MRKT 310Principles of Marketing University of Maryland Unive.docx

MRKT 310
Principles of Marketing
University of Maryland University College
Rev. July 2013
1
Marketing Plan Template
A Student aid for successfully completing the final project
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How to use this template
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Use this template to navigate the marketing plan term project.
You can either:
Print these slides and use them as tools to develop your own
format
Keep the headings but remove all the directions and tips and use
this template format
Check out the Effective Power Point Presentation Tips in your

Marketing Toolbox. The examples are specific to this project.
Many topics will need more than one slide, don’t try to cram it
all on one slide even though the template has only one slide per
topic. Add additional slides if you need more space to
effectively present key information.
Be sure the numbering system used in the template begins each
of your slides as they track to the grading rubric.
Feel free to change the presentation theme to one of your own,
or design one specifically related to your product.
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Marketing Plan Term Project
Objectives
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By completing this project you will be able to:
Demonstrate knowledge of basic marketing principles
Apply marketing principles to a product/market situation
Develop/improve Power Point presentation skills
Demonstrate critical thinking skills
Demonstrate information literacy skills

3
Suggested Initial Approach to the Marketing Plan Term Project
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Select your company or product/service in Week 1 and get
faculty approval
Determine external research needs by end of Week 1 and use the
UMUC virtual library. Complete external research by Week 3.
Check out the product website and competitor websites; visit
the store to see where your product/service is sold, make note of
shelf space positioning and competitive offerings.
Buy your product (if possible) and keep it near you as you draft
your marketing plan.
Check out the discussions on the marketing plan term project
where your faculty member may be providing additional tips
and hints.
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Tips for completing the Marketing
Plan Term Project
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Stay current with text readings and online discussions or
classroom discussions

Draft sections as topics are covered in class while the material
is still fresh in your mind.
Don’t wait until the day the project is due. It is impossible to do
a good job in one weekend.
Refer to grading rubric frequently so ensure you have devoted
enough emphasis to those items with higher point values.
Edit! Be sure your presentation looks professional and
addresses all the issues.
Ask questions early and often!
5
Expectations for External Research
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All your external information should be gathered within the first
three weeks.
Finding perfect information is not realistic; budget time spent
on research carefully
Look for sources that provides additional product and
competitor information, industry trends and other readily
available data. Refer to the Marketing Webliography in the
Marketing Toolbox for ideas. Ask the librarian if you still need
help.
Expect to make educated generalizations if your research does

not uncover all the information you need or is only available by
a fee subscription; but be sure to include some rationale for
your conclusions.
Expect to use endnotes to verify information and a
bibliography, both in an acceptable citation style, e.g. MLA,
APA
Expect 90 percent of sources to be academic sources, not
Wikipedia and Google searches
6
You can delete these introductory slides when you submit your
parts 1 and 2 and begin with your own title slide.
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Your Marketing Plan Term Project will start with the next slide
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(Your name
Course name/number, Section,
Semester)

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(Your Product Name)
Be specific, e.g. Ford Taurus, Apple iPad, Tide Detergent with
Bleach, etc. It is important to know if you are preparing a
marketing plan for a single product or an entire product line.
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Executive Summary
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Prepare this slide last and submit with your finished product at
the end of the semester.
An executive summary should include:
Summary of key findings in the analysis of the current
marketing situation
Briefly state your marketing mix recommendations for the
coming year.
(See Appendix 1, pg 612 in the text 15th ed. or find the related
appendix in the online version for example, but be sure to frame
it as a Power Point, not prose)

