Beruflich Dokumente
Kultur Dokumente
Implementation
Organizing
Control
Measuring results Diagnosing results
Characteristics of SBUs
It is a single business or collection of related businesses It has its own set of competitors It has a leader responsible for:
Strategic planning Profitability Efficiency
(b) Value creation & delivery sequence Choose the Value Provide the Value Communicate the Value
Strategic marketing
Tactical marketing
Market-Oriented Mission
A mission statement asks..
What is our business? Who is the customer? What do consumers value? What should our business be? An invisible hand Neither too narrow nor too broad Fitting of market environment Based on distinctive competencies Motivating
Marketing
in Ma fo rk sy rm eti st at ng e m io n
intermediaries
Strategy Marketing
Product
M pl ark sy ann etin st in g em g
Suppliers
Place
or Ma g r sy ani ket st za ing em tio n
Publics
Promotion
Competitors
MARKETING PLANNING
Company and Marketing Strategy: Partnering to Build Customer Relationships
Portfolio analysis: a management tool for evaluating a firms business mix and assessing the potential of an organizations strategic business units.
Low
Cash cows
3-7
Dogs
SWOT Analysis
An analysis of an organizations strengths (S) and weaknesses (W) and the opportunities (O) and threats (T) in the external environment All controllable elements inside a firm that influence how well the firm operates Strengths and weaknesses Technologies, physical facilities, financial stability, corporate reputation, quality products, strong brands, employees Elements outside the firm that may affect it either positively or negatively Opportunities and threats The economy, competition, technology, law, ethics, and sociocultural trends Firm cannot directly control external factors but can respond to them via planning
Hold
Preserve market share Good for cash cow
Harvest
Increases short-term cash flow Good for weak cash cows, question marks and dogs
Divest
Sell or liquidate Good for dogs and question marks
Marketing Strategy
Strategy
1. Market
Customers grouped by:
Geographic Demographic Psychographic Behavioral
Market segment is a groups of consumers who respond in similar ways to marketing efforts.
Marketing Strategy
Strategy
1. Market
Evaluation of each segments attractiveness Selection of segments with greatest long-term profitability A company can choose one or several segments to target
Marketing Strategy
Strategy
1. Market
The place the product occupies in the consumers mind Products are positioned relative to competing products Marketers look for clear, distinctive and desirable place in positioning
Executive summary Analysis of current situation Objectives Targets and positioning Marketing mix Budget Controls
Plans are turned into action with dayto-day activities Good implementation is a challenge
Evaluation of the results of marketing strategies Checks for differences between goals and performance
Measuring Effectiveness
Return on marketing (marketing ROI)
The net return from a marketing investment divided by the costs of the investments
Tactical
Product features Promotion Merchandising Pricing Sales channels Service