06/15/22 21:56 Ftw. Abid Shaikh, CMS, JMI University, New Delhi 1 Marketing Management MBA CP 205
Jan 17, 2016
04/21/23 11:39 Ftw. Abid Shaikh, CMS, JMI University, New
Delhi
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Marketing ManagementMBA CP 205
04/21/23 11:39 Ftw. Abid Shaikh, CMS, JMI University, New
Delhi
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Developing Marketing Strategies and Plans
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Delhi
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Learning Objectives:
• Know how marketing affects customer value.• Know how strategic planning is carried out at different
levels of the organization. • Know the nature and contents of a marketing plan.
Developing Marketing Strategies and Plans
04/21/23 11:39 Ftw. Abid Shaikh, CMS, JMI University, New
Delhi
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Marketing and Customer Value
The value delivery process:
Traditional Physical Process Sequence
Make the product Sell the product
Designproduct
Procure
Make
Price Sell AdvertisePromote
Distribute Service
Developing Marketing Strategies and Plans
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Delhi
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Value Creation and Delivery Sequence
Chose the value Provide the value Communicate the value
Customersegmentation
Market selection/focus
Value positioning
Product development
Service development
Pricing SourcingMaking
DistributingServicing
Sales force Sales promotion
Advertising
Strategic Marketing Tactical Marketing
Developing Marketing Strategies and Plans
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Delhi
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Improving the value delivery process the Japanese way
Developing Marketing Strategies and Plans
Zero customerfeedback time
Zero product improvement time
Zero purchasing time
Zero setup time
Zero defects
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Delhi
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3 Vs approach to Marketing
Developing Marketing Strategies and Plans
Define the value segment
Define the value segment
Define the value proposition
Define the value proposition
Define the value network
Define the value network
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Delhi
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InboundLogistics
OperationsOutboundlogistics
MarketingAnd
SalesService
Firm Infrastructure
Human Resource Management
Technology development
Procurement
Support activities
Primary activities
Margin
Mar
gin
The Value within an organization
Developing Marketing Strategies and Plans
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Delhi
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Developing Marketing Strategies and Plans
Organizational costs and
performance measures
Competitorcosts and
performance measures
Benchmarks
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Delhi
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The core business processes
Developing Marketing Strategies and Plans
Market sensing
Customer acquisition
New offering realization
Fulfillmentmanagement
Customer relationship management
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Delhi
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Core competence
• It refers to an activity that a firm performs better relative to other internal activities.
Characteristics of Core competence
• A source of competitive advantage.• Applications in a wide variety of markets.• Difficult to imitate.
Developing Marketing Strategies and Plans
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Delhi
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Holistic Marketing orientation and Customer value
• The holistic marketing framework is designed to address three key management questions:
1. Value exploration – How can a company identify new value opportunities?
2. Value creation – How can a company create more promising new value offerings efficiently?
3. Value delivery – How can a company use its capabilities and infrastructure to deliver the new offerings more efficiently?
Developing Marketing Strategies and Plans
04/21/23 11:39 Ftw. Abid Shaikh, CMS, JMI University, New
Delhi
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Holistic Marketing Orientation framework
ValueExploration
Value Creation
ValueDelivery
CustomerFocus
CoreCompetencies
CollaborativeNetwork
CognitiveSpace
CompetencySpace
ResourceSpace
Customerbenefits
BusinessDomain
Businesspartners
Customerrelationshipmanagement
Internalresource
management
BusinessPartner
management
Developing Marketing Strategies and Plans
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Delhi
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Strategic Planning requires action in three areas …
Developing Marketing Strategies and Plans
Managing a company’s business as an
Investment portfolio
Assess each businesses’ strength
Establishing strategy
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Delhi
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Levels of a Marketing Plan
Developing Marketing Strategies and Plans
Strategic Target marketing
decisions Value proposition Analysis of
marketing opportunities
Tactical Product features Promotion Merchandising Pricing Sales channels Service
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Delhi
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Four Organizational Levels …
Developing Marketing Strategies and Plans
Corporate Level
Division Level
Business unit Level
Product Level
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Delhi
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The Strategic Planning, Implementing and Control Processes
Corporate Planning
Division Planning
Business Planning
Product Planning
Organizing
Implementing
Measuring results
Diagnosing results
Taking corrective action
Planning Implementing Controlling
Developing Marketing Strategies and Plans
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Delhi
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Corporate and Division level Planning activities
Developing Marketing Strategies and Plans
Define the corporate mission. Establish SBUs. Assign resources to each SBU. Assess growth opportunities.
