市场营销_英文版.ppt
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市场营销英文课件(PPT)
Even small changes in an existing product can make it new.
A company can add new products through acquisition of other companies.
第十六页，共三十八页。
第十七页，共三十八页。
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After international marketers position their products, they need to develop the product strategies according to the position.
1. International Product Mix Strategy The international product mix consists of all the
第二页，共三十八页。
International Product and Brand Strategy
第三页，共三十八页。
The question of Diversification v.s Standardization.
For most products, adaption to local preference is a must. But adaption to every local market may cost a company too much.
The products include the tangible products and intangible services or a combination of them.
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2.1 Consumer Products
A company can add new products through acquisition of other companies.
第十六页，共三十八页。
第十七页，共三十八页。
第十页，共三十八页。
After international marketers position their products, they need to develop the product strategies according to the position.
1. International Product Mix Strategy The international product mix consists of all the
第二页，共三十八页。
International Product and Brand Strategy
第三页，共三十八页。
The question of Diversification v.s Standardization.
For most products, adaption to local preference is a must. But adaption to every local market may cost a company too much.
The products include the tangible products and intangible services or a combination of them.
第五页，共三十八页。
2.1 Consumer Products
市场营销原理英文原版
Understanding the Marketplace and Customer Needs
Customer Needs, Wants, and Demands
Understanding the Marketplace and Customer Needs
• Market offerings are some combination of products, services, information, or experiences offered to a market to satisfy a need or want
Target marketing refers to which segments to go after
Designing a Customer-Driven Marketing Strategy
Selecting Customers to Serve
Demarketing is marketing to reduce demand temporarily or permanently; the aim is not to destroy demand but to reduce or shift it
Understanding the Marketplace and Customer Needs
Core Concepts
• Customer needs, wants, and demands • Market offerings • Customer Value and satisfaction • Exchanges and relationships • Markets
– What customers will we serve? – How can we best serve these customers?
市场营销学英文版最新版教学课件第12章
Learning Objectives (2 of 4)
12-3. Describe and discuss the major decisions involved in developing an advertising program.
12-4. Explain how companies use public relations to communicate wit
Description
Advertising
• Reaches masses of buyers at a low cost per exposure
• Builds a long-term image for a product • Can trigger quick sales • Has a public nature and is viewed as legitimate • Very expressive • Impersonal and lacks the direct persuasiveness of
Setting the Advertising Budget
Coca-Cola spends hundreds of millions of dollars annually, but is that “half enough or twice too much”?
Advertising Strategy
• Factors changing the face of today’s marketing communications:
– Changing consumers – Changing marketing strategies – Advancements in digital technology
市场营销英文版05.Customer Value and Customer Relationships.ppt
Provide the Value: Activities •Product development •Service development •Pricing •Sourcing and Making •Distributing and Servicing
Often referred to as a part of Tactical Marketing.
Customer Value
Factors that shape customer expectations: •Past buying experiences •Friends’ and associates’ advice •Marketers’ and competitors’ information and promises
3Vs: Value Segment, Value Proposition, Value Network (Kumar of LSB)
Customer Value
Defining Value and Satisfaction:
Customers always seek to gain the greatest benefit at the least cost.
Customer Value
The Value Creation and Delivery Sequence: the three major steps
•Choose the Value •Provide the Value •Communicate the Value
Customer Value
Customer Value
Customer satisfaction is important too!
Often referred to as a part of Tactical Marketing.
Customer Value
Factors that shape customer expectations: •Past buying experiences •Friends’ and associates’ advice •Marketers’ and competitors’ information and promises
3Vs: Value Segment, Value Proposition, Value Network (Kumar of LSB)
Customer Value
Defining Value and Satisfaction:
Customers always seek to gain the greatest benefit at the least cost.
Customer Value
The Value Creation and Delivery Sequence: the three major steps
•Choose the Value •Provide the Value •Communicate the Value
Customer Value
Customer Value
Customer satisfaction is important too!
第一章国际市场营销双语ppt课件
• 1.2 The Concepts of International Marketing
国际市场营销基本范畴
• 1.3 Related International Economic Organizations
与国际市场营销相关的国 际经济组织
精品课件
1.1The Concepts of Marketing
Technological factors
• 社会文化因素 • 科技因素
精品课件
Monopolies
legislation
Environmental
protection laws
Taxation policyΒιβλιοθήκη Employment laws
Government policy
Legislation
P
S
精品课件
1.1.2. Marketing philosophy
• a way of organizing and controlling marketing. The whole philosophy of marketing is changing. Previously, marketing involved creating a demand for a specific product or service. That approach is obsolete. Today marketers must interact with the market, determine what products and services are needed, and supply enough information to the market about those products so that the products find their own market.
