DefinitionsMarketing is any activity which aim is to make humans behave in a desired manner.
Marketing is "Satisfying a need for a profit."
Marketing is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives.
Marketing is "an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders".
Marketing: "human activity directed at satisfying needs and wants through exchange processes".
Marketing to be the "management process of anticipating, identifying and satisfying customer requirements profitably". Thus, operative marketing involves the processes of market research, market segmentation, new product development, product life cycle management, pricing, channel management as well as promotion.
Marketing-"taking actions to create, grow, maintain, defend and own markets".
Any activity that connects producers with consumers.
HistoryIntroductionA market-focused, or customer-focused, organization first determines what its potential customers desire, and then builds the product or service. Marketing theory and practice is justified on the belief that customers use a product/service because they have a need, or because a product/service has a perceived benefit.
Two major factors of marketing are the recruitment of new customers (acquisition) and the retention and expansion of relationships with existing customers (base management).
For a marketing plan to be successful, the mix of the four "Ps" must reflect the wants and desires of the consumers in the target market. Trying to convince a market segment to buy something they don't want is extremely expensive and seldom successful. Marketers depend on marketing research, both formal and informal, to determine what consumers want and what they are willing to pay for it. Marketers hope that this process will give them a sustainable competitive advantage. Marketing management is the practical application of this process. The offer is also an important addition to the 4P's theory.
Transactional MarketingFirst assumption
There is a large number of potential customers
Second assumption
Customers and their needs are fairly homogenous
Third assumption
It is rather easy to replace lost customers with new ones
Two Levels of MarketingMarketing is understanding that marketing operates on 2 different levels.
Strategic Marketing
Strategic Marketing attempts to determine how an organization competed against its competition in a market place. In particular, it aims at generating a competitve advantage relative to its competition.
When Jack Trout says that marketing is 'the war between competitors' and 'the conflict between companies' what he is really doing is defining marketing at the business level.
Operational Marketing
Operational Marketing executes marketing functions to attract and keep customers and to maximise the value derived from them.
This includes the determination of the marketing mix, advertising execution etc.
Four PsThe four Ps are:
Product: The Product management and Product marketing aspects of marketing deal with the specifications of the actual good or service, and how it relates to the end-user's needs and wants.
Pricing: This refers to the process of setting a price for a product, including discounts.
Promotion: This includes advertising, sales promotion, publicity, and personal selling, and refers to the various methods of promoting the product, brand, or company.
Placement or distribution refers to how the product gets to the customer; for example, point of sale placement or retailing. This fourth P has also sometimes been called Place, referring to the channel by which a product or service is sold (e.g. online vs. retail), which geographic region or industry, to which segment (young adults, families, business people), etc.
Seven PsAs well as the standard four Ps (Product, Pricing, Promotion and Place), services marketing calls upon an extra three, totalling seven and known together as the extended marketing mix. These are:
People: Any person coming into contact with customers can have an impact on overall satisfaction. Whether as part of a supporting service to a product or involved in a total service, people are particularly important because, in the customer's eyes, they are generally inseparable from the total service. As a result of this, they must be appropriately trained, well motivated and the right type of person. Fellow customers are also sometimes referred to under 'people', as they too can affect the customer's service experience, (e.g., at a sporting event).
Process: This is the process(es) involved in providing a service and the behaviour of people, which can be crucial to customer satisfaction.
Physical evidence: Unlike a product, a service cannot be experienced before it is delivered, which makes it intangible. This, therefore, means that potential customers could perceive greater risk when deciding whether or not to use a service. To reduce the feeling of risk, thus improving the chance for success, it is often vital to offer potential customers the chance to see what a service would be like. This is done by providing physical evidence, such as case studies, or testimonials.
[edit] Eight P's
As well as the other 7, Packaging has been added to this list by some people. The rationale is that it is very important how the product is presented to the customer, and the packaging is often the first contact that a customer has with a product. Although some disagree because packaging is seen as a subfield of promotion.
=> 8P: Product + Pricing + Promotion + Place + People + Process + Physical evidence + PackagingBeyond the 4 Ps>> Resources
Companies with a greater amount of resources than their competitors will have an easier time competing in the marketplace. Resources include: financial (cash and cash reserves), physical (plant and equipment), human (knowledge and skill), legal (trademarks and patents), organizational (structure, competencies, policies), and informational (knowledge of consumers and competitors). Small companies usually have a harder time competing with larger corporations because of their disadvantage in resource allocation.
>> Relationships
Success in business, as in life, is based on the relationships you have with people. Marketers must aggressively build relationships with consumers, customers, distributors, partners and even competitors if they want to have success in today's competitive marketplace.There are four type of relationships 1)win-win 2)win-lose 3)lose-lose 4)lose-win.(customer-vendor)
>> Offerings
Most companies sell a mix of products and/or services. Today's marketplace is often too competitive for "one-trick ponies". Companies that sell the right mix products and services can have a competitive advantage over companies that sell just one product or service.
>> Business Models
The concept of product vs. product in competitive marketing is dying. It's slowly becoming business model vs. business model. Business model innovation can make the competition's product superiority irrelevant. Business model innovation allows a marketer to change the game instead of competing on a level playing field.
Customer focusMany companies today have a customer orientation (also called customer focus). This implies that the company focuses its activities and products on consumer demands.
Product focusIn a product innovation approach, the company pursues product innovation, then tries to develop a market for the product. Product innovation drives the process and marketing research is conducted primarily to ensure that a profitable market segment(s) exists for the innovation.
[ 本文被ballballfull在2007-01-23 17:09重新編輯 ]
