MARKETING MANAGEMENT 12th edition

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MARKETING MANAGEMENT12th edition

• 10
• Crafting the Brand
• Positioning

Kotler Keller
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Chapter Questions

• How can a firm choose and communicate an
  effective positioning in the market?
• How are brands differentiated?
• What marketing strategies are appropriate at each
  stage of the product life cycle?
• What are the implications of market evolution for
  marketing strategies?

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Marketing Strategy

• Segmentation
• Targeting
• Positioning

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Positioning
Act of designing the companys offering and image
to occupy a distinctive place in the mind of the
target market.
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Value Propositions

• Perdue Chicken
• More tender golden chicken at a moderate premium
  price
• Dominos
• A good hot pizza, delivered to your door within
  30 minutes of ordering, at a moderate price

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Writing a Positioning Statement
Mountain Dew To young, active soft-drink
consumers who have little time for sleep,
Mountain Dew is the soft drink that gives
you more energy than any other brand because it
has the highest level of caffeine.
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Defining Associations

• Points-of-difference (PODs)
• Attributes or benefits consumers strongly
  associate with a brand, positively evaluate, and
  believe they could not find to the same extent
  with a competitive brand

• Points-of-parity (POPs)
• Associations that are not necessarily unique to
  the brand but may be shared with other brands

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Conveying Category Membership

• Announcing category benefits
• Comparing to exemplars
• Relying on the product descriptor

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Consumer Desirability Criteria for PODs

• Relevance
• Distinctiveness
• Believability

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Deliverability Criteria for PODs

• Feasibility
• Communicability
• Sustainability

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Examples of Negatively Correlated Attributes and
Benefits

• Low-price vs. High quality
• Taste vs. Low calories
• Nutritious vs. Good tasting
• Efficacious vs. Mild

• Powerful vs. Safe
• Strong vs. Refined
• Ubiquitous vs. Exclusive
• Varied vs. Simple

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Addressing Negatively Correlated PODs and POPs

• Present separately
• Leverage equity of another entity
• Redefine the relationship

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Differentiation Strategies

• Product
• Personnel
• Channel
• Image

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Product Differentiation

• Product form
• Features
• Performance
• Conformance
• Durability
• Reliability
• Reparability

• Style
• Design
• Ordering ease
• Delivery
• Installation
• Customer training
• Customer consulting
• Maintenance

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Identity and Image
Identity The way a company aims to identify or
position itself
Image The way the public perceives the company
or its products
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Product Life Cycle

• Introduction
• Growth
• Maturity
• Decline

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Facts about Life Cycles

• Products have a limited life.
• Product sales pass through distinct stages.
• Profits rise and fall at different stages.
• Products require different marketing, financial,
  manufacturing, purchasing, and human resource
  strategies in each stage.

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Marketing Program Modifications

• Prices
• Distribution
• Advertising
• Sales promotion
• Services

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Market Evolution Stages

• Emergence
• Growth
• Maturity
• Decline

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Emerging Markets

• Latent
• Single-niche
• Multiple-niche
• Mass-market