Which Marketing Management Philosophy Focuses On The Questio

Which Marketing Management Philosophy Focuses On The Question Wha

1. Which marketing management philosophy focuses on the question, "What can we make or do best?" (Points : 4) Production orientation Marketing orientation Sales orientation Societal marketing orientation Internal orientation

2. A sales-oriented organization seeks to achieve profitability through: (Points : 4) the development of long-term relationships with customers sales volume providing customer satisfaction creating customer value All of these

3. Procter & Gamble decided to address the fact that Hispanic women are more likely to die from breast cancer because they're reluctant to get mammograms or discuss screening. So P&G brought screening to the supermarket, parking mobile mammography vehicles in grocery store parking lots in Texas and inviting shoppers in for free x-rays. Tie-ins with local hospitals assured that women with suspicious films got follow-up care. P&G adopted a _____ orientation to achieve this goal. (Points : 4) promotional societal marketing customer marketing product

4. 96 percent of USAA home insurance policy holders report that USAA representatives meet their commitment in calling back customers quickly about claims. The most likely result of USAA’s efforts is: (Points : 4) management empowerment retailer-customer synergy customer satisfaction transactional marketing disintermediation

5. _____ is a strategy of increasing market share for present products in existing markets. (Points : 4) Market penetration Product development Market development Diversification Product penetration

6. LaRosa’s is a popular and successful Italian restaurant chain located in the Cincinnati, Ohio area. It is found only in the “tri-state area” of southwestern Ohio, northern Kentucky, and southeastern Indiana. For over 50 years, this strategy has given the restaurant a: (Points : 4) brand name strategy niche competitive advantage price differentiation advantage marketing competitive advantage sustainable competitive advantage

7. DeFeet International started as a cyclist sock company. The founder, Shane Cooper, said that the existing socks for cyclists were not of great quality, so he made socks for his cycling team by knitting them inside out. The socks were of special materials aimed at giving the cyclist the most comfortable fit. These high-tech socks were priced around $10 a pair. Their website says “DeFeet is Made for Driven Soles.” Soon cycling elites like Lance Armstrong and Greg LeMond were sporting the DeFeet brand. The company branched into running, hiking, and snow gear. Their products include socks, armskins, calfskins, boxer briefs, gloves, and shirts for serious athletes. They also have a custom department where socks, armskins, and gloves can be customized with any motif including sponsor logos like Michelin, Pabst Blue Ribbon, or BP. Even kids can enjoy DeFeet’s high-quality socks. DeFeet’s products are available in retailers across the world, including Israel, Australia, Belgium, and the United States, as well as in more than twenty countries via online retailers. Refer to DeFeet International. What kind of competitive advantage does DeFeet have? (Points : 4) Low cost Niche Product/service differentiation Product Development Diversification

8. Masco is a well-recognized company in the construction industry, producing cabinetry, furniture, lighting, and plumbing fixtures for upper-end homeowners and builders. One division, Delta Faucet Company, was founded in 1955 and has a legacy based on high-quality products. Since the 1970s, Delta focused on building loyalty with builders, who respect the quality, durability, and dependability of Delta faucets. However, homeowners found Delta’s products less attractive compared to trending stylish options. To address this, Delta launched a marketing program with a new slogan, "Beautifully Engineered," and developed new products appealing to homeowners. Delta's decision to develop more stylish faucets represents a change in which element of its marketing mix? (Points : 4) product promotion place production distribution

9. Pharmaceutical companies spent billions on prescription drug advertising in 2008, mainly via television and magazines, but less than $130 million on Web marketing due to regulatory hurdles. For example, TV commercials must include disclosures about side effects if the brand name is mentioned. The FDA claims existing regulations cover many Internet advertising issues, but social networking and search marketing require ongoing review. If a drug manufacturer donated $5 to AIDS research for every prescription sold in the U.S., this exemplifies: (Points : 4) utilitarianism moral relativism cause-related marketing green marketing conventional morality

10. People who believe in the _____ judge according to time-and-place ethics. (Points : 4) virtue theory deontological theory utilitarian theory theory of moral relativism casuist ethical theory

11. Since 2002, General Mills has donated over $2.0 million to First Book through sales of Cheerios, helping provide books to children from low-income families. This illustrates: (Points : 4) environmental sustainability social sustainability cause-related marketing advocacy marketing philanthropy

12. PG&E has donated nearly $300,000 to local economic development projects through grants to government agencies and community organizations. This indicates PG&E is operating at a _____ responsibility level of the pyramid of corporate social responsibility. (Points : 4) legal philanthropic ethical economic cultural

13. A group in society, such as family, friends, or a professional organization, that influences an individual’s purchasing behavior is called a(n): (Points : 4) reference group conformist group opinion group social group influential group

14. _____ is the set of values, norms, attitudes, and other meaningful symbols that shape human behavior and is transmitted from one generation to the next. (Points : 4) Socialization Customerization Consumerism Lifestyle Culture

