...Environment Auditing 1.1 Marketing Environment Consists of the factors and focus on tide marketing that affect marketing management’s ability to develop and maintain a successful relationship with its target customers. 1.2 Microenvironment Factors or elements in an organisation’s immediate area of operations that affect its performance and decision making freedom. These factors include the company, suppliers, marketing intermediaries, customers, competitors, publics. i) The Company In designing marketing plans, marketing management takes other company groups into account. These groups include the top management, finance, research and development, purchasing, operations and accounting departments, All these internal groups form the internal environment. Under the marketing concept, all of these functions must “think consumer”. They should work in harmony to provide superior customer value and satisfaction. ii) Suppliers Suppliers provide the resources needed by the company to produce its goods and services. Marketing managers must watch supply availability for example, supply shortages and delays, labor strikes and other events that can cost sales in the short term and damage customer satisfaction in the long term. Raising supply costs may force price increases that can harm the company’s sales volume. iii) Marketing Intermediaries Marketing intermediaries are firms that help the company to promote, sell and distribute its goods to final buyers. They include resellers...
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...2. BCG Matrix and Marketing Plan * Boston Consulting Group approach: a company classifies all its SBU’s according to the growth-share matrix * Growth share matrix: a portfolio planning method that evaluates a companies strategic business units (SBU’s) in terms of its market growth rate and relative market share * Market growth rate: provides a measure of market attractiveness * Relative market share: serves as a measure of company strength in the market * Four types of SBU’s: * Stars high growth, high share businesses or products * Cash cows low growth, high share businesses or products * Question marks low share business units in high growth markets * Dogs low growth, low share businesses and products * PROBLEMS: can be difficult, time consuming and costly to implement * Management may find it difficult to define SBU’s and measure market share and growth * Focus on classifying current businesses but provide little advice for future planning * Marketing plan: deciding on marketing strategies that will help the company attain its overall strategic objectives * Marketing strategy: consists of specific strategies for target markets, positioning, the marketing mix and marketing expenditure levels – how a company intends to create value for target customer to capture value in return * Detailed marketing plan is needed for each business, product or brand * Plan begins with executive summary...
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...Marketing Channels and Supply Chain Management Chapter Objectives • Explain why companies use distribution channels and discuss the functions these channels perform. • Discuss how channel members interact and how they organize to perform the work of the channel. • Identify the major channel alternatives open to a company. • Explain how companies select, motivate, and evaluate channel members. • Discuss the nature and importance of marketing logistics and integrated supply chain management. Chapter Overview This chapter covers the important topics of supply chain management. Supply chains consist of both upstream and downstream partners, including suppliers, intermediaries, and even intermediary customers. The term value delivery network expands on the limited nature of "supply chain." It consists of the company, suppliers, distributors, and ultimately customers who "partner" with each other to improve the performance of the entire system. The chapter focuses on marketing channels--the downstream side of the value delivery network. A company's channel decisions directly affect every other marketing decision. And because distribution channel decisions often involve long-term commitments to other firms, management must define its channels carefully, with an eye on tomorrow's likely selling environment as well as today's. Channel members add value by bridging the major time, place, and possession gaps that separate goods and services from those who would use...
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...Marketing Channels and Supply Chain Management Chapter Objectives • Explain why companies use distribution channels and discuss the functions these channels perform. • Discuss how channel members interact and how they organize to perform the work of the channel. • Identify the major channel alternatives open to a company. • Explain how companies select, motivate, and evaluate channel members. • Discuss the nature and importance of marketing logistics and integrated supply chain management. Chapter Overview This chapter covers the important topics of supply chain management. Supply chains consist of both upstream and downstream partners, including suppliers, intermediaries, and even intermediary customers. The term value delivery network expands on the limited nature of "supply chain." It consists of the company, suppliers, distributors, and ultimately customers who "partner" with each other to improve the performance of the entire system. The chapter focuses on marketing channels--the downstream side of the value delivery network. A company's channel decisions directly affect every other marketing decision. And because distribution channel decisions often involve long-term commitments to other firms, management must define its channels carefully, with an eye on tomorrow's likely selling environment as well as today's. Channel members add value by bridging the major time, place, and possession gaps that separate goods and services from those who would use...
