marketing - Industrial Engineering

DEFINING MJl.RKETIN 1 FOR THE 2'!ST CENTURY CHAPTER 1
PERSONS Celebrity marketing is a major business. Artists, musicians, CEOs, physicians,
high-profile lavvyers and financiers, and other professionals all get help from celebrity marketers.
7 Some people have done a masterful job of marketing themselves-think of David
Beckham, Oprah Winfrey, and the Rolling Stones. Management consultant Tom Peters, himself
a master at self-branding, has advised each person to become a "brand."
PLACES Cities, states, regions, and whole nations compete actively to attract tourists, factories,
company headquarters, and new residents. G Place marketers include economic development
specialists, real estate agents, commercial banks, local business associations, and
advertising and public relations agencies. The Las Vegas Convention & Tourism Authority
spent about $80 million on a provocative ad campaign, "What Happens Here, Stays Here." Returning
to its roots as an "adult playground," Las Vegas hoped the campaign would lead to an
increase from 37.4 million visitors in 2004 to 43 million visitors by 2009.~J
PROPERTIES Properties are intangible rights of ownership of either real property (real estate)
or financial property (stocks and bonds). Properties are bought and sold, and these exchanges
require marketing. Real estate agents work for property owners or sellers, or they buy
and sell residential or commercial real estate. Investment companies and banks market securities
to both institutional and individual investors.
ORGANIZATIONS Organizations actively work to build a strong, favorable, and unique image
in the minds of their target publics. In the United Kingdom, Tesco's "Every Little Helps"
marketing program reflects the food marketer's attention to detail in everything it does, within
as well as outside the store in the community and the environment. The campaign has vaulted
Tesco to the top of the UK supermarket chain industry. Universities, museums, performing
arts organizations, and nonprofits all use marketing to boost their public images and to compete
for audiences and funds. Corporate identity campaigns are the result of intensive market
research programs. This is certainly the case with Philips "Sense and Simplicity" campaign.
ROYAL PHILIPS
Philips researchers asked 1,650 consumers and 180 customers in dozens of in-depth and quantitative interviews
and focus groups what was most important to them in using technology. Respondents from the UK, United States,
France, Germany, the Netherlands, Hong Kong, China, and Brazil agreed on one thing: they wanted the benefits of
technology without the hassles. With its "Sense and Simplicity" advertising campaign and focus, Philips believes,
"our brand now reflects our belief that simplicity can be a goal of technology. It just makes sense." The campaign
consists of print, online, and television advertising directed by five experts from the worlds of health care, lifestyle,
• and technology whose role is to provide "additional outside perspectives on the journey to simplicity. "10
INFORMATION Information is essentiallywhat books, schools, and universities produce, market,
and distribute at a price to parents, students, and communities. Magazines such as Road and
Track, PC World, and Vogue supply information about the car, computer, and fashion worlds, respectively.
The production, packaging, and distribution of information are some of our society's
major industries. I I Even companies that sell physical products attempt to add value through the
use ofinformation. For example, the CEO ofSiemens Medical Systems, Tom McCausland, says,
"Iour product] is not necessarily an X-ray or an MRI, but information. Our business is really
health care information technology, and our end product is really an electronic patient record:
information on lab tests, pathology, and drugs as weB as voice dictation."12
IDEAS Every market offering includes a basic idea. Charles Revson ofRevIon once Observed:
"In the factory, we make cosmetics; in the store we sell hope." Products and services are platforms
for delivering some idea or benefit. Social marketers are busy promoting such ideas as
"Friends Don't Let Friends Drive Drunk" and "A Mind Is a Terrible Thing to Waste."
Who Markets?
MARKETERS AND PROSPECTS A marketer is someone who seeks a response-attention,
a purchase, a vote, a donation-from another party, called the prospect. If two parties are
seeking to sell something to each other, we call them both marketers.