15. Clayton’s purchase behavior is influenced by his love of rodeo, patriotism, interest in agriculture, love of country music, and his belief that everyone should enjoy life. These factors are part of which personal influence on consumer decision-making? (Points : 4) Attitude Personality Beliefs Lifestyle Experiential learning

16. Inner tension after recognizing an inconsistency between behavior and values is called: (Points : 4) cognitive dissonance psychological discomfort affect referral perceptual imbalance dissatisfaction

17. _____ is common in business marketing and can occur over several months. (Points : 4) Negotiation Need mediation Customerization Purchase arbitration Disintermediation

18. The largest share of B-to-B social media spending is aimed at creating: (Points : 4) viral videos customer community podcasts blogs webinars

19. A segment of the business market comprising individuals and organizations that purchase goods or services to make a profit is called the _____ market segment. (Points : 4) institution reseller wholesaler producer government

20. A _____ is a group of people or organizations that has wants and needs, can purchase products, and is willing to exchange resources. (Points : 3) firm buyer market consumer target

21. One segment of a market is called a: (Points : 3) slice wedge pocket slot niche

22. Vans extensively uses _____ segmentation based on variables like age, gender, and lifestyle to reach Generation Y consumers. (Points : 3) ethnicity income age gender occupation

23. Betty Crocker’s cake mix featuring Hershey’s logo exemplifies _____ cobranding. (Points : 4) cooperative ingredient umbrella complementary family

24. Which product modification affects a product’s dependability or durability? (Points : 4) Functional Style Aesthetic Quality Primary

25. A _____ is the part of the brand that can be spoken. (Points : 4) brand equity service mark trademark brand name certification mark

Paper For Above instruction

The question of which marketing management philosophy focuses on what a company can produce or do best is central to understanding strategic orientations in marketing. Among the various philosophies—production, product, sales, market, and societal marketing—the production orientation emphasizes efficiency and high production capabilities, asserting that consumers favor products that are widely available and affordable (Kotler & Keller, 2016). This approach prioritizes internal capabilities and mass production, often neglecting to tailor offerings to specific customer needs. Conversely, the marketing orientation shifts the focus outward, emphasizing customer needs and satisfaction as the pathway to organizational success (Lamb, Hair, & McDaniel, 2019). This philosophy aligns with contemporary practices that seek to build long-term customer relationships, foster loyalty, and tailor products to market demand. Analyzing these different approaches helps clarify organizational priorities and strategic directions.

A sales-oriented organization primarily aims to achieve profitability through high sales volumes, often emphasizing aggressive promotional tactics without necessarily focusing on customer satisfaction or needs (Kotler & Armstrong, 2018). Such organizations believe that a high volume of sales will lead to success and often overlook customer relationships and loyalty. The focus is on pushing existing products through persuasion, with less concern about long-term customer engagement. This approach can be effective in certain sectors, especially where capacity utilization or inventory turnover is critical. However, it can also result in short-term gains at the expense of customer loyalty and market share (Jobber & Ellis-Chadwick, 2019).

Procter & Gamble's initiative to bring mobile mammography units directly to supermarket parking lots exemplifies a societal marketing orientation. This approach extends beyond traditional marketing by integrating social well-being into corporate objectives. Societal marketing emphasizes the importance of considering both consumer desires and societal interests, aiming to enhance community health and safety (Kotler & Lee, 2008). By coordinating with hospitals and providing free services, P&G demonstrates a commitment to social responsibility that aligns with societal benefits, thus fostering positive brand image and community trust.

Customer satisfaction is crucial in fostering loyalty and long-term profitability. USAA's high percentage of representatives fulfilling commitments quickly enhances customer satisfaction, which management interprets as a key driver of customer loyalty and retention. Such service quality exemplifies the importance of relational marketing strategies that prioritize customer needs and build strong, trust-based relationships (Grönroos, 1994). Superior service delivery can mitigate competitive pressures and provide a sustainable advantage through increased customer loyalty and positive word-of-mouth.

Market penetration involves strategies to increase market share with existing products in current markets. This approach may include promotional efforts, pricing strategies, or increased distribution to attract new customers or encourage more frequent purchase from existing customers (Ansoff, 1957). The focus on intensifying market presence ensures that the company exploits current market opportunities while minimizing risk, compared to diversification or product development strategies that involve entering new markets or creating new products.

LaRosa’s, a regional Italian restaurant chain, leverages a niche strategy that emphasizes a specific geographic and cultural market. This concentration in the “tri-state” area allows the company to build brand recognition, tailor marketing efforts, and develop a loyal customer base. Such a focus offers sustainable competitive advantage, as it creates a strong local presence that is difficult for competitors to duplicate (Porter, 1985). The regional focus enables LaRosa’s to capitalize on community loyalty and regional brand recognition, reinforcing its market position over broader competitors.

DeFeet International’s competitive advantage stems from differentiation through high-quality, innovative products tailored for a niche sports market. Their emphasis on comfort, customization, and premium materials distinguishes them from generic sock brands (Porter, 1985). Targeting serious athletes and offering customization enhances perceived value, loyalty, and brand prestige. This product/service differentiation positions DeFeet as a premium brand within the athletic apparel segment, enabling it to command higher prices and retain a loyal customer base.

