Info

O Escalade % Escalade ESV Hi Hummer H1 (¡J Hummer H2 ® Infiniti QX56 (¡j) Range Rover 0 Lexus LX470 Q Navigator dk Land Cruiser

Luxury

Performance

Orientation

The location of each circle shows where consumers position a brand on two dimensions: price and luxury-performance orientation. The size of each circle indicates the brand's relative market share in the segment. Thus, Toyota's Land Cruiser is a niche brand that is perceived to be relatively affordable and more performance oriented.

Starbuck Coffee Cruiser

Differentiation and positioning: Starbucks is strongly positioned as a sort of highbrow "third place"; Dunkin' has a decidedly more low-brow, "everyman" kind of positioning. Dunkin is "not going after the Starbucks coffee snob," it's "going after the average Joe."

atmosphere at Starbucks. They groused that crowds of laptop users made it difficult to find a seat. They didn't like Starbucks' "tall," "grande," and "venti" lingo for small, medium, and large coffees. And they couldn't understand why anyone would pay so much for a cup of coffee. "It was almost as though they were a group of Martians talking about a group of Earthlings," says an executive from Dunkin's ad agency. The Starbucks customers that Dunkin' paid to switch were equally uneasy in Dunkin' shops. "The Starbucks people couldn't bear that they weren't special anymore," says the ad executive.

Such opposing opinions aren't surprising, given the differences in the two stores' customers. Dunkin's customers include more middle-income blue- and white-collar workers across all age, race, and income demographics. By contrast, Starbucks targets a higher-income, more professional group. But Dunkin' researchers concluded that it wasn't income that set the two tribes apart, as much as an ideal: Dunkin' tribe members want to be part of a crowd, whereas members of the Starbucks tribe want to stand out as individuals. "You could open a Dunkin' Donuts right next to Starbucks and get two completely different types of consumers," says one retailing expert.

Based on such findings, Dunkin' executives have made dozens of store-redesign decisions, big and small, ranging from where to

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