MBA 5206 MARKETING MANAGEMENT
Chapter 1:
Defining Marketing for the 21st
Century
Khondaker Sazzadul Karim, Associate Professor, Marketing
We will address the following questions:
■ What are the tasks of marketing?
■ What are the major concepts and tools of
marketing?
■ What orientations do companies exhibit in the
marketplace?
■ How are companies and marketers responding
to the new challenges?
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What is Marketing?
Marketing is an organizational function
and a set of processes for creating,
communicating, and delivering value
to customers and for managing
customer relationships
in ways that benefit the
organization and its stakeholders.
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Core Marketing Concepts
• Target markets and segmentation
• Marketplace, marketspace, and metamarket
• Marketers and prospects
• Needs, wants, and demands
• Product, offering, and brand
• Value and satisfaction
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Core Marketing Concepts
Market segmentation :They identify and profile distinct
groups of buyers who might prefer or require varying
products and marketing mixes.
Market segments can be identified by examining demographic,
psychographic, and behavioral differences among buyers.
A market offering: The offering is positioned in the
minds of the target buyers as delivering some central
benefit (s).
For example, Volvo develops its cars for the target market of
buyers; for whom automobile “safety” is a major concern.
Volvo, therefore, positions its car as the “safest” a customer
can
buy.
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Core Marketing Concepts
The metamarket, a concept proposed by Mohan
Sawhney, describes a cluster of complementary
products and services that are closely related in the
minds of consumers but are spread across a diverse
set of industries.
The automobile meta-market consists of automobile
manufacturers, new and used car dealers, financing
companies, insurance companies, mechanics, spare parts
dealers, service shops, auto magazines, classified auto ads in
newspapers, and auto sites on the Internet.
Car buyers can get involved in many parts of this
metamarket.
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Needs, Wants, and Demands
Needs describe basic human requirements such
as food, air, water, clothing, and shelter.
People also have strong needs for recreation, education, and
entertainment.
These needs become wants when they are directed to
specific objects that might satisfy the need.
American needs food but wants a hamburger, French fries, and a
soft drink. A person in Mauritius needs food but wants a mango,
rice, lentils, and beans.
Clearly, wants are shaped by one’s society.
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Customer Needs
Examples of Different Types of Needs:
• Stated Needs e.g. wanting an inexpensive car
• Real Needs e.g. ..with low operating costs
• Unstated Needs e.g. expects good after-sales
service
• Delight Needs e.g. would like a gift with the car
• Secret Needs e.g. wants to be seen by friends as
Toyota publica or EE 90.
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Customer Needs
A distinction needs to be drawn between responsive
marketing, anticipative marketing ,and creative
marketing.
• A responsive marketer finds a stated need and fills it,
• An anticipative marketer looks ahead to the needs
that customers may have in the near future.
• A creative marketer discovers and produces
solutions that customers did not ask for, but to which
they enthusiastically respond.
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Needs, Wants, and Demands
Demands are wants for specific products backed by an
ability to pay.
Many people want a Mercedes; only a few are able and
willing to buy one.
Companies must measure not only how many people
want their product, but also how many would actually
be willing and able to buy it.
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Product, Offering and Brand
People satisfy their needs and wants with products.
A product is any offering that can satisfy a need or
want, such as one of the 10 basic offerings of
goods, services, experiences, events, persons,
places, properties, organizations, information, and
ideas.
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Value and Satisfaction
Value as a ratio between what the customer gets
and what he gives.
The marketer can increase the value of the
customer offering by:
(1) raising benefits,
(2) reducing costs,
(3) raising benefits and reducing costs,
(4) raising benefits by more than the raise in costs, or
(5) lowering benefits by less than the reduction in costs.
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Value and Satisfaction
A customer choosing between two value offerings, V1
and V2, will examine the ratio V1/V2 =?
She will favor V1 if the ratio is larger than 1; she will
favor V2 if the ratio is smaller than 1; and she will be
indifferent if the ratio equals 1.
The customer gets benefits and assumes costs, as
shown in this equation:
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Core Marketing Concepts
• Exchange and transactions
• Relationships and networks
• Marketing channels
• Supply chain
• Competition
• Marketing program
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Exchange and Transactions
Exchange involves obtaining a desired product from
someone by offering something in return.
For exchange potential to exist, five conditions must be
satisfied:
1. There are at least two parties.
2. Each party has something that might be of value to
the other party.
3. Each party is capable of communication and delivery.
4. Each party is free to accept or reject the exchange
offer.
5. Each party believes it is appropriate or desirable to
deal with the other party.
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Exchange and Transactions
A transaction involves at least two things of value,
agreed-upon conditions, a time of agreement, and a
place of agreement.
Usually a legal system exists to support and enforce
compliance among transactors.
Transaction marketing is part of a larger idea called
relationship marketing.
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Relationship and Networks
Relationship marketing aims to build long-term
mutually satisfying relations with key parties—
customers, suppliers, distributors—in order to earn and
retain their long-term preference and business.
A marketing network consists of the company and its
supporting stakeholders (customers, employees,
suppliers, distributors, university scientists, and
others) with whom it has built mutually profitable
business relationships.
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Marketing Channels
To reach a target market, the marketer uses three kinds of
marketing channels.
1. Communication channels deliver messages to and
receive messages from target buyers.
They include newspapers, magazines, radio, television, mail,
telephone, billboards, posters, fliers, CDs, audiotapes, and the
Internet.
Communications are conveyed by facial
expressions and clothing, the look of retail stores,
and many other media.
Dialogue channels (e-mail and toll-free numbers) to
counterbalance the more normal monologue channels
(such as ads).
