Www.mhhe.com/fourps Evaluating Opportunities in the Changing Marketing Environment CHAPTER FOUR For use only with Perreault/Cannon/McCarthy or Perreault/McCarthy.

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Evaluating Opportunities in the Changing Marketing Environment

Evaluating Opportunities in the Changing Marketing Environment

CHAPTER FOURCHAPTER FOUR

For use only withPerreault/Cannon/McCarthy or Perreault/McCarthy texts.© 2008 McGraw-Hill Companies, Inc.McGraw-Hill/Irwin

When we finish this lecture you should

1. Know the variables that shape the environment of marketing strategy planning.

2. Understand why company objectives are important in guiding marketing strategy planning.

3. See how the resources of a firm affect the search for opportunities.

4. Know how the different kinds of competitive situations affect strategy planning.

5. Understand how the economic and technological environment can affect strategy planning.

When we finish this lecture you should

6. Know why you might be sent to prison if you ignore the political and legal environment.

7. Understand how to screen and evaluate marketing strategy opportunities.

Marketing Strategy Planning, Competitors, Company, & External Market Environment (Exhibit 4-1)

Evaluating OpportunitiesEvaluating Opportunities•Screening criteriaScreening criteria•Planning gridsPlanning grids•Planning for multiple productsPlanning for multiple products

Marketing Strategy Planning, Competitors, Company, & External Market Environment (Exhibit 4-1)

Company•Objectives•Resources

Competitors•Current•Prospective

External Marketing Environment•Economic•Technological•Political & Legal•Cultural & Social

Best opportunities to pursueBest opportunities to pursue

Resourcesand Objectives

of the Firm

CompetitiveEnvironment

The Marketing Environment

Cultural andSocial

Environment

EconomicEnvironment

TechnologicalEnvironment

Political andLegal Environment

External Marketing Environment

Direct Marketing Environment

TargetTarget

CustomersCustomers

Socially and Economically

Useful Function

Socially and Economically

Useful Function

Socially and Economically

Useful Function

Socially and Economically

Useful Function

Develop an OrganizationDevelop an

OrganizationDevelop an

OrganizationDevelop an

Organization

Earn ProfitEarn Profit

Objectives Set Firm’s Course

ThreeBasic Objectives

ProvideGuidelines

ThreeBasic Objectives

ProvideGuidelines

Company Objectives

Company Objectives

Production Objectives

Production Objectives

Finance Objectives

Finance Objectives

Marketing Objectives

Marketing Objectives

HR Objectives

HR Objectives

R&D Objectives

R&D Objectives

Hierarchy of Objectives (Exhibit 4-2)

MissionStatementMission

Statement

Product Objectives

Product Objectives

Place Objectives

Place Objectives

Price Objectives

Price Objectives

Production Objectives

Production Objectives

Finance Objectives

Finance Objectives

HR Objectives

HR Objectives

R&D Objectives

R&D Objectives

Promotion Objectives

Promotion Objectives

Personal Selling Objectives

Personal Selling Objectives

Mass Selling Objectives

Mass Selling Objectives

Sales Promotion Objectives

Sales Promotion Objectives

Financial StrengthFinancial Strength

Producing Capability and Flexibility

Producing Capability and Flexibility

Financial StrengthFinancial Strength

Producing Capability and Flexibility

Producing Capability and Flexibility

Company Resources May Limit Search for Opportunities

Marketing StrengthsMarketing Strengths

Marketing Strengths

MonopolyMonopoly Monopolistic CompetitionMonopolistic Competition OligopolyOligopolyMonopolyMonopoly Monopolistic CompetitionMonopolistic Competition OligopolyOligopoly

The Competitive Environment

Avoid Head-On Competition!Avoid Head-On Competition!

Know the Market Situation!Know the Market Situation!

Pure Competition

Pure Competition

Monopolistic Competition

© 2008 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Avoiding Head-on Competition

Competitive Advantage

Competitive Advantage

Competitive Rivals

Competitive Rivals

Competitor Analysis

Competitor Analysis

KeyConcepts

KeyConcepts

Competitive Rivals

Competitive Rivals

Competitive Advantage

Competitive Advantage

Competitor Analysis

Competitor Analysis

Analyzing Competition

Competitive Barriers

Competitive Barriers

Seek Information About Competitors

Seek Information About Competitors

Ethical IssuesEthical Issues

Competition May Vary From Country To Country

Competition May Vary From Country To Country

Seek Information About Competitors

Seek Information About Competitors

Ethical IssuesEthical Issues

Competition May Vary From Country To Country

Competition May Vary From Country To Country

Direct Competition Can’t Always Be Avoided

Direct Competition Can’t Always Be Avoided

Marketers Need Information About Competitors

A moderately-priced jewelry store is trying to differentiate itself from other jewelry stores. The store prices products somewhat lower than the super-premium jewelry stores, but offers better products and services than low-end jewelry stores provide. The market situation this store faces sounds most like:

