Primary Navigation
Book Contents Navigation
1.1 Defining Marketing
1.2 Why Study Marketing?
1.3 Themes
1.4 Discussion Questions and Activities
2.1 Components of the Strategic Planning Process
2.2 Developing Organizational Objectives and Formulating Strategies
2.3 Where Strategic Planning Occurs within Companies
2.4 Strategic Portfolio Planning Approaches
2.5 Discussion Questions and Activities
3.1 Importance of Understanding Buyer Behaviour
3.2 Consumer Decision Making Process
3.3 Low-Involvement Versus High-Involvement Buying Decisions
3.4 Factors That Influence Consumers’ Buying Behaviour
3.5 Formal and Informal Methods of Understanding the Customer
3.6 Discussion Questions and Activities
4.1 The Characteristics of Business-to-Business (B2B) Markets
4.2 Types of B2B Buyers
4.3 Stages in the B2B Buying Process
4.4 Factors Affecting the Buying Process
4.5 Networks and B2B Relationships
4.6 Discussion Questions and Activities
5.1 Targeted Marketing versus Mass Marketing
5.2 How Markets Are Segmented
5.3 Selecting Target Markets and Target-Market Strategies
5.4 Positioning and Repositioning Offerings
5.5 Discussion Questions and Activities
6.1 What Comprises an Offering?
6.2 Types of Consumer Offerings
6.3 Types of Business-to-Business (B2B) Offerings
6.4 Elements of an Offering: Branding, Labeling, and Packaging
6.5 Managing the Offering
6.6 The New Offering Development Process
6.7 Managing New Products: The Product Life Cycle
6.8 Discussion Questions and Activities
7.1 What is a service and how does it differ from a product?
7.2 Providing Great Service: The Service Gap Model
7.3 Discussion Questions and Activities
8.1 The Pricing Framework and Company’s Pricing Objectives
8.2 Estimate Demand, Costs and Profit
8.3 Determine Pricing Strategy
8.4 Discussion Questions and Activities
9.1 Marketing Channels and Channel Partners
9.2 Typical Marketing Channels
9.3 Functions Performed by Channel Partners
9.4 Marketing Channel Strategies
9.5 Channel Dynamics
9.6 Discussion Questions and Activities
10.1 Integrated Marketing Communications
10.2 The Promotion Mix
10.3 Factors Influencing the Promotion Mix and Communication Process
10.4 Advertising and Direct Promotion
10.5 Message Strategies
10.6 The Promotion Budget
10.7 Sales Promotions
10.8 Discussion Questions and Activities
11.1 Public Relations Activities and Tools
11.2 Sponsorships
11.3 Direct Promotion (Print, Online and Mobile)
11.4 Discussion Questions and Activities
12.1 The Role Professional Salespeople Play
12.2 Customer Relationships and Selling Strategies
12.3 Sales Metrics (Measures)
12.4 Ethics in Sales and Sales Management
12.5 Integrating Sales and Marketing
12.6 Discussion Questions and Activities
References
Previous/next navigation
Principles of Marketing, 1st Canadian Edition Copyright © by Anthony Francescucci, Joanne McNeish, Nukhet Taylor is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.