Marketing Management Course Overview & Introduction
1 - 1 Agenda What is Marketing? Marketing Management Five Business Orientations The Marketing Concept Illustrations
1 - 2 What is Marketing? AMA definition of marketing: the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individuals, organizations, and society.
1 - 3 What is Marketing? Marketing is managing profitable customer relationships Attracting new customers Retaining and growing current customers “Marketing” is NOT synonymous with “sales” or “advertising”
1 - 4 What Can Be Marketed? GoodsServicesPlacesIdeasEventsPersonsPropertiesOrganizationsInformationExperiences What is being marketed in this ad?
1 - 5 Elements of a Modern Marketing System
1 - 6 Marketing Management Customer Management: Marketers select customers that can be served well and profitably. Demand Management: Marketers must deal with different demand states, ranging from no demand to too much demand (“demarketing”).
1 - 7 Marketing Management Production Concept Product Concept Selling Concept Marketing Concept Societal Marketing Concept Management Orientations
1 - 8 Production Concept Consumers will favor products that are widely available and low in cost Therefore: focus on production- and distribution- efficiencies When valid?
1 - 9 Product (technology) orientation Consumers will favor products that offer superior quality, performance & features Therefore: focus on R&D, NPD Problem?
Selling Orientation Push consumers into buying more Therefore: go for aggressive “hard-sell” approach Focus: selling, meeting sales targets/ quotas Problem?
Marketing Concept Key to achieving organizational goals is to determine the needs & wants of the target market(s) and to deliver the desired benefits more efficiently and effectively than the competition.
Figure 1-3: The Selling and Marketing Concepts Contrasted
Marketing Concept – 4 Pillars Customer focus Competitor focus Integrated company effort Goal-driven behavior
Customer Orientation Satisfy customer expectations It costs 5-10X MORE to attract a new customer than to keep one Lifetime value of the customer – Customer Equity
Competitor Orientation Direct Indirect – substitutes Sony PlayStation
Integrated Company Effort Closely coordinated within company with other functional areas and, ideally, with collaborators outside (e.g., suppliers, distributors).
Goal-Directed Behavior Behavior directed at achieving goals of the organization
Considerations Underlying the Societal Marketing Concept
Some Examples Amazon B & J Giordano
Strong sales, no or tiny profits Customer-driven to its core Each customer’s experience is unique Provides great selection, good value, discovery as well as convenience A true online community c Amazon