Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Purchase Benefits
What is included with this book?
Preface | p. viii |
Acknowledgments | p. x |
About the Authors | p. xi |
Marketing Planning | p. 1 |
Overview | p. 1 |
Definition and Objectives of Plans | p. 1 |
Frequent Mistakes in the Planning Process | p. 5 |
What Makes a Good Planning System: Some Empirical Results | p. 9 |
Is Planning Worthwhile? | p. 9 |
The Planning Process | p. 10 |
Approaches to Planning | p. 10 |
Steps in the Planning Process | p. 10 |
Components of the Marketing Plan | p. 13 |
The Executive Summary | p. 13 |
Situation Analysis | p. 14 |
Marketing Objectives/Strategy | p. 15 |
Supporting Marketing Programs | p. 15 |
The Rest of the Plan | p. 15 |
Example | p. 15 |
Two Case Studies | p. 19 |
Specialty Coffee Retailing (ca. 2006/2007) | p. 19 |
MP3 Cell Phones (ca. 2006/2007) | p. 21 |
Summary | p. 24 |
References | p. 24 |
Defining the Competitive Set | p. 29 |
Overview | p. 29 |
Levels of Market Competition | p. 33 |
Definitions | p. 33 |
Overlapping Market Segments | p. 38 |
The Impact of Metamediaries | p. 39 |
Product Strategy Implications | p. 40 |
Illustration | p. 42 |
Methods for Determining Competitors | p. 44 |
Managerial Judgment | p. 45 |
Customer-Based Measures | p. 47 |
Summary | p. 53 |
Competitor Selection | p. 54 |
Enterprise Competition | p. 56 |
Summary | p. 59 |
References | p. 59 |
Industry Analysis | p. 62 |
Overview | p. 62 |
Aggregate Market Factors | p. 64 |
Category Size | p. 64 |
Market Growth | p. 64 |
Product Life Cycle | p. 65 |
Sales Cyclicity | p. 66 |
Seasonality | p. 67 |
Profits | p. 67 |
Category Factors | p. 67 |
Threat of New Entrants | p. 68 |
Bargaining Power of Buyers | p. 71 |
Bargaining Power of Suppliers | p. 72 |
Category Rivalry | p. 73 |
Pressure from Substitutes | p. 74 |
Capacity | p. 75 |
Environmental Analysis | p. 75 |
Technological Factors | p. 76 |
Political Factors | p. 78 |
Economic Factors | p. 79 |
Regulatory Factors | p. 80 |
Social Factors | p. 80 |
Illustrations | p. 85 |
Retail Coffee | p. 85 |
MP3 Phones | p. 87 |
Summary | p. 88 |
References | p. 88 |
Competitor Analysis | p. 90 |
Overview | p. 90 |
Sources of Information | p. 96 |
Secondary Sources of Information | p. 96 |
Primary Sources of Information | p. 102 |
Other Sources | p. 104 |
Ethically Questionable Sources | p. 106 |
Analyzing Product Features | p. 108 |
Assessing Competitors' Current Objectives | p. 109 |
Determination of Competitor Objectives | p. 109 |
Assessing Competitors' Current Strategies | p. 112 |
Marketing Strategy | p. 112 |
Comparing Value Chains | p. 113 |
Marketing Mix | p. 114 |
How to Assess Competitors' Strategies | p. 115 |
Technology Strategy | p. 118 |
Differential Advantage Analysis | p. 120 |
Ability to Conceive and Design | p. 122 |
Ability to Produce | p. 122 |
Ability to Market | p. 122 |
Ability to Finance | p. 122 |
Ability to Manage | p. 122 |
What to Do with the Information | p. 123 |
Assessing a Competitor's Will | p. 123 |
Predicting Future Strategies | p. 125 |
Illustrations | p. 129 |
Retail Coffee | p. 129 |
MP3 Cell Phones | p. 132 |
Summary | p. 135 |
References | p. 135 |
Customer Analysis | p. 137 |
Overview | p. 137 |
What We Need to Know About Customers | p. 138 |
Who Buys and Uses the Product | p. 138 |
What Customers Buy and How They Use It | p. 145 |
Where Customers Buy | p. 148 |
When Customers Buy | p. 148 |
How Customers Choose | p. 149 |
Customers as Problem Solvers | p. 155 |
Why They Prefer a Product | p. 155 |
The Special Case of New Products | p. 159 |
Manifestations of Customer Value | p. 161 |
How They Respond to Marketing Programs | p. 164 |
Will They Buy It (Again)? | p. 165 |
What Are They Worth? | p. 166 |
Segmentation | p. 170 |
Desirable Criteria for Segments | p. 171 |
Methods for Market Segmentation | p. 172 |
Illustrations | p. 190 |
U.S. Cell Phone Customers | p. 190 |
MP3 Players | p. 191 |
Retail Coffee | p. 192 |
Summary | p. 194 |
References | p. 195 |
Economic Value to the Customer (EVC) | p. 199 |
Latent Class Methods | p. 202 |
Market Potential and Sales Forecasting | p. 204 |
Overview | p. 204 |
Definitions | p. 205 |
Market Potential | p. 206 |
Overview | p. 206 |
What Potential Estimates Are Used For | p. 206 |
Information Sources | p. 207 |
New or Growing Product Potential | p. 209 |
Mature Product Potential | p. 211 |
Methods of Estimating Market and Sales Potential | p. 211 |
Area Potential | p. 214 |
Sales Potential | p. 215 |
Sales Forecasting | p. 215 |
Overview | p. 215 |
Level of Accuracy Needed | p. 218 |
Judgment-Based Methods | p. 218 |
Customer-Based Methods | p. 223 |
Sales Extrapolation Methods | p. 224 |
Model-Based Methods | p. 228 |
What Methods Are Used? | p. 230 |
Using Regression Models for Forecasting | p. 231 |
Developing Regression Models | p. 232 |
Recognizing Uncertainty | p. 238 |
Nonlinear Relations | p. 239 |
Share Forecasts | p. 240 |
Forecasting Really New Products | p. 241 |
Illustrations | p. 242 |
Retail Coffee | p. 242 |
PDA Sales | p. 244 |
Using Forecasts | p. 245 |
Combining Forecasts | p. 245 |
Gaining Agreement | p. 246 |
Why Not Just Go to the Web? | p. 247 |
Summary | p. 247 |
References | p. 247 |
Time Series Regression with Seasonal Factors | p. 249 |
Developing Marketing Strategy | p. 253 |
Overview | p. 253 |
Benefits of Strategy | p. 254 |
Elements of Strategy | p. 255 |
Setting Objectives | p. 256 |
Selection of Strategic Alternatives | p. 259 |
Increasing Sales/Market Share | p. 260 |
Increasing Profitability | p. 262 |
Summary | p. 263 |
Positioning | p. 264 |
Choice of Customer Targets | p. 264 |
Choice of Competitor Targets | p. 265 |
Core Strategy | p. 266 |
Brand Strategy | p. 272 |
Brand Building | p. 273 |
Brand Leveraging | p. 278 |
Measuring Brand Value | p. 279 |
Customer Strategy | p. 282 |
Marketing Strategy over the Life Cycle | p. 283 |
Introduction Strategies | p. 283 |
Growth Strategies | p. 284 |
Maturity Strategies | p. 286 |
Strategies for the Decline Stage | p. 287 |
Summary | p. 287 |
Illustrations | p. 288 |
Retail Coffee: Peet's | p. 288 |
MP3 Cell Phones: Sony Ericsson Walkman | p. 288 |
Summary | p. 288 |
References | p. 289 |
Index | p. 293 |
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The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.