4Marketing is the human activity directed at satisfying human needs and wants through an exchange process. - Kotler 1980
5Marketing is the social process by which individuals and groups obtain what they need and want through creating and exchanging products and value with others. - Kotler 1991
6Marketing is the management process that identifies, anticipates and satisfies customer requirements profitably. - The Chartered Institute of Marketing (CIM)
7The CIM definition looks not only at identifying customer needs, but also satisfying them (short-term) and anticipating them in the future (long-term retention).
8The right product, in the right place, at the right time, at the right price -Adcock This is a snappy and realistic definition that uses McCarthy's Four P’s – Price, Product, Place, Promotion.
9Marketing is essentially about marshalling the resources of an organization so that they meet the changing needs of the customer on whom the organization depends. - PalmerThis is a more recent and very realistic definition that looks at matching capabilities with needs.
10Marketing is the process whereby society, to supply its consumption needs, evolves distributive systems composed of participants, who, interacting under constraints - technical (economic) and ethical (social) - create the transactions or flows which resolve market separations and result in exchange and consumption. - BartlesThis definition considers the economic and social aspects of marketing.
11The Philosophy of Marketing and the Marketing Concept
12The marketing concept is a philosophy The marketing concept is a philosophy. It makes the customer, and the satisfaction of his or her needs, the focal point of all business activities. It is driven by senior managers, passionate about delighting their customers.
13Marketing is not only much broader than selling, it is not a specialized activity at all It encompasses the entire business. It is the whole business seen from the point of view of the final result, that is, from the customer's point of view. Concern and responsibility for marketing must therefore permeate all areas of the enterprise. - Drucker
14This customer focused philosophy is known as the 'marketing concept' This customer focused philosophy is known as the 'marketing concept'. The marketing concept is a philosophy, not a system of marketing or an organizational structure. It is founded on the belief that profitable sales and satisfactory returns on investment can only be achieved by identifying, anticipating and satisfying customer needs and desires. - Barwell
15The achievement of corporate goals through meeting and exceeding customer needs better than the competition. - Jobber
16Implementation of the marketing concept [in the 1990's] requires attention to three basic elements of the marketing concept. These are:1. Customer orientation2. An organization to implement a customer orientation3. Long-range customer and societal welfare.- Cohen
17Now that you have been introduced to some definitions of marketing and the marketing concept, remember the important elements contained as follows:
18Marketing focuses on the satisfaction of customer needs, wants and requirements.
19The philosophy of marketing needs to be owned by everyone from within the organization.
20Future needs have to be identified and anticipated.
21There is normally a focus upon profitability, especially in the corporate sector. However, as public sector organizations and not-for-profit organizations adopt the concept of marketing, this need not always be the case.
22More recent definitions recognize the influence of marketing upon society.
23So what does this all mean So what does this all mean? OR What business activities involve MARKETING?
24Implications of Marketing Who are our existing / potential customers?What are their current / future needs?How can we satisfy these needs?How can we offer a product/ service that the customer would value?How can we communicate with our customers?How can we deliver a competitive product of service?Why should customers buy from us?
25The Marketing Concept Choosing and targeting appropriate customers Positioning your offeringInteracting with those customersControlling the marketing effortContinuity of performance
27Marketing Management Process Analysis/Audit - where are we now?Objectives - where do we want to be?Strategies - which way is best?Tactics - how do we get there?(Implementation - Getting there!)Control - Ensuring arrival
28Why is marketing planning necessary? Systematic futuristic thinking by managementBetter co-ordination of a company’s effortsDevelopment of performance standards for controlSharpening of objectives and policiesBetter prepare for sudden developments
29How Important is MARKETING to the success of a business?
30Where would businesses be without Marketing? How would they get their product into customer’s hands?How would they communicate with potential customers?How would they know where the best place is to sell their product?How would they know who their customers are?How would customers know how to use their product?
31Without Marketing Companies would not communicate with customers Products would not be distributed to stores or to customersPrices would not be set for productsCompanies would not know where to sell their productsCompanies would not promote or advertise their productsCompanies would not sell their products to customersCompanies would not know who their customers are
32No MARKETING… No Customers! No Sales!! No Profit!!!