开发营销混合英文

1、Part ThreeDeveloping the marketing mixLecture SevenProduct StrategyAt a glanceDefine product and major classifications of products and servicesUnderstanding individual product decisionsExplain the decisions of developing product lines and mixesDefine the steps in the new-product development processD

2、escribe the stages of the product life cycleProduct Anything that can be offered to a market for attention, acquisition, use, or consumption that might satisfy a want or need.Three levels of productAfter-sale serviceInstallationWarrantyDelivery and creditRepairingCore, benefit or serviceThree levels

3、 of product (Airline)Qantas ClubPrioritybaggageFrequent flyer schemeHoliday PackagesToursTime-critical transportGeneric ProductStores, preserves, cools, and otherwise helps to satisfy home food-consumption needsTangible ProductColorDesignQualitySizeWeightFeaturesMaterial used in constructionEfficien

4、cy in usePower sourceBrand nameAugmented productImage StatusGuarantee/warrantyDeliveryInstallationRepair facilitiesInstructions and technical adviceCreditReturn policyFollow-up serviceThree levels of productContinuum of Goods and ServicesAlmost PureGoodsGoods withServicesHalf Goods,Half ServicesServ

5、iceswith GoodsAlmost PureServicesPhysicalproducts that arepurchased andconsumed withlittle or noservicesProductssupported withrepair,maintenance,add-ons, andadviceProducts thatconsist of bothgoods andservicesIntellectualproperty orequipment tomake goodsworkExperiences thatare consumedduring delivery

6、GroceriesGasoline(Self-serve)SteelAutosAuto repairVideo gamesRestaurantsBookstoresMovie theatersPrepared fooddeliveryRental moviesTrainingbooksSoftwareElectronicmailFax serviceHealth clubMedical careConsultingLegal servicesDay careProduct can be classified as:Consumer productsconvenience productssho

7、pping productsspecialty productsIndustrial productsCapital items: installation, accessory equipmentMaterials and parts: raw materials, components:SuppliesType of Product ConsumerCharacteristicsConvenienceShoppingSpecialtyKnowledge prior to purchasehighLowHighEffort expended toacquire productMinimalM

8、oderate to highAs much as necessaryWillingness to acceptsubstitutesHighModerateNoneFrequency of purchasehighModerate or LowVariesInformation searchLowHighLowMajor desireAvailabilitywithout effortComparison shopping todetermine best choiceBrand loyalty regardless ofprice and availabilityExamples(a) S

9、taple: cereal(b) Impulse: candy(c) Emergency: tirerepair(a) Attribute-based: name-brand clothes(b) Price-based: budgethotelHellmans mayonnaiseCharacteristics of Consumer ProductsProduct attributesBrandingPackagingLabelingProduct support servicesIndividual product decisionsShould each product be indi

10、vidually or family-branded?Individual brand namesBlanket family nameSeparate family nameCompany/Individual namesShould a brand be developed for the product?Brand Non-brandShould two or more brands be developed in the same product category?One brandMore than one brandShould the brand be repositioned?

11、Brand repositioningNo brand repositioningShould other products be given the same brand name?Brand extensionNo brand extensionWho should sponsor the brand?Manufacturers brandPrivate brandMixed brandBranding decisionBrand sponsor decision Family brand decisionBrand extension decisionMultibrand decisio

12、nBrand repositioning decisionAn overview of branding decisionsNew brandsBrand extensionLine extensionMulti-brandsExisting NewNewExistingProduct categoryBrand maneFour brand strategiesElements of a Product mixA product item is a specific model;A product line is a group of related product items.A prod

13、uct mix is all a firms product lines.WidthlengthconsistencyDetergentsToothpasteBar SoapDisposable DiapersPaper TissueIvory Snow 1930Gleem 1952Ivory 1879Pampers 1961Charmin 1928Dreft 1933Crest 1955Kirks 1885Luvs 1976White CloudTide 1946Denquel 1980Lava 1893Puffs 1960CheerCamay 1926Banner 1982Oxydol 1

14、952Zest 1952Dash 1954Safeguard 1963Bold 1965Coast 1974Gain 1966Era 1972Solo 1979Product-mix WidthProduct-Line LengthProduct Mix for Protect & Gamble Corporate(including dates of introduction)Few product lines with a few items in eachMany different product lines with a number of items in eachMany

15、 different product lines with a few items in eachFew product lines with a number of items in eachNarrowBroadShallowDeepP r o d u c t L i n e B r e a d t hP r o d u c t L i n e D e p t hLowLowLowLowLowLowHighHighHighPriceHighHighHighQualityPresent productPresent productPresent productNew productNew p

16、roductNew productNew productStretching downward Stretching upward Stretching bothwaysProduct line stretching decisionDesirable productsPleasing productsDeficient productsSalutary productsLow HighHighLowImmediate satisfactionLong-run consumer benefitsSocietal classification of productsWhy a firm need

17、 new products?New productslead to sales growth or stabilityoffer differential advantagesRespond to consumer needsRisk may be lessened through diversityIncrease profits and controlCustomer orientationMarket orientationCompetitor orientationStraight extensionDont change productDont change promotionAda

18、pt productAdapt promotionProductPromotionFive international product and promotion strategiesProduct inventionDevelop new productMajor issues in new-product developmentIdea generationIdea screeningConcept development and testing Marketing strategy & Business analysisProduct developmentTest market

19、ingCommercialisationProduct Life cycleIntroductionThe product is target to a particular market and introduced to that marketGrowth The product becomes well-known in the market and sales volume increasesDeclineThe volume declines as demand for the product declines or competition increases.MaturitySal

20、es hit a peak then begin to level off as a result of competition from new and existing products.Stage in Life Cycle CharacteristicsIntroductionGrowthMaturityDeclineMarketing objectiveAttract innovatorsand opinion leadersto new productExpand distribution and product lineMaintain differentialadvantage

21、 as long aspossibleCut back, Revive, orterminateIndustry salesIncreasingRapidly increasingStableDecreasingCompetitionNone or smallSomeSubstantialLimitedIndustry profitNegativeIncreasingDecreasingDecreasingCustomersInnovatorsAffluent mass marketMass marketLaggardsProduct mixOne or tow basic modelsExp

22、anding lineFull product lineBest-sellersDistributionDepends on productRising number ofoutletsGreatest number ofoutletsDecreasingnumber ofoutletsPricingDepends on productGreater range ofpricesFull line of pricesSelectedpricesPromotionInformativePersuasiveCompetitiveInformativeThe Characteristics of P

23、roduct Life CycleNext weekPricing strategiesAssignment:Reviewing the lecture 7Text book (chapter 8-9)Case study on “LifeSource nutrition: Succeeding where Campbell soup failed” on page 366-367getting information and writing the outlet on pricing strategiesText book (chapter 10)1在企业内部，只有成本。21世纪，没有危机感

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