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Discussion Question
What role, if any, should customers play in the strategic planning process? Should they have a voice in developing the organizational mission, marketing goals, or the marketing strategy?
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Exhibit 2.1
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Tylenol
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Associated with developing a competitive advantage Determines the nature and future direction of each business unit Essentially the same as corporate strategy in small businesses
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Functional Strategy
Functional strategies are designed to integrate efforts focused on achieving the areas stated objectives. The strategy must:
(1) Fit the needs and purposes of the functional area (2) Be realistic with the organizations resources and environment (3) Be consistent with the organizations mission goals, and objectives.
Implementation
Involves activities that execute the functional strategy. Functional plans have two target markets:
(1) External market (2) Internal market
A company must rely on its internal market for a functional strategy to be implemented successfully. 2-12
Discussion Question
Defend or contradict this statement: Developing marketing strategy is more important than implementing marketing strategy because if the strategy is flawed, it doesnt matter how well it is implemented.
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Not the same as a business plan Requires a great deal of information from many different sources 2-15
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Exhibit 2.3
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Objectives
More specific and essential to planning
V. Marketing Strategy:
Primary target market and marketing mix Secondary target market and marketing mix
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The marketing plan is most often prepared by the Marketing Director or VP of Marketing The final approval lies with the President, Chairman or CEO
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Exhibit 2.4
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Puts customers needs and wants first Focuses on long-term, value-added relationships Instills a corporate culture that puts customers at the top of the organizational hierarchy Cooperates with suppliers and competitors to serve customers better 2-27
Traditional Organizations
Frontline Employees
Frontline Employees
Customers
Exhibit 2.5 Part One 2-28
Market-Oriented Organizations
Customers
Frontline Employees
Cooperation
Frontline Employees
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Discussion Question
In many organizations marketing is not given a place of importance in the organizational hierarchy. Why do you think this happens? What other business functions get more importance? Why?
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