...Ingredient Branding Philip Kotler· Waldemar Pfoertsch Ingredient Branding Making the Invisible Visible Professor Philip Kotler Kellogg Graduate School of Management Northwestern University Evanston, IL 60208, USA p-kotler@kellogg.northwestern.edu Professor Waldemar Pfoertsch China Europe International Business School 699 Hongfeng Rd. Shanghai 201206, China wap@ceibs.edu e-ISBN 978-3-642-04214-0 ISBN 978-3-642-04213-3 DOI 10.1007/978-3-642-04214-0 Springer Heidelberg Dordrecht London New York Library of Congress Control Number: 2010926489 © Springer-Verlag Berlin Heidelberg 2010 This work is subject to copyright. All rights are reserved, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilm or in any other way, and storage in data banks. Duplication of this publication or parts thereof is permitted only under the provisions of the German Copyright Law of September 9, 1965, in its current version, and permission for use must always be obtained from Springer. Violations are liable to prosecution under the German Copyright Law. The use of general descriptive names, registered names, trademarks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. Cover design: WMXDesign GmbH, Germany Printed...
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...CHAPTER LEARNING OBJECTIVES In this chapter, we will address the following questions: 1. What is the business market, and how does it differ from the consumer market? 2. What buying situations do organizational buyers face? 3. Who participates in the business-to-business buying process? 4. How do business buyers make their decisions? 5. How can companies build strong relationships with business customers? 6. How do institutional buyers and government agencies do their buying? CHAPTER SUMMARY 1. Organizational buying is the decision-making process by which formal organizations establish the need for purchased products and services, then identify, evaluate, and choose among alternative brands and suppliers. The business market consists of all the organizations that acquire goods and services used in the production of other products or services that are sold, rented, or supplied to others. 2. Compared to consumer markets, business markets generally have fewer and larger buyers, a closer customer supplier relationship, and more geographically concentrated buyers. Demand in the business market is derived from demand in the consumer market and fluctuates with the business cycle. Nonetheless, the total demand for many business goods and services is quite price inelastic. Business marketers need to be aware of the role of professional purchasers and their influencers, the need for multiple sales calls, and the importance of direct purchasing, reciprocity, and leasing. 3. The buying...
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...MCQ’S Chapter 1: Defining Marketing for the 21st Century 1. Good marketing is no accident, but a result of careful planning and ________. a. execution b. selling c. strategies d. tactics e. research Answer: a Page: 4 Level of difficulty: Medium 2. Marketing is both an “art” and a “science”—there is constant tension between the formulated side of marketing and the ________ side. a. creative b. selling c. management d. forecasting e. behavior Answer: a Page: 4 Level of difficulty: Easy 3. The most formal definition of marketing is ________. a. meeting needs profitably b. identifying and meeting human and social needs c. the 4Ps (Product, Price, Place, Promotion) d. 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 stake holders. e. improving the quality of life for consumers Answer: d Page: 6 Level of difficulty: Medium 4. Marketing management is ________. a. managing the marketing process b. monitoring the profitability of the companies products and services c. selecting target markets d. developing marketing strategies to move the company forward e. the art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value Answer: e Page: 6 Level of difficulty: Easy 5. A transaction involves...
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...Philip Kotler Biography Phillip Kotler Born 27 May 1931 in Chicago, is the S.C. Johnson & Son Distinguished Professor of International Marketing at the Kellogg School of Management at Northwestern University. He received his Masters degree at the University of Chicago and his Ph.D. at MIT, both in economics. He did postdoctoral work in mathematics at Harvard University and in behavioral science at the University of Chicago. Kotler started teaching marketing in 1962 at the Kellogg School of Management, Northwestern University. Kotler moved into marketing which he believed is an essential part of economics. He saw demand as influenced not only by price but also by advertising, sales promotions, sales force, direct mail, and various institutions (wholesalers, retailers, agents, etc.) operating as distribution channels. In 1967, Kotler published Marketing Management: Analysis, Planning, and Control, now in its 14th edition and the world’s most widely adopted textbook in graduate schools of business. Where previous marketing textbooks were highly descriptive, this text was the first to draw on economic science, organizational theory, psychology of behavior and choice, and analytics. It described theory and practice and drew on findings from empirical studies and cases. The Financial Times on December 9, 1996 cited Marketing Management as one of the 50 greatest business books of all times. Kotler is the author and co-author of over 55 books and 150 published articles. His other...
