マーケティング
公開日:2017.05.24

頭文字から分かるマーケティング分析手法

ビジネスしている以上、そして効果を出したいのであれば、避けては通れない「調査」や「分析」。
webマーケティングを実際に始める前にはもちろん、始めてからも何らかの「調査」や「分析」をして、マーケティング戦略を立て実践していきます。マーケティングにはたくさんの指標があり、専門のマーケティング用語も難しいので、一体何を分析したらいいのか、よく聞くけど具体的にどういうものか分からないといったことも多いのではないでしょうか。分析手法は、頭文字を取って名称を付けられていことが多くあります。横文字が並んでいるだけでは難しく感じると思いますが、その内容がどんな内容なのか、そしてその頭文字を理解することで、理解できるようになるでしょう。

 

3C分析

・Customer・・・市場・顧客
・Competitor・・・競合
・Company・・・自社

上記の頭文字を取って「3C分析」と呼ばれます。立てた目標を達成するために何をしたら目標達成ができるのかということを特定するために使われるのが3C分析というフレームワークです。
3C分析は、企業レベル、事業レベル、商品ごとなど、さまざまなレベルで使われます。

まずは、市場・顧客の分析からとりかかります。自分のビジネスの市場規模がどのくらいなのか、顧客のニーズはどのくらいあるのかなど知らなければ、自社の強みや弱みも知ることすらできません。どのように市場や顧客の動向が変化しているかという部分も重要ですので、定期的に市場・顧客の分析をするようにしましょう。
次に競合分析をします。競合はどのような強みがあるのか、価格などを調査します。市場の変化に対してどのように対応しているかを知る事も重要です。
最後に自社分析です。市場・顧客分析と競合分析をした上で自社を比較することで、自社の強みや弱みを知り、販売戦略を立てることができます。

 

PEST分析

・Politics・・・政治的要因
・Economy・・・経済的要因
・Society・・・社会的要因
・Technology・・・技術的要因

3C 分析の市場環境をマクロ環境(外部環境)から読み解くために、このPEST 分析が使われます。PEST 分析は自社が制御することができない大きな環境を4つに分けて分析する方法です。法律の変更や株の動き、少子高齢化による影響などの社会的な外部要因は、自社の意向や努力だけではどうにもなりません。まずその外部要因が、自社にとってどのような影響が及ぶかということを把握し、自社にとって有利な展開に 持っていくためにどうすれば良いかというような戦略に役立ちます。

 

STP分析

・Segmentation・・・セグメンテーション
・Targeting・・・ターゲティング
・Positioning・・・ポジショニング

3つの頭文字をとり、STP分析と呼ばれています。自社商品の市場での立場や位置づけを把握することが目的です。STP分析は、環境分析で得られた情報をもとに顧客の絞り込みを行う手法です。市場全体の顧客をターゲットにするのではなく、セグメンテーション・ターゲティング・ポジショニングという観点からターゲットを絞り込むことで、自社の立場を明確にし最適な顧客を見つけ出すことができます。
セグメンテーションとは、市場を細分化するということです。地域、人、感情、行動に分け、効果的なユーザーにアプローチを行うために役立ちます。
ターゲティングは、市場規模や影響力など市場を構成するセグメントの中から、自社がビジネスを行うのに最もふさわしいターゲット市場を見つけ出します。
ポジショニングは、ターゲットとする市場における自社の立ち位置を明確にすることです。実際のマーケティング戦略に役立てます。

 

SWOT分析

・Strengths・・・強み
・Weaknesses・・・弱み
・Opportunities・・・機会
・Threats・・・脅威

SWOT分析は企業や事業の現状分析のための分析手法です。SWOTの要素は、事業の外部環境と内部環境に分けられます。SWOT分析とは、強み、弱み、機会、脅威という視点から市場環境を分析する手法です。マーケティング戦略を立てるにあたり、4つを組み合わせて分析することで、新しい機会や潜在的なリスクを発見することにつながります。現状分析にとどまらず、分析結果から仮説を立てていきます。

 

4P分析

・Product・・・製品
・Price・・・価格
・Place・・・流通
・Promotion・・・販売促進・プロモーション

4P分析とは、基本的なマーケティング内容を決めるために活用する手法です。ポイントとしては一つ一つの単体ではなく、4つのPのバランスが大事であるということです。単体でみると良くてもバランスが悪いとうまくきません。全体をみて矛盾があれば調整し、バランスを整えていきます。バランスを整えたら売上を上げるためのマーケティング戦略を立て、顧客獲得につなげます。

 

まとめ

頭文字を取ったマーケティング分析手法の内容を理解していただけたでしょうか?

商品やサービスを購入・申し込みしてもらうための戦略を立てる前には、上記のように自社を取り巻く環境や現状の分析が必要となります。そして、環境は常に変化します。その都度、次のような分析をすることで変化に対応した戦略を取ることができるでしょう。

分析には、それぞれ時間や手間がかかります。しかし「調査をせずに市場参入を試みるのは、目が見えないのに市場に参入しようとするものだ」というフィリップ・コトラー氏名言があるほど調査・分析することは重要です。良い分析ができるようになるには実践あるのみです。ビジネスの成功のためにぜひ取り組んでください。

 

執筆者:才田 真未 (https://woman.xlab-online.com)

前職はウエディングプランナー。現在は、2人の育児をしながらリスティング広告、Facebook広告などのweb広告運用やセミナーを開催。多角的視点から考える広告運用やマーケティング情報をお届けします。

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