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

2. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-2 Chapter Questions Why is marketing important? What is the scope of marketing? What are some fundamental marketing concepts? How has marketing management changed? What are the tasks necessary for successful marketing management?

3. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-3 Good Marketing is No Accident Starbucks plans to ensure its marketing successes in countries around the world.

4. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-4 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.

5. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-5 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.

6. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-6 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

7. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-7 What is Marketed? Goods Services Events & Experiences Persons Places & Properties Organizations Information Ideas

8. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-8 Successful New Product Launches Require Careful Planning

9. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-9 Marketing Can Promote Ideas

10. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-10 Figure 1.1 Structure of Flows in a Modern Exchange Economy

11. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-11 Figure 1.2 A Simple Marketing System

12. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-12 Demand States Nonexistent Latent Declining Irregular Full UnwholesomeOverfull Negative

13. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-13 Key Customer Markets Consumer Markets Business Markets Global Markets Nonprofit/ Government Markets

14. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-14 Edmunds.com: A Metamediary Website

15. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-15 Functions of CMOs Strengthening the brands Measuring marketing effectiveness Driving new product development based on customer needs Gathering meaningful customer insights Utilizing new marketing technology

16. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-16 Figure 1.3 Improving CMO Success Make the mission and responsibilities clear Fit the role to the marketing culture and structure Ensure the CMO is compatible with the CEO Remember that show people don’t succeed Match the personality with the CMO type Make line managers marketing heroes Infiltrate the line organization Require right-brain and left-brain skills

17. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-17 Core Marketing Concepts Needs, wants, and demands Target markets, positioning, segmentation Offerings and brands Value and satisfaction Marketing channels Supply chain Competition Marketing environment

18. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-18 I want it, I need it… Five Types of Needs Stated needs Real needs Unstated needs Delight needs Secret needs

19. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-19 The marketplace isn’t what it used to be… Information technology Globalization Deregulation Privatization Competition Convergence Consumer resistance Retail transformation

20. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-20 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

21. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-21 Company Orientations Production SellingMarketing Product

22. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-22 Figure 1.4 Holistic Marketing Dimensions

23. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-23 RBC emphasizes a relationship marketing approach

24. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-24 Figure 1.5 The Four P’s

25. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-25 Carnival uses online marketing activities

26. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-26 Internal Marketing Internal marketing is the task of hiring, training, and motivating able employees who want to serve customers well.

27. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-27 Performance Marketing Financial Accountability Social Responsibility Marketing Social Initiatives Corporate social marketing Cause marketing Corporate philanthropy Corporate community involvement Socially responsible business practices

28. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-28 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

29. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-29 Marketing Debate: Take a Position! Does marketing shape consumer needs? or Does marketing merely reflect the needs and wants of consumers?

30. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 1-30 Marketing Discussion Consider the societal forces noted in the chapter (e.g., information technology, globalization, deregulation, consumer resistance, retail transformation). How have marketing practices shifted to accommodate and even leverage these forces?