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S.Victor Anandkumar Department of Management Studies School of Management Pondicherry University victor.dms@pondiuni.edu.in
MBA
What is management?
Decision-making
Types of decisions
Supply-chain or demand-chain
Types of value/utility
Type Description Conversion of raw materials and components into finished goods and services Examples Responsible function
Form
Availability of goods and services when consumers want them Availability of goods and services where consumers want them Ability to transfer title to goods or services from marketer to buyer
Dial-a-pizza; delivery Marketing guaranteed in 30 min. Delivery at your doorstep Pizza sales (in exchange for rupees or credit card payment) Marketing
Marketing
Evolution of Marketing
Production Concept Product Concept Selling Concept Marketing Concept
Societal Marketing Concept
Consumers favor products that offer the most quality, performance, and innovative features.
Consumers will buy products only if the company promotes/ sells these products. Focuses on needs/ wants of target markets & delivering satisfaction better than competitors. Focuses on needs/ wants of target markets & delivering superior value.
Compare these
Motorola Vs. Nokia Barnes & Noble Vs. Amazon Coca-cola Vs. Snapple, Gatorade Nestle Vs. Starbucks
Marketing Vs Sales
Starting Point
Factory
Focus
Existing Products
Means
Selling and Promoting
Ends
Profits through Volume
Market
Customer Needs
Integrated Marketing
Marketing Intermediaries
TechnologicalNatural Environment
Product
Suppliers Place Target Consumers Promotion Price Publics
PoliticalLegal Environment
Competitors
SocialCultural Environment
Marketing strategy
S-T-P
Features
Design
AfterSale Service
Levels of product
Generic
product is undifferentiated Offered product makes the difference in getting the customers Delivered product makes the difference in keeping the customers
Customer-centric differentiation and positioning hold the key! Customer-orientation and continuous innovation holds the key!
Dont tell me how good your product is; Tell me how good it will make me!
Core benefit
lodging/accommodation A room
Basic product
Expected product
Augmented product
Potential product
Segmentation
Looks at the nature and extent of diversity of customers needs and wants Offers an opportunity for an organization to focus its business capabilities on the requirements of one or more groups of customers Down the history lane: mass Vs. micro, segment Vs. niche, one-to-one marketing
Targeting
Once the market-segment opportunities have been identified, the organization got to decide how many and which ones to target Objective: match-making between value requirements of each segment and organizations distinctive capabilities
Positioning
The act of designing the companys offer so that it occupies a distinct and valued place in the target customers minds Process:
Identify positioning concepts for each target segment Select, develop and communicate chosen positioning concept
People buy on the differences Its the differences that win the day! An ability to create compelling differences remains at the heart of competitive advantage The battle has always been (and still is) about differentiation Create winning differences in customers minds