市场营销英语topic1.ppt

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1、Marketing Professional English,金陵科技学院商学院 刘剑 E-mail:; Tel:18913805059,2020/8/14,2,Chapter 1,Marketing Management,2020/8/14,3,Contents,1.1 Marketing Management Philosophies 1.1.1 The Production Concept, Product Concept and Selling Concept 1.1.2The Marketing Concept and Societal Marketing Concept,2020/

2、8/14,4,1.2 Market Segmentation, Market Targeting and Positioning 1.2.1 Market Segmentation 1.2.2 Market Targeting 1.2.3 Positioning,2020/8/14,5,1.3 Relationship Marketing 1.3.1 An Introduction to Relationship Marketing 1.3.2 The Rise of Collaborative Marketing,2020/8/14,6,1.1 Marketing Management Ph

3、ilosophies,We define marketing management as the analysis, planning, implementation, and control of programs designed to create, build, and maintain beneficial exchanges with target buyers for the purpose of achieving organizational objectives. There are five alternative concepts under which organiz

4、ations conduct their marketing activities: the production concept, the product concept, the selling concept, the marketing concept, and the societal marketing concept.,2020/8/14,7,The Production Concept, Product Concept and Selling Concept,The Production Concept The production concept is one of the

5、oldest concepts in business. It holds the philosophy that consumers will favor those products that are widely available and low in cost. Managers of production-oriented organizations concentrate on achieving high production efficiently and wide distribution.,2020/8/14,8,The production concept is sti

6、ll a useful philosophy in two types of situations. The first situation occurs when the demand for a product exceeds the supply, as in many developing countries. The second situation occurs when the products cost is too high and improved productivity is needed to bring it down.,The Production Concept

7、, Product Concept and Selling Concept,2020/8/14,9,However, companies operated under the production philosophy often run a major risk of focusing too narrowly on their own operations.,The Production Concept, Product Concept and Selling Concept,2020/8/14,10,The Product Concept The product concept hold

8、s that consumers will favor products that offer the most quality, performance, and innovative features. Managers of product-oriented organizations focus their energy on making superior products and improving them over time.The product concept can lead to “marketing myopia.” myopiamaiupi n. 近视,The Pr

9、oduction Concept, Product Concept and Selling Concept,2020/8/14,11,rather than用作连词，表否定后边的(是.)而不是.连接两个平行结构。既可以表示主观愿望上的决择，“与其宁可”，也可以表示客观程度上的差异，“与其说是不如说是”。 接名词 I think Ill have a cold drink rather than coffee. 我想我该要一杯冷饮，而不要咖啡。 接不定式 I decided to write rather than telephone.我决定写信而不是打电话。 还可以接：代词、形容词、动名词、过

10、去分词、谓语、和从句,2020/8/14,12,instead of也有代替的意思。prep.（介词） In place of; rather than: 是个介词词组,后面通常跟名词、代词或动词的-ing形式等。 Instead of giving him the money,she gave it to me . We sometimes eat rice instead of potatoes. 有时候我们不吃土豆，而吃米饭。,2020/8/14,13,The Selling Concept Selling concept holds that consumers will not bu

11、y enough of the organizations products unless it undertakes a large-scale selling and promotion effort. Most firms practice the selling concept when they have overcapacity. Their aim is to sell what they make rather than make what the market wants.,The Production Concept, Product Concept and Selling

12、 Concept,2020/8/14,14,1.1.2 The Marketing Concept and Societal Marketing Concept,The Marketing Concept It holds that achieving organizational goals depends on integrating marketing activities toward determining and satisfying the needs and wants of target markets more effectively and efficiently tha

13、n competitors do. The marketing concept has been stated in many colorful ways, such as “Youre the boss” (United Airlines); “Were not satisfied until you are” (General Electric); and “To do all in our power to pack the customers dollar full of value, quality, and satisfaction” (JC Penney).,2020/8/14,

14、15,Table 1.1 The Selling and Marketing Concepts Contrasted,Sources: Philip Kotler, Gary Armstrong: Marketing,Prentice Hall, 1996,2020/8/14,16,营销观念4个主要支柱： 目标市场； 顾客需要； 整合营销； 盈利能力。 The marketing concept rests on four pillars which will be discussed below: target market, customer needs, integrated marke

15、ting, and profitability.,Four pillars for marketing concept,2020/8/14,17,Target market No company can operate in every market and satisfy every need. Nor can it always do a good job within one broad market. Companies can do best when they define their target market(s) carefully and prepare a tailore

