how to gather information in marketing
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COMPONENTS OF A
MODERN
MARKETING INFO SYSTE
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INTERNAL RECORDMARKETING INTELLIG
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ORDER-TO-PAYMENT CYCLE
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SALES INFORMATION SYSTEMS
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SALES INFORMATION SYSTEMS
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DATABASES,
DATA WAREHOUSING, AND DATA MINING
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THE MARKETING INTELLIGENCE SYST
(M
INTERNAL
RECORDS
MIS
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-Train sales reps
-Mystery shoppers
-Network externally-Customer advisory panel
-Government data
-Outside suppliers
-Feedback systems
THE MARKETING INTELLIGENCE SYST
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ANALYZING THE
MACROENVIRONMENT
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-Successful companies recognize
respond profitably to unmet need
trends
-To help marketers spot cultural
might bring new opportunities or
several firms offer social-cultural
-We can draw distinctions among
trends, and megatrends
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FAD
TREND
MEGATREND
TRENDS AND MEG
unpredictable, short-
lived, and without social,
economic, and political
significance
a direction or sequence ofevents with momentum and
durability.
large social, eco
political, and tech
changes [that] areform, and influenc
some timebetw
and ten years, or l
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IDENTIFYING
FORCES OF C
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ENVIRONMENTAL
FORCES
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THE DEMOGRAPHENVIRONME
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Marketers are keenly interested in
the:
-Size and growth rate of populations
in cities, regions, and nations
-Age distribution and ethnic mix
-Educational levels-Household patterns
-Regional characteristics and
movements
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1. by age group
2. by cohort (marketers prefer this)
Cohorts are group of individuals who are
born during the same time period and
travel through life together.
AGE DISTRIBUTIO
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Social groups that have certain
specific wants and buying habits.
ETHNIC/RACIAL
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The five main educational groups
are:
1. illiterates2. HS dropouts
3. HS degree holders
4. college degree holders
5. professional degree holders
EDUCATIONAL G
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traditional: mother, father, children,
(grandparents)
non-traditional: single parents,
live-ins, childless married couples,
singles, etc.
HOUSEHOLD PAT
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KEY TRENDS IN
DEMOGRAPHIC ENVIR
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OTHERMACROENVIRONM
MAJOR
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ECONOMIC-Available purchasing power in an econo
depends on current income, prices, savinand credit availability
-Marketers must pay careful attention to t
affecting purchasing power
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ECONOMIC
Marketers can have a strong impact on
business especially for companies who products that are geared to high-incom
price-sensitive consumers.
4 TYPES OF
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4 TYPES OFINCOME DISTRIBUTION
1. Subsistence economies - few opportunit
marketers
2. Raw-material-exporting economies - goo
markets for equipment, tools, supplies and
goods for the rich3. Industrializing economies - new upper c
a growing middle class demand new types
4. Industrial economies - rich markets for a
good
5 DIFF IN
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5 DIFF. INDISTRIBUTION PAT
1. very low incomes
2. mostly low incomes3. very low, high incomes
4. low medium, high
incomes
5. mostly medium incomes
SAVINGS
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Consumer expenditures areaffected by savings, debts and
credit availability
SAVINGSAND CRED
SOCIO CULTU
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-shapes beliefs, values and norms that largely d
these tastes and preferences
-people absorb, almost unconsciously, a worldv
defines their
-view of themselves -view of society
-view of others -view of nature
-view of organizations -view of the universe
SOCIO-CULTU
VIEW OF THEMS
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-People vary in the relative emphasis they plac
self-gratification
-Marketers must recognize there are different gwith different views of themselves
VIEW OF THEMS
VIEW OF O
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-People want to seek their own kind,
avoid strangers and have a serious
long-lasting relationship with a fewothers
-These trends portend a growing market
for social-support products and services-They also suggest a growing market for
social surrogates like video games,
chat room and the like.