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Table of Contents
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Prepare this slide twice:
When you are ready to submit Part 1, prepare your Table of
Contents for Part 1
When you are ready to submit Part 2, prepare your final Table
of Contents incorporating both Part 1 and Part 2
Prepare this slide twice:
1. When you are ready to submit Part 1, prepare your Table of
Contents for Part 1
2. When you are ready to submit Part 2, prepare your final
Table of Contents for both Part 1 and Part 2
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Section A -- Title slide for Section A, no additional content
needed but be sure to include a title slide so your reader can
follow your presentation accurately.
Part 1 focuses on the current situation, in other words what ‘is’
not what you think it should be.
Hints
Do not include a history of the company
Do research and be sure to provide citations both as endnotes
and in a bibliography, refer to UMUC virtual library for citation

and bibliography styles.
Consider your reader to be members of the company’s
management team.
Do not approach this as a term paper where you regurgitate
information you may be finding. Follow the topic numbers
precisely.
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Section A
Current Marketing Situation
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A.1.a. Market Description
Description of market segments
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Develop two to three distinctive market segments the product
now reaches using the hints below. Then, select the one largest
segment that appears to be the primary target market. This
primary target market will be the focus of your marketing plan
term project for the remainder of Part 1. You might recommend
one of the other target markets to be the focus for Part 2 if your
analysis concludes the primary target market is saturated.
Hints:
Use Chapter 7, Table 7.1 on page 193 in text 15th ed. for a list
of potential characteristics of market segments and be specific.
For example, if age is a characteristic, then mention the age ran

range, e.g. 25-49 year olds.
If product is mass marketed, e.g., no segmentation, then do not
provide a target market description, but do explain why it is a
mass market. See Chapter 7, Requirements for Effective
Segmentation 2
Most market segments have multiple characteristic in common.
Articles written about the product may have some expert
analysis of the current target market.
This topic works well in chart format
Alternative: Use the PRISM system to find two to three
possible market segments and their descriptions. Refer to the
following
websitehttp://www.claritas.com/MyBestSegments/Default.jsp?I
D=30 for more details.
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A.1.b. Market Description
Current Marketing Targeting Strategy
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Select and defend one of the four market targeting strategies
currently used by the product and defend your choice.
Hints:
The four market targeting strategies are:

Undifferentiated – Also called mass marketing, ignores segment
differences and goes after whole market
Differentiated – Also called segmented marketing, company
markets to multiple segments with separate offerings
Concentrated – Also called niche marketing, company focuses
on the one market segment they can serve better than
competitors
Micromarketing – Variations include local marketing,
individual marketing, used for marketing to local customer
segments
See Chapter 7, Evaluating Market Segments and Selecting
Market Segments for more details.
Note, to keep things simple, you will focus on only one target
market for the remainder of your marketing plan, even if you
decided the company uses a differentiation targeting strategy.
Be sure to identify the primary target market and keep their
characteristics in mind as you complete your marketing plan.
Part 1.
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A.1.c. Market Description
Value Proposition
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What is the product/service’s current value proposition for the
primary target market?
Hints:

Reference Chapter 1 for a general definition of value
proposition and relationship to developing customer lifetime
value.
Reference Chapter 7, specifically Figure 7.4, on page 215 of the
text 15th ed. for the generic value proposition categories, pick
one and defend your choice.
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A.1.d. Market description
Factors influencing consumer behavior
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Based on the characteristics of your primary target market, what
are the major factors influencing their buying behavior?
Hints:
Use Chapter 5, Figure 5.2 on page 137 of the text 15th ed. for a
framework.
Do not need to address each factor, but those factors you
believe are part of the consumer’s ‘black box’ for this purchase.
Based on the characteristics of your primary target market, what
are the major factors influencing their buying behavior?

Hints:
Use Chapter 5, Figure 5.2 for a framework.
Do not need to address each factor, but those factors you
believe are part of the consumer’s ‘black box’ for this purchase.
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A.1.e. Market description
Buyer decision process
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Based on these factors influencing their buying behavior,
discuss the type of buying decision they most likely will use
when deciding on the purchase or non purchase of your
product/service. Your choices are:
Complex buying behavior
Dissonance-reducing buying behavior
Habitual buying behavior
Variety-seeking buying behavior
Hints:
See Figure 5.5 in Chapter 5 on page 153 of the text 15th ed. for
a framework for the types of buying decisions.
Be sure the logic for your choices are evidenced in your
presentation.
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A.2.a. Product Review
Levels of product/service

