A model of marketing strategy (segmentation, targeting, and positioning) with the market development approach: The case of Iran’s leather industry

Subject Areas : Strategic planning

Hafez Mahfoozi ¹ , Niloofar Imankhan ² , Majid Fattahi ³

1 - Department of Bussiness Management, Sari Branch, Islamic Azad University, Sari, Iran
2 - Assistant Professor, Department of Business Management, Firuzkuh Branch, Islamic Azad University, Firuzkuh, Iran
3 - Department of Business Management, Sari Branch, Islamic Azad University

Received: 2023-12-10 Accepted : 2024-04-29 Published : 2024-09-30

Keywords: &quot, Iranian leather industry&quot, , &quot, market development marketing strategy&quot, , &quot, positioning&quot, . &quot, segmentation&quot, , &quot, targeting&quot, ,

Abstract :

This research aims to present a marketing strategy model (segmentation, targeting, and positioning) with the approach of developing an international market for Iran’s leather industry. The results can significantly contribute to market segmentation, targeting, and positioning in this industry for producers. The research method is mixed-methods in strategy, content analysis and exploratory factor analysis and exploratory in the goal of the qualitative phase. Experts were interviewed in the qualitative phase, for which 10 experts were sampled using the snowball technique. The results of the interviews were analyzed by content analysis. Finally, their coding resulted in 5 components and 24 indicators for segmentation, 3 components and 16 indicators for targeting, and 5 components and 19 indicators for positioning. The initial marketing strategy model was developed and presented by the market development approach. In the quantitative phase, the model was tested by a questionnaire. The statistical population in this phase was composed of experts in companies and traders in the leather industry. The sample size was estimated using Cochran’s formula and Morgan’s table. The data were collected with a questionnaire in which responses were provided to items on a seven-point Likert scale. The collected data were tested by SPSS and Amos. Based on the results, the components of segmentation included demographic, psychological-behavioral, geographical, economic, and political components, those of targeting included expertise in the market, expertise in product, and multinational market, and those of positioning included economic efficiency, distinguished designing, a distinguished mental image of stylish clothing, environmental friendliness, and halal.