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1、Marketing 市场营销,-the art of getting and keeping customers.,About the course,The good star is an half of success.,Overall objectives,At the conclusion of the course,students should be capable of:Understanding,listing,and explaining the factors,which constrain and provide opportunities for marketing.De
2、veloping the frameworks that formulates marketing strategies.Researching market potentials.Designing marketing mix to entry and penetrate markets.,Methodology,This subject will involve lectures,discussions,presentations,and workshop activities.,Approach to learning,Facilitate learning rather than pr
3、escribingLearn by doingCase studies,and projectsexamGroup work,but do not neglect individual workRelevant-real issues rather than text book examplesContemporary up-to-dateUtilise technology,Textbook and references,Textbook:Principles of Marketing,9th Ed.Philip Kotler and Gary Armstrong.Prentice Hall
4、.市场营销学教程晁钢令 主编，上海财经大学出版社，2000年。Recommended references:Basic Marketing 11nd edition.E.Jerome McCarthy,William D.Perreault.IRWIN,1993.,Textbook and references,l Journals:Journal of Marketing Marketing NewsHarvard Business ReviewInternational Journal of Research in MarketingJournal of Advertising 营销导刊销
5、售与市场市场营销（人大复印资料）,Course evaluation,The course will be evaluated using the following methods:Contribution to the course:+/-10%mark.Case study,30%mark.Assignment,20%mark.Final exam,50%mark.,Contact address,You can contact me by email at:or by phone 65111000-3110,or personally in my office 109.,Part On
6、e,Understanding marketing and the marketing process,Lecture One,Marketing in a changing world,Introduction,Objects in lecture 1,Understanding the concept of marketing,including its definition,purpose,and role in creating exchange.Distinguish key marketing concepts which are often misunderstood or co
7、nfused.Understanding marketing management tasks.Contrast the periods of marketing evolution.,What is marketing?,Core Concepts,1.The preliminary concepts of marketing,Needs,Wants and DemandsA human need is a state of felt deprivation of some basic satisfaction.Wants are desires for specific satisfier
8、s of these deeper needs.()Demands are wants for specific products that are backed by an ability and willingness to buy them.(),CDV=TCV-TCC,Value,Cost and SatisfactionValue is the consumers estimate of the products overall capacity to satisfy his or her needs.Cost is the pay of consumer.Assessing the
9、 product by“V/C”.Satisfaction is the state that the real product can be equal to or better than the idea product.Customer delivered valueTotal customer valueproduct value,service value,personal value,image valueTotal customer costPrice,time,energy,Customer Desires,Company Delivers,Table1-1:Satisfy c
10、ustomer by building value with quality,MarketA market consists of all the potential customers sharing a particular need or want who might be willing and able to engage in exchange to satisfy that need or want.Numberability willing present market/potential market,M=N+W+A,The Marketing System,2.Market
11、ing is,Marketing is the process of planning and executing the conception,pricing,promotion,and distribution of ideas,goods,and service to create exchanges that satisfy individual and organizational goals.The function of marketing is to identify changing needs so that innovative products can be devel
12、oped to meet them better than competitors.,Marketing is,Marketing is a social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging products and value with others.(Kotler 1998),Marketing is,Marketing is getting the right goods and servi
13、ces to the right people at the right time at the right price with the right communication and promotion.(Kotler 1994)The aim of Marketing is to make selling superfluous.The aim is to know and understand the customer so well that the product or services fits and sells itself.(Drucker,1973),consists o
14、f all activities that bring buyers and sellers togetherAnalysis,Plan,implement,controlMarketing mix(4ps)Managing Products and Services(Product)Distributing Products and Services(Place)Pricing Products and Services(Price)Promotion Products and Services(Promotion)(communicating with Customers),Figure
15、1-1 Marketing Concept,The purpose of Marketing,Understanding the needs and wants of customers and,Create customer value through satisfaction and quality,Operate more effectively and efficiently than competitors,Figure 1-2 Marketing Purpose,The economic role of marketingMarco-Marketing the role of ma
16、rketing in distributing goods and services to buyers.Micro-marketing the process of formulating and implementing strategy that enables the firm to earn a profit.,Marketing System Goals,Demand State,Marketing Tasks,Formal Name,Negative,demand,Change demand,Positive,Marketing,No demand,Create demand,S
17、timulational,Marketing,Latent demand,Develop,demand,Developmental,marketing,Declining,demand,Revitalize,demand,Remarketing,Irregular,demand,Alter demand,Synchromarketi,ng,demand,Maintenance,Marketing,Overfull demand,Reduce demand,Demarketing,Unwholesome,demand,Discourage,demand,Anti-marketing,3.Mark
18、eting management tasks,Demand Management,4.The evolution of marketing,Production OrientationProduct Orientation Sales Orientation Customer marketing Orientation Social Marketing Orientation,Factory,ExistingProducts,SellingandPromoting,ProfitsthroughVolume,Market,Customer needs,The Selling Concept,pu
19、ll-through system,Integratedmarketing,Notion of CustomerLifetime Value,Marketing&Sales Concepts,Profits throughCustomer Satisfaction,The Societal Marketing Concept,New Marketing Challenges in changing world,5.Extending marketing concept,Relationship marketingCustomize marketingBenchmark marketingSym
20、biotic MarketingGlobal marketingMegamarketingExtended marketingGreen marketing,Consumer(goods)marketing,Majorareasof marketingfocus,Relationshipsand CustomerRetention,Business-to-business marketing,1950s,1960s,1970s,1980s,1990s,Non-profit&societal marketing,Services marketing,Customer Satisfaction,G
21、lobal Marketing,Synchronous Marketing,The Development of Marketing Science,Next week,Strategic planning and the marketing processAssignment:Reviewing the lecture 1Text book(chapter 1)/P36-37Orgnizing the first team discussion on the marketing concept by internet connections.(P38-39)getting information and writing the outlet on the marketing planning and marketing processText book(chapter 2),青苹果出品 必属精品http:/,
