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MMM/MFM/MIM
Sem II
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Syllabus
• Introduction to marketing concepts, its relevance in India, marketing
mix, structures and systems
• Environment scanning and market opportunity analysis
• Buyer behavior – household, and industrial / organizational
• Market segment and segmental analysis
• Market estimation – Market potential, demand forecasting, and
sales forecasting
• Marketing information systems
• Marketing research
• Market planning
• Product mix decisions – product identification, product lifecycle,
branding and packaging**
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Syllabus(cont.)
• New product development and management
• Pricing policies, structures and methods
• Concept of regulated prices in selected industries
• Promotion decision- communication process, promotion mix,
promotion strategies with reference to consumer and
industrial products
• Advertising and personal selling decision
• Distribution management – importance of distribution in
developing country (Role of middleman, identification,
selection, and managing dealers, distribution channels,
channel management – Physical distribution
• Performance and control – Marketing audit*****
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Evaluation
• End Term Exam …..60 marks
• Test - 10 marks
• Assignment -15 marks
• Presentations …..15 marks
• Total 100 marks**
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Text Books
• Marketing Management - Kotler, Keller, Koshy & Jha –
14th edition,
• Basic Marketing,13th edition, Perrault and McCarthy
• Marketing management – Indian context Dr.Rajan
Saxena
• Marketing Management – Ramaswamy &
Namkumari
• R. L. Varshney & S.L.Gupta: Marketing Management
An Indian Perspective (Sultan Chand) .
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What is Marketing?
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Water Purifiers…A Good Marketing!
• Eureka Forbes - “Aquasafe”, Unilever - “Pureit” !!!
• Water Purifiers from Ereka Forbes & Hindustan
Unilever, Kent, Rio….the list goes on!!!
• Unilever came out with battery-operated water
purifiers at lower prices. Added value!
• Initiatives that address the ‘unmet needs’ of the
masses through appropriate technology and product
design at affordable price points to reflect a good,
contemporary, marketing thought’
• Next BIG thing? Pure air – the air purifiers!!!
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What is Marketing?
What is Marketing?
• An art
• A science
• A business function
• A process
• A relationship
• A system
Definition of Marketing
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Definition of 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.
Marketing Management is 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 goals.
Scope of Marketing?
• Goods – cars, trucks, TVs, machines, watches, cosmetics
Communication
Goods/services
Industry Market
(a collection (a collection
of sellers) Money of Buyers)
Information
A Three-Way Exchange
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• Horlicks, leading health-food drink brand from GSK has been
providing “pleasurable nourishment” to a wide range of
consumers from children to adults to elderly people.
• They defined customers in terms of not only age groups (i.e.
children, teenagers, adults, elderly), but by many other
parameters like occupation, eating habits, lifestyle, women in
reproductive & nursing age, calorie sensitive, health
conscious.
• For each of the above segments they offer Horlicks – with
varied features.
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Ideal marketing
• Every human being is different from others
• His needs will therefore be different from others and
unique
• In ideal marketing you will contact each person for
his / her specific needs
• Make a product for him
• Supply the product to him
• Costly affair
• No economies of scale either in contacting the
consumer or in manufacturing the product**
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Segmentation
• Group the consumers who share a similar set of needs and
wants
• Segmentation
• It is creating small homogeneous groups of consumers out of
the total heterogeneous market
• Customer segmentation is a method for grouping customers
based upon similarities they share with respect to any
dimensions you deem relevant to your business - whether it
be customer needs, channel preferences, interest in certain
product features, profitability, location etc.**
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Needs, Wants & Demands
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Needs, Wants & Demands
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MASLOW'S THEORY
Needs, Wants & Demands
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Brands or Offerings
• Product includes goods & services
• A brand is an offering from a known source.
• A brand name such as McDonald’s carries many
associations in the minds of people: hamburgers, fun,
children, fast food, golden arches, party. These
associations make up the brand image.