~个人珍藏~市场营销原理课件_管理学经典教材(英文版)菲利普科特勒kotler04_exs
• Demand quickly outstripped supply
• The new VW beetle enjoyed crossgenerational appeal
• Earned many awards
• Beetle now accounts for over 25% of company sales
The Macroenvironment
• Key Technological Trends
§The technological environment is characterized by rapid change.
§New technologies create new opportunities and markets but make old technologies obsolete.
• Born between 1965 and 1976
• First latchkey children
• Maintain a cautious economic outlook
• Share new cultural concerns
• Represent $125 billion in annual purchasing power
• Challenging target for marketers
The Macroenvironment
• Key Demographic Trends
§Changing American household §Geographic population shifts §Better-educated, more white-collar
• The Natural Environment
• The new VW beetle enjoyed crossgenerational appeal
• Earned many awards
• Beetle now accounts for over 25% of company sales
The Macroenvironment
• Key Technological Trends
§The technological environment is characterized by rapid change.
§New technologies create new opportunities and markets but make old technologies obsolete.
• Born between 1965 and 1976
• First latchkey children
• Maintain a cautious economic outlook
• Share new cultural concerns
• Represent $125 billion in annual purchasing power
• Challenging target for marketers
The Macroenvironment
• Key Demographic Trends
§Changing American household §Geographic population shifts §Better-educated, more white-collar
• The Natural Environment
市场营销第十四章(英文)
14-30
VIDEO CASE 14
MALL OF AMERICA: SHOPPING AND A WHOLE LOT MORE
14-31
VIDEO CASE 14
MALL OF AMERICA
1. Why has Mall of America been such a marketing success so far?
Multichannel Retailers
14-21
Mall of America TV Ad
LO4
What type of store location?
QuickTime?a nd a YUV420 codec decompressor are need ed to see this p icture .
LO4
RETAIL PRICING
Retailing Mix
Original Markup
Gross Margin
Maintained Markup
Markdown
14-19
RETAILING STRATEGY
LO4
RETAIL PRICING
Everyday Low Pricing (EDLP) Everyday Fair Pricing Benchmark or Signpost Items Off-Price Retailing
14-14
LO3
NONSTORE RETAILING
Automatic Vending
Direct Mail and Catalogs
14-15
LO3
NONSTORE RETAILING
Television Home Shopping
市场营销学英文版最新版教学课件第8章
– Reducing the costs – Speeding up the process
Commercialization
• Introducing a new product into the market
• Considerations for launching a new product
Customer-centered new product development focuses on finding new ways to solve customer problems and create more customer-satisfying experiences.
Customer-Centered New Product Development (2 of 2)
Test Marketing (1 of 3)
• Introduces the product and its proposed marketing program into realistic market settings
• Gives the marketer an experience with marketing a product before full introduction
– Customer-centered new product development – Team-based new product development – Systematic new product development
Customer-Centered New Product Development (1 of 2)
8-3. Describe the stages of the product life cycle and how marketing strategies change during a product’s life cycle.
Commercialization
• Introducing a new product into the market
• Considerations for launching a new product
Customer-centered new product development focuses on finding new ways to solve customer problems and create more customer-satisfying experiences.
Customer-Centered New Product Development (2 of 2)
Test Marketing (1 of 3)
• Introduces the product and its proposed marketing program into realistic market settings
• Gives the marketer an experience with marketing a product before full introduction
– Customer-centered new product development – Team-based new product development – Systematic new product development
Customer-Centered New Product Development (1 of 2)
8-3. Describe the stages of the product life cycle and how marketing strategies change during a product’s life cycle.
