chapter 4 copyright ©2012 by cengage learning inc. all rights reserved 1 4 the marketing...
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Chapter 4 Copyright ©2012 by Cengage Learning Inc. All rights reserved 1
4The Marketing Environment
Professor Close
Chapter 4 Copyright ©2012 by Cengage Learning Inc. All rights reserved 2
LO 1 Discuss the external environment of marketing, and explain how it affects a firm
LO 2 Describe the social factors that affect marketing
LO 3 Explain the importance to marketing managers of current demographic trends
LO 4 Explain the importance to marketing managers of growing ethnic markets
Learning Outcomes
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LO 5 Identify consumer and marketer reactions to the state of the economy
LO 6 Identify the impact of technology on a firm
LO 7 Discuss the political and legal environment of marketing
LO 8 Explain the basics of foreign and domestic competition
Learning Outcomes
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The ExternalMarketing Environment
Discuss the external environment of marketing, and explain how it affects a
firm
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Target Market
A defined group most likely to buy a product
• Changes as consumers age
• External elements change consumers’ desires
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The External Environment
• Unless marketing managers understand the external environment, the firm cannot intelligently plan for the future.
when a company implements strategies that attempt to shape the external environment within which it operates.
Environmental Management is…
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Social Factors
Describe the social factors that affect marketing
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Social Factors
ValuesValues
AttitudesAttitudes
LifestyleLifestyle
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Social FactorsSocial Factors Influence:Social Factors Influence:
Products purchasedProducts purchased
Prices paid for productsPrices paid for products
Effectiveness of promotionsEffectiveness of promotions
How, where, and when people purchaseHow, where, and when people purchase
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American Values
Self-SufficiencySelf-Sufficiency
Upward MobilityUpward Mobility
Work EthicWork Ethic
ConformityConformity
Core American Values
Getting off the gridGetting off the grid
Meaningful greenMeaningful green
EcoTechMedEcoTechMed
Emerging Trends
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The Influence ofValues on Buying Habits
Ranked Characteristics of Product Quality
Reliability
Durability
Easy maintenance
Ease of use
Trusted brand name
Low price
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Component Lifestyles
The practice of choosing goods and
services that meet one’s diverse needs
and interests rather than conforming to
a single, traditional lifestyle.
Today’s consumers want multifunctional products
• No longer defined only by occupation
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Role of Families and Working Women
• Growth of dual-income families results in increased purchasing power
• Approximately 59 percent of work-age females are in the workforce
• Working wives bring in 45 percent of the total family earnings.
• The phenomenon of working women has probably had a greater effect on marketing than any other social change.
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There Is Never Enough Time
• It is estimated that over 80 percent of the working population is worried about having too little time.
• About 40 percent of American adults get less than 7 hours of sleep on weekdays.
• About 74 percent of working adults engage in multitasking.
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Demographic Factors
Explain the importance to marketing managers of
current demographic trends
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Demographic Factors
People are the basis for any market
• Demographic characteristics relate to buyer behavior
• Demographic cohorts have their own needs, values, and consumption patterns.
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Tweens
Pre- and early adolescents, age 8 to 12
Population of 20 million
Directly spend about $50 billion annually
Parents spend $150 billion on tweens annually
View TV ads as “just advertising”
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Teens
Population of about 25 million
Spend approximately 72 hours per week tuned in electronically
View shopping as a social sport
58 percent shop online
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Generation Y Born between 1979 and 1994
Surpassed population of baby boomers in 2010
Two Stages: 1) Those born in 1994 fit closer to the Teen cohort. 2) Those born in 1979 have established careers and started families.
Purchasing power of $200 billion annually
Researchers have found Gen Yers to be:– Inquisitive Quick
shoppers– Opinionated Want
fulfillment– Diverse
Multitaskers– Time managers
Environmentally aware
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Generation X Born between 1965 and 1978
Population of 40 million
Independent, resilient, adaptable, cautious, and skeptical
71 percent have children under age 18
Home ownership is an important goal
Avid buyers of the latest clothes, technology, and recreational products
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Baby Boomers
Born between 1946 and 1964
Population of 75 million
Working longer to compensate for economic downturn, which affected retirement savings
The market of services directed at seniors is one of the fastest growing business markets
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Growing Ethnic Markets
Explain the importance to marketing managers of growing ethnic markets
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Growing Ethnic Markets
Estimated purchasing power of ethnic markets in 2013:– Hispanics: $1.4 trillion– African Americans: $1.2 billion– Asian Americans: $752 billion
The minority population of the United States in 2011 reached 110 million.