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...Philip Kotler Biography Phillip Kotler Born 27 May 1931 in Chicago, is the S.C. Johnson & Son Distinguished Professor of International Marketing at the Kellogg School of Management at Northwestern University. He received his Masters degree at the University of Chicago and his Ph.D. at MIT, both in economics. He did postdoctoral work in mathematics at Harvard University and in behavioral science at the University of Chicago. Kotler started teaching marketing in 1962 at the Kellogg School of Management, Northwestern University. Kotler moved into marketing which he believed is an essential part of economics. He saw demand as influenced not only by price but also by advertising, sales promotions, sales force, direct mail, and various institutions (wholesalers, retailers, agents, etc.) operating as distribution channels. In 1967, Kotler published Marketing Management: Analysis, Planning, and Control, now in its 14th edition and the world’s most widely adopted textbook in graduate schools of business. Where previous marketing textbooks were highly descriptive, this text was the first to draw on economic science, organizational theory, psychology of behavior and choice, and analytics. It described theory and practice and drew on findings from empirical studies and cases. The Financial Times on December 9, 1996 cited Marketing Management as one of the 50 greatest business books of all times. Kotler is the author and co-author of over 55 books and 150 published articles. His other...
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...Marketing Management By Philip, Kevin Lane Keller, Abraham Koshy, Mithileshwar Jha logo copy.tif SUMMARY by Chapter 1 Understanding Marketing Management Marketing is an essential art and science that is engaged in a vast number of activities by both persons and organizations. It has become an increasingly vital ingredient in the success of a business. Good marketing is the result of careful planning and execution. There are two sides to marketing – the formulated side and the creative side. It is important to lay the foundation in marketing concepts, tools, frameworks and issues of the formulated side while at the same time instil the real creativity and passion for marketing, as we shall come to see in this chapter. Social Definition of Marketing Marketing is a societal process by which individuals and groups obtain what they need and want through creating, offering and freely exchanging products and services of value with others. Marketing is increasingly becoming an important function in all organizations to ensure that demand for a product or service persists along with customer retention. Scope of Marketing A good marketer must be able to answer the following questions: What is Marketing? The formal definition of marketing is, Marketing is an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customer relationship in ways that benefit the organization and its stakeholders...
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...Resumen capítulo 13 - Competencia de precios contra competencia ajena al precio: Al desarrollar un programa de marketing, la administración debe decidir si va a competir sobre la base del precio o de elementos fuera del precio. • Competencia por precio: una compañía entra en la competencia de precio al ofrecer regularmente productos a precios lo más bajos posible. • Competencia ajena al precio: los vendedores mantienen los precios estables y tratan de mejorar sus posiciones de mercado poniendo de relieve otros aspectos de sus programas de marketing. - Estrategias de entrada al mercado: la administración debe decidir si adoptarán una estrategia de asignación de precios descremadas o de penetración. • Asignación de precio descremado: poner un precio inicial relativamente alto para un producto nuevo. Tiene varios propósitos: proveer márgenes de utilidades para recuperar los costos de investigación y desarrollo. • Asignación de precios de penetración: se establece un precio inicial relativamente bajo para un nuevo producto. Tiene sentido en las siguientes condiciones: Mercado masivo existente para el producto 1) 2) Demanda flexible 3) Que se logre reducir costos unitarios mediante operaciones de gran escala. 4) Que ya exista gran competencia. - Descuentos y rebajas: dan como resultado una deducción del precio base. • Descuentos por volumen: reducciones del precio de lista de un vendedor cuya finalidad es animar a los clientes a comprar en grandes cantidades...
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...CAPÍTULO I: MARKETING DEL SIGLO XXI El siglo XXI trae consigo 3 acontecimientos importantes como son la globalización, adelantos tecnológicos y desregulación. Dichos acontecimientos evocan un sinfín de oportunidades. El marketing se ocupa de identificar y satisfacer las necesidades las necesidades humanas y sociales, es decir, satisfacer las necesidades de manera rentable. TAREAS de MARKETING Tres etapas por las que podría pasar la práctica del marketing: Marketing emprendedor: Casi todas las empresas son iniciadas por personas que sobreviven gracias a su astucia, visualizan una oportunidad y tocan a todas las puertas. Marketing formulado: Cuando una empresa pequeña alcanza el éxito, cambia inevitablemente hacia un marketing mas elaborado. Marketing intrépido: Se da en aquellos casos en que los gerentes de marca y producto necesitan salir a la calle a convivir con sus clientes para visualizar nuevas formas de añadir valor a la vida de esos clientes. El campo de acción del marketing Se considera al marketing la labor de crear, promover y entregar bienes y servicios a los consumidores y a los negocios. Los mercadólogos intervienen en la venta de 10 entidades: Bienes Los bienes físicos constituyen el grueso de la producción y la labor de marketing de la mayor parte de los países. Servicios A medida que las economías avanzan, un parte creciente de sus actividades se concentra en la producción de servicios. Muchas ofertas de mercados son combinaciones de bienes...