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This begins your description of your product/service as it
currently exists.
To complete this topic, refer to Chapter 8, specifically Figure
8.1, on page 228 in the text 15th ed., three levels of product.
Describe your product/service in terms of each of these levels.
Hints:
Be sure you understand each of the three levels as this will be
important in assessing and developing marketing strategy.
If your product is a service, be sure to refer to the service
characteristics as discussed in Chapter 8 beginning on page 237
of the text, 15th ed.
This begins your description of your product/service as it
currently exists.
To complete this topic, skip ahead to Chapter 8, specifically
Figure 8.1, Three levels of product. Describe your
product/service in terms of each of these levels.
Hints:
Be sure you understand each of the three levels as this will be
important in assessing and developing marketing strategy.
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A.2.b. Product Review
Type of product/service
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Here you will pick the type of product/service most appropriate
to your primary target market. Use Table 8.1 on page 229 of

the text, 15th ed. to help you determine the type of product
The types of product are:
Convenience
Shopping
Specialty
Unsought
Hints:
Table 8.1 Table will be an invaluable aid in Part 2 when you
determine future marketing strategy. It provides clues to
marketing mix strategy based on the customer’s behaviors and
the type of product.
Be sure you are considering only your primary target market
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A.2.c. Product review
Product/service lifecycle
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Refer to the discussion of the product lifecycle in Chapter 9,
page 279 in the text 15th ed. List the stage your
product/service is currently in and your rationale for your
decision.
Hints:
Table 9.2 gives a lot of clues as to what may be happening in
each of the stages giving you the rationale you need to defend
your choice

Table 9.2 will also give you ideas as to future marketing
strategy recommendations in Part 2.
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A.2.d. Product Review
Benefits/features analysis
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This topic should list the features of the product in one column
and then correlate the feature with the customer benefit each
feature provides. For example, a feature of an iPad might be a
built-in camera. The benefit to the customer is the ability to
take photos and share them without uploading from a separate
camera.
Hints:
Check out Table A1.1 in Appendix 1 in the text 15th ed. for a
good example; but unlike the example, you only need to do it
for one primary target market you identified earlier.
The feature is always something the company puts in the
product, the benefit is the reason why this feature is important
to the customer.
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A.2.e. Product Review
Differentiation
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This begins your description of the marketing mix (product,
price, place and promotion) that currently exists. You can find
most of this information in your research and where needed,
make educated and well-grounded guesses. Here you will
discuss the points of differentiation as seen through the eyes of
the primary target market. Your choices are:
Product differentiation
Services differentiation
Channel differentiation
People differentiation
Image differentiation
Hints:
Check out Chapter 7, Identifying Possible Value Differences,
beginning on page 211 of the text, 15th ed.
In some cases, you may determine that your product/service has
more than one point of differentiation, if so discuss each.
Rarely will a product/service have an advantage in each and
every point of differentiation.
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A.2.f. Product Review
Branding strategy
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This covers the topic of how the company that produces the
product/service brands the product/service. Discuss the

following:
Is your product/service a national brand that already has brand
equity, or is it a new brand with little or no brand equity?
Is your product/service part of a product line, and if so, what
else is included in the product line?
Is the brand adequately represented in the packaging such that
the primary target market can identify the positioning strategy?
Hints:
The manufacturer’s brand is not always the product brand.
Refer to Chapter 8, Product and Service Decisions.
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A.3.a. Competitive Review
Competitive Analysis
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Identify each of your product/services direct competitors.
These are competitors who offer a similar value proposition to
meet the same consumer need. Compare each competitor,
including your product, on relevant criteria such as price,
channel system, brand image, features, etc.
Hints:
Refer to Appendix 1, Table A1.2 for an idea of how to compare
each of the direct competitors. You can add as many columns
as you think relevant. In addition to features you might
compare price, assortment, numbers of locations, competitive

advantage and other variables relevant to your product.
Refer to Chapter 18 for more information on competitive
analysis.
Use the Competitive Analysis worksheet to help you with this
important analysis.
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A.3.b. Competitive Review
Market share
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This is the list of who has the largest to smallest market share.
If possible, find this information from an industry source. If
you have to guess, be sure to include your rationale.
Hints:
Hoovers.com usually has comparable revenue numbers for
public companies. Industry trade magazines frequently give
comparative statistics. See the Marketing Webliography in the
Marketing Toolbox for more ideas.
Be careful your number is only for your product, not the
company’s entire portfolio of products
A quick and dirty measure is the amount of shelf space devoted
to each competitor, if you have chosen a consumer product.
But, true market share indicators based on volume sales or
sales dollars, or units sold would be better.

