...22 Marketing Mix 22.1 Introduction The basic task of marketing is the delivery of product(s) to consumers so that their needs are fulfilled and organisational objectives are also achieved. This involves several important decisions, e.g. deciding about the product or products which should be offered for sale, price of the product, markets where products may sell and the means of communication with the consumer for the sale of the product. All these decisions form part of marketing-mix. In this lesson we shall study about the concept of marketing mix, its components and the relationship among various components of marketing mix. 22.2 Objectives After studying this lesson, you will be able to : explain the concept and characteristics of marketing mix; describe various components of marketing-mix; establish the relationship amongst various components. 22.3 Concept and Characteristics of Marketing Mix The process of marketing or distribution of goods require particular attention of management of business because production has no relevance unless products are sold. Marketing mix, simply stated, is the process 20:: Business Studies of designing and integrating various elements of marketing in such a way as to ensure the achievement of enterprise objectives. The elements of marketing mix have been classified under four heads - product, price, place and promotion. That is why marketing mix is said to be a combination of 4 P’s. Decisions relating to the product include...
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...10/10/13 Marketing mix: Kotler on marketing - MaRS Discovery District Search AAA Resources by topic Workbooks Entrepreneurship 101 Funding Portal Search Tool Workshops 2688 3 Google + 1 1 0 Marketing mix: Kotler on marketing Marketing mix describes the set of tools that management can use to influence sales. The traditional formulation is called the 4Ps— product, price, place, and promotion. From the very beginning questions were raised about the 4P formulation of the marketing mix. Perfume companies wanted packaging to be added as a fifth P. 4P guardians said that packaging is already in the scheme, under product. Sales managers asked whether the sales force was left out because it began with an S. No, said the guardians, sales force is a promotion tool, along with advertising, sales promotion, public relations, and direct marketing. Service managers asked where services were in the marketing mix, or whether they, too, were excluded because the first letter was S. Here the guardians said services are part of the product. As services grew more important, service marketers suggested adding three Ps to the original 4Ps, namely personnel, procedures, and physical evidence. Thus a restaurant’s performance will depend on its staff, the process by which it serves food (buffet, fast food, tablecloths, etc.), and its physical looks and features as a restaurant. Others suggested adding personalization to the marketing mix. The marketer has to decide how personalized to make...
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...________________________________________________________________ MARKETING MANAGEMENT CONCEPT MAPPING: 1. Market, Consumer, Seller / Marketer – meaning 2. Marketing – meaning, Features – Role 3. Marketing Management – Measuring Nature and Objectives 4. Difference between marketing and selling 5. Marketing Functions 6. Marketing Mix – product, price, place and promotion 7. Advertising – meaning, features, merits and limitations. 8. Various media of Advertising and Media selection. 9. Objections to advertising 10. Sales promotion and Trade promotion – meaning and variety of Tools / methods used. 11. Personal selling – measuring features and steps in sales process 12. Publicity and Public Relations – meaning and methods used. LEARNING OBJECTIVES Market, Customer, Seller / Marketer – meaning Meaning Functions and Role of Marketing Marketing Management – meaning Nature and objectives Difference between marketing and selling Marketing Functions Marketing mix – concept and elements Meaning Role and Limitations of Advertising Media for Advertising, Media Selection Objections to Advertising. Sales promotions / Trade promotion – meaning and variety of Tools / Methods used Personnal selling – meaning, Features and steps in sales process. Publicity and public relations – meaning and methods used. KEY CONCEPTS IN NUTSHELL: MARKET : It refers to a place where the buyers and sellers meet each other for sale and purchase of the commodity. CUSTOMER : Customers...