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...Instructor’s Visual Index Kotler/Armstrong Chapter 1: Marketing in a Changing World PRINCIPLES OF MARKETING Philip Kotler and Gary Armstrong Chapter 1 Chapter 1 Marketing in a Changing World: Creating Customer Value and Satisfaction What is Marketing? What is Marketing? • Process by which individuals and groups obtain what they need and want through creating and exchanging products and value with others. • More simply: Marketing is the delivery of customer satisfaction at a profit. © Copyright 1999 Prentice Hall Instructor’s Visual Index Kotler/Armstrong Chapter 1: Marketing in a Changing World Core Marketing Concepts Core Marketing Concepts Needs, wants, and demands Products and Services Core Core Marketing Marketing Concepts Concepts Markets Value, satisfaction, and quality Exchange, transactions, and relationships What Motivates a Consumer What Motivates a Consumer to Take Action? to Take Action? • Needs - state of felt deprivation for basic items such as food and clothing and complex needs such as for belonging. i.e. I am thirsty • Wants - form that a human need takes as shaped by culture and individual personality. i.e. I want a Coca-Cola. • Demands - human wants backed by buying power. i.e. I have money to buy a Coca-Cola. © Copyright 1999 Prentice Hall Instructor’s Visual Index Kotler/Armstrong Chapter 1: Marketing in a Changing World What Will Satisfy Consumer’s What Will Satisfy Consumer’s Needs and Wants? Needs and...
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...Question 1 (20 marks) Identify four actors in the microenvironment that affect the introduction and sale of the Toyota Prius and explain the role each of these actors played in Toyota’s strategy. A company’s microenvironment consists of the actors close to the company that affect its ability to serve its customers. It is made up of the company, suppliers, marketing intermediaries, consumer markets, competitors and publics. The following are four actors that affect the introduction and sale of the Toyota Prius: Customers: Customers are the most important actors in the company’s microenvironment. Without customers, there would be no company. Toyota studied the consumer market and came up with a successful target market strategy. Their targeting strategy was one of the main reasons for the Prius’ success. In the beginning, Toyota focused on the early adapters and innovators who were most likely techies. Which, as it turned out, was completely right. Techies were attracted to the advance technology and were even able to modify the computer systems. Also, the tech savvy customers tend to be environmentally conscience, which the Prius is known for. The second generation Prius was redesigned to have a broadened market focus. It had improved performance, power increase, new sleek design, and seven colors. It also featured a roomy interior, leg room, and storage space. It also included features found in luxury cards such as one touch button start and seven-inch touch screen...
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...MKT10007 FUNDAMENTALS OF MARKETING ASSIGNMENT TEMPLATE Instructions for using this template: You can’t rely solely on this document when completing your assignment. You will need to also: * Check the Assessment Criteria / Breakdown of marks. * Study the learning materials closely. Make sure you apply what you learn to this report. * Search for good sources using the Library and cite them throughout the report to support your explanations. Before submitting your assignment * Delete this page * Delete all red text * Replace highlighted text with your own words Before submitting your assignment * Delete this page * Delete all red text * Replace highlighted text with your own words Notes: * It is not compulsory to use the format of this template – it is provided to help those who are new to this type of document. * This document is not intended to serve as an ideal format for all reports – always check specific assignment requirements. Include an assessment coversheet at the front of every assessment submitted. Please ensure that all sections are completed correctly before submission. | MKT10007 ASSIGNMENT COVER SHEET | DETAILS OF ASSIGNMENT | | STUDENT NAME: | ID: | | | UNIT CODE * NAME | MKT10007 Fundamentals of Marketing | ASSESSMENT TITLE /TOPIC | | TUTOR’S NAME: | | DATE OF SUBMISSION: | | | | DECLARATION | | Enter Y / N | I declare that:(the first four boxes must be completed...
