SlideShare a Scribd company logo
The philosophy that firms should analyze the 
needs of their customers and then make 
decisions to satisfy those needs, better than 
the competition. 
Most firms have adopted this philosophy
The Production Concept 
 Industrial Revolution til the early 1920’s 
 A firm should focus on those products that it 
could produce most efficiently and that the 
creation of a supply of low-cost products would in 
and of itself create the demand for the products. 
 Worked well because most of the products were 
those of basic necessity.
The Sales Concept 
 Early 1930’s 
 Companies not only would produce the products, 
but also would try to convince customers to buy 
them through advertising and personal selling. 
 Paid little attention to whether or not the 
consumer really needed it or not.
The Marketing Concept 
 After World War II 
 Variety of products increased 
 Customers could afford to be selective and buy 
only products that met their changing needs. 
Key Questions: 
 What do customers want? 
 Can we develop it while they still want it? 
 How can we keep our customers satisfied?
Marketing Concept involves: 
 Focusing on customer needs before developing 
the product 
 Aligning all functions of the company to focus on 
those needs 
 Realizing a profit by successfully satisfying 
customer needs over the long term
Identify needs 
of customers 
Develop and 
market products 
or services 
Operate a 
business 
profitably
Identify the Market 
 Description of the prospective customers a 
business wants to serve and the location of those 
customers.
Develop a Marketing Mix 
 The blending of the four P’s 
The Four Marketing Elements 
1. Product 
2. Place (Distribution) 
3. Price 
4. Promotion
What do 
people want 
and need?
How do I get 
it to the 
customers?
How much are 
people willing 
to pay for it?
How do I get 
people to buy 
it?

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The Marketing Concept

  • 1.
  • 2. The philosophy that firms should analyze the needs of their customers and then make decisions to satisfy those needs, better than the competition. Most firms have adopted this philosophy
  • 3. The Production Concept  Industrial Revolution til the early 1920’s  A firm should focus on those products that it could produce most efficiently and that the creation of a supply of low-cost products would in and of itself create the demand for the products.  Worked well because most of the products were those of basic necessity.
  • 4. The Sales Concept  Early 1930’s  Companies not only would produce the products, but also would try to convince customers to buy them through advertising and personal selling.  Paid little attention to whether or not the consumer really needed it or not.
  • 5. The Marketing Concept  After World War II  Variety of products increased  Customers could afford to be selective and buy only products that met their changing needs. Key Questions:  What do customers want?  Can we develop it while they still want it?  How can we keep our customers satisfied?
  • 6. Marketing Concept involves:  Focusing on customer needs before developing the product  Aligning all functions of the company to focus on those needs  Realizing a profit by successfully satisfying customer needs over the long term
  • 7. Identify needs of customers Develop and market products or services Operate a business profitably
  • 8. Identify the Market  Description of the prospective customers a business wants to serve and the location of those customers.
  • 9. Develop a Marketing Mix  The blending of the four P’s The Four Marketing Elements 1. Product 2. Place (Distribution) 3. Price 4. Promotion
  • 10. What do people want and need?
  • 11. How do I get it to the customers?
  • 12. How much are people willing to pay for it?
  • 13. How do I get people to buy it?