Beruflich Dokumente
Kultur Dokumente
Rigorous Framework
A pedagogy based on the
use of Learning Objectives,
Learning Reviews, Learning
Objectives Reviews,
and supportive student
supplements.
Marketing
in Asia, 2e
Traditional and
Contemporary Coverage
Comprehensive and
integrated coverage
of traditional and
contemporary concepts.
Personalized Marketing
A vivid and accurate
description of businesses,
marketing professionals,
and entrepreneursthrough
cases, exercises, and
testimonialsthat allows
students to personalize
marketing and identify
possible career interests.
Pedagogical
Approach
Marketing Decision Making
The use of extended
examples, cases, and videos
involving people making
marketing decisions.
Integrated Technology
The use of powerful
technical resources such
as QR codes.
00a MktAsia_2edIT.indd 6
7/16/12 5:13 PM
experience
The author team brings extraordinary experience to the development
of their text. For example, they have benefited from the feedback
of many users of the first edition of Marketing in Asiaa group that
now exceeds more than one million students! In addition, the authors
are experienced instructors who, in their combined careers, have
taught more than 50,000 students using many teaching styles, tools,
and technologies. Finally, as researchers and consultants, the authors
have worked with many of the worlds leading companies.
19
LearNiNG
OBJectiVeS
LO2
LO3
LO4
LO5
19 MktAsia_2edIT.indd 554
19 MktAsia_2edIT.indd 555
7/3/12 4:44 PM
7/3/12 4:44 PM
00a MktAsia_2edIT.indd 7
7/16/12 5:13 PM
case16 SMMallofasia:One-StopFamilyShoppingandentertainment
ACTIVITIES
SM Mall of Asia is positioned as a family and onestop shopping mall. It is a place not only for shopping,
but for families to spend the day together. There is
something for everyone to do with facilities aplenty, and
this aptly reflects the malls taglineWe got it all for
youused in its marketing efforts. Overall, SM Mall
offers wide tenant or merchandise mix, value for money
proposition, accessible locations, and family-oriented
atmosphere.
There are four things that make SM Mall of Asia stand
out. First, it is big; there is plenty of space for everyone
to roam around comfortably. Second, it is bright. The
mall is designed to let natural lights into the building.
The ingenious use of steel and glass allows natural
light to generously filter in. Third, it is beautiful. The
traditional box-like mall design is avoided. SM Mall of
Asia was designed by a Miami-based architectural firm,
Arquitectonica; it made use of undulations, ellipses, and
swirls to subtly mimic the bays waves and currents. The
spectacular view of Manila Bay makes walking around
the mall a beautiful experience. Last, it is unique. The
mall offers unique experiences through innovatively
designed facilities such as the skating rink and the IMAX
theater.
There are over 600 shops in SM Mall of Asia and you
can get everything under one big roof, from traditional
products to international brands. The category mix is
diverse and includes fashion apparel, shoes, bags, and
accessories; art, books, music, and video; computers,
photography, and other gadgets; jewelries, watches,
and eyewear; sporting goods, novelties, and hobbies;
home and furnishing; pets; health and beauty; travel and
financial services; amusement, day care, and educational
services; and hypermarket, department store, and
hardware shop. For dining, the mall offers a diverse
range of options, from fast food and casual to formal
and high end. There are about 150 dining outlets and
The open air Music Hall, which faces the sea, hosts
concerts and events regularly. The IMAX theater is the
biggest in the Philippines with an eight-story screen,
44 digital surround sound speakers, and the most
advanced 3D technology. The Science Discovery Center
is a high-tech theme park for kids with two floors of
walk-in galleries. The skating rink is Olympic-sized,
measuring 61 meters by 30 meters and is one of the
biggest in Southeast Asia. The malls San Miguel by the
Bay is a dining and nightlife strip and houses restaurants
and drinking holes that provide a good view of the bay
area and the sea. The One Esplanade is a stylish and
modern venue for large-scale events and was the venue
for the World Pyro Olympics and the Lovapalooza 2,
which broke the Guinness World Record for the most
number of kissing couples. Pets are allowed to roam
freely in non-airconditioned areas and the mall has pet
stations equipped with free plastic bags and disposal
bins. Small pets can be brought inside the mall, but
must be accompanied and taken care of by the owners
at all times.
