chapter 15 the marketing process and marketing strategy
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Chapter 15The marketing process and
marketing strategy
Learning objectives
1 Understand the importance of strategic marketing and prepare a basic outline for a marketing plan
2 Develop an appropriate business mission statement
3 Describe the criteria for stating good marketing objectives
Learning objectives (cont.)
4 Explain the components of an internal and external environmental scan
5 Discuss target market strategies
6 Describe the elements of the marketing mix
7 Explain why implementation, evaluation and control of the marketing plan are necessary
Learning objectives (cont.)
8 Discuss the importance of global marketing
9 Describe the external environment facing global marketers
10 List the basic elements involved in developing a global marketing mix
11 Consider how the Internet is affecting global marketing
Organisational overview of strategy
Corporate strategy
Strategic business unit
Functional strategy
Marketing orientations
• Production orientation
• Sales orientation
• Marketing orientation
• Relationship marketing orientation
Learning objective 1
Define the term marketingUnderstand the importance
of strategic marketing and
prepare a basic outline for a
marketing plan
Planning
The process of anticipating future events and determining strategies to achieve organisational objectives in the future.
1
Strategic planning
The managerial process of creating and maintaining a fit between the organisation’s objectives and resources and evolving market opportunities.
1
Strategic plan
• Defining the company mission.
• Setting company objectives and goals.
• Designing the business portfolio.
• Planning the marketing and other functional activities.
1
Marketing strategy issues1
• What is the organisation’s main marketing activity at a particular time?
• How will it reach its goals?
• What are the appropriate target markets?
• What are the most appropriate objectives for each of the target markets?
• What is the appropriate marketing mix in each market?
Learning objective 2
Describe four marketing management philosophies.
Develop an appropriate
business mission
statement
Mission statement
The firm’s long-term vision basedon a careful analysis of benefits sought by present and potentialcustomers and analysis of existingand anticipated environmental conditions.
2
Learning objective 3
Describe four marketing management philosophies.
Describe the criteria for
stating good marketing
objectives
Marketing objective
A statement of what is to
be accomplished through
marketing activities.
3
Learning objective 4
Explain the components of
an internal and external
environmental scan
SWOT
Strengths
Weaknesses
Opportunities
Threats
Internal
External
4
Learning objective 5
Discuss target market strategies
Marketing mix
A unique blend of product,distribution, promotion and pricing strategy designed toproduce mutually satisfying exchanges with a target market.
5
Learning objective 6
Describe the elements
of the marketing mix
The four Ps6
• Product
• Price
• Place
• Promotion
Learning objective 7
Explain why implementation,
evaluation and control of the
marketing plan are necessary
Reasons why marketing plans fail
7
• Planning done in isolation• Trade-off problems between
short- and long-term objectives• Resistance to change
Importance of control
Conduct marketing audit
Marketing audit
A thorough, systematic
periodic evaluation of the
goals, strategies, structure
and performance of the
marketing organisation.
7
Discuss the importance of global marketing
Learning objective 8
Global vision
Recognising and reacting to international marketing opportunities, being aware of threats from foreign competitors in all markets, and effectively using international distribution networks.
8
Describe the external
environment facing
global marketers
Learning objective 9
The external environment9
• Culture
• Economic and technological development
• Political structure
• Demographic makeup
• Natural resources
Culture
The common set of
values shared by its
citizens that determine
what is socially
acceptable.
9
Culture (cont.)
• Language
• Religion
• Superstitions
• Etiquette
• Customs
• Traditions
• Notion of time
9
Lessons about the notion of time
9
1 Know appropriate arrival time.
2 Understand the line between work time and social time.
3 Study the rules of the waiting game.
4 Learn to reinterpret ‘doing nothing’.
5 Ask about accepted sequences.
6 Are people on clock time or event time?
Economic and technological development
Type of society Description
Traditional
Pre-industrial
Takeoff
Industrialising
Agricultural, little upward mobility
Social and economic change
New industries
Spread of technology
Fully industrial Exporter, technology as driver of new innovation
9
Legal considerations9
• Tariff• Quota• Boycott• Exchange control• Market grouping• Trade agreement
Legal structures which encourage or limit trade
Legal considerations (cont.)
Tariff
Quota
Boycott
Exchange control
Market grouping
Trade agreement
A tax levied on goods entering a country.Limit on the amount of a product that can enter a country.Exclusion of products from a country.Foreign exchange must be sold to a control agency.
A common trade alliance.
An agreement to stimulate international trade.
9
Trade agreements: Uruguay Round
9
• Reduces tariffs by one-third world-wide
• Patent/copyright protection
• Services under international rules
• Reduction of farm subsidies
World Trade Organization (WTO)
9
• The World Trade Organization replaces the old General Agreement on Tariffs and trade (GATT).
• All WTO members must fully comply with all the agreements under the Uruguay Round.
• China has joined the WTO.
Demographic makeup
Marketing considerations
• Population density
• Urban or rural
• Personal income
• Rise of global middle class
• Supply of professionals
9
Natural resources
Differences in natural resources create:
• international dependencies
• shifts of wealth
• inflation and recession
• export opportunities if resources are abundant
• stimulus for military intervention.
9
List the basic elements
involved in developing
a global marketing mix
Learning objective 10
Pricing
• Must consider transportation and insurance costs, taxes and tariffs.
• Determine what customers will spend.
• Ensure that foreign buyers will pay them.
• May need to simplify a product to lower price.
10
Dumping
The sale of an exported
product at a price lower than
that charged for the same or
a like product in the
exporter’s ‘home’ market.
10
Countertrade
A form of trade in which
all or part of the payment
for goods or services is in
the form of other goods or
services.
10
Distribution challenges
• Japanese distribution system is the most complicated in the world.
• Retail institutions may differ from company’s domestic market.
• Distribution channels and physical infrastructure may be inadequate.
10
Consider how the
Internet is affecting
global marketing
Learning objective 11
Going global11
• More than 50% of Australians own computers.
• Australia is among the leading countries with access to the net for the population.
• Internet purchases are still a small percentage of overall retail sales.
• US customers are more likely to buy online.
• Complexity of tariffs, freight.
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