16、d marketing program. tailor teil :vt. 缝制,制作,定制;make fit for a specific purposeWe can tailor our insurance to meet your needs.,Four pillars for marketing concept,2020/8/14,18,Product line：产品线 A product line is a group of related products produced by one manufacturer, for example products that are int

17、ended to be used for similar purposes or to be sold in similar types of shops. Subsidiary：a business company that is owned or controlled by another larger company 附属公司；子公司 Shes working for an overseas subsidiary of the company. 她为这家公司的一个海外子公司工作。,2020/8/14,19,Launch：verb to start an activity, especia

18、lly an organized one 开始从事，发起，发动（尤指有组织的活动） to launch an appeal/an inquiry/an investigation/a campaign 开始进行上诉质询调查一场运动 to launch an attack/invasion 发起攻击；发动侵略 to make a product available to the public for the first time （首次）上市，发行 a party to launch his latest novel 他最新小说的首发式 The new model will be launche

19、d in July. 新型号产品将在七月推出。,2020/8/14,20,Customer needs The marketer must probe it further and distinguish among five kinds of needs: 1.Stated needs (the customer wants an inexpensive car) 2.Real needs (the customer wants a car whose operating cost, not its initial price, is low) 3.Unstated needs (the c

20、ustomer expects good service from the dealer) 4.Delight needs (the customer wants to buy a car and receives a complimentary U.S. road atlas) 5.Secret needs (the customer wants to be seen by others as a value-oriented savvy consumer),Four pillars for marketing concept,2020/8/14,21,Four pillars for ma

21、rketing concept,96% UNHAPPY customers NEVER COMPLAIN. BUT every unhappy customer tells 15-30 others, compared to each happy customer who tells 6 others. 95% of customers who have complaint handled efficiently in nonprofit and public organizations, it is surviving and attracting enough funds to perfo

22、rm their work. In for-profit organizations, the key is not to aim for profits as such but to achieve them as a byproduct of doing the job well. A company makes money by satisfying customer needs better than its competitors do.,Four pillars for marketing concept,2020/8/14,25,The societal marketing co

23、ncept is the newest of the five marketing management philosophies. It holds that the organizations task is to determine the needs, wants, and interests of target markets and to deliver the desired satisfactions more effectively and efficiently than competitors in a way that preserves or enhances the

24、 consumers and the societys well-being. 企业的任务在于确定目标市场的需要、欲望和利益，比竞争者更有效地使顾客满意，同时维护与增进消费者和社会福利。,The Societal Marketing Concept,2020/8/14,26,Figure 1.2 Three Considerations underlying the Societal Marketing Concept,Society (human welfare),Company (profits),Consumers (want satisfaction),Societal marketi

25、ng concept,2020/8/14,27,1.2 Market Segmentation, Market Targeting and Positioning,1.2.1 Market Segmentation Market segmentation is the process of grouping a market into smaller subgroups. Dividing a market into distinct groups with distinct needs, characteristics, or behavior who might require separ

26、ate products or marketing mixes.,2020/8/14,28,The principle of Market segmentation,Profitable size - The relative profit potential in a segment is directly related to the competitive strength and cost effectiveness of the company. Even a small market may be profitable if the company has competitive

27、pre-eminence. pre-eminence eminns excellence，prominence,优秀的，卓越的 Accessibility - A segment must be accessible through advertising, other promotional media, and distributive networks.,2020/8/14,29,Self containment - Preferably a product launched at a market segment should not take demand from another

28、product in the companys range. Preferablyprefrbli ad. 宁可,宁愿,较好 more readily or willingly containmentknteinmnt n. 包含;抑制;牵制 Marketing mix response - The market segment should be responsive to marketing and promotion effort.,2020/8/14,30,1.2 Market Segmentation, Market Targeting and Positioning,1.2.2 M

29、arket Targeting The principle of Market Targeting After the market has been separated into its segments, the marketer will select a segment or series of segments as a target. Resources and effort will be targeted at the segment. A target market is the market segment which a particular product is mar

30、keted to. Consists of a set of buyers who share common needs or characteristics that the company decides to serve .It is often defined by age, gender and/or socio-economic grouping. There are three steps to targeting: market segmentation; target choice; product positioning.,2020/8/14,31,1.2 Market S

31、egmentation, Market Targeting and Positioning,1.2.3 Positioning The Principle of Market Positioning After segmenting a market and then targeting a consumer, one proceeds to position a product within that market. In marketing, positioning is the technique by which marketers try to create an image or

32、identity for a product, brand, or company.,2020/8/14,32,Positioning maps,2020/8/14,33,1.2 Market Segmentation, Market Targeting and Positioning,More generally, there are three types of positioning concepts: Functional positions：solve problems；provide benefits to customers. Symbolic positions: self-i

