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Your instructor can customize the simulation scenario. The information below is specific to your industry.
Drift Rates
Each year, the segments drift the length of the hypotenuse of the triangle formed by customers'
desire for smaller and faster products.
Table 1 Segment Circle Drift Rates: Every year, customers
demand increased performance (Pfmn) and decreased size.
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Segment Centers
Table 2 Segment Centers at the End of Each Round: As shown in the Perceptual
Map Form above, size is on the vertical axis and performance (Pfmn) is on the
horizontal axis.
Traditional Low End High End Performance Size
Round Pfmn Size Pfmn Size Pfmn Size Pfmn Size Pfmn Size
0
5.0
15.0 2.5 17.5 7.5 12.5 8.0
17.0 3.0 12.0
1
5.7
14.3 3.0 17.0 8.4 11.6 9.0
16.3 3.7 11.0
2
6.4
13.6 3.5 16.5 9.3 10.7 10.0 15.6 4.4 10.0
3
7.1
12.9 4.0 16.0 10.2 9.8 11.0 14.9 5.1 9.0
4
7.8
12.2 4.5 15.5 11.1 8.9 12.0 14.2 5.8 8.0
5
8.5
11.5 5.0 15.0 12.0 8.0 13.0 13.5 6.5 7.0
6
9.2
10.8 5.5 14.5 12.9 7.1 14.0 12.8 7.2 6.0
7
9.9
10.1 6.0 14.0 13.8 6.2 15.0 12.1 7.9 5.0
8
10.6 9.4 6.5 13.5 14.7 5.3 16.0 11.4 8.6 4.0
The information in Table 2 reflects the segment centers at the end of the round. Therefore, the
Round 0 positions can be seen as the Round 1 starting positions, Round 2 positions can be seen as
the Round 3 starting position, etc. Each month during the simulation year, the segment drifts 1/12th
of the distance from the starting position to the ending position.
Ideal Spots
Table 3 Ideal Spot Offsets:
Customers prefer products
located this distance from
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The buying criteria for each segment, in order of importance, are displayed below. Positioning and
Age score information also display. Passing your cursor over an image will enlarge it. See Chapter 3
of the Team Member Guide for explanations of Positioning, Age, Price and MTBF scores.
3.1 Traditional Segment Buying Criteria (Round 0)
Traditional customers seek proven products at a modest price.
Age, 2 years importance: 47%
Price, $20.00-$30.00 importance: 23%
Ideal Position, performance 5.0 size 15.0 importance: 21%
MTBF, 14,000-19,000 importance: 9%
Industry Conditions Figure 3.1: Traditional Buying Criteria
Traditional customers give higher position scores to sensors located in the center of the
segment circle.
Low End customers prefer inexpensive sensors with slower performance and larger size.
Low End customers give higher scores to sensors in the 7 year range.
3.3 High End Segment Buying Criteria (Round 0)
High End customers seek cutting-edge technology in size/performance and new designs.
Ideal Position, performance 8.9 size 11.1 importance: 43%
Age, 0 years importance: 29%
MTBF, 20,000-25,000 importance: 19%
Price, $30.00-$40.00 importance: 9%
Industry Conditions Figure 3.3 High End Buying Criteria
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High End customers demand cutting edge sensors with high performance and small size.
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