Ethics and Global Marketing Lecture three: Ethics and Delivering Customer Value across Global Markets
Dec 17, 2015
Ethics and Global Marketing
Lecture three:
Ethics and Delivering Customer Value across Global Markets
Business perspective three:
• Intents, means and ends– When formulating marketing campaigns,
marketers are responsible for:• The intent of the action• The means or method by which the practice was
implemented• The end or outcomes of the strategy or tactic
Did Hyundai go too far?
The proportionality framework
• Adapted from Garrett (1966)– The principle of proportionality:
• Marketers are responsible for whatever they intend as a means or an end. If both are 'good', they may act, accepting a certain (i.e. minor) risk of side effects.
The marketing concept
• Segmentation• Targeting• Positioning
High price
Low price
Narrow range
Wide range
Tesco
Marks & Spencer
Harrods
Market stalls
Convenience stores
Delicatessens
Discount stores
Marketing mix
• Product
• Price
• Place
• People
• Physical evidence
• Process
• Promotion
Vaseline example
Ethical product challenges
Ethical pricing challenges
Ethical pricing challenges
Ethical place challenges
• Whose responsibility?
• The government and the retailers?
• http://www.bbc.co.uk/news/uk-politics-21388628
• Individuals?
• http://www.bbc.co.uk/news/uk-21392004
• The supply chain?
• http://www.bbc.co.uk/news/uk-21394451
Ethical people challenges
Non-ethical physical evidence
• Fake bomb detectors:
• http://www.bbc.co.uk/news/uk-22279095
Ethical promotional challenges
CUSTOMER
PROVIDER
Word-of-mouthcommunications Personal needs Past experience
Expected service
Perceived service
Servicedelivery
Service qualityspecifications
Management perceptionsof customer expectations
Externalcommunications to
customers
Gap 5
Gap 4
Gap 1
Gap 3
Gap 2
Service Quality Framework
ABC model of consumer attitudes
• Affect• Behaviour • Cognition
Purchase decision making framework
Essential components of culture
• Beliefs– Mental and verbal processes that reflect our
knowledge and assessment of products/services.
• Values– Indicators consumers use as guides for what is
appropriate behaviour. – Usually enduring and widely accepted within the
market.
Essential components of culture
• Customs– Overt modes of behaviour that constitute
culturally approved or acceptable ways of behaving in specific situations.
– Customs are evident at major events in one’s life, e.g. birth, marriage, death, and at key events in the year, e.g. Christmas, Easter, Ramadan.
Layers of culture
• Like an onion (Lee and Carter, 2012)– National culture– Business culture– Organisational culture– Individual culture
Layers of culture
• Hofstede (2003)– National level– Regional / ethnic / religious / linguistic affiliation
level– Gender level– Generation level– Social class level
Contextual continuum of culture
SwissGermans
ScandinaviansNorth Americans
English
Italians/Spanish
Latin Americans
Arabs
Japanese
Low
Context
High
ImplicitExplicit Messages
French
Source: Usiner et al (2005))
Hofstede’s criteria (2001)• Individualism
– Affects the way people live together• Power distance
– Dealing with human inequality• Uncertainty avoidance
– Managing future uncertainty• Masculinity
– Male / female stereotyping• Time orientation/Confucian dynamism
– Long-term or short-term orientation
Danish Culture – According to Geert Hofstede
Source: www.geert-hofstede.com
Very low power distanceQuite high individualismVery low ”masculinity” – more ”feminine” valuesVery low uncertainty avoidance
Business culture traits: - Quite informal, relaxed - Punctuality is very important- A very direct, no-nonsense communication (may be considered rude)- High gender equality- Not too flashy dress-code
In a European context the Danish culture differs from being more ”feminine” and with a very low power distance compared to other European countries. But in a global context the contrasts are even bigger.
This can be risky in dealing with e.g. China.
Self-reference criterion• The process of gaining empathy within an international
country market requires:• Cultural empathy
– The ability to place yourself in the position of a buyer from another country.
• Neutrality– The ability to identify the differences that exist without making
value judgements about ‘better’ or ‘worse’ cultures.– The focus should be placed on differences rather than superiority.
Assumptions to be questioned by international marketing managers
• The consumer buying process is consistent across cultures– consumer involvement– perceived risk– cognitive style
Cultural tightness-looseness
• Refers to the extent to which an individual shows strong adherence to social norms and whether severe sanctions are imposed on those who deviate from these norms.
(Gelfand, Nishii, and Raver, 2006)
Ethics and Global Marketing
Lecture three:
Ethics and Delivering Customer Value across Global Markets
Tutor: Giovanna Battiston
ActivityCongratulations! You have just graduated from university and you have been offered an interview with Starbucks for a position as Marketing Officer at their head office in the US.
To prepare for the interview you have been asked to deliver a 20-minute presentation in response to the following question:
'Evaluate the reasons why Starbucks has been unsuccessful in demonstrating its ethical and environmental credentials and outline the marketing measures the company could undertake to increase awareness of its CSR activities.'