Interactive services: how to identify and target the new markets

Abstract

Suggests that the development of new interactive service is stimulating the global convergence of the telecommunications, computer and media markets, creating an integrated industry, but there is some doubt about customer demand and how to approach it. Presents a study which contributes to the discourse on segmentation with a view to targeting. Tests the hypothesis that there is a relationship between the early adoption of previous technological innovations introduced over the past 15‐20 years and the predisposition to use new interactive services. The results of a small scale survey did not lend full support to this hypothesis; associations were established only in a small number of pairs of innovations. There were, however, significant subsegments within the sample which were positively predisposed to using education services, travel, news/information and video‐on‐demand through the new interactive technologies. Within the evidence examined, it could not be established that early adopters of communications and computer products are necessarily a starting target market for emerging technologies. Concludes that exploitation of interactive services requires recognition of the likely existence of differentiated market segments and thus the crafting of focused marketing strategies for different service packages.