global business #8 june 10, 2013 dept of technology management for innovation (tmi), graduate school...
TRANSCRIPT
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Global Business #8June 10, 2013
Dept of Technology Management for Innovation (TMI), Graduate School of Engineering
Professor Kazuyuki Motohashi
工学系研究科 技術経営戦略学専攻教授元橋一之
http://www.mo.t.u-tokyo.ac.jp
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Feedback : HCMC caseQ2• Not what have happened, but what would be
expected at the timing of divorce.
Q3• Strategy: what you do and what you don’t. And,
why? (SWOT, 5 force, etc)• Product, service, region ...?
Q4• Data in the case material• Construction machinery specific story• Fair assessments
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Today’s Class
• What is marketing, why important?• Marketing strategy planning steps• 4P: Product, Price, Place and Promotion• Marketing for emerging economies: China,
India• Bottom of the Pyramid (BOP) Business
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Marketing and Sales
Marketing Sales
New customers, potential customer needs
Existing customers
Forward looking (for new product, services)
Existing products
Market analysis for value creation
Actions (Eigyo), and sales force management
Involves whole process of marketing strategy
Focus on “Promotion” in marketing 4P
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Strategic Marketing Planning
Market Analysis and Identifying Opportunities (SWOT analysis)
Market Segmentation
Identifying target market and product (service) positioning
Marketing Mix (4P) and Execution
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Ansoff’s Product and Market Growth Matrix
Global Business Context: CAGE and AAA framework
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Example of Market Segmentation
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Target Segment Identification
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Marketing’s 4P
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Product
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Price
To what extent you can be a price setter, instead of price taker ?
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Place (Channel)
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Promotion (AIDMA)
Changing to AISAS in Internet Era
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Promotion tools (in detail)
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Promotion in global businessSome caveats
• Regulations over promotion activities: such as whether you can do “comparative advertising”
• Terminology in foreign language• Brand creation (difference in customer’s
perception)• Importance of local ad agency• Lack of product knowledge at local
distributors
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Marketing mix by product life cycle
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Market potential of China and India
• Profit=gross margin * sales volume (size of market and competition)
• Difference between durable and consumption goods, customer preference?
Middle Class = Volume zone
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Average household income by decile (2010, US$)
Premium Market
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Another concept of price: PPP
• Concept of PPP ( Purchasing Power Parity)
• Big Mac price by Economist magazine US: 4.07 $, China: 14.7 RMB=2.27 US$ (▲44%)
PPP / US$ PPP / US$China 42 8.19 53 6.71India 33 44.1 44 44.7J apan 118 110 144 80.5USA 100 1 100 1
2005 2010
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Premium or good enough?Relevance for premium market (enough volume, brand image, quality requirement by customers ….)
Good enough products and services are OK (saturated value proposition curve, commoditization …)
Strong competitive position against local competitors
Stay-in and focus on premium market
Risk of innovator’s dilemma, prepare for good enough market strategy, local partnership (but risk of cannibalization)
Local competitors’ catching up
Further development and product differentiation by non-technical factors such as investing-in brand, safety and eco-friendly
Give up this market and go another place? Local partnership with local autonomous management (a kind of portfolio investment)
Adapted from “The Battle for China’s Good-Enough Market” by Gadiesh, Leung and Vestring, HBR September 2007
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Destructive Innovation
Technology Speed > Customer’s Requirement Speed
Innovator’s Dilemma by Clayton Christensen21
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Knowing local market: two way interactions
• Sensor function at local (B to C): Panasonic’s life style research institute in China and India (understand consumer’s life-style in less developed area)
• Local partnership as a door to new customer (B to B, B to G): Hitachi’s joint venture with LG group for water business
• “Finding great ideas in emerging market”: finding unforseeable use, arbitrage strategy for ideas: Intel’s emerging market project (use of PC for social tool-> netbook (ultra) book concept)
• More to be discussed in the global R&D session!
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BOP(Bottom of the Pyramid)
Over 20,000 US$
1500 ~ 20,000 US$
1500US$ and under
75 mil. -100 mil.
150 mil.-1,750 mil.
4,000 mil.
(出典) The fortune at the bottom of the pyramid (C.K. Praharad)
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BOP’s Business Chance
(出典) The fortune at the bottom of the pyramid (C.K. Praharad)
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Example: ICICI’s micro payment
(出典) The fortune at the bottom of the pyramid (C.K. Praharad)