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...Management, Marketing Management Submitted to: Prof. Christopher Malanum Submitted by: Acuna, Charzel R. Alcoran, Rachelle Anne K. Aquino, Patricia Mae Ann E. AUGUST 2015 Part 1: Channels of Distributions Channels of Distribution Few producers sell their goods directly to final users. Instead, most use intermediaries to bring their products to market. According to Philip Kotler, distribution channel is a set of interdependent organizations that help make a product or service available for use or consumptions by consumer or business user. Here are some definitions from different websites: Goods and services often pass to consumers through multiple channels. While increasing the number of ways in which a consumer can find a good has the potential to increase sales, it also creates a complex system that can make distribution management difficult. In addition, the longer the distribution channel the less profit a product manufacturer might get from the sale. (Distribution Channel Definition| Investopedia http://www.investopedia.com/terms/d/distribution-channel.asp#ixzz3jhyoJ8Pg) The path through which goods and services travel from the vendor to the consumer or payments for those products travel from the consumer to the vendor. A distribution channel can be as short as a direct transaction from the vendor to the consumer, or may include several interconnected intermediaries along the way such as wholesalers, distributers, agents and retailers. Each intermediary receives the...
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...Market segmentation is a marketing strategy that involves dividing a broad target market into subsets of consumers who have common needs, and then designing and implementing strategies to target their needs and desires using media channels and other touch-points that best allow to reach them. Criteria for Segmenting An ideal market segment meets all of the following criteria: * It is possible to measure. * It must be large enough to earn profit. * It must be stable enough that it does not vanish after some time. * It is possible to reach potential customers via the organization's promotion and distribution channel. * It is internally homogeneous (potential customers in the same segment prefer the same product qualities). * It is externally heterogeneous, that is, potential customers from different segments have different quality preferences. * It responds consistently to a given market stimulus. * It can be reached by market intervention in a cost-effective manner. * It is useful in deciding on the marketing mix. Methods for Segmenting Consumer Markets -Geographic Segmentation Marketers may segment according to geographic criteria—nations, states, regions, countries, cities, neighborhoods, or postal codes. With respect to region, in rainy regions merchants can sell things like raincoats, umbrellas and gumboots. In hot regions, one can sell summer wear. In cold regions, someone can sell warm clothes. A small business commodity store may...
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...The evolution of marketing exchange is intriguing to say the least. In early stage, suppliers were more involved because they have to carry their goods to the marketplace to exchange the goods. Then there was the creation of the middlemen or intermediaries. These intermediaries help solve marketing exchange problems thus create a more efficient movements of goods and services from producers to users. Thanks to the industrial expansion, many companies were experiencing the emergence of sizable inventory stockpiles. Selling orientation, this stage was a stage that companies were more focused on enticing consumers to purchase their products. This stage showed transformation from production focused to sales focused. This was the time differentiation became important. There are always many players in any given industry. The company that can differentiate itself from the competition will be the most successful. It was also the creation of wholesalers and redefined role of small retailers to fit the needs/wants of customers. The wholesalers were able to offer low prices while small retailers adapt to compete on convenient thus the term convenient stores. This is the stage companies only sell products they know people want to buy. This stage introduced a seminal marketing principle to the business world: the marketing concept. According to the marketing concept, the customer is the nucleus of all marketing mix decisions. The marketing concept is intuitively appealing because its...
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...consumer information and use it to gain exclusive access to finer consumer segments, even when the costs of customized marketing are exceedingly high. When such is the case, the opportunity arises for an intermediary to coarsen market access in order to protect consumer surplus and to bar firms from exercising price discrimination. This intermediary could be a mass retailer, a mass media or a diverse community. Formally, the paper analyzes the situation of an intermediary who owns a finer market access system, i.e., the capability to separately access two types of consumers who previously remained undistinguishable. The system could be made available to one firm in exclusivity, or to several firms (two instances of “exposure”), or to no firm at all (“privacy”). The best-bidding agent (from among firms, marginal-type consumers, and mainstream-type consumers) is buying the right to command the equilibrium access allocation. The solution involves either privacy (commanded by mainstream consumers) or exclusive exposure (commanded by a firm), depending intuitively on factors such as consumer involvement, homogeneity and adaptability, as well as the size of returns to scale in marketing and the extent of competition. Keywords: Segmentation, price discrimination, privacy, exposure, intermediary, involvement, homogeneity, adaptability, returns to scale, competition, marketing. JEL classification numbers: D0, D4,...