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Delhi
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Good Mission Statements
Developing Marketing Strategies and Plans
Focus on limited number of goals
Focus on limited number of goals
Stress major policies and values
Stress major policies and values
Define major competitive spheres
Define major competitive spheres
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Delhi
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Developing Marketing Strategies and Plans
Major Competitive Spheres
Industry
Products
Marketsegment
Geographical
CompetenceVerticalchannels
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Delhi
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Dimensions that define a business
Developing Marketing Strategies and Plans
Customer groups
TechnologyCustomer
needs
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Delhi
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Characteristics of SBUs
• Large companies normally manage different businesses and classify their businesses into Strategic Business Units (SBUs). An SBU has three characteristics:
1. It is a single business or a collection of related businesses that can be planned separately from rest of the company.
2. It has its own set of competitors.
3. It has its own manager responsible for its strategic planning, profitability and performance.
Developing Marketing Strategies and Plans
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Delhi
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Assessing Growth Opportunities
• It involves planning new businesses and down sizing or terminating older businesses.
• The company’s business plans project total sales and profits.
• Strategic planning gap refers to the difference between future desired sales and projected sales.
• The firm will develop or acquire new businesses to fill the gap through intensive, integrative or diversification growth strategies.
Developing Marketing Strategies and Plans
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Delhi
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Strategic – Planning Gap
Time (Years)
Sales Intensive growth
Integrative growth
Diversification growth
Desired sales
Currentportfoli
o
Strategic-planning gap
Developing Marketing Strategies and Plans
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Delhi
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Ansoff’s Product-Market Expansion Matrix
1. Market-Penetration Strategy
3. Product-development Strategy
2. Market-development Strategy
(Diversification strategy)
Current Markets
Current Products
New Markets
New Products
Developing Marketing Strategies and Plans
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Delhi
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Business Unit Strategic Planning framework
Businessmission
Externalenvironment
(Opportunity & Threat) analysis
Goalformula-
tion
Implemen-tation
Internalenvironment
(strength/weakness analysis)
Strategyformula-
tion
Programformula-
tion
Feedbackand
control
SWOT Analysis
Developing Marketing Strategies and Plans
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SWOT Analysis
Developing Marketing Strategies and Plans
Strengths
Weaknesses
Opportunities
Threats
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Delhi
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Market Opportunity Analysis (MOA)
• To evaluate opportunities, companies can use ‘Market Opportunity Analysis’.
• Can the benefits involved in the opportunity be articulated convincingly to a defined target market?
• Can the target market be located and reached with cost-effective media and trade channels?
Developing Marketing Strategies and Plans
04/21/23 11:39 Ftw. Abid Shaikh, CMS, JMI University, New
Delhi
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Market Opportunity Analysis (MOA – Contd.)
• Does the company possess or have access to the critical capabilities and resources needed to deliver the customer benefits?
• Can the company deliver the benefits better than any actual or potential competitors?
• Will the financial rate of return meet or exceed the company’s required threshold for investment?
Developing Marketing Strategies and Plans
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1
3 4
2
4
1
3
2
High High
High High
Low
Low Low
Low
Success probability Probability of occurrence
Opportunity matrix Threats matrix
Att
racti
ven
ess
Seri
ou
sn
ess
Developing Marketing Strategies and Plans
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Delhi
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• Four outcomes are possible:
1. An ideal business, is high in major opportunities and low in major threats.
2. A speculative business, is high in both opportunities and threats.
3. A mature business, is low in both opportunities and threats.
4. A troubled business, is low in opportunities and high in threats.
• Internal analysis involves identifying firm’s internal strengths and weaknesses.
Developing Marketing Strategies and Plans
04/21/23 11:39 Ftw. Abid Shaikh, CMS, JMI University, New
Delhi
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Goal Formulation and MBO
• Unit’s objectives must be hierarchical.
• Objectives must be quantitative.
• Objectives should be realistic.
• Objectives must be consistent.
Developing Marketing Strategies and Plans
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Delhi
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Strategy formulation – Porter’s generic strategies
Developing Marketing Strategies and Plans
Overall Cost Leadership
Differentiation
Focus
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Delhi
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Strategy formulation – Strategic alliances
Developing Marketing Strategies and Plans
Product or Service Alliances
Product or Service Alliances
Promotional AlliancesPromotional Alliances
Logistics AlliancesLogistics Alliances
Pricing Collaborations
Pricing Collaborations
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Delhi
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The nature and contents of a Marketing Plan
• It is a written document that summarizes what the marketer has learnt about the market place and indicates how the firm plans to achieves its marketing objectives.
• Contents of a marketing plan are:
Executive summary and table of contents. Situational analysis. Marketing strategy. Financial projections and Implementation.
Developing Marketing Strategies and Plans
04/21/23 11:39 Ftw. Abid Shaikh, CMS, JMI University, New
Delhi
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Recap:
• How marketing affects customer value.• How strategic planning is carried out at different levels of
the organization. • The nature and contents of a marketing plan.
Developing Marketing Strategies and Plans