マーケティング
公開日:2016.04.19

今から始めるWEBマーケティング⑤リサーチで顧客の心の傾向を理解する(前編)

マーケティングの世界では、リサーチはとても大切なものとして位置付けられています。社会や市場の状況、顧客の心を知らずして、買い手と売り手双方が満足する取引などあり得ないからです。今日は、現在の社会における顧客の心の傾向を知る手段の一つ、アンケートについて話します。

顧客の自己実現を目指すマーケティング4.0

世界中のマーケティングの学校で教科書としても使われる「マーケティング・マネジメント」を執筆・刷新しているフィリップ・コトラー氏は、2014年に「マーケティング4.0」を提唱しました。マーケティングはひとつの理論として確立した後、同じ形に留まる事なく社会の変化と共に進化を続けています。

マーケティング1.0は、製品中心主義、良い物良いサービスをハイコストパフォーマンスで販売すれば売れるというもので、1980年代頃まで主流だった考え方です。但し、特殊な病気の特効薬など競合が少なかったり存在しない商品やサービスについては、現在でも当てはまります。

マーケティング2.0は、日本では1980代に入って主流になり始めた手法です。顧客のニーズを調査し、競合他社との差別化を図るという考え方で、今でも多くの企業がこのやり方でマーケティングを行っていますね。競合数の多い業界では差別化の競争が激しくなり、その効果も出にくくなってきて、企業の疲弊が問題となっています。このような競争の激しい市場に身を置いている企業は、場合によっては自社の存在意義を改めて見直し、ターゲット市場の変更も視野に入れてみても良いのかもしれません。

例えば、かつてWALKMANで一世を風靡したSONYはi-Podにその座を奪われました。が、i-Podは音質があまり良くない。その後、SONYは元々はレコードのアナログ音源をデジタルで忠実に再現する音質マニア向けの技術を応用して高音質のハイレゾ製品を生み出し、高い音質を求めていた人々の心を引き戻しました。i-Podとハイレゾ製品は同じオーディオ機器ですがターゲット層が異なり、これまでになかった市場を生み出したり、ニッチであった市場を拡大したりしています。差別化の競争に疲れてしまったら思い切って、新たな市場を作り出してみる、というのもありですね。

マーケティング3.0商品に、企業の精神性を付加価値として提供するという考え方です。エコロジカルな企業、フェアトレード製品などの公平さを感じさせる商品など、商品やサービスそのものだけでなく、その商品を提供する企業の環境や社会への配慮を付加価値として提供するものです。顧客は商品を購入する事によって、企業のエコロジカルな精神、社会への貢献性を身に纏います。マーケティング3.0の適用に適した社会というのは、既に物が充分に行き渡り消費者の意識が高くなった社会であり、経済が発展途上にある社会に適用するのは早いという事になるようです。

そして、マーケティング4.0は自己実現のマーケティングと呼ばれています。自己実現という言葉は、マズローの欲求の5段階説の最上位の欲求、自己実現への欲求がモデルとなっていて、商品やサービスの提供が顧客の自己実現に繋がる、というものです。

女性社会・高齢化社会で自己実現を体現した例が30分フィットネスで有名なフィットネスクラブの「カーブス」。日本では40代~60代の女性が中心で、日本全国で1,400店舗、会員数は60万人以上と伸び悩むフィットネスクラブとしては驚異の数字です。健康を維持し、美容を意識し、ストイックな筋トレや運動は嫌と言う女性に人気で市場シェアを伸ばしました。しかし根本には「女性の自己実現」をサポートするために、男性客もスタッフも一切居なく、徹底的にマーケティングされています。

アウトドア製品で有名なスノーピークは高品質な商品で大人気で、熱狂的なファンが多いことでも取り上げられます。スノーピーク愛好家の中では自らのことを「スノーピーカー」と呼び、商品好きを飛び越えて、「その商品を使っている自分を理想的な自分(自分が好きな自分)」まで想いを昇華させています。スノーピークはFacebookなどのSNSでも、ユーザーと活発なコミュニケーションを展開し、承認欲求を満たし、ユーザーとの関係性構築に重きを置いていることも注目すべき点です。

他にも熱狂的なファンを持つラーメン二郎ファンは、自らのことを「ジロリアン」呼び、熱狂的な広島カープファンは「カープ女子」、オリックスバファローズの「オリ姫」、関ジャニ∞の「エイター」フェラーリの「フェラリスタ」、スバルの「スバリスト」、アルファロメオの「アルフィスト」などその商品、そのサービスのファンであることで自己実現を求め、体現しています。そして提供者側は消費者(顧客)と様々な方法で関係性構築に重点を起き、他のサービスには目もくれない程のファンの構築に成功しています。

一昔前までは良い商品さえ作れば・・と言う時代でした。しかしこのような形で発展してきたマーケティングでは、製品主体のマーケティングから次第に顧客の心に寄り添うマーケティングへと変容しつつある事が見て取れます。つまり、顧客の心を知らずにマーケティングを行う事は出来なくなってくる、そんな時代に入りつつあると言う事です。

我々の業界でも良いシステム、良いコンテンツさえ作れば売上げが上がるというのは妄想でしか無くなってきました。顧客の求める本質「自己実現という結果」を如何にして、一緒に目指せるかという所がこれからのビジネスのポイントのようです。

長くなりますので、続きは次回に。

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執筆者:藤 勝行 (http://xlab.co.jp)

4年間経営した会社を倒産後、再度起業したインターネット広告代理店(エックスラボ)を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。

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