• McDonald’s means burgers, cleanliness,
convenience, courtesy & service.
• Park Avenue
• Maruti
• Mahindra 33 of 30
Brand & Offerings
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Customer Value, Satisfaction, and Loyalty
Holistic Marketing
• Inform
• Engage
• Energize
Traditional Organization vs.
Customer-Oriented Organization
Customer Perceived Value
Customer-
Economic perceived
Value
Evaluating
Functional Obtaining
Using
Psychological Disposing
Total Customer Total Customer
Benefit Cost
Customer-
perceived value
Value Services
benefit
Time
cost
Personal Energy
benefit cost
Image Psychological
benefit cost
Value Concepts – Mahendra Tractor
Product:
Reliability
Durability
Performance
Service:
Resale
Delivery
Cost
Training
Maintenance Cost:
Reputation Manufacturing cost
After sales Margin
Value Concepts – Mahindra Tractor
Suppose a farmer wants to buy a tractor for his
farming activity from either Mahindra or Eicher. He
wants the tractor to deliver certain levels of
reliability, durability, performance, and re-sale value.
The buyer decides Mahindra has greater product
benefits based on his perceptions of those attributes.
He also perceives
differences in the accompanying
services— delivery, training, and
maintenance—and decides
Mahindra provides better service as well as more
knowledgeable and responsive staff.
Value Concepts – Mahindra Tractor
Finally, he places higher value on Mahindra’s
corporate image and reputation. He adds up all the
economic, functional, and psychological benefits
from these four sources—product, services,
personnel, and image—and perceives Mahindra as
delivering greater customer benefits. The buyer sees
its offer as worth Rs.10L.
Further, suppose Mahindra’s cost of producing the
tractor is Rs.6L. This means Mahindra’s offer
generates Rs.4L over its cost, so the firm needs to
charge between Rs. 6 L and Rs.10L.
If it charges less than Rs. 6L it won’t cover its costs; if
it charges more, it will price itself out of the market.
Value Proposition
Value proposition is whole cluster of benefits the company
Volvo
Promises to deliver. It is beyond core positioning of the product .
Core positioning:
• Safety
Other benefits:
• Good performance
• Design
• Environmentally
friendly
Value Proposition
The value proposition is a promise about the
experience customers can expect from the
company’s market offering and their relationship
with the supplier.
Whether the promise is kept depends
on the company’s ability to manage its value
delivery system.
The value delivery system includes all the
experiences the customer will have on the way to
obtaining and using the offering.
At the heart of a good value delivery system is a set
of core and other business processes that help
deliver distinctive consumer value.
ed
fi n
De Satisfaction
A person’s feelings of pleasure or
disappointment that result from
comparing a product’s perceived
performance to (or outcome) to
expectations.
Customer Satisfaction
• In general, satisfaction is a person’s feelings of
pleasure or disappointment that result from
comparing a product’s perceived performance (or
outcome) to expectations.
• If the performance falls short of expectations, the
customer is dissatisfied. If it matches expectations,
the customer is satisfied. If it exceeds expectations,
the customer is highly satisfied or delighted.
• Type of loyalty relationship the customer has with
the brand. Consumers often form more favorable
perceptions of a product with a brand they already
feel positive about.
Customer Satisfaction
Expectations
Customer Expectations
Expectations result from past buying experience;
friends’ and associates’ advice; and marketers’ and
competitors’ information and promises.
If marketers raise expectations too high, the buyer is
likely to be disappointed. If too low, it won’t attract
enough buyers (although it will satisfy those who do
buy).
Some of today’s most successful companies are
raising expectations and delivering performances to
match.
Maruti found success in India launching fuel-efficient,
low-cost, high-quality variety of cars, supported by
service network and re-sales value.
Value & Satisfaction
• Satisfaction reflects a person’s judgment of a
product’s perceived performance in relation to the
expectations.