Companies are recognizing that diversity can result in bottom-line benefits.
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Marketing to Hispanic Americans
The Hispanic population’s diversity creates challenges for targeting this market.
Hispanics tend to be brand loyal, but are not aware of many mainstream U.S. brands.
68 percent of U.S. Hispanics have home Internet access.
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Marketing toAfrican Americans
47 percent are between 18 and 49 years
More firms are creating products for the African American market.
Promotional dollars and media choices directed toward African Americans continue to increase.
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Marketing to Asian Americans
Younger, better educated, and have highest average income of all groups
Early adopters of latest digital gadgets.
Cultural diversity within the Asian American market complicates promotional efforts.
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Economic Factors
Identify consumer and marketer reactions to the
state of the economy
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Economic Factors
Purchasing Power
Inflation
Recession
Consumers’ Income
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Consumers’ Incomes• Median U.S. household income
in 2010 was approximately $52,000.
• Incomes have risen at a slow pace in recent years.
• Education is the primary determinant of earning potential.
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Purchasing Power
a comparison of income versus the relative cost of a set standard of goods and services in different geographic areas.
Purchasing Power is…
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Inflation
a measure of the decrease in the value of money, expressed as the percentage reduction in value since the previous year.
Inflation is…
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Recession
a period of economic activity characterized by negative growth, which reduces demand for goods and services.
Recession is…
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Technological Factors
Identify the impact of technology on a firm
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Research
Basic ResearchBasic Research
Applied ResearchApplied Research
Pure research that aims to confirm an existing theory or to learn more about a concept phenomenon.
An attempt to develop new or improved products
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Stimulating Innovation
Build scenarios
Enlist the Web
Talk to early adopters
Use marketing research
Create an innovative environment
Cater to entrepreneurs
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Political and Legal Factors
Discuss the political and legal environment
of marketing
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Political and Legal Factors
New technology Society Businesses Consumers
Laws and Regulations Protect:
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Federal LegislationSherman ActClayton ActFederal Trade Commission Act Celler-Kefauver Antimerger ActHart-Scott-Rodino ActForeign Corrupt Practices Act
Sherman ActClayton ActFederal Trade Commission Act Celler-Kefauver Antimerger ActHart-Scott-Rodino ActForeign Corrupt Practices Act
Regulate competitive
environment
Robinson-Patman Act Robinson-Patman ActRegulate pricing
practices
Wheeler-Lea Act Wheeler-Lea ActControl
falseadvertising
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State Laws
• Legislation that affects marketing varies state by state.• Oregon: limits utility advertising to 0.5 percent of
net income.• California: bans trans fats in restaurants and
bakeries.
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Regulatory Agencies
Consumer Product Safety Commission
Consumer Product Safety Commission
Federal Trade Commission
Federal Trade Commission
Food & Drug AdministrationFood & Drug
Administration
Protects consumer safety in and around their homes
Prevents unfair methods ofcompetition in commerce
Enforces safety regulations for food and drug products
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Bureaus of the FTC
• Reviews mergers and acquisitions• Challenges anti-competitive conduct• Promotes competition• Provides information
• Enforces federal laws that protect consumers
• Empowers consumers with information• Communicates with consumers about
fraud and identity theft
Bureau of Competition
Bureau of Consumer Protection
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Consumer Privacy
CAN-SPAM Act
Children’s Online Privacy Protection Act Rule
Government Actions
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Competitive Factors
Explain the basics of foreign and domestic
competition
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Competitive Factors
How many competitors?
How big are competitors?
How interdependent isthe industry?
Control
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Competitive Factors
Competition for Market Share
and Profits
• Firms must work harder to maintain profits and market share.
Global Competition
• More foreign firms are entering U.S. market.
• Foreign firms in U.S. now compete on product quality.