~个人珍藏~市场营销原理课件 管理学经典教材(英文版)菲利普·科特勒kotler12_exs
Economic conditions Competitive situation Laws / regulations Distribution system Consumer perceptions Cost considerations
12 - 15
Price Changes
Initiating Price Cuts is Desirable When a Firm:
Promotional pricing can have adverse effects
12 - 12
Price Adjustment Strategies
Promotional Pricing Problems
Easily copied by competitors Creates dealdealprone“优惠倾向” prone“优惠倾向” consumers May erode侵蚀 erode侵蚀 brand’s value Not a legitimate substitute for effective strategic planning Frequent use leads to industry price wars which benefit few firms
Types of segmented pricing strategies:
CustomerCustomer-segment ProductProduct-form pricing Location pricing Time pricing
Also called revenue or yield management Certain conditions must exist for segmented pricing to be effective
12 - 15
Price Changes
Initiating Price Cuts is Desirable When a Firm:
Promotional pricing can have adverse effects
12 - 12
Price Adjustment Strategies
Promotional Pricing Problems
Easily copied by competitors Creates dealdealprone“优惠倾向” prone“优惠倾向” consumers May erode侵蚀 erode侵蚀 brand’s value Not a legitimate substitute for effective strategic planning Frequent use leads to industry price wars which benefit few firms
Types of segmented pricing strategies:
CustomerCustomer-segment ProductProduct-form pricing Location pricing Time pricing
Also called revenue or yield management Certain conditions must exist for segmented pricing to be effective
市场营销英语(第二版)课件下
Advertising objectives
How to measure advertising’s effectiveness? By increasing in sales??
Audience
Get the right message to the right audience.
Target audience is not the same as a target market.
the unexpected
Purchase decision
Post-purchase evaluation
•It is particularly important to marketers as it will determine whether the consumer will repurchase the product and how they will influence other people in terms of purchasing the product.
Post-purchase evaluation
•Consumers evaluate the product in terms of what was promised before they purchased it and how it actually performed after they purchased it. •3 outcomes 1)Disappointment 2)Satisfaction 3)delight
Information search
•External: Personal sources (family, friends etc.) Commercial sources (adverts) Third-party reports (magazines, websites, etc.)
市场营销讲稿(英文版)(ppt 36页)
The aim of Marketing is to make selling superfluous. The aim is to know and understand the customer so well that the product or services fits… and sells itself. (Drucker, 1973)
l
Journals:
Journal of Marketing
Marketing News
Harvard Business Review
International Journal of Research in Marketing
Journal of Advertising 《营销导刊》 《销售与市场》 《市场营销》（人大复印资料）
•What is marketing?
Core Concepts
Needs, wants, and demands
Products
Markets
Core Marketing Concepts
Value, satisfaction, and quality Exchange, transactions, and relationships
consists of all activities that bring buyers and sellers together
Analysis, Plan, implement, control
Marketing mix(4ps)
Managing Products and Services(Product) Distributing Products and Services(Place) Pricing Products and Services(Price) Promotion Products and
l
Journals:
Journal of Marketing
Marketing News
Harvard Business Review
International Journal of Research in Marketing
Journal of Advertising 《营销导刊》 《销售与市场》 《市场营销》（人大复印资料）
•What is marketing?
Core Concepts
Needs, wants, and demands
Products
Markets
Core Marketing Concepts
Value, satisfaction, and quality Exchange, transactions, and relationships
consists of all activities that bring buyers and sellers together
Analysis, Plan, implement, control
Marketing mix(4ps)
Managing Products and Services(Product) Distributing Products and Services(Place) Pricing Products and Services(Price) Promotion Products and
市场营销学英文课件
Understanding the Marketplace and Customer Needs
Copyright ◎ 2010 Pearson Education, Inc.
Chapter 1- slide 7
Understanding the Marketplaceand Customer NeedsCustomer Value and SatisfactionExpectations
Copyright ◎ 2010 Pearson Education,Inc.
12Chapter 1- slide 12
to go after
Designing a Customer-Driven Marketing StrategySelecting Customers to ServeDemarketing is marketing to reduce demand temporarily or permanently; the aim is not to destroy demand but to reduce or shift it
Copyright ◎2010 Pearson Education, Inc.
Chapter 1- slide 14
Designing a Customer-Driven Marketing StrategyMarketing Management Orientations
15Chapter 1- slide 15
Capture value from
superioபைடு நூலகம் value
customers in return
and wants
P RIN CIPLES
Understanding the Marketplace and Customer NeedsCore Concepts· Customer needs, wants, and demands · Market offerings● Value and satisfaction· Exchanges and relationships● Markets
Copyright ◎ 2010 Pearson Education, Inc.
Chapter 1- slide 7
Understanding the Marketplaceand Customer NeedsCustomer Value and SatisfactionExpectations
Copyright ◎ 2010 Pearson Education,Inc.