Some events are organized by season. During
Christmas, Santa Meet and Greet takes place at the
Santas Snowvile@The Main Mall Atrium on Fridays,
Saturdays, and Sundays at 3.00 p.m. At the same
location on Saturdays and Sundays, the mall features the
Symphony of Angels when choirs from different parts of
the country will perform.
For general activities, the mall offers Morning Bay
workout on Saturdays and Sundays from 6.00 a.m.
to 8.00 a.m. Customers can exercise at San Miguel by
the Bay and enjoy the ambience and the cool breeze.
Every Friday and Saturday at 7.00 p.m., the mall
presents Pyromusical, a five-minute fireworks display
set to music at the bay area. The dazzling lights provide
a festive atmosphere and can be viewed from the various
restaurants by the seaside. Every day at 4.00 p.m. at the
483
482 chapter 16
16 MktAsia_2edIT.indd 482
6/27/12 9:48 AM
16 MktAsia_2edIT.indd 483
6/27/12 9:48 AM
REACTIONS OF CUSTOMERS
The mall has garnered positive comments from shoppers.
Some of them are given below:
chapteR16
Bowling Alley and the Billiard Center, and many highend restaurants facing the sea. The North and South
Car Park buildings provide parking lots and also house
the SM Hypermarket and the SM Department Store,
respectively. SM Mall of Asias location at Manila Bay
allows one to view spectacular sunsets. One unique
feature of SM Mall of Asia is its 20-seat tram that runs
around the mall grounds. The malls welcome icon
was a multicolored bronze globe. This globe has been
converted into a 360-degree electronic billboard. With
the black sky as the backdrop at night, it comes alive
in vivid colors. The mall is open daily from 10.00 a.m.
to 10.00 p.m.
Questions
1 Why do consumers go to shopping malls? What
features of shopping malls are important to consumers?
How will you rate SM Mall of Asia with regard to these
features?
2 What are the advantages and disadvantages of a big
mall like SM Mall of Asia compared to smaller malls?
What kinds of retailers would prefer a big mall and what
kinds of retailers would prefer a small mall?
3 What macroenvironmental trends do you expect to
take place in the Philippines during the five years from
2012 to 2017? What can SM Mall of Asia do to continue
to attract visitors and shoppers?
485
484 chapter 16
16 MktAsia_2edIT.indd 485
16 MktAsia_2edIT.indd 484
6/27/12 9:48 AM
6/27/12 9:48 AM
viii eXPerience
new and revised asian content
00a MktAsia_2edIT.indd 8
7/16/12 5:13 PM
LeaRNiNg
OBJeCtiVeS
After reading this chapter
you should be able to:
LO1
LO2
LO3
LO4
LO5
LO6
Developing Successful
Marketing and
Organizational Strategies
theFOReFRONtiNteChNOLOgY,aNDa
MaRKetiNggeNiuS
The electric rice cooker is now an indispensable item in many Asian
households. The man who developed the first commercial electric
rice cooker was Masaru Ibuka. After World War II, Ibuka and a small
group of people were eager to rebuild postwar Japan. Ibuka wanted to
produce items needed for everyday life. They experimented with a
primitive electric rice cooker, made by merely interlocking aluminum
electrodes which were connected to the bottom of a wooden tub. The
rice needed to test the rice cooker was procured by Ibukas relatives
from the black market. However, the rice cooker mostly produced undercooked or overcooked rice. It was a memorable first failure for Ibuka
and his staff.1
Akio Morita, whom Ibuka met in the Wartime Research Committee,
joined Ibuka and both of them, together with 20 employees, established the Tokyo Tsushin Kogyo K. K. (Tokyo Telecommunications Engineering Corporation). They invented the magnetic tape recorder and
the worlds first fully transistorized radio, both of which were successful.
