Professional Documents
Culture Documents
Marketings Role
within the Firm
or Nonprofit Organization
Chapter 2 Objectives
When you finish this chapter, you should
1. Know what the marketing
concept isand how it
should affect strategy
planning in a firm or
nonprofit organization.
2. Understand what customer
value is and why it is
important to customer
satisfaction.
3. Understand what a marketing
manager does.
4. Know what marketing
strategy planning isand
why it is the focus of the
book.
2-2
Production
Production Era
Era
Sales
Sales Era
Era
2-3
Focus:
Sell
Sell Surplus
Surplus
Focus:
Increase
Increase Supply
Supply
Focus:
Beat
Beat Competition
Competition
Marketing
Marketing Department
Department
Era
Era
Focus :
Marketing
Marketing Company
Company
Era
Era
Focus :
Coordinate
Coordinate and
and Control
Control
Long-Run
Long-Run
Customer
Customer Satisfaction
Satisfaction
For use only with Perreault and McCarthy texts.
The McGraw-Hill Companies, Inc., 1999
Irwin/McGraw-Hill
Total
Total Company
Company
Effort
Effort
The
Marketing
Concept
Profit
Profit
Exhibit 2-1
2-4
2-5
Costs
2-6
Benefits
Customer Value
Costs
Benefits
2-7
NonNonCustomer
Customer
Support
Support
NonNonEconomic
Economic
Measures
Measures
Characteristics
of Nonprofit
Organizations
Poorly
Poorly
Organized
Organized
for
forMarketing
Marketing
2-8
Control
ControlMarketing
Marketing
Plan(s)
Plan(s) and
andProgram
Program
Marketing
Marketing
Planning
Planning
Implement
ImplementMarketing
Marketing
Plan(s)
Plan(s) and
andProgram
Program
Exhibit 2-4
2-9
C
Exhibit 2-5
2-10
Product
Place
C
Price
Promotion
Exhibit 2-7
2-11
Place
Promotion
Price
Physical Goods
Service
Features
Quality Level
Accessories
Installation
Instructions
Warranty
Product Lines
Packaging
Branding
Objectives
Channel Type
Market Exposure
Kinds of
Middleman
Kinds and
Locations of
Stores
How to Handle
Transporting
and Storing
Service Levels
Recruiting
Middlemen
Managing
Channels
Objectives
Blend
Salespeople
Kind
Number
Selection
Training
Motivation
Advertising
Targets
Kinds of Ads
Media Type
Copy Thrust
Who Prepares?
Sales Promotion
Publicity
Objectives
Flexibility
Level over PLC
Geographic
Terms
Discounts
Allowances
Exhibit 2-8
2-12
Del
Monte
Procter &
Gamble
Wholesaler
Wholesaler
Nissan
Wholesaler
Retailer
Retailer
Retailer
Consumer
Exhibit 2-9
2-13
+
Marketing
Mix
Marketing
Strategy
+
Time-Related
Details
Marketing
Plan
+
Other
Marketing
Plans
A Firms
Marketing
Program
Exhibit 2-11
2-14
Best-practices
marketing
(Below
average)
(Well below
average)
2%
Total
Failure
14%
Poor
68%
(Average
Marketing
Program)
Fair
(Above
average)
(Well above
average)
14%
Good
2%
Exceptional
Exhibit 2-12
2-15
Key Terms
Simple Trade Era
Production Era
Sales Era
Marketing
Department Era
Marketing
Company Era
Marketing Concept
Production
Orientation
Marketing
Orientation
Customer Value
2-16
Nonprofit
Organizations
Social Responsibility
Marketing
Management Process
Strategic (Management)
Planning
Marketing Strategy
Target Market
Marketing Mix
Target Marketing
Mass Marketing
Channel of Distribution
Personal Selling
Mass Selling
Advertising
Publicity
Sales Promotion
Marketing Plan
Implementation
Operational
Decisions
Marketing
Program