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A.3.c. Competitive Review
Competitive positions and roles
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This topic will draw your conclusions from your competitive
analysis. Minimally, include the following:
Which product/service is the market leader, market challenger,
market followers or market nichers?
What are the differences in the positioning strategies of each, if
any?
What are the vulnerabilities in each of the competitors that can
be ‘attacked’ in future marketing mix strategy?
Hints:
Check out Chapter 18 for a thorough discussion of competitive
positions and roles, see Figure 18.2 and related narrative on
page 536 in the text, 15th ed.
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A.3.d. Competitive review
Strategic Sweet Spot
26
The Strategic Sweet Spot is not covered in your text, but it
means the convergence of market needs and company’s ability
to meet those needs better than any of the competitors.

Your product/service may or may not have a strategic sweet
spot. If so, identify it here. If not, discuss why this is a
problem, which is generally the case for products where
consumers do not really believe there are any product
differences amongst the competitors.
Hints:
Sample of a strategic sweet spot: The Macbook Pro is the most
light, most powerful full functioning laptop available to college
students and comes with Apple’s industry leading service and
guarantees easily accessible for free via phone or at the
college’s IT support department.
The Strategic Sweet Spot is NOT the positioning statement,
although they may look alike. The difference is that no other
competitor owns your sweet spot. If they do, then both
competitors are positioned similarly and that creates a major
marketing challenge.
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A.3.e. Competitive review
Positioning
27
This topic covers the important question of how does the
product/service position itself in the minds of the primary target
market. What position does your product/service hold in the
minds of your primary target market? Your discussion of the
sweet spot should set the stage for this discussion.

Hints:
If possible, a good way to describe the product/service’s
position is to develop a positioning map for the product/service
category. See Figure 7.3 in Chapter 7, page 211 in the text 15th
ed. for an example of a positioning map.
Use the Perceptual/Positioning map worksheet to aid your
analysis.
See also the sample positioning statements under Differentiation
and Positioning on page 210 in the text, 15th ed.
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A.4.a. Distribution review
Current supply chain members and roles
28
Who are the channel members that takes the product from
producer to end user and what does each channel member do to
to add value to the final customer
Hints:
You may want to draw one or more of the channel design
illustrated in Figure 12.2., page 343 in the 15th ed. Be as
specific as you can, e.g. for retailer, exactly what stores is the
product sold.

Discuss the channels for the primary target market only
You may need to discuss more than one channel system. For
example, may have a direct to customer channel, and one or
more indirect channels to the final customer. For example, you
can buy best selling books via a direct channel on the web. You
can also buy a best selling book via a retail channel utilizing a
publisher (manufacturer), wholesaler and retailer. You can also
buy a best selling book via a discount channel such as Costco,
which functions as both the wholesaler and retailer.
Be sure to discuss how each adds (or doesn’t add) value for the
final consumer. You can find a basic list of channel functions
in Chapter 12, page 342, 15th ed.
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A.4.b. Distribution Review
Value delivery network analysis
29
Refer to Chapter 12, discuss whether your product or service is
distributed via a:
Conventional distribution channel
Vertical marketing system (VMS)
Corporate VMS
Contractual VMS
Administered VMS
Horizontal Marketing System
Multichannel Distribution System

End with your conclusion as to whether the current value
delivery network is appropriate for your product/service to add
value to the primary target market.
Hints:
This may be a topic for which you may not be able to find
perfect information. Do your best and explain the rationale for
your choices.
29
A.4.c. Distribution Review
Current type of distribution strategy
30
Discuss which of the distribution strategies is currently used,
e.g. selective, intensive or exclusive distribution.
Hints:
Refer to Chapter 12, beginning on page 351 in the text, 15th ed.
identifying major distribution alternatives.
30
Title Slide – no need for additional content

