EXAM ONE ONLINE NOTES MARKETING

Geodemographic segmentation can be particularly useful for __________, because customers typically patronize stores close to their neighborhood.

B. retailers

Steps in marketing plan

1- define the business mission 2- conduct a situation analysis / swot 3- STP 4- 4ps, implement marketing mix and allocate resources 5- evaluate performance using marketing metrics

Importance of Marketing

1. Can be entrepreneurial 2. Expands global presence 3. Enriches society 4. Pervasive across channel members

strategic business unit (SBU)

A division of the firm itself that can be managed and operated somewhat independently from other divisions and may have a different mission or objectives.

Market Segment

A group of consumers who respond similarly to a firm's marketing efforts.

Marketing Plan

A written document composed of an analysis of the current marketing situation, opportunities and threats for the firm, marketing objectives and strategy specified in terms of the four Ps, action programs, and projected or pro forma income (and other financial) statements.

Values is

C what you get for what you give.

Place: Delivering the value Proposition

All the activities necessary to get the product to the right customer when that customer wants it.

Internet sites, physical stores, and kiosks are most closely associated with which element of the marketing mix?

E. place

Price: Capturing Value

Everything a buyer gives up in exchange for the product

Product: Creating Value

Fundamental purpose of marketing is to create value by developing variety of offerings including goods, services and ideas to satisfy customer needs.

Supply Chain (Marketing Channel)

Group of firms that make and deliver a given set of goods and services.

Promotion: Communicating Value

Informs, persuades, and reminds potential buyers about a product or service to influence their opinions.

LeBron James, Alex Rodriguez, and other athletes are paid huge sums of money by companies for celebrity endorsements. If endorsements by these athletes create a clear understanding among consumers of the companies' products in comparison to competing products, they can help with the firm's ________________ strategy.

Positioning is the creation of a clear, distinct understanding of what the product does or represents compared to competitors. Celebrity endorsers are often used to convey this message.

Marketing Enriches Society

Product, Marketing practices, communities and environment.

Impact Stakeholders

Society Customers Employees Supply Chain

sustainable competitive advantage

Something the firm can persistently do better than its competitors.

market growth rate

annual rate of growth of the specific market in which the product competes

Some discount stores put products in large bins and let consumers hunt and find bargains. The price these consumers pay includes:

b. the value of their time and energy

Most banks now have customer relationship software which, when a customer contacts the bank, tells the service representative what types of accounts, loans, and credit cards the customer currently has. Service representatives use this information to sell some of the other services the bank currently offers to these customers. This is a ___________________ growth strategy.

market penetration *Selling more existing services to existing customers is a market penetration growth strategy. If these were newly developed services, this would be a product development example.

Samantha is charged with assessing her company's external environment as part of a SWOT analysis. Samantha will study her company's

opportunities and threats

When conducting a SWOT analysis, in what phase of the strategic marketing process is an organization presently engaged?

planning

Coca-Cola sells two zero-calorie versions of Coke: Diet Coke and Coke Zero. It has chosen to attempt to appeal to men with Coke Zero. In addition to launching an ad campaign featuring men enjoying Coke Zero, Coca-Cola also designed a masculine looking can for Coke Zero, with bold red lettering on a black background. This specially designed can is an example of

positioning *Segmentation and targeting decisions have already taken place at this point, with the decision to target men with the Coke Zero introduction. The can design is one element of the marketing mix, attempting to give men an understanding that this drink is designed for them.

When Nike, the prominent athletic shoe manufacturer, branched out from selling only athletic shoes to also offering athletic clothing and gym bags, what type of growth strategy did this represent?

product development *new products to the same customers

The first objective in the evaluate performance phase of the marketing planning process is to

review implementation programs and results using metrics.

Heather has been assessing a number of her firm's products using, the Boston Consulting Group approach to portfolio analysis. She has been trying to assess the strength in a particular market and is looking at the sales of the product and the overall market as well as the sales of competitors. Heather is trying to determine:

the product's relative market share *A company's relative share of a market is determined by comparing its market share to market shares of competitors.