Delta Faucet’s pivot toward stylish, trendy designs reflects a change in the product element of its marketing mix. Originally emphasizing durability and quality, Delta recognized the importance of aesthetics to appeal to homeowners seeking fashionable fixtures (Kotler & Keller, 2016). This product modification aligns with evolving consumer preferences, addressing a key element of competitive strategy that emphasizes differentiation and customer-centric innovation (Keller, 2003).

Regulations governing pharmaceutical advertising and the example of cause-related marketing—donating a portion of sales to AIDS research—highlight ethical and social considerations within marketing practices. Cause-related marketing leverages corporate social responsibility to enhance brand image while contributing to societal causes (Varadarajan & Menon, 1988). Such strategies resonate with consumers who prefer to support brands committed to social issues, thereby fostering goodwill and long-term loyalty (Basil & Harrell, 2000).

People who judge actions based on time-and-place ethics adhere to casuist or case-based ethical reasoning, which considers context and specific circumstances rather than applying universal rules (Gilligan, 1982). This ethical perspective emphasizes a nuanced approach to moral dilemmas and highlights the importance of situational factors in decision-making processes (Rest, 1986).

General Mills’ donation of funds to First Book exemplifies cause-related marketing, where a corporation aligns its brand with social causes that resonate with its target consumers. Such initiatives enhance corporate social responsibility and foster positive brand associations (Kotler & Lee, 2005). These efforts demonstrate the company’s commitment to social sustainability and its recognition of the importance of contributing to societal well-being.

PG&E’s donations to local initiatives reflect philanthropic responsibilities, the philanthropic level of the CSR pyramid, which involves voluntary contributions that promote community well-being beyond what is legally required (Carroll, 1991). Such activities improve corporate reputation and foster goodwill within communities, aligning corporate interests with societal benefits.

A reference group influences individual purchasing behavior through social pressure and norms. This group, which includes family, friends, or professional organizations, shapes attitudes and decisions by providing information, examples, or approval (Bearden & Etzel, 1982). The concept underscores the importance of social context in consumer behavior analysis.

Culture, comprising values, norms, attitudes, and symbols transmitted across generations, significantly influences human behavior. It shapes perceptions, preferences, and actions, and understanding cultural influences is vital for effective marketing (Hofstede, 1980). Cultural sensitivity enhances marketing strategies’ relevance and effectiveness in diverse markets.

Clayton’s purchase behavior is affected by his lifestyle, defined by personal interests and values like rodeo, patriotism, and country music. Lifestyle influences reflect psychological and social factors that impact consumer preferences and decisions (Richins & Dawson, 1992). Recognizing these influences enables marketers to tailor messages and offerings appropriately.

Inner tension arising after conflicting behavior and values is called cognitive dissonance. Consumers seek consistency between their beliefs and actions, and resolving dissonance often involves justifications or changes in attitudes (Festinger, 1957). Addressing dissonance post-purchase is crucial for customer satisfaction and loyalty (Schiffman & Kanuk, 2010).

Negotiation is a common business activity that can span long periods, especially in complex deals involving multiple stakeholders. It requires careful planning, communication, and compromise to reach mutually beneficial agreements (Lax & Sebenius, 1986). Effective negotiation strategies are essential for successful business transactions.

The largest proportion of B2B social media spending aims to create customer community and engagement through content like blogs, webinars, and online forums. Building a community fosters relationships, trust, and brand loyalty, which are crucial in B2B markets (Qualman, 2018).

In the business market, those who purchase goods and services to make profits are classified as the producer/industrial segment. They acquire raw materials and parts to produce other products, representing the core of B2B markets (Hutt & Speh, 2013).

A target market is a specific group of consumers or organizations with shared needs or characteristics that a company aims to serve. Precise targeting allows for tailored marketing strategies that maximize effectiveness (Kotler & Keller, 2016).

A niche is a well-defined, smaller segment of a larger market with specific needs. Niche marketing involves focusing on specialized needs, often leading to a competitive advantage due to tailored offerings and strong customer relationships (Porter, 1980).

Vans uses demographic segmentation—particularly age, gender, and lifestyle—to effectively target Generation Y consumers. Such segmentation helps create relevant marketing messages and product offerings that resonate with specific groups (Kotler & Keller, 2016).

Co-branding involving Betty Crocker and Hershey’s exemplifies ingredient co-branding, where two brands collaborate to enhance the perceived value of a product through association with reputable names (Blackmores et al., 2007).

Product modifications that influence dependability or durability include functional modifications. These changes improve a product’s performance, lifespan, or reliability, often necessary to meet customer expectations and competitive standards (Kotler & Keller, 2016).

A brand that can be spoken is called a brand name. It identifies and differentiates a product and is a vital element of branding strategy for recognition and recall (Keller, 1993).

References

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