31
Section B
SWOT Analysis
31
B.1. SWOT microenvironments
32
Strengths and weakness come from a company’s
microenvironments. Refer to Chapter 3 and list the strengths
and weaknesses of the company producing your product/service
here. You can include any or all of the actors as described in
Chapter 3.
Hints:
Check out the SWOT worksheet to assist you with this analysis.
32

B.2. SWOT macroenvironments
33
Opportunities and Threats come from a company’s
macroenvironments. Referring to Chapter 3 list the
opportunities and threats that may exist from any or all of the
actors in your product/service’s macroenvironments.
33
This concludes Part 1
34
Be sure to go back and develop your Table of Contents
Be sure to edit your work, follow the tips for effective Power
Point Presentations
Be sure to include your endnotes and bibliography
Check your work against the grading rubric
Upload your Part 1 to your assignment folder by the due date
listed in the course schedule.
Remember your analysis so that you can make recommendations
in part 2 grounded in the current situation and how it can be
improved.

34
Begin Part 2
35
Part 2 will be your ideas, suggestions and recommended
marketing strategies going forward.
Do not repeat information from Part 1. That is historic, we now
want recommendations and your critical thinking.
Little if any external research will be needed for Part 2 as we
are looking for your thoughts and recommendations as you
critically assess the part 1 information to design new marketing
strategies.
Remember, you are students in an introduction to marketing
class; your recommendations do not have to be at the level of
actionable strategies as the company might pursue; but they
should be a demonstration that you understood the current
situation sufficiently to determine the product’s future
marketing efforts.
35
Title slide – No need to add content
36
Part C
Section C

Objectives and Issues
36
C.1. Objectives and Issues
First year marketing objectives
37
Develop new objectives for your product/service based on your
analysis of the current situation.
Hints:
If your product/service was the market challenger, your
objective might be to become the market leader. This would be
an increase in market share objective. Or, you may have
concluded that you need to find new customers for your existing
product. This would be a market penetration from x to y
strategy. You will probably have more than one objective
going forward.
Refer to Chapter 2, Setting Company Objectives and Goals, for
more discussion. Refer to Appendix 1, Objectives and Issues,
on page 618 of the text 15th ed. for some idea on how to write
marketing objectives. You do not need to cover year 1 or year
2, just some general marketing objectives that will signify

growth going forward. The product/market grid illustrated in
Chapter 2, Figure 2.3, on page 47 of the 15th edition is a good
framework for developing marketing objectives.
37
C.2. Objectives and Issues
Issues that may hinder objectives
38
Based on your analysis of the current situation throughout Part
1 and your new marketing objectives, what are the issues your
company might encounter that would hinder their ability to
reach these objectives?
Hints:
See Appendix 1, Objectives and Issues section on page 618 of
the text 15th ed. for an examples of issues.
Generally, your SWOT analysis should have revealed what
issues have to be overcome to achieve new objectives.
38
Title slide
No need for additional text

39
Section D
Marketing Mix Recommendations
39
D.1. Marketing Strategy Recommendations
Positioning strategy
40
Refer back to A.2.e. Do you want to recommend a change to
the positioning strategy to more adequately reflect the value
proposition to the primary target market; or is the current
positioning strategy sufficient? If so, be sure to justify why the
current positioning strategy should continue.
Do you want to recommend a new target market because you
conclude the primary target market is saturated and your
objectives include developing a new market? If so, describe the
target market characteristics for this new group of consumers.
40
D.2. Marketing Mix Strategy Recommendations

Product and branding strategy
41
What recommendations would you suggest to change the
product/service? Go back to the three levels of the product and
make changes that you think would enhance the value
proposition for the existing target market, or the new target
market if that is one of your objectives. Would you change the
packaging? Would you change the branding? Would you
suggest additions to the product line? Be sure to provide your
rationale.
Be sure to read the text chapter on branding and product
decisions to understand how they apply to your case.
41
D.3 Marketing Mix Strategy Recommendations
Pricing Strategy
42
What changes to the current pricing strategy would you
recommend and why?
Hints:
If the product currently uses cost plus or other non consumer
focused strategy, a good recommendation might be to change to
a consumer focused strategy such as value added or good value
pricing.
Rarely can you raise the price of a product/service unless you
add additional value. If you recommend product changes to
enhance the value proposition you can consider a price increase.

