Kotler POM13e Student 05

Chapter Eight
Product, Services, and Brands

Building Customer Value
Copyright © 2009 Pearson Education, Inc.

Chapter 8 - slide 1
Publishing as Prentice Hall
Product, Services, and Branding
Strategy
Topic Outline
1. What Is a Product?
2. Product and Services
Decisions
3. Branding Strategy: Building
Strong Brands

Chapter 8 - slide 2
1. What Is a Product?
Products, Services, and Experiences
Product is anything that can be offered in

a market for attention, acquisition, use,
or consumption that might satisfy a
need or want
Experiences represent what buying the
product or service will do for the
customer
Chapter 8 - slide 3
What Is a Product?
Product and Service Classifications
Consumer
products
Industrial
products
Chapter 8 - slide 4
What Is a Product?
Consumer products
• Consumer products are products and

services for personal consumption
• Classified by how consumers buy them
– Convenience products
– Shopping products
– Specialty products
– Unsought products

Chapter 8 - slide 5
What Is a Product?
Convenience products are consumer products

and services that the customer usually buys
frequently, immediately, and with a minimum
comparison and buying effort
• Newspapers
• Candy
• Fast food

Chapter 8 - slide 6
What Is a Product?
Shopping products are consumer products

and services that the customer compares
carefully on suitability, quality, price, and style
• Furniture
• Cars
• Appliances

Chapter 8 - slide 7
What Is a Product?
Specialty products are consumer products

and services with unique characteristics or
brand identification for which a significant
group of buyers is willing to make a special
purchase effort
• Medical services
• Designer clothes
• High-end electronics

Chapter 8 - slide 8
What Is a Product?
Unsought products are consumer products

that the consumer does not know about or
knows about but does not normally think of
buying
• Life insurance
• Funeral services
• Blood donations

Chapter 8 - slide 9
What Is a Product?
Industrial products
Industrial products are products purchased for

further processing or for use in conducting a
business
• Classified by the purpose for which the
product is purchased
– Materials and parts
– Capital
– Raw materials
Chapter 8 - slide 10
• Capital items are industrial products that
aid in the buyer’s production or operations
• Materials and parts include raw materials
and manufactured materials and parts
usually sold directly to industrial users
• Supplies and services include operating
supplies, repair and maintenance items,
and business services

What Is a Product?
Organizations, Persons, Places, and Ideas
Organization marketing consists of

activities undertaken to create, maintain,
or change attitudes and behavior of
target consumers toward an organization

What Is a Product?
Organizations, Persons, Places, and
Ideas
Person marketing consists of activities

undertaken to create, maintain, or change
attitudes and behavior of target consumers
toward particular people

What Is a Product?
Organizations, Persons, Places, and Ideas
Place marketing consists of activities

undertaken to create, maintain, or change
attitudes and behavior of target consumers
toward particular places
Social marketing is the use of commercial
marketing concepts and tools in programs
designed to influence individuals’ behavior
to improve their well-being and that of
society
2. Product and Services Decisions
Individual Product and Service Decisions
Product attributes are the benefits of the

product or service
• Quality
• Features
• Style and design

Product and Services Decisions
Product quality includes level and consistency

• Quality level is the level of quality that
supports the product’s positioning
• Conformance quality is the product’s
freedom from defects and consistency in
delivering a targeted level of performance

Product features are a competitive tool for

differentiating a product from competitors’
products
Product features are assessed based on the

value to the customer versus the cost to the
company

Style describes the appearance of the product
Design contributes to a product’s usefulness as

well as to its looks

Brand is the name, term, sign, or design—or a

combination of these—that identifies the
maker or seller of a product or service
Brand equity is the value of the

brand.Consumers believe that a product
with a well-known name is better than
products with less well-known names

Packaging involves designing and producing

the container or wrapper for a product
Labels identify the product or brand, describe

attributes, and provide promotion

Product Line Decisions
Product line is a group of related products

manufactured by a single company. For
example, a cosmetic company's
makeup product line might include
foundation, concealer, powder, blush,
eyeliner, eyeshadow, mascara and lipstick
products that are all closely related.

