1. Defining Marketing for the 21st Century
Marketing Management, 13th ed

2. What is Marketing? 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.
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3. What is Marketing Management?
Marketing management is the
art and science
of choosing target markets
and getting, keeping, and growing
customers through
creating, delivering, and communicating
superior customer value.
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4. Selling is only the tip of the iceberg
“There will always be a need for
some selling. But the aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself. Ideally, marketing should result in a customer who is ready to buy. All that should be needed is to make the product or service available.”
Peter Drucker
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5. What is Marketed? Goods Services Events & Experiences Persons
Places & Properties
Organizations
Information
Ideas
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6. Marketing Can Promote Ideas
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7. Figure 1.1 Structure of Flows in a Modern Exchange Economy
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8. Figure 1.2 A Simple Marketing System A.K.A. The Exchange Process
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9. For an exchange to occur….
There are at least two parties.
Each party has something that might be of value to the other party.
Each party is capable of communication and delivery.
Each party is free to reject the exchange offer.
Each party believes it is appropriate or desirable to deal with the other party.
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10. Core Marketing Concepts
Needs, wants, and demands
Target markets, positioning, segmentation
Offerings and brands
Value and satisfaction
Marketing channels
Supply chain
Competition
Marketing environment
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11. Needs - states of felt deprivation including physical needs for food, social needs for belonging and individual needs for self-expression. i.e. I am thirsty.
Wants - form that a human need takes as shaped by culture and individual personality. i.e. I want a Coca-Cola.
Demands - human wants backed by buying power. i.e. I have money to buy a Coca-Cola.
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12. New Consumer Capabilities
A substantial increase in buying power
A greater variety of available goods and services
A great amount of information about practically anything
Greater ease in interacting and placing and receiving orders
An ability to compare notes on products and services
An amplified voice to influence public opinion
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13. Company Orientations
Production
Product
Selling
Marketing
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14. Figure 1.4 Holistic Marketing Dimensions
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15. Figure 1.5 The Four P’s
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16. Internal Marketing
Internal marketing is the task of hiring, training, and motivating able employees who want to serve customers well.
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17. Performance Marketing
Financial Accountability
Social Responsibility Marketing
Social Initiatives
Corporate social marketing
Cause marketing
Corporate philanthropy
Corporate community involvement
Socially responsible business practices
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18. Marketing Management Tasks
Develop market strategies and plans
Capture marketing insights
Connect with customers
Build strong brands
Shape market offerings
Deliver value
Communicate value
Create long-term growth
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19. Marketing Debate: Take a Position!
Does marketing shape consumer needs? or
Does marketing merely reflect the needs and wants of consumers?
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