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...Marketing Management, Millenium Edition Philip Kotler Custom Edition for University of Phoenix Excerpts taken from: A Framework for Marketing Management, by Philip Kotler Copyright © 2001by Prentice-Hall, Inc. A Pearson Education Company Upper Saddle River, New Jersey 07458 Marketing Management Millenium Edition, Tenth Edition, by Philip Kotler Copyright © 2000 by Prentice-Hall, Inc. All rights reserved. No part of this book may be reproduced, in any form or by any means, without permission in writing from the publisher. Compilation Copyright © 2002 by Pearson Custom Publishing. This copyright covers material written expressly for this volume by the editor/s as well as the compilation itself. It does not cover the individual selections herein that first appeared elsewhere. Permission to reprint these has been obtained by Pearson Custom Publishing for this edition only. Further reproduction by any means, electronic or mechanical, including photocopying and recording, or by any information storage or retrieval system, must be arranged with the individual copyright holders noted. This special edition published in cooperation with Pearson Custom Publishing Printed in the United States of America 10 9 8 7 6 5 4 3 2 1 Please visit our web site at www.pearsoncustom.com ISBN 0–536–63099-2 BA 993095 PEARSON CUSTOM PUBLISHING 75 Arlington Street, Suite 300, Boston, MA 02116 A Pearson Education Company SECTION ONE Understanding Marketing Management Marketing in...
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...10/10/13 Marketing mix: Kotler on marketing - MaRS Discovery District Search AAA Resources by topic Workbooks Entrepreneurship 101 Funding Portal Search Tool Workshops 2688 3 Google + 1 1 0 Marketing mix: Kotler on marketing Marketing mix describes the set of tools that management can use to influence sales. The traditional formulation is called the 4Ps— product, price, place, and promotion. From the very beginning questions were raised about the 4P formulation of the marketing mix. Perfume companies wanted packaging to be added as a fifth P. 4P guardians said that packaging is already in the scheme, under product. Sales managers asked whether the sales force was left out because it began with an S. No, said the guardians, sales force is a promotion tool, along with advertising, sales promotion, public relations, and direct marketing. Service managers asked where services were in the marketing mix, or whether they, too, were excluded because the first letter was S. Here the guardians said services are part of the product. As services grew more important, service marketers suggested adding three Ps to the original 4Ps, namely personnel, procedures, and physical evidence. Thus a restaurant’s performance will depend on its staff, the process by which it serves food (buffet, fast food, tablecloths, etc.), and its physical looks and features as a restaurant. Others suggested adding personalization to the marketing mix. The marketer has to decide how personalized to make...
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...Nicolas Negroponte – Contributions to HCI and a Bid to “Save the World” In 2005, Nicholas Negroponte addressed the World Economic Forum with a computing idea to “save the world”. (1) Less than three years later, the One Laptop Per Child initiative (OLPC) launched into distribution with unprecedented cooperation of the United Nations, corporate funders, and governments organizations. Though it is early to review the success of Negroponte’s OLPC initiative, it provides us with an opportunity to explore the implications for rethinking the roles and responsibilities of individual researchers as key ethical players in the equitable design and distribution of technology. With corporations seeking new consumers to distribute technology and bridge the rapidly shrinking digital divide, it’s valuable to ask these questions while there is still time for researchers to contribute their leadership, vision, historical perspective, and critical thinking to ethically inform and guide this process. This paper will review Negroponte’s contributions to HCI and explore linkages to historical figures of the field. In addition, this paper aims to critically review Negroponte’s influence as an advocate for universal usability and the OLPC project. Architecture Machine Group In 1967 Negroponte founded the Architecture Machine Group at MIT. Researchers in the group invented new concepts and developed new approaches to human-computer interaction. Inspired, in part, by Ivan Sutherland’s Sketchpad...
