from Wall Street Journal –
Dunkin’ Donuts last year paid dozens of faithful customers in Phoenix, Chicago and Charlotte, N.C., $100 a week to buy coffee at Starbucks instead. At the same time, the no-frills coffee chain paid Starbucks customers to make the opposite switch.
When it later debriefed the two groups, Dunkin’ says it found them so polarized that company researchers dubbed them “tribes” — each of whom loathed the very things that made the other tribe loyal to their coffee shop. Dunkin’ fans viewed Starbucks as pretentious and trendy, while Starbucks loyalists saw Dunkin’ as austere and unoriginal.
Early research showed consumers wanted nicer stores, but revealed a potential problem: the loyal Dunkin’ tribe was bewildered and turned off by the atmosphere at Starbucks. They groused that crowds of laptop users made it difficult to find a seat, Dunkin’ says. They didn’t like Starbucks’ “tall,” “grande” and “venti” lingo for small, medium and large coffees. And, Dunkin’ says, they couldn’t understand why anyone would pay as much as $4 for a cup of coffee.
“It was almost as though they were a group of Martians talking about a group of Earthlings,” says Justin Holloway, an executive vice president at Hill, Holliday, Connors, Cosmopulos Inc., the advertising agency that helped Dunkin’ with its research. One customer told researchers that lingering in a Starbucks felt like “celebrating Christmas with people you don’t know.” Continue reading “Dunkin’ Donuts Tribe vs. Starbucks Tribe”