Highly competitive product categories are usually victims of the
principles of supply and demand, and in that elastic situation
may have to lower prices in hopes of increasing sales volume.
Be sure to check out all the pricing issues discussed in Chapter
10 to determine the best pricing approach for your
product/service.
Do not confuse price strategies with promotion pricing, an IMC
tactic.
42
D.4 Marketing Mix Strategy Recommendations
Distribution Strategy
43
What changes might you recommend to the current value chain
and value delivery network and why?
Remember, every channel member needs to be performing some
value added service in order to be included in the value chain.
Hints:
If delivery is an issue for your product/service, changes are
good that some change will need to be made. This includes post
purchase services.
May want to draw a recommended channel system design

43
D.5. Marketing Mix Strategy Recommendations
Marketing Communications Strategy
44
What changes would you recommend to the marketing
communications strategy to more adequately communicate the
value proposition to your primary target market? How would
the marketing communications integrate to provide synergy to
reinforce the brand. Be sure to list which promotion mix tools
would be used to reach each of the objectives. You should have
at least three marketing communication objectives. Is your
marketing communications strategy mostly push or pull and
why.
Hints:
Use the buyer readiness stages, Figure 14.3 and related
discussion in Chapter 14, page 414 in the text 15th ed. and the
related discussion on communication objectives in Chapter 14
and develop several marketing communications objectives.
Warning, the example of Marketing Communications in the
Appendix plan is NOT sufficient; you need to include a
discussion of how the promotion tools integrate.
44
D.6 Marketing Research
45
How will marketing research be used to support development,
implementation, and evaluation of strategies and action plans?

Although the marketing research chapter was not covered in
class, it might provide you with some ideas on how marketing
research can support your marketing objectives.
Hints
If you developed an objective to expand the product line, your
market research needs might include some test marketing to
ensure the new product meets the consumer needs you
identified. Similarly, if you developed an objective to increase
brand name awareness, you might need a pretest of the current
brand name awareness so you have a base line on which to
gauge any increase in brand name recognition as a result of the
marketing recommendations.
Title Slide
No need for additional text
46
Section E
Action Programs
46
E.1. Action Programs - IMC
47

Provide some detail as to when the marketing communications
would take place over a specific period of time, e.g. calendar
year. Be sure to keep your primary target market in mind, for
example, if you are selling holiday ornaments, there is no need
to promote year round. Think of when the consumer is most
like to be in the buyer decision making mode.
Hints:
See Appendix 1 under action programs for some ideas of how to
approach this topic.
47
E.2. Action Programs
Message design, content and structure
48
Your marketing communications will be driven by the right
message design. Review the existing marketing
communications and make recommendations for changes as may
be appropriate given your recommendations in Part 2. You can
also create a marketing communication, e.g. an ad, a buzz
campaign, billboard, TV or radio etc. creative strategy. Be sure
your message is designed to effectively reach your primary
target market.
Hints:
Check out Chapter 14, Designing a Message, beginning on page
415 of the text 15th ed. for more details.

48
Media choices
49
Where will you place the communication message? Based on
each of the promotion mix tools you identified, how would the
message be used to communicate with the primary target
market?
Hints:
You can base this on personal and nonpersonal communication
channels discussed in Chapter 14.
Be specific, e.g. not just TV ads, but on what TV shows and
why you think that show will reach your target market.
49
Promotion Mix Tools
50
List each of the promotion mix tools you plan to use in your
marketing communications strategy. Describe why you think
each tool will contribute to achieving your communications
objectives?

