The document contains 21 discussion questions about marketing concepts such as defining marketing, guerrilla marketing strategies, target markets, the marketing mix (4 P's), and branding. Specifically, it asks about marketing mistakes small businesses make, steps for market research, individualized marketing, social media platforms, and creating optimal customer experiences.

1. CHAPTER 8 DISCUSSION QUESTIONS
1) Define marketing.
2) What % of small business owners say that their companies do not need marketing because their products/services
sell themselves?
3) Define guerrilla marketing strategies.
4) What 4 objectives should a guerrilla marketing plan accomplish?
5) Define target market.
6) What do most marketing experts contend is the greatest marketing mistake most small businesses make?
7) To be customer-driven, an effective marketing strategy must be based on what?
8) What is the vehicle for gathering the information that serves as the foundation for the marketing plan?
9) Why can't small companies afford to make marketing mistakes?
10) What are the 4 steps to successful market research?
11) Define individualized (1-to-1) marketing.
12) State the 12 guerrilla marketing principles.
13) What is any commercial news covered by the media that boosts sales but for which a small company does not
pay?
14) What is a marketing concept designed to draw customers into a store by creating a kaleidoscope of sights,
smells, & activities to entertain?
15) What is a key customer benefit of a product/service that sets it apart from the competition?
16) More than half of Facebook users are over what age?
17) What is a frequently updated online personal journal that contains a writer's ideas on a multitude of topics?
18) Systematically creating the optimum experience for the customers every time they interact with the company
is known as what?
19) What is the philosophy of producing a high quality product/service & achieving quality in every aspect of the
business & its relationship with the customer?
20) What are the 4 P's of marketing?
21) As described in Figure 8.2, what are the 5 characteristics of a great product?

2. SHOULD A BRAND APPEAL TO EVERY TYPE OF
CONSUMER?

5. TO BE SUCCESSFUL, SHOULD A BRAND APPEAL TO EVERYBODY?
•85% OF BEER SOLD IN
AMERICA IS LIGHT LAGER.
•BEST SELLING BEER IS 60
•BUDWEISER IS A 5% ABV &
MINUTE IPA.
11 IBU LIGHT AMERICAN-
STYLE LAGER. •6% ABV & 60 IBU.
•IT IS MADE WITH UP TO 30% •$8.99/6 PACK BOTTLES.
RICE.
•$5.99/6 PACK CANS.

6. IT DEPENDS ON HOW YOU DEFINE “SUCCESS.”
-BUDWEISER, & MOST BIG BREWERIES, IS SUCCESSFUL IN SALES BUT THEY
ARE NOT SUCCESSFUL IN CREATING A QUALITY PRODUCT.
-DOGFISH HEAD, & MOST CRAFT BREWERIES, IS SUCCESSFUL IN CREATING A
QUALITY PRODUCT BUT COMPARED TO BUDWEISER NOT IN SALES.
-A SMALL BUSINESS SHOULD BE MORE CONCERNED WITH PROVIDING A
QUALITY PRODUCT/SERVICE & STAYING TRUE TO THAT PRODUCT/SERVICE.
-CREATE THE PERCEPTION THAT THERE IS NO OTHER COMPANY/PRODUCT
ON THE MARKET LIKE YOURS.

7. BRANDING
-THE EFFORTS INTENDED TO IDENTIFY THE GOODS & SERVICES OF ONE SELLER & TO
DIFFERENTIATE THEM FROM THOSE OF OTHER SELLERS.
-IT’S ABOUT GETTING PROSPECTIVE CONSUMERS TO SEE YOU AS THE ONLY ONE THAT
PROVIDES A SOLUTION TO THEIR PROBLEM.
-SIMILAR TO BRANDING ON THE RANCH.
-USED TO DIFFERENTIATE YOUR COMPANY (COW) FROM ALL OTHER COMPANIES (CATTLE).
-USED BY CORPORATIONS TO CREATE UNIQUE & ATTRACTIVE PERSONALITIES FOR
THEMSLEVES.
-CORPORATIONS’ BRAND IDENTITIES ARE PERSONIFICATIONS OF WHO THEY ARE & WHERE
THEY’VE COME FROM.
-IT IS ABOUT CREATING & EVOLVING CUSTOMER PERCEPTIONS OF THEMSELVES.
-ENABLES THEM TO CREATE INTELLECTUAL & EMOTIONAL BONDS WITH THE GROUPS THAT
THEY DEPEND ON:
-CUSTOMERSS & EMPLOYEES

8. BRAND DRIVERS
-SLOGANS, LOGOS, SYMBOLS, MACOTS, CELEBRITY
ENDORSEMENTS, ETC. TO REINFORCE “HUMAN
QUALITIES.”

9. EFFECTIVE BRANDING WILL:
-DELIVE A CLEAR MESSAGE.
-CONFIRM YOUR CREDIBILITY.
-CONNECT YOUR TARGET PROSPECTS EMOTIONALLY.
-MOTIVATE THE BUYER.

10. WHO IS CURRENTLY THE BEST-PERCEIVED BEER BRAND
AMONG U.S. ADULTS (21+) NATIONWIDE?

11. KEY INGREDIENTS TO CRAFT BEER SUCCESS

12. AN AUTHENTIC STORY
-CRAFT BEER BRANDS HAVE AN AUTHENTIC STORY AT THE
ROOT OF THEIR COMMUNICATION.
-MORE IMPORTANTLY, THEY LIVE IT.
-EMPLOYEES AREN’T JUST EMPLOYEES, THEY
REPRESENT THE BRAND.

14. TAKE ADVANTAGE OF YOUR HOME BASE
-SUCCESSFUL CRAFT BEER BRANDS FOCUS THEIR EFFORTS AROUND
THEIR BREWERY WHERE THEIR STORY IS MORE MEANINGFUL TO
CONSUMERS.
-IT’S EASIER TO ACTIVATE A BRAND’S STORY IN A HOME MARKET:
-IT’S REPEATED MORE OFTEN (BY BREWERY EMPLOYEES).
-IT IS REINFORCED BY BREWERY TOURS.
-CRAFT BREWERS ARE MORE PROFITABLE IF THEY SELL A HIGHER %
OF THEIR BEER IN THEIR HOME MARKET.
-EXPANSION IS NOT MADE UNTIL THERE IS SUFFICIENT CONSUMER
DEMAND IN ADJACENT MARKETS.

17. CREATE CONVERSATION OPPORTUNITIES
-CRAFT BEER BRANDS ARE BUILT ON CONVERSATIONS. ONE
CONSUMER AT A TIME.
-THE STORY & THE PASSION IN WHICH IT IS PRESENTED IS CRITICAL.
-CRAFT BEER CONSUMERS RESPOND TO BRANDS THAT HAVE A DEEP
PASSION FOR THEIR BUSINESS.
-CONSUMER INTERACTIONS ARE BEST WHEN THEY ARE WITH THE
BRAND’S “RELIGIOUS ZEALOT.”
-JIM KOCH: SAM ADAMS
-SAM CALIGIONE: DOGFISH HEAD
-CONVERSATION OPPORTUNITIES:
-BEER FESTIVALS
-ON-PREMISE PROMOTIONS
-OFF -PREMISE HAND-SELLS
-SOCIAL MEDIA