VIEW OF O
VIEW OF ORGANIZA
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-Varied attitudes toward corporations governm
agencies, trade unions and other organizations
-work seems not to be a source of satisfaction b
a required chore to earn money to enjoy their n
work hours.
-companies need to find new ways to win back
consumer and employee confidence
VIEW OF ORGANIZA
VIEW OF SO
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VIEW OF SO
VIEW OF NA
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-People vary in their attitudes toward nature.
-A long term trend has been humankinds gro
mastery of nature through technology.
VIEW OF NA
VIEW OF UN
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-Varied beliefs about the origin of the universe
their place in it
-There has been a trend to breed a countertrenindicated by a worldwide rise in religious
fundamentalism
VIEW OF UN
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-Core beliefs and values are passed on from pa
to children and are reinforced by major social
institutions (e.g. schools and governments)-Secondary beliefs and values are more open t
change
-Marketers have more chance of changing
secondary values than core values
HIGH PERSTISTE
OF CORE CULTURAL SERV
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-Each society contains subcultures, groups with
shared values emerging from their special life
experiences of circumstances
- Marketers sometimes reap unexpected rewar
in targeting subcultures
-Marketers also have always loved teenagers
because they are societys trendsetters in fashi
music, etc
EXISTENCE OFSUBCULTURE
NATURAL
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NATURAL
NATURAL
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NATURAL
-Imposing new regulations can hit certa
industries very hard-environment-friendly fuels for steel
companies
-expensive emission controls for cars
-biodegradability for soaps
prosperity + environmental protection=
NATURAL
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NATURAL
-Imposing new regulations can hit certa
NATURAL
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NATURAL-Obstacles of marketers of green sales pitch
1. overexposure and lack of credibility
2. consumer behavior
3. poor implementation
How to avoid those:
1. consumer value positioning
2. calibration of consumer
knowledge
3. credibility of product claims
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T
ECHNO
LOGIC
AL
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T
ECHNO
LOGIC
AL
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T
ECHNO
LOGIC
AL
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-New technology also creates major long-
run consequences that are not always
foreseeable
The marketer should monitor the trends in
technology:
(1) pace of change(2) opportunity for innovation
(3) varying R and D budgets
(3)increased regulation
POLITICAL LEGAL
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POLITICAL-LEGAL- marketers must work within the many la
regulating business practices, engage w
special-interest groups, exploit opportunarising from market reform, and deal wit
corruption
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Composed of:
-laws
-government agen-pressure groups
that influence and
various orgs. andindividuals. corru
INCREASE IN
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-to protect companies from unfair co
-to protect consumers from unfair bupractices
-to protect the interests of society fro
unbridled business behavior
-to charge businesses with the social
created by their products or product
process
BUSINESS LEGISLATION
GROWTH OF SPECIAL-INTEREST
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Consumerist movement -an organized movement of
citizens and government to
strengthen the rights and
powers of buyers inrelation to sellers.
GROUPS
GROWTH OF SPECIAL-INTEREST
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-more and more people are
advocates of organic and cru
products-must market products that a
the average consumer and th
informed consumer
-the information on the prod
(ingredients, health benefits
be presented transparently
GROUPS
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-more and more people are
advocates of organic and cru
products
-must market products that a
the average consumer and th
informed consumer
-the information on the prod
(ingredients, health benefits
be presented transparently
MARKET REFORM
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Governments may introduce market ref
consistent with their national building a
- a local conscious effort of the governm
reduce foreign investments due to belie
Filipinos should own properties and/or
in their own country- allows more Filipino businesses to flou
however, it also pushes away legitimate
investments for the Philippines.
MARKET REFORM
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-hinders economic
development
-the collective pow
corruption as a wh
the productivity an
of businesses insp
levels of sales.
CORRUPTION
In the Philippine set
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various governmen
- fertilizer (scams)
-setting up of flagpo- building of bridge
roads
The actual costs of t
projects are way be
prices that they are
allotment have been
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