Product Mix Decisions
Product mix consists of all the products and

items that a particular seller offers for sale
• Width
• Length
• Depth
• Consistency

• Width: The width of a company's product mix
pertains to the number of product lines that a
company sells. For example, if a company has
two product lines, its product mix width is two.
• Length: Product mix length pertains to the

number of total products or items in a company's
product mix. For example, ABC company may
have two product lines, and five brands within
each product line. Thus, ABC's product mix
length would be 10.

• Depth:Depth of a product mix pertains to the
total number of variations for each product.
Variations can include size, flavor and any other
distinguishing characteristic. For example, if a
company sells three sizes and two flavors of
toothpaste, that particular brand of toothpaste
has a depth of six.

• Consistency: Product mix consistency
pertains to how closely related product lines are
to one another--in terms of use, production and
distribution. A company's product mix may be
consistent in distribution but vastly different in
use. For example, a small company may sell its
health bars and health magazine in retail stores.

3. Branding Strategy:
Building Strong Brands
Brand represents the consumer’s perceptions

and feelings about a product and its
performance. It is the company’s promise to
deliver a specific set of features, benefits,
services, and experiences consistently to
the buyers

Branding Strategy: Building Strong
Brands
Brand Positioning
Brand strategy decisions include:
• Product attributes
• Product benefits
• Product beliefs and values

Branding Strategy: Building Strong Brands
Brand Name Selection
Desirable qualities
1. Suggest benefits and qualities
2. Easy to pronounce, recognize, and
remember
3. Distinctive
4. Extendable
5. Translatable for the global economy
6. Capable of registration and legal protection

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Chapter Eight

Product, Services, and Brands

Copyright © 2009 Pearson Education, Inc.

Copyright © 2010 Pearson Education, Inc.

Product is anything that can be offered in

• Consumer products are products and

Copyright © 2010 Pearson Education, Inc.

Convenience products are consumer products

Copyright © 2010 Pearson Education, Inc.

Shopping products are consumer products

Copyright © 2010 Pearson Education, Inc.

Specialty products are consumer products

Copyright © 2010 Pearson Education, Inc.

Unsought products are consumer products

Copyright © 2010 Pearson Education, Inc.

Industrial products are products purchased for

Copyright © 2010 Pearson Education, Inc.

Organization marketing consists of

Copyright © 2010 Pearson Education, Inc.

Person marketing consists of activities

Copyright © 2010 Pearson Education, Inc.

Place marketing consists of activities

Individual Product and Service Decisions

Product attributes are the benefits of the

Copyright © 2010 Pearson Education, Inc.

Product quality includes level and consistency

Copyright © 2010 Pearson Education, Inc.

Product features are a competitive tool for

Product features are assessed based on the

Copyright © 2010 Pearson Education, Inc.

Style describes the appearance of the product

Design contributes to a product’s usefulness as

Copyright © 2010 Pearson Education, Inc.

Brand is the name, term, sign, or design—or a

Brand equity is the value of the

Copyright © 2010 Pearson Education, Inc.

Packaging involves designing and producing

Labels identify the product or brand, describe

Copyright © 2010 Pearson Education, Inc.

Product Line Decisions

Product line is a group of related products

Copyright © 2010 Pearson Education, Inc.

Product mix consists of all the products and

Copyright © 2010 Pearson Education, Inc.

• Length: Product mix length pertains to the

Copyright © 2010 Pearson Education, Inc.

Copyright © 2010 Pearson Education, Inc.

Copyright © 2010 Pearson Education, Inc.

Brand represents the consumer’s perceptions

Copyright © 2010 Pearson Education, Inc.

Brand strategy decisions include:

Copyright © 2010 Pearson Education, Inc.

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