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© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-1
UNDERSTANDING
MARKETING MANAGEMENT
PART
1
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-2
DefiningMarketing for the
21st Century
Chapter
1
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-3
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© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-4
Why is marketing important? What is the scope of marketing? What are some fundamental marketing
concepts? How has marketing management
changed? What are the tasks necessary for
successful marketing management?
In this chapter, weaddress the
followingquestions:
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-5
Asian brands prominently advertised in New York’s Time Square
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-6
The Importance of Marketing
Financial success depends on marketing
No demand - no business
Marketing decisions tough – What to design
– What prices to offer
– Where to sell
– How much to spend on advertising…
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-7
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-8
Marketing
An organizational function & processes
to create, communicate & delivervalue to customers
& manage customer relationshipsto benefit organization & stakeholders
Scope of Marketing –What is Marketing?
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-9
Scope of Marketing –What is Marketing?
Eg: When Sony designed PlayStationSwamped with orders – WHY?“Right” product – marketing
“Aim of marketingknow & understand customer so well
product fits him & sells itself…”
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-10
Scope of Marketing – Exchange and Transactions
Exchange
Process to obtain desired
product from someone
by offering
something in return
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-11
Scope of Marketing – Exchange and Transactions
For exchange potential to exist, 5 conditions:
1. At least 2 parties2. Each has thing of value to the other3. Capable of communication & delivery4. Free to accept/reject offer5. Believes it desirable to deal with the
other
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-12
Lexus ads & campaign slogan ““The Passionate Pursuit of Perfection”The Passionate Pursuit of Perfection”
express its marketing philosophy: Only the best is good enough for its customersOnly the best is good enough for its customers
““WE COULD HAVE LEFT WELL ENOUGH ALONE. WE COULD HAVE LEFT WELL ENOUGH ALONE.
BUT THAT WOULD HARDLY BE VERY CHARACTERISTIC. BUT THAT WOULD HARDLY BE VERY CHARACTERISTIC.
NOW WOULD IT?”NOW WOULD IT?”
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-13
Scope of MarketingWhat is Marketed?
goods
services
ideas
information
organizations
properties
places
events
personsexperiences
10entities
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-14
The Singapore Zoological Gardens offers varied experiences - host wedding reception - jungle
breakfast with an orang utan
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-15
Billboard adsBillboard adsfrom
Tourism Thailand
Promote Thailand
where one
can find happiness
through shopping,
outdoor activities &
sightseeing
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-16
Scope of Marketing – Who Markets?
MARKETERS AND PROSPECTS
A marketer seeks response from
prospect
If 2 parties seek to sell something to
each other, both are marketers
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-17
Scope of Marketing – Who Markets?
MARKETERS AND PROSPECTS8 demand states of consumers
1 Negative demand
Dislike product & pay to avoid it
2 Non-existent demand
Not aware/interested in product
3 Latent demandNeed not satisfied by existing
product
4 Declining demand
Buy less often or none
5 Irregular demand
Purchase vary on periodic basis
6 Full demandAdequately buy all products in
market
7 Overfull demand
More want product than can be satisfied
8 Unwholesome demand
Attracted to products- undesirable social
consequences
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-18
A traditional dry goods & fruit market in Hanoi targeting local residents
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-19
Figure 1.1Structure of Flows in a Modern Exchange Economy
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-20
Scope of Marketing – Who Markets?
KEY CUSTOMER MARKETS Consumer Markets
Sell mass consumer goods & services Business Markets
Sell business goods & services Global Markets
Sell goods & services in global market Non-profit & Governmental
MarketsSell goods to nonprofit organizations
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-21
Global Global marketingmarketing
Wall climbing
on CokeCoke ad
attract attention & customers
at 1st ChinaInternational
Beverage Festival in Beijing
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-22
Figure 1.2 A Simple Marketing System
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-23
New Consumer CapabilitiesNew Consumer Capabilities
The digital revolution - new capabilities in hands of consumers & businesses. What they have today that they didn’t have yesterday:
1) Substantial increase in buying power
2) Greater variety of goods & services
3) Great amount of information
4) Easier to interact, place & receive
orders
5) Able to compare products & services
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-24
marketplacemarketplace a physical place
marketspacemarketspace a digital place
metamarketmetamarket a cluster of related
products in consumers’
minds, from diverse industries
Scope of Marketing – Who Markets?
