Toyota’s most popular car in North America is the inexpensive Camry, the car targeted at the lower end of the market. Based on informal information from sales records and competitor sales, Toyota executives, especially CEO Toyoda, perceived a need to move into the luxury car market. The people who for years bought Camrys were moving up in life and wanting more expensive cars, such as the BMW, Mercedes, Porsche, and Cadillac.
To fully define the decision requirements, Toyota dispatched 20 designers to the United States to study what customers wanted. They visited dealers, buttonholed car buyers, and organized focus groups. They learned that the need was for a luxury car that would suit younger buyers who wanted to buy European cars but could not yet afford them. Because the United States was the major market, a small team stayed in California designing clay models. In the meantime, the U.S. subsidiary, Toyota Motor Sales USA Inc., staged expensive consumer research and discovered that the average sales prospect was a 43-year-old male with a household income of $100,000.…
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