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Individual vs. Account-based Segmentation

Posted by: Chris Claeys on 9/17/2018

When conducting segmentation market research, we tend to generalize the experience to one with a focus on understanding prototypes of individuals within the marketplace.  This generalization is useful because companies are often concerned with developing a marketing mix that can apply to groups of individuals to encourage sales-force optimization. However, depending on the strategic applications of the research, this kind of approach may not always be appropriate.  For instance, when thinking about multi-faceted purchasing chains, a segmentation model centered on individuals is decidedly less useful. One alternative to the standard individual-based approach is an account-based segmentation model where the objective focus is to discover heterogeneous groups of accounts in the market.


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Tags: KJT Group | Market Research | New Product Development
Related Posts: Summer 2018

You’re Ready for Product Launch – Is the Market?

Posted by: Rebecca Hahn on 8/27/2018

Market research is a valuable tool to guide the strategic planning of a new product launch, supporting marketing, sales, and leadership efforts at your organization. Although market research activities are typically for internal use only, conducting studies for public release can help prime the market for your new product. Here's what you should consider when designing a study for public release!


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Tags: KJT Group | Market Research | New Product Development
Related Posts: Summer 2018

Win "The Price is Right" with Healthcare Payers

Posted by: Lynn Clement on 8/7/2018

Published by Quirk's Media on August 8th, 2018

Long gone are the days when intelligent, artful marketing messages delivered to targeted healthcare providers by a sales representative lead to the highly coveted, quickly rising uptake curve.  As drug costs continue to rise, Payers in the U.S. healthcare system are doing everything in their power to control plan costs through prior authorization and step edits, and restrict access to perceived “me too” products and line extensions. Here's what you need to keep in mind when conducting research with Payers ahead of your product launch.


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Tags: KJT Group | Market Research | New Product Development
Related Posts: Summer 2018