33、mage enhancement; ego identification; belongingness and social meaningfullness; affective fulfillment. symbolicsimblik ：a. 象征性的,象征手法的,象征派的 relating to or using or proceeding by means of symbolsegoi:go n. 自我,2020/8/14,34,Experiential positions: provide sensory stimulation; provide cognitive stimulati

34、on. experientialikspirienl a. 经验的,根据经验的,经验上的 relating to or resulting from experience sensorysensri a. 知觉的,感觉的,感觉器官的 stimulationstimjulein n. 刺激,激励,鼓舞 cognitive kgnitiv a. 认知的,认识的,有认识力的,2020/8/14,35,The Product Positioning Process,identifying competing products identifying the attributes (also calle

35、d dimensions) that define the product space collecting information from a sample of customers about their perceptions of each product on the relevant attributes determine each products share of mind determine each products current location in the product space determine the target markets preferred

36、combination of attributes (referred to as an ideal vectorvekt n. 向量,矢量) examine the fit between: the positions of competing products；the position of your product；the position of the ideal vector select optimum position （optimumptmm n. 最适宜a. 最适宜的,2020/8/14,36,Six-step template for successful position

37、ing,What position do you currently own? What position do you want to own? Whom you have to defeat to own the position you want. Do you have the resources to do it? Can you persist until you get there? Are your tactics supporting the positioning objective you set? tacticstktiksn.战术；策略；兵法,2020/8/14,37

38、,1.3 Relationship Marketing,1.3.1 An Introduction to Relationship Marketing This series will introduce you to a new way of increasing profits. Its not complicated. In fact, it boils down to reselling past customers (and friends of past customers). Sounds simple. And it isbut specifics will be offere

39、d that can help you get the job done.,2020/8/14,38,1.3 Relationship Marketing,Customer retention and Customer acquisition Satisfying your customers Customer Lifetime Value 5-Stage Customer Development Cycle Awareness Comparison Transaction Reinforcement Advocacy,2020/8/14,39,1.3 Relationship Marketi

40、ng,1.3.2 The Rise of Collaborative Marketing Collaborative klbreitiv ：a.协作的，合作的 Collaborative innovation (合作创新 )allows firms to tap into customer expertiseekspti:z by integrating customers into the firms new product development process.,2020/8/14,40,tap into :“tap”这动词原意有开辟土地；开发生意的解释；“tap into”在此是个商业

41、用语，指进入一尚未开拓的新市场。 If we can tap into the childrens market before our competitors, we can make a lot of money.如果我们能比竞争者先打进儿童市场，我们就能赚大钱。,2020/8/14,41,美国礼来公司（Eli Lilly and Company）是一家全球性的以研发为基础的医药公司，致力于为全人类提供以药物为基础的创新医疗保健方案，使人们生活过得更长久、更健康、更有活力。 礼来是一个以研发为基础的全球性制药公司，1876年成立于美国印第安纳波利斯市。一位38岁的制药化学家，Colonel

42、Lilly被当时毫无准备的经常无效的医疗事故所困惑。因此，他决定为社会贡献自己。他就成立一家公司生产高质量的药品。他并不满足于测试产品质量的传统模式。在1886年，他雇用了一位年轻的化学家作为全职的科学家。使用最先进的技术来进行质量评定。 1918年，公司将其第一个海外代表处设在中国上海。1993年礼来重返中国。10几年来，礼来中国秉承“以人为本、诚信至上、追求卓越”的信条，伴随中国的改革大潮稳步前进，成为医药业界增长速度最快的制药公司之一。,2020/8/14,42,1.3 Relationship Marketing,Collaborative Design Collaborative d

43、esign allows firms to become more deeply embedded in their customers design and development process. embedimbed:v. 嵌入vt. 使插入,使嵌入,深留 These facts lie embedded in his mind.这些事实牢牢铭记在他的心中。,2020/8/14,43,National Semiconductor 美国国家半导体公司，半导体解决方案专家.带来创新系统开发和应用设计技术.让我们携手创造一个更加智能,卫生,安全,环保和舒适的世界。 美国国家半导体在电源管理技术

44、方面无出其右，凭借其精简易用的集成电路和世界级的连锁供应，促使美国国家半导体的高性能模拟产品能给予客户的系统更大的能源效益。美国国家半导体的总部位于美国加州的圣克拉拉 。,2020/8/14,44,1.3 Relationship Marketing,Collaborative Pricing Collaborative pricing allows customers to become active participants in defining the prices that they want to pay and adapting prices and services to th

