Chapter 2 Company and Marketing Strategy

Principles of Marketing
Global Edition
Kotler and Armstrong
Chapter 2:
Company and
Marketing Strategy
Partnering to Build Customer
Engagement, Value, and
Relationships
Copyright © 2016 Pearson Education, Inc. 2-1

Company and Marketing Strategy
Nike’s outstanding success

results from much more
than just making good
sports gear. The iconic
company’s strategy is to
build engagement and a
sense of community with
and between the Nike
brand and its customers.
Copyright © 2016 Pearson Education, Inc.
2-2
Learning Objectives
• Objective 1: Explain • Objective 4: Describe the
company-wide strategic elements of a customer
planning and its four steps. value-driven marketing
• Objective 2: Discuss how to strategy and mix, and the
design business portfolios forces that influence it.
and develop growth • Objective 5: List the
strategies. marketing management
• Objective 3: Explain functions, including the
marketing’s role in strategic elements of a marketing plan,
planning and how marketing and discuss the importance
works with its partners to of measuring and managing
create and deliver customer marketing return on
value. investment.

Learning Objective 1
•Explain company-wide strategic planning and its four

steps.
Company-Wide Strategic Planning: Defining

Marketing’s Role

Company-Wide Strategic Planning
Strategic Planning
Strategic planning is the process of developing

and maintaining a strategic fit between the
organization’s goals and capabilities, and its
changing marketing opportunities.

Steps in Strategic Planning

Defining a Market-Oriented Mission
• The mission statement is the

organization’s purpose; what it
wants to accomplish in the
larger environment.

Setting Company Objectives and Goals

Marketing
Business objectives
objectives
• Build profitable • Increase market
customer share
relationships • Create local
• Invest in research partnerships
• Improve profits • Increase
promotion

Setting Company Objectives and Goals
Heinz’s overall objective is to

build profitable customer
relationships by developing
foods “superior in quality,
taste, nutrition, and
convenience” that embrace
its nutrition and wellness
mission.
H.J. Heinz Company

• Explain company-wide strategic planning and its four steps.

Company-Wide Strategic Planning: Defining Marketing’s Role
- Strategic Planning
- Steps in Strategic Planning
- Defining a Market-Oriented Mission
- Setting Company Objectives and Goals

• Discuss how to design business portfolios and develop

growth strategies.
Designing the Business Portfolio

The business portfolio is the collection of

businesses and products that make up the
company.
Portfolio analysis is a major activity in strategic
planning whereby management evaluates the
products and businesses that make up the
company.

Strategic business units can be a

•Company division
•Product line within a division
•Single product or brand

Analyzing the Current Business Portfolio
Identify strategic business units (SBUs)
Assess the attractiveness of its various SBUs
Decide how much support each SBU

deserves

Growth-share matrix is a portfolio-planning method

that evaluates a company’s SBUs in terms of
market growth rate and relative market share.

The Boston
Consulting
Group
Approach
FIGURE 2.2 The BCG Growth-Share Matrix

Movements and strategies for BCG
Problems with Matrix Approaches
• Difficulty in defining SBUs and measuring market share

and growth
• Time consuming
• Expensive
• Focus on current businesses, not future planning

Developing Strategies for Growth and Downsizing
Product/market expansion grid looks at new products,

existing products, new markets, and existing markets for
company growth opportunities.

Existing New
products products
Existing
markets
New
markets
FIGURE 2.3 The Product/Market Expansion Grid


Downsizing is when a company must prune,

harvest, or divest businesses that are
unprofitable or that no longer fit the strategy.

•Discuss how to design business portfolios and
develop growth strategies.

• Analyzing the Current Business Portfolio
- Growth-share matrix
• Strategies for Growth and Downsizing
- Product/market expansion grid
• Explain marketing’s role in strategic planning and

how marketing works with its partners to create and
deliver customer value.
Planning Marketing: Partnering to Build

Customer Relationships

Partnering with Other Company Departments
Value chain is a series of departments that carry out

value-creating activities to design, produce, market,
deliver, and support a firm’s products.

Partnering with Other Company Departments

Partnering with Others in the Marketing System
Value delivery network is made up of the company,
suppliers, distributors, and ultimately customers
who partner with each other to improve
performance of the entire system.

• Explain marketing’s role in strategic planning and

how marketing works with its partners to create and
deliver customer value.
Planning Marketing: Partnering to Build Customer
Relationships
- Partnering with Other Company Departments
- Partnering with Others in the Marketing System

• Describe the elements of a customer value-driven

marketing strategy and mix, and the forces that
influence it
Marketing Strategy and the Marketing Mix


Customer Value-Driven Marketing Strategy
Marketing strategy is the marketing logic by which

the company hopes to create customer value
and achieve profitable customer relationships.