• Value as a ratio between what the customer gets
and what he gives. The customer gets benefits
and assumes costs, as shown in this equation:
Value = Benefits/Cost , which is
= Functional benefits + Emotional benefits_______________
Monetary costs + time costs + energy costs + psycho costs
• Value is ‘Quality, Service & Price’
• Value means “Paisa Vasool”!!!
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ed
fi n
De Customer Loyalty
“A deeply held commitment to re-buy
or re-patronize a preferred product or
service in the future, despite situational
influences and marketing efforts having
the potential to cause switching
behavior.”
-- Oliver
Exchange & Transactions
• Exchange, the core of marketing, involves
obtaining a desired product from someone
by offering something in return.
• Exchange is a value-creating process
because it normally leaves both parties
better off, benefitted, satisfied.
About… Transactions
• There are at least two parties.
• Each party has something that might be of
value to the other party.
• Each party is capable of communication and
delivery.
• Each party is free to reject the exchange
offer.
• Each party believes it is appropriate or
desirable to deal with the other party.
Marketer & Prospect
• A marketer is someone who is seeking a
response (attention, a purchase, a vote, a
donation) from another party, called the
prospect.
• If two parties are seeking to sell something
to each other, both are marketers.
Relationships and Networks
• Relationship marketing aims to build long-
term mutually satisfying relations with key
parties— customers, suppliers.
• A marketing network consists of the
company and its supporting stakeholders
(customers, employees, suppliers, lenders,
distributors, community, society and
government) with whom it has built
mutually profitable business relationships.
Marketing channels
• Communication –newspapers, magazines,
radio, television, mail, telephone,
billboards, posters, fliers, CDs, audiotapes,
and the Internet.
• Distribution – direct, MLM, chain of
stockists, retail, consumers
• Service – warehouses, transports, banks,
insurance
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Supply Chain
Production
Marketing
Customer
Hu ourc
res
ma e s
c e
n
an
Fin
Direct Indirect
Impact Impact
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Product concept
• Holds that consumers favor those products that offer the
most quality, performance, or innovative features. Managers
in these organizations focus on making superior products and
improving them over time, assuming that buyers can appraise
quality and performance.
• Product-oriented companies often design their products with
little or no customer input. These organizations too often are
looking into a mirror when they should be looking out of the
window.
• Did the “Kaali-Peeli taxi service” overlook the growing
competition from auto, A/C buses, Uber, Ola, Meru, Tabcab?
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Selling concept
• • Holds that consumers and businesses, if left alone,
will ordinarily not buy enough of the organization’s
products. The organization must, therefore,
undertake an aggressive selling and promotion effort.
• This concept assumes that consumers must be
coaxed into buying, so the company has a battery of
selling and promotion tools to stimulate buying.
• The selling concept is practiced most aggressively
with unsought goods—goods that buyers normally
do not think of buying, such as insurance
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Marketing concept
• Holds that the key to achieving organizational goals consists of
the company being more effective than its competitors in
creating, delivering, and communicating customer value to its
chosen target markets.
• The selling concept takes an inside-out perspective. It starts
with the factory, focuses on existing products, and calls for
heavy selling and promoting to produce profitable sales.
• The marketing concept takes an outside-in perspective. It
starts with a well-defined market, focuses on customer needs,
coordinates activities that affect customers, and produces
profits by satisfying customers.
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Societal Marketing Concept
• The societal marketing concept holds that the
organization’s task is to determine the needs,
wants and interest of target markets and to
deliver the desired satisfactions more
effectively and efficiently than competitors in a
way that preserves or enchances the
customer’s and the society’s well-being.
Societal Marketing Concept
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Contrast Between :
Sales Concept & Marketing Concept
• Selling starts with factory, focuses on existing
products, and calls for heavy selling and
promoting to produce profitable sales.
• Marketing starts with a well-defined market,
focuses on customer needs, co-ordinates all
activities that will affect customers and
produces profits by satisfying customers.
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