24734 Marketing Management

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Defining Marketing
for the 21st Century

Chapter Questions

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?

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1-2

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.

Copyright 2012 Pearson Education

Dr Bruce Perrott

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24734 Marketing Management

What is Marketing Management?

Marketing management is the

art and science
of choosing target markets
and getting, keeping, and growing
customers through
creating, delivering, and communicating
superior customer value.

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What is Marketed?
Goods
Services
Events
Experiences
Persons

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What is Marketed?
Places
Properties
Organizations
Information
Ideas

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Dr Bruce Perrott

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24734 Marketing Management

Demand States

Negative
Nonexistent
Latent
Declining

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Irregular
Unwholesome
Full
Overfull

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Figure 1.1 Structure of Flows in

Modern Exchange Economy

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Figure 1.2
A Simple Marketing System

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Dr Bruce Perrott

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24734 Marketing Management

Key Customer Markets

Consumer markets
Business markets
Global markets
Nonprofit/Government markets

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Core Concepts

Needs, wants, and

demands
Target markets,
positioning,
segmentation
Offerings and
brands
Value and
satisfaction

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Marketing channels
Supply chain
Competition
Marketing
environment
Marketing planning

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Types of Needs
Stated
Real
Unstated
Delight
Secret

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Dr Bruce Perrott

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24734 Marketing Management

Target Markets,
Positioning & Segmentation

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Offerings and Brands

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Value and Satisfaction

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Dr Bruce Perrott

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24734 Marketing Management

Marketing Channels
Communication
Distribution
Service

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Marketing Environment
Demographic

Economic

Socio-cultural

Political-legal

Technological

Natural

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Major Societal Forces

Network information
technology
Globalization
Deregulation
Privatization
Heightened competition

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Dr Bruce Perrott

Industry convergence
Retail transformation
Disintermediation
Consumer buying power
Consumer participation
Consumer resistance

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24734 Marketing Management

Company Orientations
Production
Product
Selling
Marketing

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Holistic Marketing

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Relationship Marketing
Customers

Employees

Marketing Partners

Financial Community

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Dr Bruce Perrott

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24734 Marketing Management

Integrated Marketing

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Internal Marketing
Internal marketing is the task of
hiring, training, and motivating able employees
who want to serve customers well.

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1-23

Performance Marketing

Financial
Accountability

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Dr Bruce Perrott

Social Responsibility
Marketing

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24734 Marketing Management

Types of
Corporate Social Initiatives

Corporate social marketing

Cause marketing
Cause-related marketing
Corporate philanthropy
Corporate community involvement
Socially responsible business practices

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The Marketing Mix

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The New Four Ps

People
Processes
Programs
Performance

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Dr Bruce Perrott

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24734 Marketing Management

Marketing Management Tasks

Develop market strategies and plans

Capture marketing insights
Connect with customers
Build strong brands
Shape market offerings
Deliver value
Communicate value
Create long-term growth

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For Review

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?

Copyright 2012 Pearson Education

Dr Bruce Perrott

1-29

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