most profitable assests. • Using the 4p’s of marketing to get benefits as well as increase growth rate. • Dividing and targeting the best segment according to our product to achieve maximum profit. • Expand targeting strategy by attractively positioning and differentiating product. • Never give a break to business when face failures but try to come up with more potential to regain the trust of customers.
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