12Chapter 1- slide 12
to go after
Designing a Customer-Driven Marketing StrategySelecting Customers to ServeDemarketing is marketing to reduce demand temporarily or permanently; the aim is not to destroy demand but to reduce or shift it
Copyright ◎2010 Pearson Education, Inc.
Chapter 1- slide 14
Designing a Customer-Driven Marketing StrategyMarketing Management Orientations
15Chapter 1- slide 15
Capture value from
superioபைடு நூலகம் value
customers in return
and wants
P RIN CIPLES
Understanding the Marketplace and Customer NeedsCore Concepts· Customer needs, wants, and demands · Market offerings● Value and satisfaction· Exchanges and relationships● Markets
市场营销PPTNew Balance
01 02 03 04 05 06 07
品牌历史 品牌文化 品牌特色 品牌定位 品牌宣传 核心精神 企业文化
01 02 03 04 05 06 07
品牌历史 品牌文化 品牌特色 品牌定位 品牌宣传 核心精神 企业文化
New Balance公司拥有其独特的文化： 坚持出品多宽度、多高度的鞋款：这是针对人性出 发的设计，也是最基本的关怀，带给每一位消费者最舒 适贴近的鞋型。 New Balance不与运动明星签约。因为适合明星的鞋， 不一定适合大部分的消费者穿着，所以New Balance公司 将费用投入在产品的研发上，以提高产品质量，增加顾 客满意。New Balance相信‚鞋子就是最好的代言人‛。 New Balance是唯一在美国拥有专属工厂的国际化运 动品牌，其中五个在美国，两个在欧洲。 New Balance公司是一家私人公司，而非股票上市公 司，因此可以有更大的开发空间；同时在公司文化的传 承上，比较容易得到贯彻。
（战略四）更重视中国市场
目前New Balance在中国的门店数量已经有 1600家，但和Nike还有Adidas相比，New Balance 在二三线城市的渠道并不发达。北京、上海、广州、 深圳、成都等最为成熟的消费市场地仍然是New Balance店铺覆盖最多的城市，接下来，New Balance会在南京、常州、无锡等地进行更多店铺拓 展。
（战略一）
New Balance首先发力的领域是足球。借着足协杯 北京德比的风头，New Balance请来了北京德比两 只足球队的队长，为其新品球鞋的发布助阵。New Balance计划未来5年将足球类产品的营收翻倍至60 亿美元，并于今年6月底正式宣布进入中国足球市 场。New Balance相关负责人表示，做出这个决定， 不仅仅是出于保持全球营销战略一致性的考虑，更 重要的是，中国足球市场在蓬勃发展，‚谁赢得足 球市场，谁就赢得了整个体育市场‛。
市场营销专业英语 topic 8 优质课件
It is generally accepted that it is less difficult to increase sales obtained from existing customers. It is not difficult to understand why this should be so. Existing customers are aware of the nature of the offer and support it to a greater or lesser degree. There are a number of possible ways in which sales of existing customers may be increased.
Add Service to Existing Merchandise Ranges
By adding services to existing merchandise ranges, this is the opportunity to offer added value to the customer and establish differentiation at one and the same time.
Expand the Core Customer Base
Assuming that the retail offer is well supported by the existing core customers, it follows that there should be an effort to identify other consumers sharing core customer characteristics. Given a target customer profile, store catchments areas should be ‘searched’ for consumers with the same or similar profiles.
Add Service to Existing Merchandise Ranges
By adding services to existing merchandise ranges, this is the opportunity to offer added value to the customer and establish differentiation at one and the same time.
Expand the Core Customer Base
Assuming that the retail offer is well supported by the existing core customers, it follows that there should be an effort to identify other consumers sharing core customer characteristics. Given a target customer profile, store catchments areas should be ‘searched’ for consumers with the same or similar profiles.
市场营销学英文版最新版教学课件第3章
Demographic Environment (1 of 3)
• Demography is the study of human populations in terms of size, density, location, age, gender, race, occupation, and other statistics.
Customers
• Five types of customer markets
– Consumer markets – Business markets – Reseller markets – Government markets – International markets
Figure 3.2 - Major Forces in the Company’s Macroenvironment
steadily over the past three decades.
• Trends:
– Shortages of raw materials – Increased pollution – Increased government intervention
Technological Environment (1 of 2)
• The U.S. population contains several generational groups:
– Baby Boomers – Generation X – Millennials (or Generation Y) – Generation Z
Demographic Environment (3 of 3)
Figure 3.1 - Actors in the Microenvironment