MARKETPLACES, MARKETSPACES, & METAMARKETS
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-25
The 10 Rules of Radical MarketingThe 10 Rules of Radical Marketing
1. CEO own marketing function2. Marketing start & stay small & flat3. Get face-to-face with customers4. Use market research cautiously5. Hire passionate missionaries, not
marketers6. Love & respect customers as
individuals7. Create community of consumers8. Rethink marketing mix9. Compete with competitors - fresh ideas 10.Be true to the brand
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-26
Scope of Marketing – How Business & Marketing are
Changing Changing technology
Globalization Deregulation
Privatization Customer empowerment
Customization Heightened competition
Industryconvergence
Disintermediation
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-27
Scope of Marketing – How Business & Marketing are
Changing Changing
technologyi-modei-mode (Japan)
Internet from cell phones
emails, access websites
when commuting when waiting for
friends indispensable service
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-28
CustomerCustomer
empowermentempowerment
NAM HEONG Traditional Malaysian coffee shop On banner www.oldtownwhitecafe.com
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-29
Industry convergence
CosmoneuticalCosmoneuticalss::
Dermatology drugsAd by Shiseido: Japanese cosmetics firm
Cleanser, lotion, medication
Sold in Japan -drugstores
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-30
Company Orientations Toward the Marketplace
What philosophy should guide a company’s marketing efforts?
What relative weights should be given to the interests of organization,
customers & society?
Very often these interests conflict
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-31
Company Orientations Toward the Marketplace - The Production
Concept
Consumers prefer products - widely available & inexpensive
Production oriented businesses– Production efficiency, low costs
& mass distribution Huge cheap labor Market expansion
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-32
Company Orientations Toward the Marketplace - The Product Concept
Consumers favor products with most quality, performance or
innovative features
Focus on making & improving productsMight commit “bettermousetrap” fallacyNew product may not succeed unless priced, distributed, advertised & sold properly
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-33
Company Orientations Toward the Marketplace - The Selling Concept
Consumers do not buy enough products, if left alone
“Purpose of marketing - sell more - to more people - more often - for more
money - to make more profit”
Goods buyers don’t normally buy Sell what is made not what market
wants Hard selling - high risks
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-34
Company Orientations Toward the Marketplace - The Marketing Concept
Customer-centered
“Sense-&-respond” philosophy
Right products for customers
Not right customers for products
Better than competitors - create, deliver & communicate superior value to target markets
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-35
Company Orientations Toward the Marketplace - The Marketing Concept
Selling - needs of seller Marketing - needs of buyer
Selling - convert product to cashMarketing - satisfy buyer with product
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-36
Company Orientations Toward the Marketplace - The Holistic Marketing
Concept
Holistic marketingHolistic marketingDevelop, design & implement
marketing programs, processes & activities
that recognize breadth & interdependencies
Holistic marketing recognizes that“everything matters”
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-37Figure 1.3 Holistic Marketing Dimensions
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-38
Company Orientations Toward the Marketplace - The Holistic Marketing
ConceptRELATIONSHIP MARKETING
Relationship marketing satisfying long-term relationships with key parties to earn & retain business
Marketing network company & supporting stakeholders mutually profitable business
relationships
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-39
Company Orientations Toward the Marketplace - The Holistic Marketing
ConceptRELATIONSHIP MARKETING
Company deal with customers one at Company deal with customers one at a time due to computers & Interneta time due to computers & Internet
Eg: BMW allows buyers to design own
model from many variations 80 % of cars bought in Europe
- built to order
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-40
Company Orientations Toward the Marketplace - The Holistic Marketing
ConceptINTEGRATED MARKETING
The marketer’s task
devise marketing activities &
assemble fully integrated programs
to create, communicate, & deliver
value for consumers
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-41
Figure 1.4 The 4 P Components of the Marketing Mix
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-42Figure 1.5 Marketing-Mix Strategy
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-43
Company Orientations Toward the Marketplace - The Holistic Marketing
Concept INTEGRATED MARKETING
Four PsFour Ps Product Price Place Promotion
Four CsFour Cs Customer
solution Customer cost Convenience Communication
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-44
2 key themes - integrated marketing:
Different marketing activities employed
All marketing coordinated to maximize joint effects
Design & implementationof any marketing activity
done with all others in mind
Company Orientations Toward the Marketplace - The Holistic Marketing
Concept INTEGRATED MARKETING
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-45
Company Orientations Toward the Marketplace - The Holistic Marketing
ConceptINTERNAL MARKETING
Ensure all in firm embraces marketing principles
Hire, train & motivate able employees who want to serve customers well
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-46
Company Orientations Toward the Marketplace - The Holistic Marketing
ConceptSOCIAL RESPONSIBILITY MARKETING
Social responsibility Social responsibility
marketingmarketing
Understand broader concerns &
ethical, environmental, legal & social
context of marketing activities
Marketers to consider role they play in
social welfare
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-47
Company Orientations Toward the Marketplace - The Holistic Marketing
ConceptSOCIAL RESPONSIBILITY MARKETING
Are firms that satisfy consumer wants acting in best long-run interests of consumers & society?
