Chapter 1 - Defining Marketing for New Realities Flashcards

1
Q

Marketing (AMA definition)

A

The activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large

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2
Q

Marketing is about what?

A

Identifying and meeting human and social needs

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3
Q

What is Marketing Management

A

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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4
Q

How does marketing create value for organizations and society?

A

1) Builds demand for products & service which then creates jobs! (creates jobs)
2) Builds strong brands & loyal customer base, intangible assets that contribute heavily to the value of a firm (intangible assets, adds value)

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5
Q

What’s marketed?

A
  • Goods • Services • Events • Experiences • Persons
  • Places • Properties • Organizations • Information
  • Ideas
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6
Q

Needs

A

Basic human requirements such as for air, food, water, clothing, and shelter

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7
Q

Wants

A

Specific objects that might satisfy the need

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8
Q

Demands

A

Wants for specific products backed by an ability

to pay

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9
Q

List the different types of needs (5)

A
  • Stated (Customer wants an inexpensive car)
  • Real (Customer wants a car whose operating costs are low, not initial price)
  • Unstated (Customer expects good service)
  • Delight (Cust. would like dealer to include GPS)
  • Secret (Cust. wants friends to see him as savy)
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10
Q

Value proposition

A

Set of benefits that satisfy customer needs

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11
Q

Offerings

A

Combination of products, services, information, and experiences
- Intangible value made physical

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12
Q

Value

A

Combination of quality, service, and price

- Sum of tangible & intangible benefits and costs

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13
Q

Segmentation

A

Marketers find distinct segments of buyers by identifying demographic, psychographic, & behavioral differences between them… Then they choose which segment or segments present the greatest opportunities

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14
Q

Targeting

A

Marketers then target the segments they want to pursue.

Target market - the part of the qualified available market the company decides to pursue

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15
Q

Positioning

A

Putting a market offering in a target buyers mind as delivering some key benefits. (ex. volvo positions themselves as the safest cars)

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16
Q

Earned media

A

Word of mouth, buzz, or viral marketing

a communication option

17
Q

Impression

A

Occur when consumers view a communication

  • Useful for tracking the scope or breadth of a communication’s reach that can be compared across all communication types
  • Downside, don’t provide any insight into results of viewing
18
Q

Engagement

A

The extent of a customer’s attention and active involvement with a communication

  • Reflects active responses, more likely to create value
  • Ex. FB “likes”, shares, thumbs up
19
Q

Satisfaction

A

A person’s judgment of a product’s perceived performance in relationship to expectations

20
Q

Distribution channels

A

Help display, sell or deliver the physical product or service to the buyer or user

21
Q

Service channels

A

Used to carry out transactions w/ potential buyers

- Includes warehouses, transportation companies, banks, insurance companies.

22
Q

Service channels

A

Used to carry out transactions w/ potential buyers

- Includes warehouses, transportation companies, banks, insurance companies.

23
Q

New consumer capabilities

A

– Use internet as a powerful purchasing aid
– Search, communicate, and purchase on the move
– Share opinions & express loyalty in social media
– Actively interact with companies
– Reject marketing they find inappropriate

24
Q

New company capabilities

A

– Internet as a powerful information and sales channel
(ex. custumization)
– Collect richer information about markets
– Reach customers via social media and mobile
– Improve purchasing, recruiting, training, and internal and external communications
– Improve cost efficiency

25
Q

Company orientation toward the marketplace (4)

A

Production concept
Product concept
Selling concept
Marketing concept

26
Q

Production concept

A

One of the oldest concepts in business. Consumers prefer products that are widely available an inexpensive. Production oriented businesses concentrate on:
• High production efficiency, low cost, mass distribution
• Works good to expand the market, and developing countries (China)

27
Q

Product concept

A

Proposes that consumers favor offering the most quality, performance or innovative features.
Quality, performance, innovative features
• May fall under “better mousetrap” policy, which they think that a better product will lead to consumer going to them which isn’t always the case. Success will have to depend on how it’s priced, distributed, sold, & advertised

28
Q

Selling concept

A

Believes if consumers and businesses are left alone won’t buy enough of the organization’s products.
Selling oriented businesses aim to sell what firm makes, rather that what the market wants (ex. cemetery plots, insurance)
• Unsought products, such as insurance or cemetery services
- NEEDS OF SELLER

29
Q

Marketing concept

A

Customer-centered, sense and respond philosophy
• Focus on not finding the right customer for your product, but rather the right product for the customer
(ex. Dell)
- Key to achieving organizational goals is being more effective than competitors by creating/delivering/ communicating superior customer value to target market
- NEEDS OF BUYER

30
Q

Marketing Mix (4 P’s)

A

Product
Price
Promotion
Place

31
Q

Product tasks/decisions

A
Product variety
Quality
Design
Features
Brand name
Packaging
Sizes
Services
Warranties
Returns
32
Q

Price tasks/decisions

A
List price
Discounts
Allowances
Payment periods
Credit terms
33
Q

Promotion task/decisions

A
Sales promotion
Advertising
Sales force
Public relations
Direct marketing
34
Q

Place task/decisions

A
Channels 
Coverage
Assortments
Locations
Inventory 
Transport
35
Q

What are the 4p’s in marketing?

A

A model for enhancing the components of your ‘marketing mix’ – the way in which you take a new product or service to market.
Helps you to define your marketing options in terms of price, product, promotion, and place so that your offering meets a specific customer need or demand.

36
Q

Price definition in 4p’s

A

The monetary value of a product or service and it’s impact on the company’s profit margins, supply, demand and marketing strategy.

37
Q

Product definition in 4p’s

A

Intangible service or tangible product that satisfies the needs of the target consumer

38
Q

Promotion definition in 4p’s

A

How and when you get your message across to your target market

39
Q

Place definition in 4p’s

A

The place buyers/users will look for your product or service