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...the Study Most producers do not sell their goods directly to the final users between them stands a set of intermediaries performing a variety of functions. The process of distribution of goods involves all human and physical means which aid the smooth transfer of such good from the manufacturer to the final consumer. Nickeil (1998) The growing of distribution is a key strategy variable in marketing management. In deed, if one look at the major strategy of the marketing mix – product, price, promotion and distribution, the greatest potential for achieving a competitive advantage now lines in distribution. Distribution still offers a new frontier for competing usefully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer services. Yet design optimal marketing channel system to boost sales, formulating innovative distribution strategies and management channels system effectively is no simple task. To day, companies are faced with choice of distribution path or strategy that will make product readily available to potential customers. Achumba (1994). Also the need for other institutions or intermediaries in the delivery of good is sometime questioned, particularly since the profits they make are viewed as adding to the cost of product which may eventually slow down sales of the product. The concept of distribution refers to where and how product and services to be offered for sale and all essential mechanism...
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...Marketing Mix Of Reliance Communications Marketing Mix Reliance communications 7 P’s of marketing for Reliance Communications Product Reliance mobile always faced the problem of weak network. So to correct the major have invested over Rs 300 crore to upgrade to NGIP (Next Generation IP) network. Product has to sell itself. Now they are launching about more than 1100 network towers to provide more coverage to its customers. Price There are many ways to price a product. The pricing policy/ strategy vary in various situations. In case of Reliance mobiles they have priced their product at a very low price & they also come up with new plans. Place Another element of Marketing Mix is Place. Place is also known as channel, distribution, or intermediary. It is the mechanism through which goods and/or services are moved from the manufacturer/ service provider to the user or consumer. Reliance Mobiles do not find it very difficult to find the distribution channel because they are the old players and distribute their product in India. Promotion Another one of the 4P’s is promotion. This includes all of the tools available to the marketer for ‘marketing communication’. Reliance has recently started doing heavy promotions. Physical Evidence Physical Evidence is the material part of a service. Strictly speaking there are no physical attributes to a service, so a consumer tends to rely on material cues. As Reliance mobile provide various rental plans. People ...
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...................................... 3 4. The role of marketing............................................................................... 3 5. Strategy planning...................................................................................... 3 6. What marketer need to do. 1.1 Target market..................................................................................... 4 1.2 Observing the competition................................................................. 4 1.3 Pricing................................................................................................. 4 1.4 Promotion........................................................................................... 4 1.5 Distribution......................................................................................... 4 1.6 Treat supplier as a partner................................................................. 4 1.7 Marketing intermediaries.................................................................. 5 1.8 Knowing major force in the company environment.......................... 5 7. Market Research...................................................................................... 5 8. Referencing.............................................................................................. 6 INTRODUCTION Many people think of marketing as selling and advertising. They are surprised when they hear...
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...the Study Most producers do not sell their goods directly to the final users between them stands a set of intermediaries performing a variety of functions. The process of distribution of goods involves all human and physical means which aid the smooth transfer of such good from the manufacturer to the final consumer. Nickeil (1998) The growing of distribution is a key strategy variable in marketing management. In deed, if one look at the major strategy of the marketing mix – product, price, promotion and distribution, the greatest potential for achieving a competitive advantage now lines in distribution. Distribution still offers a new frontier for competing usefully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer services. Yet design optimal marketing channel system to boost sales, formulating innovative distribution strategies and management channels system effectively is no simple task. To day, companies are faced with choice of distribution path or strategy that will make product readily available to potential customers. Achumba (1994). Also the need for other institutions or intermediaries in the delivery of good is sometime questioned, particularly since the profits they make are viewed as adding to the cost of product which may eventually slow down sales of the product. The concept of distribution refers to where and how product and services to be offered for sale and all essential mechanism...
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