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Marketing Channels
2. Distribution channels to display or deliver the
physical product or service (s) to the buyer or user,
which include warehouses, transportation vehicles,
and various trade channels such as distributors,
wholesalers, and retailers.
3. Selling channels to effect transactions with potential
buyers. Selling channels include not only the
distributors and retailers but also the banks and
insurance companies that facilitate transactions.
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Supply Chain
• Supply chain describes a longer channel stretching
from raw materials to components to final products
that are carried to final buyers.
For example, the supply chain for women’s purses starts with
hides, tanning operations, cutting operations, manufacturing,
and the marketing channels that bring products to customers.
This supply chain represents a value delivery system.
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Competition
Competition, a critical factor in marketing
management, includes all of the actual
and potential rival offerings and substitutes
that a buyer might consider.
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Competition
Four levels of competition, based on degree of product
substitutability:
1. Brand competition: A company sees its competitors
as other companies that offer similar products and
services to the same customers at similar prices.
Volkswagen might see its major competitors as Toyota,
Honda, and other manufacturers of medium price
automobiles, rather than Mercedes or Hyundai.
2. Industry competition: A company sees its
competitors as all companies that make the same
product or class of products.
Thus, Volkswagen would be competing against all other
car manufacturers.
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Competition
3. Form competition: A company sees its competitors
as all companies that manufacture products that
supply the same service.
Volkswagen would see itself competing against
manufacturers of all vehicles, such as motorcycles,
bicycles, and trucks.
4. Generic competition: A company sees its
competitors as all companies that compete for the
same consumer dollars.
Volkswagen would see itself competing with companies
that sell major consumer durables, foreign vacations,
and new homes.
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Marketing mix
Marketing mix is the set of marketing tools
that the firm uses to pursue its marketing objectives in
the target market.
As shown in Figure 1-3, McCarthy classified these tools
into four broad groups that he called the four Ps of
marketing: product, price, place, and promotion
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Figure 1.4 The Four P’s
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How Business and Marketing
are changing
• We can say with some confidence that the
marketplace isn’t what it used to be.
• It is changing radically as a result of major
societal forces such as technological advances,
globalization, and deregulation.
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How Business and Marketing
are changing
• The major forces that have created new
behaviors and challenges are:
• 1. Customers
– …increasingly expect higher quality and
service and some customization.
– They perceive fewer real product differences
and show less brand loyalty.
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How Business and Marketing
are changing
• 2. Brand manufacturers
– …are
facing
intense
domestic
and
resulting
in
foreign
rising
competition
brands,
promotion
from
which
costs
is
and
shrinking profit margins.
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How Business and Marketing
are changing
• 3.
Store-based retailers
– …are facing growing competition from catalog
houses; direct mail firms; home shopping TV;
and e-commerce on the Internet.
– As a result, they are experiencing shrinking
margins.
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Company responses and
adjustments
• Reengineering: From focusing on functional
departments to reorganizing by key processes, each
managed by multidiscipline teams.
• Outsourcing: From making everything inside the
company to buying more products from outside if they
can be obtained cheaper and better.
• E-commerce: From attracting customers to stores
and having salespeople call on offices to making
virtually all products available on the Internet.
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Company responses and
adjustments
• Business-to-business purchasing is growing fast on
the Internet, and personal selling can increasingly be
conducted electronically.
• Benchmarking: From relying on self-improvement to
studying world-class performers and adopting best
practices.
• Alliances: From trying to win alone to forming
networks of partner firms.
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Company responses and
adjustments
• Partner–suppliers: From using many suppliers to
using fewer but more reliable suppliers who work
closely in a “partnership” relationship with the
company.
• Market-centered: From organizing by products to
organizing by market segment.
• Global and local: From being local to being both
global and local.
• Decentralized: From being managed from the top to
encouraging more initiative and “intrepreneurship” at
the local level.
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Marketer responses and
adjustments
• Relationship marketing: From focusing on
transactions to building long-term, profitable customer
relationships.
Companies focus on their most profitable customers, products,
and channels.
• Customer lifetime value: From making a profit on
each sale to making profits by managing customer
lifetime value.
Some companies offer to deliver a constantly needed product on
a regular basis at a lower price per unit because they will enjoy
the customer’s business for a longer period.
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Marketer responses and
adjustments
• Customer share: From a focus on gaining market
share to a focus on building customer share.
Companies build customer share by offering a larger variety of
goods to their existing customers and by training employees in
cross-selling and up-selling.
• Target marketing: From selling to everyone to trying
to be the best firm serving well defined target markets.
Target marketing is being facilitated by the proliferation of specialinterest magazines, TV channels, and Internet newsgroups.
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Marketer responses and
adjustments
• Individualization: From selling the same offer in the
same way to everyone in the target market to
individualizing and customizing messages and
offerings.
• Customer database: From collecting sales data to
building a data warehouse of information about
individual customers’ purchases, preferences,
demographics, and profitability.
Companies can “data-mine” their proprietary databases to detect
different customer need clusters and make differentiated
offerings to each cluster.
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Marketer responses and
adjustments
• Integrated marketing communications: From
reliance on one communication tool such as
advertising to blending several tools to deliver a
consistent brand image to customers at every brand
contact.
• Channels as partners: From thinking of
intermediaries as customers to treating them as
partners in delivering value to final customers.
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Marketer responses and
adjustments
• Every employee a marketer: From thinking that
marketing is done only by marketing, sales, and
customer support personnel to recognizing that every
employee must be customer-focused.
• Model-based decision making: From making
decisions on intuition or slim data to basing decisions
on models and facts on how the marketplace works.
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End of the Chapter
Thanks!