A. pure competition.

B. monopoly.

C. oligopoly.

D. monopolistic competition.

E. oligopolistic competition

Checking your knowledge

Chris wants to open a family-oriented restaurant in a thriving suburban area. Chris thinks a sports-based theme and broad menu will be attractive to the large number of families in the area. However, national chain restaurants, such as Chili’s, TGI Friday’s, and Applebee’s already draw large followings in the area. The existence of these chain restaurants is a significant:

A. competitive rival.B. monopoly.C. competitive barrier.D. opportunity.E. competitive environment.

Checking your knowledge

The Economic Environment

Global EconomyGlobal Economy

KeyEconomic

Forces

KeyEconomic

Forces

Rapid ChangeRapid Change

Interest RatesInterest Rates

Rapid ChangeRapid Change

Interest RatesInterest Rates

The Technological Environment

No one offers your No one offers your business more business more

selection than the selection than the computer store inside computer store inside

your computer.your computer.

EGGHEAD.COMEGGHEAD.COM

Regional Economic Groupings

Regional Economic Groupings

NationalismNationalismNationalismNationalismRegional Economic Groupings

Regional Economic Groupings

The Political Environment

ConsumerismConsumerism

Characteristicsof the PoliticalEnvironment

Characteristicsof the PoliticalEnvironment

The Legal Environment – Key Antimonopoly Laws

• Sherman Act (1890)• Clayton Act (1914)• Federal Trade Commission (1914)• Robinson-Patman Act (1936)• Wheeler-Lea Amendment (1938)• Antimerger Act (1950)• Magnuson-Moss Act (1975)

The Legal Environment – Consumer Protection Agencies

• Federal Trade Commission (FTC)• Food and Drug Administration (FDA)• Consumer Product Safety Commission

(CPSC)• Federal Communications Commission (FCC)• Environmental Protection Agency (EPA)

““Let the Seller Beware”Let the Seller Beware”

Rising interest rates have slowed the housing market in the United States, slowing business for real estate developers, mortgage lenders, and construction firms. This is a tend in the:

A. competitive environnent.B. technological environment.C. cultural environment.D. economic environment.E. legal environment.

Checking your knowledge

Chrysler announced that it would begin offering Bluetooth wireless technology as an option in some of its vehicles. The development of Bluetooth is a significant development in the:

A. technological environment.B. legal environment.C. corporate environment.D. social environment.E. personal environment.

Checking your knowledge

Many states have appointed or elected commissions that oversee the business practices of utilities and other industries that serve the public interest. For a company operating in one of these industries, dealing with this important state-level regulatory commission is an important element of the:

A. legal environment.B. social environment.C. monopoly environment.D. technological environment.E. corporate environment.

Checking your knowledge

The Cultural and Social Environment

© 2008 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Keeping Competitive in the Social-Cultural Environment

The Federal Trade Commission informed Tropicana that it would have to stop advertising that one of the benefits of “heart-healthy” Tropicana orange juice was to lower blood pressure. For Tropicana, this situation was a significant development in the:

A. economic environment.B. social environment.C. competitive environment. D. internal company environment.E. legal environment.

Checking your knowledge

Do

llars

Years

0 1 2 3 4 5

Product A

Years

0 1 2 3 4 5

Product B

Screening Criteria Narrow Down Strategies (Exhibit 4-6)

Total cost

Sales

Total cost

Sales

Planning Grids Help Evaluate Portfolio Opportunities

Bu

sin

ess

Str

eng

th

Industry AttractivenessH

igh

Me

diu

mL

ow

High Medium Low

No Growth

Borderline

Growth

Multiproduct Firms Have a Difficult Strategy Planning Job

Evaluating Opportunities in International Markets (Exhibit 4-8)

Insensitive Sensitive

Industrialproducts

Basiccommodity-typeconsumerproducts

Consumerproducts thatare linked toculturalvariables

© 2008 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Interactive Exercise: Wheel of Opportunity

You now

1. Know the variables that shape the environment of marketing strategy planning.

2. Understand why company objectives are important in guiding marketing strategy planning.

3. See how the resources of a firm affect the search for opportunities.

4. Know how the different kinds of competitive situations affect strategy planning.

5. Understand how the economic and technological environment can affect strategy planning.

6. Know why you might be sent to prison if you ignore the political and legal environment.

7. Understand how to screen and evaluate marketing strategy opportunities.

You now

• Mission statement

• Competitive environment

• Competitor analysis

• Competitive rivals

• Competitive barriers

• Economic and technological environment

• Technology

• Internet

• Nationalism

• North American Free Trade Agreement (NAFTA)

• Consumerism

• Cultural and social environment

• Strategic business unit (SBU)

• Portfolio management

Key Terms