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...it primarily involves sales. Other perspectives view marketing as consisting primarily of advertising or retailing activities. For some of you market research, pricing, or product planning may have come to mind. While all these activities are part of marketing, it encompasses more than just these individual elements. The American Marketing Association defines marketing as the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives. Effective marketing requires that managers recognize the interdependence of such activities as sales and promotion and how they can be combined to develop a marketing program. The AMA definition recognizes that exchange is a central concept in marketing. For exchange to occur, there must be two or more parties with something of value to one another, a desire and ability to give up that something, to the other party, and a way to communicate with each other. Advertising and promotion play an important role in the exchange process by informing consumers of an organizalion's product or service and convincing them of its ability to satisfy their needs or wants. Not all marketing transactions involve the exchange of money for a tangible product or service. Nonprofit organizations such as charities religious groups, the arts, and colleges and universities (not in the Czech republic yet) receive millions of dollars in...
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...enthusiasts, hip-hop group and gamers. In the following paragraphs, we will look into how Monster Energy is planning to integrate and coordinate its promotional mix tools for maximum overall impact to win its market share. The Integrated Marketing Communication (IMC) campaign for Monster Dragonfruit-Pomegranate is “Drink and Go” The overall message of the campaign is that there are so many things around us that are amazing and inspiring which can make us feel our life offers limitless opportunities and willingness to give an attempt to achieve dreams. However all these are ignored due to tiredness we feel which are caused because of our super-charged lifestyle. Hence the campaign message is telling us to feel excited, interested and energized once again by drinking Monster Dragonfruit-Pomegranate, which will give the consumer the energy he needs to continuously work on his ambition. Monster Energy Company is going to integrate and coordinate its promotional mix tools of advertising, public relations, personal selling and consumer sales promotion by combining these elements with place, price, and product to position the firm’s offering in peoples’ minds. By doing this, Monster Energy will successfully integrate and coordinate its promotional mix tools for maximum overall impact. The first promotional mix tool is advertising. We are doing message strategy. The objective is to build...
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...Promotion is one of the market mix elements, and a term used frequently in marketing. The specification of five promotional mix or promotional plan. These elements are personal selling, advertising, sales promotion, direct marketing, and publicity.[1] A promotional mix specifies how much attention to pay to each of the five subcategories, and how much money to budget for each. A promotional plan can have a wide range of objectives, including: sales increases, new product acceptance, creation of brand equity, positioning, competitive retaliations, or creation of acorporate image. Fundamentally, however there are three basic objectives of promotion. These are:[2] 1. To present information to consumers as well as others. 2. To increase demand. 3. To differentiate a product. There are different ways to promote a product in different areas of media. Promoters use internet advertisement, special events, endorsements, and newspapers to advertise their product. Many times with the purchase of a product there is an incentive like discounts, free items, or a contest. This is to increase the sales of a given product. The term "promotion" is usually an "in" expression used internally by the marketing company, but not normally to the public or the market - phrases like "special offer" are more common. An example of a fully integrated, long-term, large-scale promotion are My Coke Rewards and Pepsi Stuff. The UK version of My Coke Rewards is Coke Zone. Promotion is an important...
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...they need through offering and freely exchanging products and services of value with other. The managerial perspective of marketing is “the art of selling products” (Kotler P. and Keller K, 2006). It can also be defined as an organizational function and a set of process for creating, communicating and delivering value to customers and for managing customer relationship in ways that benefit the organization and it stakeholder (AMA, 2007). Marketing Mix – this has been defined as the set of marketing objectives in target market (Kotler P. and Keller K, 2006). According to Borden, is the set of marketing tools that the firm uses to pursue its marketing objectives (Zinkhan et al, 2007). However, these tools were classified into four based groups which McCarthy called the four P’s of marketing: product, price, place and promotion. Marketing strategy – this is the marketing tool as well by which the business units hope to achieve its marketing objectives. It consists of specific strategies for target market positioning the marketing mix and marketing expenditure level (Levy S.J, 2004). Marketing of banking services – this is the process of identifying and stimulating demand for the banks service, meeting that demand by making available the banking services in the most effective and efficient manner to present and potential customers and achieving the profit and other objectives related to the identification, stimulation and satisfaction of demand for the bank services (Kotler P. and...