Ibuka had the foresight to explore markets beyond Japan, and he visited
the United States in 1952. In 1958, the company adopted the name
Sony as its corporate name in order to market itself worldwide.
Today, the Sony Corporation is one of the worlds largest media conglomerates with a turnover of about US$94.86 billion in 2010.
It is one of the leading manufacturers of electronics, video, communications, video games, and information technology products for the
consumer and professional market. It is part of the Sony Group, which
includes Sony Pictures Entertainment, Sony Computer Entertainment,
Sony BMG Music Entertainment, and Sony Financial Holdings.
Sony has been known for creating its own in-house standards for
new recording and storage technologies rather than adopting those
of other manufacturers and standards bodies. Some of these attempts
were unsuccessful, most notably in the early 1980s, when Sonys Betamax lost out in the videotape format war to the VHS format developed
by JVC. However, the company gave Japan and the world many
leading-edge products and achieved the worlds firsts in the following
products: compact disc player, non-projection portable transistor
television, transistor-based videotape recorder, composite digital
videotape recorder, and high definition camcorder. The company was
especially good at miniaturization and produced the worlds smallest
in the following products: transistor radio, monochrome television,
personal stereos, and camcorder. Sony is also known for its creative
55
02 MktAsia_2edIT.indd 31
6/27/12 9:44 AM
02 MktAsia_2edIT.indd 55
6/27/12 9:45 AM
00a MktAsia_2edIT.indd 9
7/16/12 5:13 PM
leadership
The first text to integrate new content areas such as ethics, technology,
interactive marketing, marketing dashboards and metrics, and social
media.
The first custom-made videos to accompany a marketing text.
The first teaching package to utilize active learning approaches in the
text and the instructor resources.
These are just a few examples that illustrate how the Kerin author
team has played a leadership role in the development and delivery
of marketing pedagogy. Marketing (the U.S. edition) is recognized as
the market leader in the United States and Canada, and continues
to introduce new, leading-edge principles and practices to students
and instructors around the world. Marketing in Asia, Second Edition
continues this tradition of leadership.
commercial on YouTube.
QR 182
Marie France
Thailand Video
x
x new and revised asian content
00a MktAsia_2edIT.indd 10
7/16/12 5:13 PM
Marketplace Diversity
A diverse mix of buyers and sellers populate todays dynamic
marketplace. Students will find that successful marketers are not
limited to any particular culture, nationality, race, ethnic group, or
gender. Rather, like the consumers they serve, marketers mirror society,
both domestically and globally. This diversity in today's marketplace is
reflected in Asian and non-Asian examples throughout the text.
00a MktAsia_2edIT.indd 11
7/16/12 5:13 PM
innovation
To secure their position in the marketplace, the author team
consistently creates innovative pedagogical tools that encourage
interaction and match students learning styles. The authors keep
their fingers on the pulse of technology and education to bring real
innovation to their text package.
QR 22
Medtronic
Video
xii
xii new and revised asian content
00a MktAsia_2edIT.indd 12
7/16/12 5:13 PM
UNIQLOs innovative marketing approach is described in the chapteropening case and throughout the chapter. It highlights the need to
serve customers better through quality products and unique styles, as
well as through innovative marketing such as the use of the Chopper
character and the Lucky campaigns in the United Kingdom. A new
discussion of customer value propositions is included in the section on
the four Ps.
3
4
00a MktAsia_2edIT.indd 13
7/16/12 5:13 PM
The section on world trade flows now includes new discussion and
graphics describing the relative levels of imports and exports for
China, Germany, the United States, and other countries. In addition,
Chapter 7 includes new examples of cultural influences on Microsoft
advertising. The consumer income and purchasing power section
also describes the launch of a new Levi Strauss brand, Denizen, in
China. The new end-of-chapter case on HTC from Taiwan examines
its strategies to penetrate smartphone markets around the world, and
it enables students to examine analysis and decisions associated with
global marketing.
