Customer Value

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  • This important figure shows marketing ina nutshell! By creating value for customers,marketers capture value from customers inreturn. This five-step process forms themarketing framework for the rest ofthe chapter and the remainder of the book.
  • Customer Value

    1. 1. i t ’s good and good for you Chapter 1 Marketing: Creating and Capturing Customer ValueCopyright © 2012 Pearson Education 1- 1
    2. 2. Creating and Capturing Customer Value Topic Outline • What Is Marketing? • Understand the Marketplace and Customer Needs • Designing a Customer-Driven Marketing Strategy • Preparing an Integrated Marketing Plan and Program • Building Customer Relationships • Capturing Value from Customers • The Changing Marketing LandscapeCopyright © 2012 Pearson Education 1- 2
    3. 3. What Is Marketing? Marketing is a process by which companies create value for customers and build strong customer relationships to capture value from customers in returnCopyright © 2012 Pearson Education 1- 3
    4. 4. What Is Marketing? The Marketing ProcessCopyright © 2012 Pearson Education 1- 4
    5. 5. Understanding the Marketplace and Customer Needs Customer Needs, Wants, and Demands • States of deprivation • Physical—food, clothing, warmth, safety Needs • Social—belonging and affection • Individual—knowledge and self-expression • Form that needs take as they are shaped by culture Wants and individual personality Demands • Wants backed by buying powerCopyright © 2012 Pearson Education 1- 5
    6. 6. Understanding the Marketplace and Customer Needs • Market offerings are some combination of products, services, informa tion, or experiences offered to a market to satisfy a need or want • Marketing myopia is focusing only on existing wants and losing sight of underlying consumer needsCopyright © 2012 Pearson Education 1- 6
    7. 7. Understanding the Marketplace and Customer Needs Customer Value and Satisfaction Expectations Customers • Value and satisfaction Marketers • Set the right level of expectations • Not too high or lowCopyright © 2012 Pearson Education 1- 7
    8. 8. Understanding the Marketplace and Customer Needs Exchange is the act of obtaining a desired object from someone by offering something in returnCopyright © 2012 Pearson Education 1- 8
    9. 9. Understanding the Marketplace and Customer Needs Markets are the set of actual and potential buyers of a productCopyright © 2012 Pearson Education 1- 9
    10. 10. Designing a Customer-Driven Marketing Strategy Marketing management is the art and science of choosing target markets and building profitable relationships with them – What customers will we serve? – How can we best serve these customers?Copyright © 2012 Pearson Education 1- 10
    11. 11. Designing a Customer-Driven Marketing Strategy Selecting Customers to Serve Market segmentation refers to dividing the markets into segments of customers Target marketing refers to which segments to go afterCopyright © 2012 Pearson Education 1- 11
    12. 12. Designing a Customer-Driven Marketing Strategy Choosing a Value Proposition Value proposition Set of benefits or values a company promises to deliver to customers to satisfy their needsCopyright © 2012 Pearson Education 1- 12
    13. 13. Designing a Customer-Driven Marketing Strategy Marketing Management Orientations Production Product Selling Marketing Societal concept concept concept concept conceptCopyright © 2012 Pearson Education 1- 13
    14. 14. Designing a Customer-Driven Marketing Strategy Marketing Management Orientations Production concept is the idea that consumers will favor products that are available or highly affordableCopyright © 2012 Pearson Education 1- 14
    15. 15. Designing a Customer-Driven Marketing Strategy Marketing Management Orientations Product concept is the idea that consumers will favor products that offer the most quality, performance, and features. Organization should therefore devote its energy to making continuous product improvements.Copyright © 2012 Pearson Education 1- 15
    16. 16. Designing a Customer-Driven Marketing Strategy Marketing Management Orientations Selling concept is the idea that consumers will not buy enough of the firm’s products unless it undertakes a large scale selling and promotion effortCopyright © 2012 Pearson Education 1- 16
    17. 17. Designing a Customer-Driven Marketing Strategy Marketing Management Orientations Marketing concept is the idea that achieving organizational goals depends on knowing the needs and wants of the target markets and delivering the desired satisfactions better thanCopyright © 2012 Pearson Education competitors do 1- 17
    18. 18. Designing a Customer-Driven Marketing Strategy Marketing Management Orientations Societal marketing concept is the idea that a company should make good marketing decisions by considering consumers’ wants, the company’s requirements, consumers’ long-term interests, and society’s long-run interestsCopyright © 2012 Pearson Education 1- 18