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... Promotional Mix What it is The 'promotional mix' is a term used to describe the set of tools that a business can use to communicate effectively the benefits of its products or services to its customers. The promotional mix includes the following tools – advertising public relations sales promotion direct marketing personal selling The promotional mix is part of the wider marketing mix. To find out about the marketing mix see the 10-minute Marketing Mix. The challenge is to select the right mix of promotional activities to suit your particular business at a particular time – and to then use it correctly to achieve a result. The combination of tools you use will depend on the target audience, the message you wish to communicate and the budget you make available. There would be little point in advertising new gas boilers in a fashion magazine – much more appropriate to advertise in a trade magazine for builders and gas fitters. Here is a 10-step checklist for developing and managing your promotional mix. 1. Decide how the products and services you provide can be 'packaged' together. The image of your business is formed by the way you promote the elements of the marketing mix – your products, prices and the places through which you sell. It is often helpful to think about promoting the business as opposed to a single product or service. If you need to think more about the marketing mix before going any further, take a look at the 10-minute Marketing Mix briefing. 2. Develop...
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...business tool available to market managers is what McCarthy classified as the Marketing mix. The Marketing mix consists of the four P’s, which are Product, Price, Place and Promotion. Use of the Marketing Mix will aid market managers in getting the right product at the right price, in the right place, during the right time. Consumers see products as complex bundles of benefits that satisfy their needs. When developing products, marketers first must identify the core customer value that consumers seek from the product (Armstrong & Kotler, pp. 210, 2011). Product Mix Product mix is a set of products or services a business provides for its customers. The product mix can be similar in substance or totally different. For example, Proctor & Gamble has a wide selection product mix. They sell items that are similar such as dish washing detergent and dishing washing liquid. Proctor & Gamble also sell products that are vastly different such as Pepto Bismol and women’s facial make up. Different product mixes make up the product lines. Proctor & gamble have many product lines ranging from Household goods to personal care products. The first P representing the Product has to be marketed to the right people. A Market manager must know and understand his product. Studying the product allows the market manager to target a specific group of potential customers. Studying the product also allows a market manager to recognize new uses of the product for new markets. Price Mix PRICE...
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...DISCUSSION The Promotion Mix I. Promotion Mix Promotion mix or marketing communications mix is the specific blend of promotion tools that the company uses to persuasively communicate customer value and build customer relationships. Communication Process 1. The Communication Process 2. Steps in developing effective communication: * 2.1. Identify the target audience * 2.2. Determine the communication objectives * 2.3. Designing the message * Message content * Message structure * Message format * 2.4. Choosing media * Personal communication channels * Nonpersonal communication channels * 2.5. Selecting the message source * 2.6. Collecting feedback Setting the Total Promotion Budget The company must determine how to divide the promotion budget among the major tools to create the promotion mix through either of the following methods: 1. Affordable Method 2. Percentage-of-Sales Method 3. Competitive-Parity Method Objective-and-task Method II. Integrated Marketing Communication The need for integrated marketing communications due to changing factors in today’s marketing communications: 1. Changing consumers 2. Changing marketing strategies 3. Sweeping advances in communication technology Integrated Marketing Communication Carefully integrating and coordinating the company’s many communications and compelling message about the organization and its products through the 5 major promotion tools: 1...
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...suppliers (or information providers) try to obtain information from us (or library users) | |on what we require. Promotion is the reverse side of this. Organisations use promotion to communicate with customers about products they | |offer. Promotion is thus one half of the communication process with customers. Ideally it will work co-operatively with market research (in| |an iterative feedback loop) so that the constantly changing requirements of users are met by promotional activities that target (or even | |anticipate) these expressed needs. | | | |Such activities need to be managed. They require the allocation and expenditure of resources, whether physical (promotional products) or | |intangible (staff time or use of existing facilities). As such they cannot simply be allowed to grow organically – they require shaping and| |direction via a promotional strategy. | |What are the objectives of a promotional strategy? | |Promotion involves making sure that customers are aware of the products that the organisation makes available to them. More...
