050121 Principles of Marketing Suwattana Sawatasuk WHAT IS

  • Slides: 33
Download presentation
050121 Principles of Marketing Suwattana Sawatasuk

050121 Principles of Marketing Suwattana Sawatasuk

WHAT IS MARKETING?

WHAT IS MARKETING?

What is Marketing? • The process by which companies create value for customers and

What is Marketing? • The process by which companies create value for customers and build strong customer relationships in order to capture value from customer in return.

Marketing Process Capture value from customers in return Create value for customers and build

Marketing Process Capture value from customers in return Create value for customers and build customer relationships Understand the marketplace & customer needs & want 1 Design a customerdriven marketing strategy 2 Construct an integrated marketing program that deliver superior value 3 Build profitable relationships and create customer delight Capture value from customers to create profits and customer equity 4 5

UNDERSTANDING THE MARKETPLACE AND CUSTOMER NEEDS

UNDERSTANDING THE MARKETPLACE AND CUSTOMER NEEDS

CUSTOMER NEEDS, WANTS, AND DEMANDS = ?

CUSTOMER NEEDS, WANTS, AND DEMANDS = ?

Customer Needs, Wants, and Demands • Needs = States of felt deprivation ØBasic physical

Customer Needs, Wants, and Demands • Needs = States of felt deprivation ØBasic physical needs for food, clothing, warmth, and safety ØSocial needs for belonging and affection ØIndividual needs for knowledge and selfexpression

Customer Needs, Wants, and Demands • Wants = The form human needs take as

Customer Needs, Wants, and Demands • Wants = The form human needs take as shaped by culture and individual personality – Dandy needs food but wants to eat sushi at Fuji Restaurant. • When human wants are backed by buying power, wants become demands of products with benefits that add up to the most value & satisfaction.

Market Offerings–Products, Services, and Experiences • Market offering = some combination of products, services,

Market Offerings–Products, Services, and Experiences • Market offering = some combination of products, services, information, or experiences offered to a market to satisfy a need or want

Marketing Management • The art and science of choosing target markets and building profitable

Marketing Management • The art and science of choosing target markets and building profitable relationships with them • There are 5 alternative concepts under which organizations design and carry out their marketing strategies: Øthe production, product, selling, marketing, and societal marketing concepts.

I. Production Concept • The idea that consumers will favor products that are available

I. Production Concept • The idea that consumers will favor products that are available and that the organization should therefore focus on improving production and distribution efficiency.

II. Product Concept • The idea that consumers will favor products that offer the

II. Product Concept • The idea that consumers will favor products that offer the most quality, performance, and features and that the organization should therefore devote its energy to making continuous product improvements.

III. Selling Concept • The idea that consumers will not buy enough of the

III. Selling Concept • The idea that consumers will not buy enough of the firm’s products unless it undertakes a large-scale selling and promotion effort.

IV. Marketing Concept • The marketing management philosophy that holds that achieving organizational goals

IV. Marketing Concept • The marketing management philosophy that holds that achieving organizational goals depends on knowing the needs and wants of target markets and delivering the desired satisfactions better than competitors do.

The Selling and Marketing Concepts Contrasted Make & sell Starting point The selling concept

The Selling and Marketing Concepts Contrasted Make & sell Starting point The selling concept The marketing concept l of actua The set tial & poten of buyers or product service Factory Focus Means Existing products Selling & promoting Ends (inside-out) Profits through sales volume Sense & respond (outside-in) Market Customer needs Integrated marketing Profits through customer satisfaction

V. Societal Marketing Concept • The idea that a company’s marketing decisions should consider

V. Societal Marketing Concept • The idea that a company’s marketing decisions should consider consumers’ wants, the company’s requirements, consumers’ long-run interests, and society’s long-run interests. Society (Human welfare) Consumers (Want satisfaction) Societal marketing concept Company (Profits)

ANALYZING THE MARKETING ENVIRONMENT

ANALYZING THE MARKETING ENVIRONMENT

Marketing Environment • The actors and forces outside marketing that affect marketing management’s ability

Marketing Environment • The actors and forces outside marketing that affect marketing management’s ability to build and maintain successful relationships with target customers • 2 Levels of marketing environment: – Microenvironment – Macroenvironment

Microenvironment • The actors close to the company that affect its ability positively or

Microenvironment • The actors close to the company that affect its ability positively or negatively to serve its customers—the company, suppliers, marketing intermediaries, customer markets, competitors, and publics.