Hints:
A good marketing plan will have at least three different
promotion tools and have clearly identified objectives for each
that integrate with each other to create synergy and overall
attainment of marketing communications objectives.
.
50
Title slide – No content needed
51
Part F
Section F
Budgets
51

F.1. Budgets
Objective/Task method
52
Chapter 14 discusses several budget methods, but the most
useful is the Objective/Task method.
List each of your promotion tools and then assign a percent of a
budget that should be allocated to each tool and why. For
example, you may indicate you would spend 35% of the
marketing communication budget on sales promotion because
you have a marketing communication objective to induce
product trial among 50% of the primary target market. This
means a massive sampling campaign.
Or, you may have a large percent devoted to advertising because
you want to increase awareness.
Hints:
Be sure your percentages total 100%.
What is most important is that you can differentiate between the
tools and what they are being used to accomplish.
Knowing the costs of all these promotion action plans is
impossible, but describing your rationale is doable.
52
53
Part G

Section G
Controls
53
G.1. Controls
Metrics to monitor progress
54
Go back to your marketing objectives listed in C.2. How will
you know if these objectives are being met? Sales within a
certain timeframe is definitely one way, but develop at least
three other metrics that would be useful to measure the
effectiveness of your marketing plan.
Check out Appendix 2, Marketing by the Numbers, for some
ideas.
Hints:
Increase in awareness can be a marketing communication
objective to support a marketing objective. This can be
measured with marketing research pre and post IMC campaign.
Remember social media metrics such as ‘hits’ or website visits.

These are only a few ideas, think through your particular
product/market situation, your objectives and what will be the
tangible evidence that the marketing plan is on the right track
54
Endnotes
55
Be sure to use a proper citation format or you will lose points.
Endnotes should be included for both Part 1 and Part 2 as
appropriate.
55
Bibliography
56
Be sure to use a proper citation format or you will lose points.
Refer to the excellent reference tools found in the UMUC
virtual library.

56
Exhibits
57
Exhibits are optional, but are a good place to put detailed charts
and graphs and then reference them in your presentation. Be
sure your exhibits are numbered and have a relationship to your
marketing plan content, not just extra information.
Use this slide for an index of your exhibits and include as many
additional slides as you may need to adequately convey your
marketing plan topics.
57
End of Part 2
58
Make any changes recommended in your faculty’s feedback on
Part 1. You may be granted extra credit.
Incorporate Parts 1 and 2 into a final, cohesive document.
Complete the Executive Summary.
Edit carefully! You are being assessed on your grammar,
composition and Power Point skills.
Upload into your assignment folder by the due date.

58
From Chapter 10, Read the opening case on JCPenney (pgs.
288-289) and the 'new strategy" presented in this vignette.
Then, review the recent changes in JCPenney (use Google
search or other resources) including the ouster of former CEO
Ron Johson, and why JCPenney is now going back to its former
strategy, including coupons. Why did this occur? What drove
this strategic back-step in which JCPenney scrapped its
'innovative, game-changing changes" and went back to its
former approaches? How did JCPenney misjudge the market?
How does this relate to pricing approaches?
Explain your analysis and provide examples/supporting
information.
Comment on 2 other student postings.
Lyn: JCPenny is going back to its former approaches, including
coupons, because as part of the marketing process, JCPenny's
first step is to understand the marketplace and customers needs
and wants. It may be that CEO Ron Johnson suffered from
marketing myopia. Author Brad Tuttle, in his article titled, The
5 Big Mistakes That Led to Ron Johnson’s Ouster at JC Penney,
states, " Johnson did not test his pricing strategy and Johnson
failed to see how attached customers were to markdowns".
Author James Surowiecki, states "he (Johnson) thought that
people would show up in stores because they were fun places to
hang out, and that they would buy things listed at full-but-fair
price. He totally misread the JCPenny brand. Doing away with
constant markdowns was, on the face of it, sensible: instead of
starting with a high price and quickly marking it down, start
with a lower price. But Johnson failed to see how attached
customers were to markdowns. Customer value and customer

