0816606789
sucherly@yahoo.com
PADJADJARAN UNIVERSITY
2019
Sch-1
SISTEM PEMASARAN DAN BISNIS
CHANGES (C 7)
COMPLEMENTORS
(C4)
COMPETITORS
(C3)
Supply Value
Chain
Customer Value Chain
Resource Driven
INTERNAL EKSTERNAL
Market Driven
RESOURCES MARKETS
Resource and
Market
Driven
INTERNA EKSTERNA
L L
OUTSIDE-
INSIDE-OUT
IN
PROCESSES
PROCESSES
SPANNING PROCESSES
Competitors
Minor Major
MARKET MARKETING
MARKETING
ORIENTATION STRATEGY
DECISIONS
(What We (How We
(What We Act)
Believe) Think)
MARKETING
EXPERIENCE
(What We
Experience)
CUSTOMER
SATISFACTION (How
Will It Impact
Customer)
THE MARKETING
CUNTIBUTION (How
Will It Impact Profits)
Sch-3
Becoming Market
Oriented
Achieving Superior Determining
Performance Distinctive
Capabilities
Matching Customer
Value requirement
To capabilities
Sch-4
Sch-5
Competitive on Value
Superior
COMPANY Competitive P A
(C1)
Customer
Advantage O D
Value
S V
Performance
Marketing
Parity I A
CUSTOMER
Customer In Between T N
(C2) I T
Value Zone
O A
Inferior N G
COMPETITORS Competitive A E
(C3)
Customer
Disadvantage L
Value
Sch-7
Organization Competency
Positioning Strategy
Scarcity Appropriability
Demand
Sch-9
Coorporate strategy
Business strategy
Strategic Marketing
Marketing strategy
Strategic
Market driven process of strategy
Marketing
development deliver superior
customer value
FOCUS Organizational performance
Sch-10
MPD
Market Driven
Program
Development
Markets,
Implementing,
Segments Designing Market- Focus And Managing
And Market-driven Program Market-driven
Customer Strategy Development Strategy
Value
Sch-11
Sch-12
Analyzing Competition
Define the
Competitive
Arena
Market Potential :
Maksimum jumlah penjualan produk pada periode tertentu
Sales Forecast
Penjualan yang diharapkan pada periode tertentu
Market Share
Perbandingan company sales dengan industry sales
Company Sales
Market Share = x 100%
Industry Sales
Sch-15
Value Capability /
Segments Opportu- Segment Targets Positioning
nities Match
Sch-16
1
Market to be
Segmented
5
2
Strategic Analysis
Of Segments Decide how
to Segment
4
Finer
Segmentation 3
Strategies Form
Segment
Sch-17
Marketing
Marketing mix
Mix Strategy
Sch-18
Targeting Alternatives :
1. Single Targeting Strategy
2. Selective Targeting Strategy
3. Extensive Targeting Strategy
Sch-19
TARGET
POSITIONING
EFFECTIVENESS MARKET
POSITIONING
STRATEGY
Positioning Concept
Positioning strategy
PR RA
ST
TE T
OC TE
GY
RA UC
ES GY
ST OD
S
PR
PEOPLE
STRATEGY TARGET PRICE
MARKET STRATEGY
L
CA CE
I
YS EN EG
Y ST PLA
H D
P VI AT RA CE
TE
PROMOTION
E TR
STRATEGY
S GY
Sch-21
High Value
High
Unique Benefit
Low
Low High
Customer Target
Product / Service OK
Performance
OK
OK Lost Customer
Low
Low High
Customer Expectation
Sch-23
-Product
-Place
-Promotion Customer Benefits
-People Service ---------------------------
-Process Customer Cost
-Physical Evidence
-Price
Sch-24
1) (Product + Service)
(Price)
Superior Competitive
2) (Product + Service)
Customer Advantage
(Price)
Value
3) (Product + Service)
(Price)
Sch-25
Penelitian Pelanggan
dan Pesaing
Metode Penilaian
Effektivitas
Penempatan
Mo
Pe del A
ne j i an
mp nali gu aran
ata is n
Pe mas
n
Pe
Sch-26
m
MARKETING MIX
MIX
Physical
Product Evidence
Price
Place
TARGET MARKET
People Promotion
Process
CORE
• Product
• Price
• Place
• Promotion
• Packaging ACTION
BEHAVIOR
• People • Planning
The 20 Ps of
• Positivenes Marketing • Persuasion
s • Public
• Profesionali Relation
sm • Push- Pull
MEASUREM • Positioning
• Passion • Profit
ENT
• Personality • Productivi
ty
• Partnershi
p
• Power
• Perceptio
n
Sch-27
End-Users
Customers
(C2)
Intermediate
Supplier Customers
(C6) (C5)
Joint
Ventures
Strategic
Competitors
(C3-C6) Relationships (C3)
Strategic
Internal / External
Alliances
Partners
(C3)
(C4)
Sch-28
Value Proposition
1
Enterprise 3
Customer Strategy
Transformation 4
Plan
Sch-29
Change Product
Line Priority
Sch-30
Strategic Brand
Management
Strategic Brand
Analysis Managing
The Brand Portofolio
Physical
Channel
Strategy
VCS Distribution
Strategy
Sch-32
* Pricing strategy
Customer price
sensitivity
Competitors
Legal and
Product-Line likely
ethical
constrounts
Strategy responses
Product Cost
Sch-33
Demand
Legal and
Competitive Demand-cost Ethical
Gap Influence
Cost
Market
Positioning
Target
Strategy
(s)
Communication
Objectives
Role of Coordination
Promotion
Components with 3-Ps
Promotion
Budget
Promotion
Components
Strategy
Sch-35
Traditional
hierarchy
Process
Overlay
Fanctional
Structure
Process
Structure
Functional Horizontal
Overlay Structure
Sch-36
Analytical
Process
Dimensions
Marketing Behavioral
Plan Process Process
Process Dimensions consistency
Organizational
Process
Dimensions