00a MktAsia_2edIT.indd 14
7/16/12 5:13 PM
10
00a MktAsia_2edIT.indd 15
7/16/12 5:13 PM
11
The opening story on Brands has been updated. New HarleyDavidson advertising is used to illustrate brand personality traits.
In addition, the section on packaging and labeling now includes a
discussion about Campbell Soup Companys use of neuromarketing
techniques to change their soup labels. Finally, the new end-of-chapter
case on the branding strategy of Trung Nguyen Coffee will allow
students to examine issues and decisions in branding!
12
13
&
14
00a MktAsia_2edIT.indd 16
7/16/12 5:13 PM
15
16
17
Chapter 17 begins with a new story on the Splash Group and the MaxiPeel brand in the Philippines, with its use of traditional and new media
in marketing communications. In addition, the Marketing Matters box
presents an updated discussion of the use of mobile marketing as part
of integrated marketing communications (IMC) campaigns designed to
reach digital natives. The Geico campaign developed by Advertising
Age magazines Media Agency of the Year, Horizon, is discussed as an
example of the trend toward IMC. The chapter ends with a new case
on Permata Bank of Indonesia and its annual IMC program.
18
00a MktAsia_2edIT.indd 17
7/16/12 5:13 PM
19
20
21
00a MktAsia_2edIT.indd 18
7/16/12 5:13 PM
22
Appendix
There are 22 supplementary cases from many different Asian and other
countriesmany of them newfor instructors who elect to assign
additional cases to students for them to work on. Some of the cases
are Toyota and building greener cars, Mary Kay and brand building in
India, Medtronics in China, bloomerHang, arts festivals in Singapore,
and Thai Tuan Silk of Vietnam.
00a MktAsia_2edIT.indd 19
7/16/12 5:13 PM
organization
Marketing in Asia, Second Edition is divided into five parts:
00a MktAsia_2edIT.indd 20
xx
7/16/12 5:13 PM
00a MktAsia_2edIT.indd 21
7/16/12 5:13 PM
engaging features
17
LeaRNINg
OBJectIVeS
LO2
LO3
LO4
LO5
Marketing Matters > > > > > > > > culture
the economies of east asiaspanning
from Japan to indonesiaalmost equal that
of the United states and total about fourfifths of the european Union. the marketing opportunities in east asia are great,
but effective selling in these countries requires a keen cultural ear. seasoned global
marketers know that in many asian societies
it is impolite to say no, and yes has multiple
meanings.
Yes in asian societies can have at least
four meanings. it can mean that listeners
are simply acknowledging that a speaker
is talking to them even though they dont
Describe the
promotional mix and
the uniqueness of
each component.
Select the promotional
approach appropriate
to a products
target audience,
life-cycle stage, and
characteristics, as well
as stages of the buying
decision and channel
strategies.
Describe the elements
of the promotion
decision process.
Explain the value
of direct marketing
for consumers and
sellers.
MaKINgWaVeS:hOWMaXI-PeeLBecaMea
hOuSehOLDNaMeINPeRSONaLheaLthcaRe
Eleven years ago, nobody knew what Maxi-Peel was. Now, it is a megabrand in the Philippines, with value sales of over one billion Philippine
pesos. It is considered a direct competitor to the likes of multinational
giants such as Procter & Gamble and Unilever. How, then, did MaxiPeel work its way up to become the Filipino womans choice brand, and
to corner an 85 percent share in the countrys exfoliant soap market?1
Its success can be attributed to an integrated marketing communications strategy that was well planned and executed to connect with
its customers.
17 MktAsia_2edIT.indd 487
6/27/12 9:53 AM
17 MktAsia_2edIT.indd 486
Discuss integrated
marketing
communication and
the communication
process.