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...one piece of the whole marketing concept, and to understand this concept, is necessary to understand marketing mix. Marketing mix is a series of activities that work together and are part of the marketing process, those activities are known as the four P’s: Product: type of goods to be produced and the quantities. Price: cost of the product to be sold to the consumer. Place: geographic area where the product is to be placed. Promotion: includes the advertising of the product, tactics and strategies to make the product known. Marketing Mix There are many possible was to satisfy the needs of target customers. Various advertising media, newspaper, magazines, cable, the Internet may be used. However, with so many variables there are ways to help organize all these decisions and simplify the selection in the market. Marketing mix are the controllable tools that an organization have to produce the response it wants in the target market, usually consist of four elements known as the 4 P’s which are the product, place, price and promotion. Companies use the four P’s to influence the demand for its products, lets consider Berry Plastics, Inc a worldwide leader of injection-molding plastic packaging, thermoformed products, flexible films and tape and coatings. (Berry Plastics, 2008). To describe each of the four elements of the marketing mix: Product, price, place, and promotion. Product The Product means the goods-and-services combination the company offers to the target market. This...
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...Demographics & Marketing Mix | December 7, 2009 | | When using demographics and the marketing mix tools, marketers have a greater capacity to reach the most desired target market for the product being marketed. These marketing applications therefore have an important impact on the decision to purchase. | Demographics and the marketing mix tools have an important impact on the decision to purchase. In using these, marketers have a greater ability to reach the most desired target market for the given product. Demographics enable a marketer to look at specific characteristics of a human population, knowing this a marketer will be able to pinpoint what product is most wanted by a specific demographic segment. While knowing the marketing mix tools - product, price, promotion, and place – will enable the marketer to better understand where in the specific demographics the product should be placed and what factors will be used to encourage greater profits. Prior to having marketing mix tools, marketing was more of a straight-line function concept. “It is that combination of factors which is the promotional undertaking that has always characterized marketing that has differentiated it from trade or distribution.” (Bartels, 1988, Pg. 228) By having this combination of factors to work with, marketers have to look at a product and discover the aspects of its distinctions prior to the actual selling of it. The marketing mix tools, product, price, place, and promotion, need to be used...
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...PRINCIPLES OF PROMOTION AND COMMUNICATION INTRODUCTION In previous terms, you have been introduced to the first 3 marketing mix, product, price and place. In this term, another important marketing mix, which is promotion, will be introduced to provide a better understanding of how promoting products are done and the necessary elements that should be taken into consideration. It will be such a waste if a company has already set its products and prices but nobody knows about it. The promotional activities done by companies are vital in communicating the company’s product/services to the market. DEFINITION OF PROMOTION Promotion is defined as the deliberate strategies or activities that an establishment holds to communicate its merits of its product-service mixes in order to gain awareness, acceptance or desired response from its target market. In other words, promotion is the art of persuading your current and potential guests to buy more and more of your products and services. THE ROLE OF PROMOTION Why is promotion so important? The main role of promotion is to communicate with individuals, groups or organizations. Through promotion, message such as information about products or services can be communicated to existing and potential guests. In addition, it also seeks to directly promote exchanges by influencing one or more of the audience to accept the company’s products. In simple terms, promotion seeks to create awareness of existing and potential guests...
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...process through which an organization engages with its various audiences. Through understanding an audience’s communications environment, organizations seek to develop and present messages for their identified stakeholder groups, before evaluating and acting upon the responses. By conveying messages that are of significant value, they encourage audiences encouraged to offer attitudinal and behavioural responses. Marketing communications provides the means by which brands and organizations are presented to their audiences. The goal is to stimulate a dialogue that will, ideally, lead to a succession of purchases and complete engagement. The communication process involves nine elements: two major parties (sender, receiver), two communication tools (message, media), four communication functions (encoding, decoding, response, and feedback), and noise. To communicate effectively, marketers must understand how these elements combine to communicate value to target customers. Marketers need to know what audiences they wish to reach and what responses they want. They must be good at encoding messages that take into account how the target audience decodes them. They must send messages through media that reach target audiences, and they must develop feedback channels so that they can assess an audience’s response to the message. We now examine...
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