Manufacturers who use just-in-time manufacturing systems coordinate closely with suppliers to ensure that materials and supplies arrive just before they are needed in the manufacturing process. While just-in-time systems can offer major advantages in terms of inventory costs, they must be carefully managed. If a firm found that its just-in-time system was badly managed, leading to frequent manufacturing delays due to missing parts, this would represent aNo __________ in a SWOT analysis.

weakness

Understanding the causes of performance, regardless of whether that performance exceeded, met, or fell below the firm's goals Select one: a. offers insights into value-based pricing. b. allows managers to demonstrate their effectiveness. c. enables firms to make appropriate adjustments. d. allows firms to better assess customer loyalty. e. should be followed by eliminating underperforming SBUs.

c. enables firms to make appropriate adjustments. Once the causes of above- or below-goal performance are understood, firms can decide how the marketing plan should be adjusted. Some of the other answers might be true in some cases, but not in every case.

CDSTEP

cultural, demographic, social, technological, economic, and political forces

A friend of yours comments, "I'm starting my own business. I have a perfect product that no one else can touch, but I have no use for marketing. That's just for the mega-corporations." Which of the following arguments would you NOT use in talking about marketing?

d. Marketing isn't essential now, but it will be in a year or two when the product takes off

People who initiate, organize, operate, and assume the risk of a business venture are:

d. entrepreneurs

________ involves the process of defining the marketing mix variables so that target customers have a clear, distinctive, desirable understanding of what the product does or represents in comparison with competing products. Select one: a. Target marketing b. Allocation c. Value capture d. Market positioning e. Market segmentation

d. market positioning Market positioning involves the process of defining the marketing mix variables so that target customers have a clear, distinctive, desirable understanding of what the product does or represents in comparison with competing products.

When firms successfully implement poor strategies (perhaps due to good luck) or do a poor job of implementing good strategies, it can be difficult to

evaluate performance and make adjustments

stars

high growth markets and high market share product

question marks

high growth markets, low market shares

SWOT

internal- strengths and weaknesses external environment - opportunities and threats

A competitive advantage based on location is often sustainable because

it is not easily duplicated.

dogs

low growth market, low market shares

cash cow

low growth markets, high market share products

Which of the following is LEAST likely to provide a sustainable competitive advantage?

lowering prices (easiest thing)

Many states create licensing requirements for a variety of professionals (such as lawyers and accountants) designed to restrict entry into their market by professionals from other states. This strategy limits ____________ growth strategies.

market development

To determine how attractive a particular market is, using the BCG portfolio analysis, __________________ is established as one axis.

market growth rate by relative market share

The 4 P's make up the marketing mix, which is the _____ set of activities that the firm uses to respond to the wants and needs of its target markets.

C. controllable

For years, when considering new products, marketers at Celestial Seasonings asked themselves, "What would Stacy think?" Stacy was a fictional character representing 25-50-year-old, educated, upper-income women who rarely watched television but did a lot of reading. "Stacy" represented Celestial's primary

Stacy was created to help Celestial's marketers to understand its major target market segment. The segment is more than just demographic. It includes elements of Stacy's behavior (reading instead of TV). Stacy isn't Celestial's positioning--rather, the company needs to position its products to help women like Stacy to understand the value Celestial products can offer them. The correct answer is: target market segment.

Which of the following is a core aspect of marketing? =

b. making product, place, promotion, and price decisions

Imagine that you are in a convenience store choosing your favorite comfort food instead of being in a classroom taking this test. You might notice the packaging, colors, labels, even the fonts used on labels. All of these efforts are part of the marketer's Select one: a. target market. b. positioning strategy. c. value-based promotions. d. customer excellence strategy. e. market segmentation.

b. positioning strategy Packaging, colors, labels, and fonts all contribute to the consumer's impressions of a product and to their understanding of what it offers. This is therefore part of the product's positioning.