1. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1

2. Why Is Marketing Important? © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1 1. 2

3. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Marketing Defined Marketing is defined as an exchange between a firm and its customers. 3

4. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. What We Can Market 4

5. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Orientations Product/Production Orientation Sales Orientation Customer Orientation 5

6. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Who is Responsible for Marketing? Marketing and Customer Satisfaction is Everyone’s Responsibility Marketing should permeate the firm Accounting/Finance Sales Research and Development 6

7. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Measuring Marketing Success Chief Marketing Officers (CMO) should quantify results when possible Sometimes the effectiveness of marketing programs is easy to quantify However, sometimes the effectiveness is not easy to quantify Ex. advertising effectiveness is difficult to measure because great advertising is geared toward long-term brand building not short- term results 7

8. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Marketing Management Framework The 5Cs, STP and the 4Ps constitute the marketing management framework 8

9. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. The 5 Cs of Situational Analysis Company Customer Competitor Collaborators Context 9

10. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. STP Segmenting Target Position 10

11. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. 4 Ps Product Price Place Promotion 11

12. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Considerations The situation facing the company changes over time Firm must consistently monitor the 5 Cs 5 Cs, STP and 4 Ps are interdependent Marketers must understand the interdependencies 12

13. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Book Layout Each chapter covers the “What,” “Why,” and “How.” 13

14. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Managerial Recap Marketing can make customers happier, and companies more profitable. Marketing is about trying to find out what customers would like, providing it to them, and doing so profitably. Marketing facilitates a relationship between customers and a company. 14

15. © 2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part. 1. Managerial Recap Just about anything can be marketed. The marketing management framework—5Cs, STP, 4Ps—will structure the book. If you can remain customer-centric, you’ll be five steps ahead of the competition. 15