Integrated Marketing
Communications and
Direct Marketing
6/27/12 9:53 AM
FOCUSING
KEY sex
TERMS
contain ON
exploitative
and nudity,
the use of the item are addressed. Attention to this stage of the selling process
Making Responsible
Decisions
boxes
focus
social
solidifies the
buyerseller relationship.
Research
showson
that the
cost and effort to
obtain repeat sales from a satisfied customer is roughly half of that necessary to
responsibility, sustainability,
and
ethics.
These
boxes
gain a sale from a new customer. In short, todays satisfied customers become
qualified
prospects or referrals.
provide exciting,tomorrows
current
examples
of how companies
approach these subjects in their marketing strategy.
24
learning review
Web Link
7. Which presentation format is most consistent with the marketing concept?gives a strategic direction to its organization. (c) Create a
Why?
mission statement for your own career.
humorous appeals is that their effectiveness may vary across cultures if used in a
global campaign.28
xxii
xxii
new
and revised asian content
As consumers
discretionary
income increases, so does the
enjoyment of pleasure travel.
Qr 33
cunard
www.cunard.
com
00a MktAsia_2edIT.indd 22
7/3/12 4:39 PM
6/27/12 10:03 AM
56 chapter 2
chapter3
20 MktAsia_2edIT.indd 596
02 MktAsia_2edIT.indd 56
6/27/12 9:45 AM
7/16/12 5:14 PM
instructor resources
Instructors Manual
The Instructors Manual (IM) to accompany Marketing in Asia, Second
Edition is an all-inclusive resource designed to make an instructors
preparation for teaching much easier. The IM includes detailed
lectures, notes, discussions, and a description of all of the individual
multimedia assets from which an instructor can construct a custom
presentation. The IM also includes In-Class Activities that link to
sample products in the Instructors Survival Kit to make marketing
come to life in the classroom.
Test Bank
Our comprehensive bank of test questions is provided in Microsoft
Word for simple use by any instructor in any setting. EZ Test allows you
to create tests or quizzes in this easy-to-use program! Imagine being
able to create and access your test or quiz anywhere at any time. Now,
with EZ Test, instructors can select questions from the Test Bank or
author their own, and then print the test for paper distribution.
PowerPoint Presentations
The PowerPoint presentations feature slides that can be used and
personalized by instructors to help present concepts to students
efficiently.
Instructor Newsletter
The Instructor Newsletter has been developed for adopters of
Marketing in Asia, Second Edition. This newsletter is devoted to
providing innovative resources to help improve student learning,
offer timely marketing examples, and make class preparation easier.
The newsletter includes links to video clips from BusinessWeek and
other sources, synopses of articles with in-class discussion questions,
teaching tips, and discussion of pedagogical features of Marketing in
Asia, Second Edition. The newsletter is offered eight times during the
academic year and is available through e-mail and on our website,
www.mheducation.asia/olc/kerin.
new and revised asian contenT xxiii
00a MktAsia_2edIT.indd 23
7/16/12 5:14 PM
AACSB Statement
The McGraw-Hill Companies is a proud corporate member of AACSB
International. Understanding the importance and value of AACSB
accreditation, Marketing in Asia, Second Edition recognizes the
curricula guidelines detailed in the AACSB standards for business
accreditation by connecting selected questions in the Test Bank to the
seven general knowledge and skill guidelines in the AACSB standards.
The statements contained in Marketing in Asia, Second Edition are
provided only as a guide for the users of this textbook. The AACSB
leaves content coverage and assessment within the purview of
individual schools, the mission of the school, and the faculty. While
Marketing in Asia, Second Edition and the teaching package make
no claim of any specific AACSB qualification or evaluation, we have
within Marketing in Asia, Second Edition labeled selected questions
according to the six general knowledge and skills areas.
xxiv instructor
new and revised
resources
asian content
00a MktAsia_2edIT.indd 24
7/16/12 5:14 PM