Market segmentation is the division of a market into
distinct groups of buyers who have different needs,
characteristics, or behaviors and who might require
separate products or marketing mixes.
Market segment is a group of consumers who respond

in a similar way to a given set of marketing efforts.

Market targeting is the process of evaluating each
market segment’s attractiveness and selecting one or
more segments to enter.
Market positioning is the arranging for a product to

occupy a clear, distinctive, and desirable place relative
to competing products in the minds of target
consumers.
Differentiation begins the positioning process.

Positioning: The 100-year-old

Del Monte brand positions itself
as “Bursting with Life: Made in
America. Picked and packed at
the peak of ripeness.
Same essential ingredients as
fresh.”
- Del Monte Corporation

Developing an Integrated Marketing Mix
Marketing mix is the set of controllable, tactical

marketing tools—product, price, place, and
promotion—that the firm blends to produce the
response it wants in the target market.

Developing an Integrated Marketing Mix

• Describe the elements of a customer value-driven

marketing strategy and mix and the forces that
influence it.
-Customer Value-Driven Marketing Strategy
-Developing an Integrated Marketing Mix

• List the marketing management functions, including the
elements of a marketing plan, and discuss the importance of
measuring and managing marketing return on investment.
Managing the Marketing Effort

Measuring and Managing Return on Marketing Investment

Marketing Analysis

Marketing Analysis – SWOT Analysis
Internal
External
Positive Negative

Market Planning—Parts of a Marketing Plan
Threats and
Executive summary Marketing situation opportunities
Objectives and
issues Marketing strategy Action programs
Budgets Controls

Marketing Implementation
•Turning marketing strategies and plans into marketing

actions to accomplish strategic marketing objectives
• Addresses who, where, when, and how

Marketing Department Organization
Functional
Geographic
Product management
Market
Customer management

Marketing Control
•Evaluating results
•Taking corrective action
•Operating control
•Strategic control

Measuring and Managing
Return on Marketing Investment
Return on Marketing Investment (Marketing ROI)

• Net return from a marketing investment divided by the
costs of the marketing investment
• Measurement of the profits generated by investments in

marketing activities

Measuring and Managing
Return on Marketing Investment

• List the marketing management functions, including the
elements of a marketing plan, and discuss the importance
of measuring and managing marketing return on
investment.
-Analysis (SWOT)
-Planning
-Implementation
-Department Organization
-Control
-ROI Copyright © 2016 Pearson Education, Inc. 2-47

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Principles of Marketing

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Nike’s outstanding success

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•Explain company-wide strategic planning and its four

Company-Wide Strategic Planning: Defining

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Strategic planning is the process of developing

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Defining a Market-Oriented Mission

• The mission statement is the

Copyright © 2016 Pearson Education, Inc. 2-8

Setting Company Objectives and Goals

Copyright © 2016 Pearson Education, Inc. 2-9

Heinz’s overall objective is to

Copyright © 2016 Pearson Education, Inc. 2-9

• Explain company-wide strategic planning and its four steps.

Copyright © 2016 Pearson Education, Inc. 2-10

• Discuss how to design business portfolios and develop

Designing the Business Portfolio

Copyright © 2016 Pearson Education, Inc. 2-11

The business portfolio is the collection of

Copyright © 2016 Pearson Education, Inc. 2-12

Strategic business units can be a

Copyright © 2016 Pearson Education, Inc. 2-13

Analyzing the Current Business Portfolio

Identify strategic business units (SBUs)

Assess the attractiveness of its various SBUs

Decide how much support each SBU

Copyright © 2016 Pearson Education, Inc. 2-14

Analyzing the Current Business Portfolio

Growth-share matrix is a portfolio-planning method

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FIGURE 2.2 The BCG Growth-Share Matrix

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• Difficulty in defining SBUs and measuring market share

Copyright © 2016 Pearson Education, Inc. 2-18

Product/market expansion grid looks at new products,

Copyright © 2016 Pearson Education, Inc. 2-19

Developing Strategies for Growth and Downsizing

FIGURE 2.3 The Product/Market Expansion Grid

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Copyright © 2016 Pearson Education, Inc. 2-21

Downsizing is when a company must prune,

Copyright © 2016 Pearson Education, Inc. 2-22

Designing the Business Portfolio

• Explain marketing’s role in strategic planning and

Planning Marketing: Partnering to Build

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Value chain is a series of departments that carry out

Copyright © 2016 Pearson Education, Inc. 2-25

Copyright © 2016 Pearson Education, Inc. 2-26

Copyright © 2016 Pearson Education, Inc. 2-27

• Explain marketing’s role in strategic planning and

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• Describe the elements of a customer value-driven

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Marketing strategy is the marketing logic by which

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Market segment is a group of consumers who respond

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Market positioning is the arranging for a product to