    19. 19. Designing a Customer-Driven Marketing StrategyCopyright © 2012 Pearson Education 1- 19
    20. 20. Preparing an Integrated Marketing Plan and Program The marketing mix: set of tools (four Ps) the firm uses to implement its marketing strategy. It includes product, price, promotion, and place. Integrated marketing program: comprehensive plan that communicates and delivers the intended value to chosen customers.Copyright © 2012 Pearson Education 1- 20
    21. 21. Building Customer Relationships Customer Relationship Management (CRM) • The overall process of building and maintaining profitable customer relationships by delivering superior customer value and satisfactionCopyright © 2012 Pearson Education 1- 21
    22. 22. Building Customer Relationships Relationship Building Blocks: Customer Value and Satisfaction Customer- Customer perceived value satisfaction • The difference • The extent to between total which a customer value product’s and total perceived customer cost performance matches a buyer’s expectationsCopyright © 2012 Pearson Education 1- 22
    23. 23. Building Customer Relationships Customer Relationship Levels and Tools Basic Relationships Full PartnershipsCopyright © 2012 Pearson Education 1- 23
    24. 24. Building Customer Relationships The Changing Nature of Customer Relationships • Relating with more carefully selected customers uses selective relationship management to target fewer, more profitable customers • Relating more deeply and interactively by incorporating more interactive two way relationships through blogs, Websites, online communities and social networksCopyright © 2012 Pearson Education 1- 24
    25. 25. Building Customer Relationships The Changing Nature of Customer Relationships Customer-managed relationships Marketing relationships in which customers, empowered by today’s new digital technologies, interact with companies and with each other to shape their relationships with brands.Copyright © 2012 Pearson Education 1- 25
    26. 26. Building Customer Relationships Partner relationship management involves working closely with partners in other company departments and outside the company to jointly bring greater value to customersCopyright © 2012 Pearson Education 1- 26
    27. 27. Building Customer Relationships Partner Relationship Management • Partners inside the company is every function area interacting with customers – Electronically – Cross-functional teams • Partners outside the company is how marketers connect with their suppliers, channel partners, and competitors by developing partnershipsCopyright © 2012 Pearson Education 1- 27
    28. 28. Building Customer Relationships Partner Relationship Management • Supply chain is a channel that stretches from raw materials to components to final products to final buyers • Supply chain managementCopyright © 2012 Pearson Education 1- 28
    29. 29. Capturing Value from Customers Creating Customer Loyalty and Retention • Customer lifetime value is the value of the entire stream of purchases that the customer would make over a lifetime of patronageCopyright © 2012 Pearson Education 1- 29
    30. 30. Capturing Value from Customers Growing Share of Customer Share of customer is the portion of the customer’s purchasing that a company gets in its product categoriesCopyright © 2012 Pearson Education 1- 30
    31. 31. Capturing Value from Customers Customer equity is the total combined customer lifetime values of all of the company’s customersCopyright © 2012 Pearson Education 1- 31
    32. 32. Capturing Value from Customers Building Customer Equity • Right relationships with the right customers involves treating customers as assets that need to be managed and maximized • Different types of customers require different relationship management strategiesCopyright © 2012 Pearson Education 1- 32
    33. 33. The Changing Marketing Landscape Uncertain Economic Environment • New consumer frugality • Marketers focus on value for the customerCopyright © 2012 Pearson Education 1- 33
    34. 34. The Changing Marketing Landscape Uncertain Economic Environment • New consumer frugality • Marketers focus on value for the customerCopyright © 2012 Pearson Education 1- 34
    35. 35. The Changing Marketing Landscape Digital Age • People are connected continuously to people and information worldwide • Marketers have great new tools to communicate with customers • Internet + mobile communication devices creates environment for online marketingCopyright © 2012 Pearson Education 1- 35
    36. 36. The Changing Marketing Landscape • Rapid Globalization • Sustainable Marketing • Not-for-Profit MarketingCopyright © 2012 Pearson Education 1- 36
    37. 37. So, What Is Marketing? Pulling It All TogetherCopyright © 2012 Pearson Education 1- 37
    38. 38. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America. Copyright © 2012 Pearson EducationCopyright © 2012 Pearson Education 1- 38

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