Fast-food - tasty but unhealthy Convenient packaging - leads to waste Satisfy consumers but hurt health, environment
McDonald’s Add healthier items (salads) Environmental initiative (paper wraps replace foam box)
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-48
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-49
Bharat Petroleum India – get drivers use Pollution Under Control grade petrol - HOW?
Compare hazards of vehicle pollution with smoking
To To reducereduce pollution:pollution:
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-50
Fundamental Marketing Concepts, Trends & Tasks – Core Concepts
NEEDS, WANTS, AND DEMANDS
Needs are basic human requirements
Needs become wants when directed to objects that satisfy the need
Demands are wants for products backed by ability to pay
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-51
Fundamental Marketing Concepts,
Trends & Tasks – Core ConceptsNEEDS, WANTS, AND DEMANDS
Stated needs
Real needs
Unstated needs
Delight needs
Secret needs
5Types
OfNeeds
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-52
Fundamental Marketing Concepts, Trends & Tasks – Core ConceptsTARGET MARKETS, POSITIONING, AND
SEGMENTATION
Divide market into segments
Greatest opportunity - target markets
Target marketTarget market Market offering positioned in minds
of target buyers as beneficial
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-53
Positioning:
A Volvo ad focuses on
the company’s
central benefit:
SafetySafety
“The 1st SUV with Anti-Rollover Technology”
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-54
Fundamental Marketing Concepts, Trends & Tasks – Core Concepts
OFFERINGS AND BRANDS
Intangible value proposition made
physical by an offering, like products, services
A brand - offering from known source
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-55
Fundamental Marketing Concepts, Trends & Tasks – Core Concepts
VALUE AND SATISFACTION
Value - perceived tangible & intangible benefits & costs to customers
Value = quality + service + price (QSP)
““customer value triad”customer value triad”
Satisfaction - comparative judgments from perceived performance compared to expectations
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-56
Fundamental Marketing Concepts, Trends & Tasks – Core Concepts
MARKETING CHANNELS
To reach target market, 3 kinds of
marketing channels:
Communication channels Distribution channels
Service channels
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-57
Fundamental Marketing Concepts, Trends & Tasks – Core Concepts
SUPPLY CHAIN
Supply chain - channel - raw materials to components to final products
Eg: supply chain for women’s purses - from hides – tanning – cutting - manufacturing & channels to customers
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-58
Fundamental Marketing Concepts, Trends & Tasks – Core Concepts
COMPETITION
Competition
All actual & potential rival
offerings & substitutes that
buyer might consider
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-59
Fundamental Marketing Concepts,
Trends & Tasks – Core Concepts MARKETING ENVIRONMENT
Task environment - those who produce, distribute & promote offering
The broad environment has 6 components: demographiceconomicphysicaltechnologicalpolitical-legal & social-cultural
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-60
Fundamental Marketing Concepts, Trends & Tasks – Core Concepts
MARKETING PLANNING
The marketing planning process
Analyze marketing opportunities
Select target markets
Design marketing strategies
Develop marketing programs &
Manage marketing effort
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-61
Figure 1.6 Factors Influencing Company Marketing Strategy
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-62
Fundamental Marketing Concepts, Trends & Tasks
14 shifts to marketing management in 21st century
1 marketing does marketing to
everyone does marketing
2 organize by product units to
organize by customer segments
3 make everything tobuy more goods from outside
4 use many suppliers tofewer suppliers in “partnership”
5 rely on old market positions to
uncover new ones
6 emphasize tangible assets to
emphasize intangible assets
7 build brands through advertising to
build brands through performance & integrated communications
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-63
Fundamental Marketing Concepts, Trends & Tasks
8Attract customers to stores & salespeople to
make products available online
9 Sell to everyone tobe best at serving defined target
10
Focus on profitable transactions to
focus on customer lifetime value
11
focus to gain market share to
focus to build customer share
12
Being local tobeing “glocal”- global & local
13
Focus on financial scorecard to
focus on marketing scorecard
14
Focus on shareholders to focusing on stakeholders
14 shifts to marketing management in 21st century
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-64
Fundamental Marketing Concepts, Trends & Tasks –
Marketing Management Tasks
Develop marketing strategies & plans Capture marketing insights &
performance Connect with customers Build strong brands Shape the market offering Deliver value Communicate value Create successful long-term growth
© Kotler, Keller, Ang, Leong & Tan,, 4th Edition
Marketing Management
An Asian Perspective1-65
Marketing Debate —Does Marketing Create or Satisfy Needs?
Marketing has often been defined in terms of satisfyingcustomers’ needs and wants. Critics, however, maintainthat marketing does much more than that and createsneeds and wants that did not exist before. According tothese critics, marketers encourage consumers to spendmore money than they should on goods and services
theyreally do not need.
Take a position: Marketing shapes consumer needs and
wants versus Marketing merely reflects the needs and wants of consumers.
Final discussion