marketing management chapter questions€¦ · marketing management 12th edition 22 managing a...
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MARKETING MANAGEMENT12th edition
22 Managing a Holistic
Marketing Organization
Kotler Keller 22-2
Chapter Questions
• What are important trends in marketing practices?
• What are the keys to effective internal marketing?• How can companies be responsible social
marketers?• How can a company improve its marketing
implementation skills?• What tools are available to help companies
monitor and improve their marketing activities?
22-3
Trends in Marketing Practices
• Reengineering• Outsourcing• Benchmarking• Supplier partnering• Customer partnering• Merging
• Globalizing• Flattening• Focusing• Accelerating• Empowering
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Organizing the Marketing Department
• Functionally• Geographically• By product• By brand• By market• Matrix• By corporate/division
22-5
Figure 22.1 Functional Organization
22-6
Tasks Performed by Brand Managers
• Develop long-range and competitive strategy for each product
• Prepare annual marketing plan and sales forecast
• Work with advertising and merchandising agencies to develop campaigns
• Increase support of the product among channel members
• Gather continuous intelligence on product performance, customer attitudes
• Initiate product improvements
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Figure 22.2 The Product Manager’s Interactions
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Figure 22.3 Vertical Product Team
• PM = Product Manager• APM = Associate PM• PA = Product Assistant
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Figure 22.3 Triangular Product Team
• PM = Product Manager• R = Market Researcher• C = Communication Specialist
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Figure 22.3 Horizontal Product Team
• PM = Product Manager• R = Market Researcher• C = Communication Specialist• S = Sales Manager• D = Distribution Specialist• F = Finance Specialist• E = Engineer
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Dow Corning uses a horizontal product team
22-12
Figure 22.4 Product/Marketing-Management Matrix System
22-13
Role of Marketing at the Corporate Level• To promote a culture of customer
orientation• To be an advocate for the customer• To assess market attractiveness • To develop firm’s overall value proposition,
the vision, and articulation of how it proposes to deliver superior value to customers
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Corporate Social Responsibility
Legal behavior
Ethical behavior
Socially responsible
Behavior
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Top-Rated Companies for Social Responsibility
• Johnson & Johnson• Coca-Cola• Wal-Mart• Anheuser-Busch• Hewlett-Packard• Walt Disney• Microsoft
• IBM• McDonald’s• 3M• UPS• FedEx• Target• Home Depot
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Fetzer emphasizes a commitment to social responsibility
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Cause-Related Marketing
Marketing that links the firm’s contributionsto a designated cause to customers
engaging directly or indirectly inrevenue-producing transactions
with the firm.
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Corporate Social Marketing
Marketing efforts that have at leastone non-economic objective relatedto the social welfare and uses the
resources of the company and/or its partners.
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Cause-Related Marketing
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Cause-Related Marketing
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Branding a Cause Marketing Program
• Self-branded: Create Own Cause Program
• Co-branded: Link to Existing Cause Program
• Jointly branded: Link to Existing Cause Program
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Co-Branded Cause
22-23
Social Marketing Campaigns
Cognitive
Value
Action
Behavioral
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Social Marketing Planning Process
Where are we?
Where do we want to go?
How will we get there?
How will we stay on course?
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Necessary Skills for Implementing Marketing Programs
• Diagnostic skills• Identification of
company level• Implementation
skills• Evaluation skills
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Figure 22.5 The Control Process
What do we want to achieve?
What is happening?
Why is it happening?
What should we do about it?
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Types of Marketing Control
Annual plan control
Profitability control
Efficiency control
Strategic control
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Marketing Audit
Comprehensive, systematic, independentperiodic examination of a company’s
or business unit’s marketingenvironment, objectives, strategies, and
activities with a view to determiningproblem areas and opportunities,
and recommendinga plan of action to improve
the company’s marketing performance.
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Characteristics of Marketing Audits (See Table 22.5)• Comprehensive• Systematic• Independent• Periodic
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Marketing Debate
Is marketing management an art or a science?
Take a position:1. Marketing management is largely anartistic exercise and therefore highly subjective.2. Marketing management is largely ascientific exercise with well-establishedguidelines and criteria.
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Marketing Discussion
How does cause or corporate socialmarketing affect your personal
consumer behavior? Do you everbuy or not buy any products becauseof a company’ environmental policies
or programs? Why or why not?