45、eir changing needs.,2020/8/14,45,1.3 Relationship Marketing,Collaborative Segmentation Collaborative segmentation allows customers to configure offerings to suit their preferences and to self-select into segments. configure knfi vt. 安装；使成形;按特定形式装配,2020/8/14,46,Herman Miller 公司始于1923年，从一家生产传统家具的公司演变形

46、成美国现代家具设计与生产中心。它是美国最主要的家具与室内设计厂商之一。这家公司因其老板赫曼米勒(Herman Miller) 而得名。,Aeron座椅曾被美国国防部等机关大量采购,Herman Miller Embody的的靠背椅,2020/8/14,47,1.3 Relationship Marketing,Collaborative Communication Collaborative communication lets firms work with customers to create just-in-time marketing communications that are

47、relevant to customers. just-in-time dstintaim n., adj. 【经济学】(公司为减少原材料等物品的库存必要时才进货的)适时制(的)，零库存(的)，及时盘存调节法(的)，按需及时发送(的)略作JIT,2020/8/14,48,2020/8/14,49,1.3 Relationship Marketing,Collaborative Support Collaborative support allows firms to reduce support costs while increasing customer satisfaction by a

48、llowing customers to dialogue with the firm and among themselves to solve support problems. 思科系统公司（Cisco Systems, Inc.）， 是互联网解决方案的领先提供者， 其设备和软件产品主要用于连接计算机网络系统。,2020/8/14,50,1.3 Relationship Marketing,Reverse Your Thinking Create Collaboration Platforms Embrace Modularity mdjulriti n. 计 模块性 Align Inc

49、entives alignlain vt. 使结盟,使成一行 incentiveinsentiv n. 动机a. 激励的,2020/8/14,51,Words and Expressions,1.Churn t:n : n. 周转率，周转量 churn rate is a measure of the number of individuals or items moving into or out of a collection over a specific period of time. 2. information asymmetry eisimitri : n. 信息不对称 An e

50、conomy is said to be characterized by information asymmetry when some parties to business transactions may have an information advantage over others.,2020/8/14,52,3.partitionp:tin : n. 分割，划分vt. 区分,隔开,分割 a vertical structure that divides or separates (as a wall divides one room from another) divide i

51、nto parts, pieces, or sections 4.high-end: 高端, 高层次的 Appealing to sophisticated and discerning（有识别力的;敏锐的 ） customers. e.g. a high-end department store; e.g. high-end video equipment. Sophisticated and discerning. e.g. books targeted to the high-end consumer.,2020/8/14,53,5.lunacylu:nsi : n. 精神失常, 精神病

52、 6.set the stage for:为.打好基础，为.创造条件 e.g. Decisions are being taken now which could set the stage for war with Iran in the future.,2020/8/14,54,7.pharmaceuticalf:msju:tikl : n.药物, adj.制药(学)上的 e.g. ：Disqualify pharmaceutical is prohibit to be import. 8.boil down to: v. 归结为，最初的意思是“沸腾，使浓缩”（英文的解释：To reduc

53、e in bulk or size by boiling.），后来，它的引申意“归结，精简”（英文的解释：To condense; summarize）也成为日常用语。 e.g. ：I made a wish on every star I could see, but usually they boiled down to one. 我对着每颗星星许个愿，但通常这些愿望会归结为一个。,2020/8/14,55,9.reciprocalrisiprkl : adj. 互惠的，相应的concerning each of two or more persons or things; especia

54、lly given or done in returnreciprocal trade 10.contextual: adj. 文脉上的, 前后关系的 relating to or determined by or in context例 contextual information,2020/8/14,56,11. Marketing Management Philosophies 营销管理哲学 12. the production concept生产观念 13. the product concept产品观念 14. the selling concept销售观念 15. the mark

55、eting concept 市场观念 16. the societal marketing concept社会营销观念,2020/8/14,57,share of mind心智占有率,Before you can have a share of market , you must have a share of mind . 占领市场必须首先占领消费者的心。,2020/8/14,58,retentionritenn n. 保持；保留 the act of retaining something 同义词：keeping | holding customer retention 顾客维系/保留 C

56、ustomer acquisition ,kwizin n. 获得物，获得 Customer Acquisition Costs for return Customers are much cheaper that for new customers . 在老客户上所花的获取客户的成本比开发新客户要便宜得多。,2020/8/14,59,Short answer,1.what is the key difference between the marketing concept and the production，product and selling concepts？ 2.Select a company that makes a product the consumers want but which may run contrary to societys best interests。,