satisfaction are key building blocks for managing customer
relationships". (Kotler & Armstrong p. 7) Kotler, P., &
Armstrong, G. (2014). Principles of Marketing (15th ed.). Upper
Saddle River, NJ: Pearson Education, Inc.
LaVonda: Myron Ullman took the place of Ron Johnson and he
hit the ground running. He has been increasing promotions to
increase sales. He's trying to get the customers back to
discounting and couponing. The store will return to more basic
clothing and sizes. Private-label brand items will be stopped.
The home sections department will be completely renovated.
The JCPenney website will be revamped to have the
merchandise match what's in the stores. All of this came about
because of the customers un-satisfaction. The pricing strategy
was a mistake. They thought the slogan "Fair and Square"
would win the customers over. They did away with the coupons
and discounts. JCPenney customers would e-mail and complain.
The new apparel offerings were why they stopped shopping
there. The brands they were use to was taking away and
replaced with cheaper made rags. Price is the sum of all the
values that customers give up to gain the benefits of having or
using a product or service. Customer-value based pricing uses
buyer's perceptions of value as the key to pricing. Somehow,
the customers did not feel they were getting value for the price
they were paying as they were in the past. So everything is
returning to the past after careful consideration.
From Chapter 11, discuss 3 different pricing strategies. How are
they different and why? Give an example of each and an
organization that utilizes each approach and why. Why are
different pricing strategies needed/utilized? Why are the 3 you
cited effective? Give examples.
Reply to 2 student postings.
Shakira:
Optional Product Pricing – Optional Product Pricing is when the

pricing of optional or accessory products are added along with
the main product. Car dealerships use optional pricing when
selling cars. The dealerships offer the basic car models with the
standard feature and then there are added features (i.e.
navigation systems, Blue Star) that can be added. This allows
consumers to just purchase the feature with the basic car model,
as opposed to forcing them to pay the price of a full loaded
vehicle.
Product Bundle Pricing – Product Bundle Pricing combines
several products and offers into a bundled package at a reduced
price. This method is the basis of fast food restaurants like
McDonalds. Consumers can get a drink, sandwich, and fries
cheaper than buying all of the items separately, allowing the
consumer to get a better deal and save a few dollars. It is easier
to purchase a bundle that includes everything you need or want.
Additionally, it promotes the sale of products that a consumer
wouldn’t normally purchase.
Captive Product Pricing – Captive Product Pricing sets a price
for products that must be used along with the main product. An
example would be setting the price for video games to for a
particular video game console. For example, a PlayStation
console will only play games that are specifically for
PlayStation and is therefore needed. It is up to the company to
find a reasonable price for the video games.
Different pricing strategies are needed AND utilized as a means
of providing options to the consumers. Consumers do not want
to be forced into purchasing anything especially if they feel that
it is too overpriced. The three strategies that I have cited are
effective in regards to the consumers because can pick and
choose the products that offer them the best deal. As for the
companies, offering better deals will increase sales because
consumers will purchase items they wouldn’t normally
purchase. This is evident because all of the examples (car
dealerships, McDonalds, and PlayStation) are still in business
and the consumers still free up money to purchase the products
that the companies sell.

Amneris: Product Bundle Pricing= when companies combined
several products or services at a reduced priced compared to the
sum when you purchased them separate. One company that does
this successful is Time Warner Cable, where they combine your
Internet, cable and phone into a low price. They are successful
are it because a lot of costumers that are already getting a
service from a trusted company that has been in service for
several years they are ok adding those services and eliminating
having to pay 3 different companies.
Promotional Pricing = the act of offering a lower price
temporarily in order to enhance the effectiveness of product
sales. Most retails companies do this they have sales around the
holidays weekends and end of season clearance the biggest sale
of the year is this upcoming black Friday sale, where stores like
Wal-Mart, Best Buy and Target compete to have the best sales
on go from red to black. It is very effective people know that in
order to get a good deal they need to act fast.
Reference Prices = Cost that consumers anticipate to pay or
consider reasonable to pay for a particular good or service. One
good example is when people go car shopping they go to
websites like Kelly blue book and they research the price of a
used car before going to the lot.

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