Microenvironment • The company – top management (mission, objectives, strategies, policies), R&D, purchasing, operations,

Microenvironment • The company – top management (mission, objectives, strategies, policies), R&D, purchasing, operations, and accounting • Suppliers • Marketing intermediaries • Competitors • Publics • Customers

Microenvironment • The company • Suppliers – supply shortages or delays, labor strikes, rising

Microenvironment • The company • Suppliers – supply shortages or delays, labor strikes, rising supply costs • Marketing intermediaries • Competitors • Publics • Customers

Microenvironment • The company • Suppliers • Marketing intermediaries – firms that help company

Microenvironment • The company • Suppliers • Marketing intermediaries – firms that help company to promote, sell, and distribute its goods to final buyers includes resellers, distribution firms, marketing services agencies, and financial intermediaries • Competitors • Publics • Customers

Microenvironment • • • The company Suppliers Marketing intermediaries Competitors Publics Customers

Microenvironment • • • The company Suppliers Marketing intermediaries Competitors Publics Customers

Microenvironment The company Suppliers Marketing intermediaries Competitors Publics – any group that has an

Microenvironment The company Suppliers Marketing intermediaries Competitors Publics – any group that has an actual or potential interest in or impact on an organization’s ability to achieve its objectives such as financial, media, government, citizen action, local, general, and internal publics • Customers • • •

Microenvironment • • • The company Suppliers Marketing intermediaries Competitors Publics Customers – consumer

Microenvironment • • • The company Suppliers Marketing intermediaries Competitors Publics Customers – consumer markets, business markets, reseller markets, government markets, and international markets

Macroenvironment • The larger societal forces that affect the micro environment—demographic, economic, natural, technological,

Macroenvironment • The larger societal forces that affect the micro environment—demographic, economic, natural, technological, political, and cultural forces.

Macroenvironment • Demography – human populations in terms of size, density, location, age, gender,

Macroenvironment • Demography – human populations in terms of size, density, location, age, gender, race, occupation and other statistics • Economic • Natural • Technological • Political • Cultural

Macroenvironment • Demography • Economic – factors that affect consumer buying power and spending

Macroenvironment • Demography • Economic – factors that affect consumer buying power and spending patterns such as income, cost of living, interest rates, and saving and borrowing patterns • Natural • Technological • Political • Cultural

Macroenvironment • Demography • Economic • Natural – shortages of raw materials, natural disaster,

Macroenvironment • Demography • Economic • Natural – shortages of raw materials, natural disaster, increased pollution, increased government intervention • Technological • Political • Cultural

Macroenvironment Demography Economic Natural Technological – forces that create new technologies, creating new product

Macroenvironment Demography Economic Natural Technological – forces that create new technologies, creating new product and market opportunities • Political • Cultural • • QR Code (2 D Bar Code)

Macroenvironment Demography Economic Natural Technological Political – laws, government agencies, and pressure groups that

Macroenvironment Demography Economic Natural Technological Political – laws, government agencies, and pressure groups that influence and limit various organizations and individuals in a given society • Cultural • • •

Macroenvironment • • • Demography Economic Natural Technological Political Cultural – forces that affect

Macroenvironment • • • Demography Economic Natural Technological Political Cultural – forces that affect society’s basic values, perceptions, preferences, and behaviors

1 st Assignment : Analyze 1 week in your life on activities, time frame,

1 st Assignment : Analyze 1 week in your life on activities, time frame, media you use or face regarding to these categories: Wake-up Morning Lunch @ time @ activities (time/ place) place/ activity) Mon Tue Wed Thu Fri Sat Sun Afterno Dinner on @ (time/ activities place) (time/ place/ activity) Evening Bed time activities @ (time/ place/ activity)