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...COMPANY CASE for Chapter 1 Botox: Almost Trouble-Free New Faces Synopsis The Botox case illustrates the accidental success of a product developed for an entirely different purpose. Originally, Botox was used in the treatment of crossed-eyes, but ophthalmologists quickly learned that it would also erase wrinkles and frown lines around eyes. It wasn’t long before doctors across the United States were using Botox for treating wrinkles even though Allergan could not promote the product for this use. The case discusses the advantages (fewer frown lines) and disadvantages and side effects (drooping eyelids and the need to repeat treatments) of Botox; explains what the product is; lists potential target markets; selling of the product at “Botox parties”; use of Botox treatments to attract customers to resorts; Allergan’s marketing of Botox once it was approved for cosmetic purposes and the use of Botox to support the new strategy of Allergan to become a major player in the pharmaceuticals industry. It closes with the observation that the formula for Botox is one of the most closely guarded product secrets in the world—along with the formula for Coca-Cola. The case is especially useful for discussing added value and the creation of customer satisfaction. It raises questions about the difference between needs, wants, and demands; what constitutes value; is useful for illustrating the difference between a marketing oriented company (Allergan after Botox) rather than a...
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...Major Project | Major Project This is an applied project of analysis. Students are responsible for completing two project reports (essays, ca. 7-10 pages each) as outlined below. Each of the two will count as 10% of your course grade (20% total). Submit each project, when due, via email attachment. Marketing in Action In an attempt to have you apply what it is that you are learning from your assigned textbook and readings and to do so in the context(s) in which you are most interested, you will be asked to seek out current marketing practices and relate them to the assigned readings. You must submit a written analysis applying marketing in action strategic audit processes and marketing mix. The subject of your analysis should be your company or an organization assigned by your Instructor. By selecting your company for analysis, or any other company approved by Instructor, you should be able to search about company background data and you must broadly analyze the marketing practices in your own organization framework based on what you have learned throughout the course. This analysis may be in terms of a “marketing strategic audit". Generally, your paper should focus on applying the five “P’s” of the marketing mix" to your subject company. You are reminded to keep the history and description of your company very short. An outline of such an action paper would include (but may not be limited to): Business Mission Statement: Briefly state your business...
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...Chapter 9 119. What valuable functions can brands perform for a firm? Brands also perform valuable functions for firms. First, they simplify product handling or tracing. Brands help to organize inventory and accounting records. A brand also offers the firm legal protection for unique features or aspects of the product. 120. Describe the three ingredients of customer-based brand equity. There are three key ingredients of customer-based brand equity. 1. Brand equity arises from differences in consumer response. If no differences occur, the brand-name product is essentially a commodity, and competition will probably be based on price. 2. Differences in response are a result of consumers’ brand knowledge, all the thoughts, feelings, images, experiences, and beliefs associated with the brand. Brands must create strong, favorable, and unique brand associations with customers, as have Toyota (reliability), Hallmark (caring), and Amazon.com (convenience). 3. Brand equity is reflected in perceptions, preferences, and behavior related to all aspects of the marketing of a brand. Stronger brands lead to greater revenue. 121. Advertising agency Young and Rubicam (Y&R) developed a model of brand equity called Brand Asset Valuator (BAV). What is the intent of the BAV model? List and briefly characterize the four key components (pillars) of brand equity. Based on research with almost 800,000 consumers in 51 countries, BAV compares the brand equity of thousands of brands across...
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... CONTENT • DESIGNING & MANAGING INTEGRATED MARKETING CHANNELS – Marketing Channels and Value Networks – The Role of Marketing Channel – Channel Design Decision – Channel Management Decision – Channel Integration & Systems – Conflict, Cooperation & Competition – E-Commerce Marketing Practices • MANAGING RETAILING, WHOLESALING & LOGISTICS – Retailing – Wholesaling – Market Logistics Classified - Highly Confidential 2 DESIGNING & MANAGING INTEGRATED MARKETING CHANNELS Classified - Highly Confidential 3 MARKETING CHANNELS AND VALUE NETWORKS Marketing Channel “the set of firms and individuals that take title, or assist in transferring title, to a good or service as it moves from the producer to the final consumer or industrial user” Kotler, P., and Armstrong (1989) Principles of Marketing. Prentice-Hall Classified - Highly Confidential 4 MARKETING CHANNELS AND VALUE NETWORKS Why It’s Important • Affect not only marketing decisions but also non-marketing’s • Convert potential buyers to profitable customers • Not only serve market but also make market Classified - Highly Confidential 5 MARKETING CHANNELS AND VALUE NETWORKS Marketing Channel Strategy Push Strategy Producer inducing Intermediaries Consumer When intermediaries can be persuaded to stock the product, in preference to those of competitors, then when customers visit a sales outlet and ask for a product by its generic name it is the product of the company which is supplied. Pull Strategy Producer ordering...
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