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Marketing Management

创建日期：2024-06-03 14:24:42

所属分类：市场营销Marketing

标签： Management

Marketing Management

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Marketing

Management
WEEK 1
1
Logistics
- You should feel free to ask questions during class.
- Please raise your hand before asking/answering a question,
and please wait until you are called before asking your
question.
- Bring and display your name card.
- State your name first before asking your question or
answering my question.
2
What is Marketing?
Tell me what you think Marketing is about (the
first thing that comes to your mind).
3
What is Marketing?
Tell me what you think Marketing is about (the
first thing that comes to your mind).
Marketing is not just about developing ad, or
selling!
◦These activities only represent the tactical stage
of marketing.
4
What is Marketing?
“Marketing is the activity, set of institutions, and processes for creating,
communicating, delivering, and exchanging offerings that have value for
“customers” or “consumers” (broadly defined), from AMA.
◦ Exchanging offerings that have value for consumers → requires us to
understand how consumers/individuals make their decisions – Theory
of Choice/Choice Modeling
◦ Creating offerings … that have value for consumers → discover unmet
consumer/market needs.
◦ Communicating → marketing communication & promotion (incl.
advertising, publicity campaign)
◦ Delivering → help consumers find your offerings (physical distribution
network, or digital channel)
5
Marketing Management - Marketing
Strategies and Plans
It is the full process of identifying a company’s
differential/competitive advantage in serving consumers
through an organized, in-depth study which involves:
◦ Consumers-Company-Competitors (3Cs/SWOT) analysis
◦ Market-needs analysis (Segmentation, Targeting and
Positioning, STP)
◦ Marketing-mix analysis (4Ps, tactical tools) which involves
creating products, pricing, placement/distribution, and
promotion of ideas and products.
6
What is the fundamental goal of
Marketing?
- The most fundamental goal is to understand how
individuals make their decisions.
- It involves economics, psychology, sociology,
experiments, statistics, econometrics, data science, etc.
- Marketing is a multi-disciplinary scientific area.
7
- Key premise: Business succeeds by providing
products/services that generate superior customer value.
- High customer value → High firm value
- Many businesses fail to understand this link.
- We will develop a framework to help create and manage
customer value.
8
Amazon
- In 1999, it incurred $719 million loss.
- In 2000, it had only $350 million cash on hand.
- "Will Amazon Ever Make Money?"
9
Example: Amazon
Amazon just celebrates 20 years of extremely impressive
growth.
◦ Their mission: “To be Earth's Most Customer-Centric Company”
How do they achieve it?
◦ Prime membership.
◦ Two-day free shipping (no min purchase).
◦ Prime video.
◦ Free delivery from Wholefood.
10
Example: Blackberry
11
Customer Value and Firm Value
12
Finding an efficient way
of attracting
and retaining customers
Increase Firm ValueMarketing
Profit = f(customers demand, price, cost, …)
Maximize
Long term
profits
Theory of Choice –
First Principle
How do we attract new customers and retain old
customers?
◦ Attracting Customers: By offering a product/service to the
customers that gives customer value - such that
13
Value from my product Value from not purchasing at all
Value from purchasing
Competitor’s products
Value from my product
>
>
Attracting and Retaining
Customers
Retaining Customers: Providing value not
only ensures that consumers will buy the
product today, but if they are satisfied, they
will buy it again in the future => Loyalty =>
Long term Profits
14
Customer Value
What is Customer Value?
◦ The positive and negative consequences (consumer utility) of buying
and consuming a product/service
Value Drivers:
◦ The factors that the customer weighs while buying a product/service
Customer Value = function (Value Drivers)
◦ We call this “Utility Function.”
Example: Nursing Home
◦ Customer Value or consumer utility
= function(distance from home, #registered nurses per
patient, #practical nurses per patient, size, doctor on site, …)
15
Course Expectations
This is a rigorous course
◦ Not a course in ‘creative’ advertising.
◦ But you need creativity.
◦ Requires critical thinking.
Math Analysis
◦ There is math, but more emphasis on the analytics.
16
Assignments, Case Analysis, Team Presentation
Slides, Team Project Final Report
Homework due dates are stated in the syllabus.
◦ For homework, you need to write up your answers and upload it
to Canvas before the deadline.
◦ Assignment 1 due in week 3.
◦ Case Analysis due in week 4.
◦ Team project progress report (slides only) due in week 5. A
representative from your team will give a short in-class
presentation of 5 minutes (lightning presentation!).

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ATMS 201 COMP3425 MATH7861 SOLA2060 MA 325 7CCEMCTH ECON 432 INFT2051 SOLA 2060 ECOS2002 Stats141XP BIOA02H3 S2022 MA4601 K5 COMP5329 EG 284 IB3A70 WECO1020 COMP3027 Energy ACS61011 MAST20026 STAT 533 MATA31 ENVS257 BEM2031 EC 486 COMP0172 CS3214 EECE5644 IB2B20 COSC2536 COSC1147 COMP6214 5CCM242A COMP0130 AMME2000 MTMG50: EG238 ACF6006 QBUS2810 COSC2391 ECON7560 MATH377 STA305 CS 486 COMP1117B EL648 ELEC3909 ECON 241 COMP 4901W BUSI4428 ENEN20002 ENGN4524 ELEC3115 CSC 413 PSYC 100B ECON1002 MATH256 ANSC20005 MTHS2008 MATH40082 COSC 2406 FIT3174 STA 238 CMT202 Differential Equations MTHM017 GARCH 101 MATH2069 CSC336S ACSC12 ETF2121 CEME 2001 DB B474F ARHT1001 EECS 3311 3220 STATS 786 CS 484 COMP20008 MATH4091 ECE 455 CSCI 204 BUS B200F BA 875 BU5562 COSC 1147 X11 GEOG 101 IMM250F CSE 584A MATH38172 LAB 4 ELEC5882M FINS5523 EE 430 COMP 465 6CCS3PRE 7CCSMNSE FINANCE ACMB02H3 ENGG2112 ELEC5616 SCM B371 CHEM3120 CS22 ECMT2130 MAST30011 ADSPBF706 CENG0013 ACCOUNTING BUSS1040 CHEM 181 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