1. UNIT 5 : MARKETING

2. What is marketing?

3.  According to the social definition, marketing is
societal process by which individuals or
groups obtain what they need and want
through creating, offering, exchanging
products and services of value freely with
others.

4.  The American Marketing Association offers
managerial definition:
Marketing (management) is the process of
planning and executing the conception,
pricing, promotion, and distribution of ideas,
goods, and services to create exchanges that
satisfy individual and organizational goals.

5. What is marketed?
Marketing people are involved in marketing 10
types of entities: goods, services, experiences,
events, persons, places, properties,
organizations, information, and ideas.

6. Marketplace
 The m arke tplace is physical, such as a store
you shop in; m arke tspace is digital, as when
you shop on the Internet.

7. Market
 Market is condition permits buyers and sellers
work together.

8. Market research
 Secondary data
 Primary data

9. Core Marketing Concepts
 Needs, Wants, and Demands
 Market Segmentation
 Brands and Trademarks
 Value and Satisfaction
 Marketing Channels

10. Needs, Wants, and Demands
 Ne e ds are the basic human requirements.
People need air, food, water, clothing, and
shelter to survive. People also have strong
needs for recreation, education, and
entertainment.
 These needs become wants when they are
directed to specific objects that might satisfy
the need.

11. Example
 A consumer in the United States needs food
but may want a hamburger, french fries, and a
soft drink. A person in Mauritius needs food
but may want a mango, rice, lentils, and
beans. Wants are shaped by our society.

12. Demand
 De m ands are wants for specific products
backed by an ability to pay. Many people want
a Mercedes; only a few are willing and able to
buy one. Companies must measure not only
how many people want their product, but also
how many would actually be willing and able
to buy it.

13. Markets Segmentation
 Who is the target market for a product?
- Industrial product (B2B)
- Consumer product (B2C)
- Public goods (B2G)

14. 4 basic methods for segmenting a
market
 Product –related: comfort, safety, luxury, good
value-for-money, convenience, durability, etc.
 Demographic: age, gender, education, family
life cycle, income, education, etc.
 Psychographic: attitudes, lifestyle, opinions,
values, self-image, etc.
 Geographical: region, postcode, etc.

15. Example
 For example, Volvo develops its cars for
buyers to whom safety is a major concern.
Volvo, therefore, positions its car as the safest
a customer can buy. Companies do best
when they choose their target market(s)
carefully and prepare tailored marketing
programs.

16. Brands and Trademark
 Brand: a name, symbol or design (or some
combination) that identify a product
 Trademark: a name or symbol that cannot be
used by another producer
 Brand loyalty passes through three stages:
1. Brand awareness
2. Brand reference
3. Brand insistence

17. Value and Satisfaction
 Value reflects the sum of the perceived tangible
and intangible benefits and costs to customers.
It’s primarily a combination of quality, service,
and price (“qsp”), called the “customer value
triad.”
 Satisfactio n reflects a person’s judgments of a
product’s perceived performance in relationship
to expectations. If the performance falls short of
expectations, the customer is dissatisfied and
disappointed. If it matches expectations, the
customer is satisfied. If it exceeds them, the
customer is delighted.

18. Marketing Channels
 Co m m unicatio n channe ls deliver and receive
messages from target buyers and include
newspapers, magazines, radio, television, mail,
telephone, billboards, posters, fliers, CDs
 Distributio n channe ls to display, sell, or deliver the
physical products or service(s) to the buyer or user.
They include distributors, wholesalers, retailers, and
agents.
 Service channe ls to carry out transactions with
potential buyers. Service channels include
warehouses, transportation companies, banks, and
insurance companies that facilitate transactions..

19. Marketing strategy
 Analysis of the wider business environment.
More specifically: the political/legal, economic,
social/cultural, and technological factors
operating in the external world. (PEST)
 Identification and analysis of target markets for
new products.
 Sales goals in term of volume and revenue
 The marketing budget
 Elements of the marketing mix and timing

20. Marketing Mix
 Marketing mix is the set of marketing tools
that the firm uses to pursue its marketing
objectives in the target market. It is classified
these tools into four broad groups that he
called the four Ps of marketing: product, price,
place, and promotion.

21. Marketing Mix
Product Price Promotion Place
Product
variety
Quality
Design
Features
Brand name
Packaging
Sizes
Services
Warranties
Returns
List price
Discounts
Allowances
Payment
period
Credit terms
Sales
promotion
Advertising
Sales force
Public
relations
Direct
marketing
Channels
Coverage
Assortments
Locations
Inventory
Transport

22. FourPs and FourCs
FourPs FourCs
Product
Price
Place
Promotion
Customer solution
Customer cost
Convenience
Communication

23. Total product offer
 Value –for-money: relationship between
quality and price
 Brand name and image
 Packaging
 Convenience of sales channel
 Store surroundings
 Service
 Speed of delivery
 Guarantee