philipkolter市场营销第一章重点解析课件.ppt
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- philipkolter 市场营销 第一章 重点 解析 课件
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1、Marketing in the Twenty-First Century-Philip KotlerI.Brief introduction of marketingII.Core concepts of marketingIII.Marketing EnvironmentA framework of marketing managementMarketing deals with identifying and meeting human and social needs.One of the shortest definitions of marketing is“meeting nee
2、ds profitably.”Defining MarketingTarget Markets and SegmentationSegmenting 市场细分市场细分 Targeting 目标市场选择目标市场选择Positioning 市场定位市场定位Segmenting Market segments can be identified by examining geographic,demographic,psychographic,and behavioral differences among buyers to divide a market into different disti
3、nct market.Targeting After market have been segmented,targeting aims at evaluating and comparing different segments in order to select one of the highest potential.Positioning Positioning means that the company set an distinguished image of their product to customers.Needs,Wants,and DemandsNeeds des
4、cribe basic human requirements such as food,air,water,clothing,and shelter.These needs become wants when they are directed to specific objects that might satisfy the need.Demands are wants for specific products backed by an ability to pay.Product or Offering 产品或供应品产品或供应品 A product is any offering th
5、at can satisfy a need or want,such as one of the 10 basic offerings of goods,services,experiences,events,persons,places,properties,organizations,information,and ideas.1.Exchange and Transactions2.Relationships and Networks3.Marketing Channels4.Supply Chain5.CompetitionExchange is the act of obtainin
6、g a desired product from someone by offering something in return.For exchange potential to exist,five conditions must be satisfied:1.There are at least two parties.2.Each party has something that might be of value to the other party.3.Each party is capable of communication and delivery.4.Each party
7、is free to accept or reject the exchange offer.5.Each party believes it is appropriate or desirable to deal with the other party.Exchange Two-party exchange map showing want lists of both partiesTransactions A transaction involves at least two things of value,agreed-upon conditions,a time of agreeme
8、nt,and a place of agreement.-Monetary transaction -Barter transaction Whereas exchange is the concept of marketing,A transaction is marketings unit of measurement.Relationships and Networks 1.Relationship marketing:aims to build long-term mutually satisfying relations with key parties customers,supp
9、liers,distributorsin order to earn and retain their long-term preference and business.2.Marketing network:consists of the company and its supporting stakeholders(customers,employees,suppliers,distributors,university scientists,and others)with whom it has built mutually profitable business relationsh
10、ips.Marketing Channels Communication channels-deliver messages to and receive messages from target buyers.(newspapers,television,telephone,billboards,posters,fliers,CDs Internet,e-mail,ads )Distribution channels-to display or deliver the physical product or services to the buyer or user(warehouses,t
11、ransportation vehicles,distributors,wholesalers,and retailers.)Selling channels distributors,retailers,banks and insurance companies Supply Chain supply chain describes a longer channel stretching from raw materials to components to final products that are carried to final buyers.The picture of Supp
12、ly ChainConsumerRetailerManufacturerSupplierWholesalerSuppliers supplierInterorganizational coordinationInformation support systemMaking marketing plan base on consumers demandThe promotion process Competitionincludes all of the actual and potential rival offerings and substitutes that a buyer might
13、 consider.Four levels of competition,based on degree of product substitutability:-Brand competition-Industry competition-Form competition-Generic competition Brand competitionA company sees its competitors as other companies that offer similar products and services to the same customers at similar p
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