Principles of marketing PDF
Preview Principles of marketing
Global edition Principles of Marketing sixteenth edition Philip Kotler • Gary Armstrong Principles Marketing of Global Edition This page is intentionally left blank. Principles Marketing of 16e Global Edition Philip Kotler Northwestern University Gary Armstrong University of North Carolina Boston Columbus Indianapolis New York San Francisco Amsterdam Cape Town Dubai London Madrid Milan Munich Paris Montréal Toronto Delhi Mexico City São Paulo Sydney Hong Kong Seoul Singapore Taipei Tokyo Editor-in-Chief: Stephanie Wall Senior Manufacturing Controller, Global Edition: Trudy Kimber Acquisitions Editor: Mark Gaffney Manager, Media Production, Global Edition: M. Vikram Kumar Program Manager Team Lead: Ashley Santora Acquisitions Editor, Global Edition: Steven Jackson Program Manager: Jennifer M. Collins Assistant Project Editor, Global Edition: Priyanka Shivadas Editorial Assistant: Daniel Petrino Manager of Learning Applications: Paul Deluca Vice President, Product Marketing: Maggie Moylan Digital Editor: Brian Surette Director of Marketing, Digital Services and Products: Jeanette Koskinas Digital Studio Manager: Diane Lombardo Executive Product Marketing Manager: Anne Fahlgren Digital Studio Project Manager: Robin Lazrus Field Marketing Manager: Lenny Ann Raper Digital Studio Project Manager: Alana Coles Senior Strategic Marketing Manager: Erin Gardner Digital Studio Project Manager: Monique Lawrence Project Manager Team Lead: Judy Leale Digital Studio Project Manager: Regina DaSilva Senior Project Manager: Jacqueline A. Martin Full-Service Project Management and Composition: S4Carlisle Operations Specialist: Carol Melville Publishing Services Cover Designer: Lumina Datamatics Ltd. 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Pearson Education Limited Edinburgh Gate Harlow Essex CM20 2JE England and Associated Companies throughout the world Visit us on the World Wide Web at: www.pearsonglobaleditions.com © Pearson Education Limited 2016 The rights of Philip Kotler and Gary Armstrong to be identified as the authors of this work have been asserted by them in accordance with the Copyright, Designs and Patents Act 1988. Authorized adaptation from the United States edition, entitled Principles of Marketing, 16/e, ISBN 978-0-133-79502-8, by Philip Kotler and Gary Armstrong, published by Pearson Education © 2016. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmittedin any form or by any means, electronic, mechanical, photocopying, recording or otherwise, withouteither the prior written permission of the publisher or a license permitting restricted copying in the United Kingdom issued by the Copyright Licensing Agency Ltd, Saffron House, 6–10 Kirby Street, LondonEC1N 8TS. All trademarks used herein are the property of their respective owners.The use of any trademark in thistext does not vest in the author or publisher any trademark ownership rights in such trademarks, nor doesthe use of such trademarks imply any affiliation with or endorsement of this book by such owners. ISBN 10: 1-292-09248-3 ISBN 13: 978-1-292-09248-5 (Print) ISBN 13: 978-1-292-09249-2 (PDF) British Library Cataloguing-in-Publication Data A catalogue record for this book is available from the British Library 14 13 12 11 10 9 8 7 6 5 4 3 2 1 Typeset by S4Carlisle Publishing Services in Palatino 9/11.5 pt. Printed and Bound by Courier Kendallville in The United States of America. Dedication To Kathy, Betty, Mandy, Matt, KC, Keri, Delaney, Molly, Macy, and Ben; and Nancy, Amy, Melissa, and Jessica This page is intentionally left blank. ABOUT AUTHORS THE As a team, Philip Kotler and Gary Armstrong provide a blend of skills uniquely suited to writing an introductory marketing text. Professor Kotler is one of the world’s leading authorities on marketing. Professor Armstrong is an award-winning teacher of undergraduate business students. Together, they make the complex world of marketing practical, approachable, and enjoyable. Philip Kotler is S.C. Johnson & Gary Armstrong is Crist W. Son Distinguished Professor Blackwell Distinguished Pro- of International Marketing at fessor Emeritus of Under- the Kellogg School of Manage- graduate Education in the ment, Northwestern Univer- Kenan-Flagler Business School sity. He received his master’s at the University of North degree at the University of Carolina at Chapel Hill. He Chicago and his PhD at M.I.T., holds undergraduate and both in economics. Dr. Kotler master’s degrees in business is the author of Marketing from Wayne State University Management (Pearson), now in Detroit, and he received in its fifteenth edition and the his PhD in marketing from most widely used marketing Northwestern University. textbook in graduate schools Dr. Armstrong has contributed of business worldwide. He has authored dozens of other suc- numerous articles to leading business journals. As a consultant cessful books and has written more than 100 articles in lead- and researcher, he has worked with many companies on mar- ing journals. He is the only three-time winner of the coveted keting research, sales management, and marketing strategy. Alpha Kappa Psi award for the best annual article in the Journal But Professor Armstrong’s first love has always been teach- of Marketing. ing. His long-held Blackwell Distinguished Professorship is Professor Kotler was named the first recipient of four major the only permanent endowed professorship for distinguished awards: the Distinguished Marketing Educator of the Year Award undergraduate teaching at the University of North Carolina at and the William L. Wilkie “Marketing for a Better World” Award, Chapel Hill. He has been very active in the teaching and admin- both given by the American Marketing Association; the Philip istration of Kenan-Flagler’s undergraduate program. His ad- Kotler Award for Excellence in Health Care Marketing presented by ministrative posts have included Chair of Marketing, Associate the Academy for Health Care Services Marketing; and the Sheth Director of the Undergraduate Business Program, Director of Foundation Medal for Exceptional Contribution to Marketing Schol- the Business Honors Program, and many others. Through the arship and Practice. His numerous other major honors include years, he has worked closely with business student groups and the Sales and Marketing Executives International Marketing has received several UNC campuswide and Business School Educator of the Year Award; The European Association of Mar- teaching awards. He is the only repeat recipient of the school’s keting Consultants and Trainers Marketing Excellence Award; the highly regarded Award for Excellence in Undergraduate Teach- Charles Coolidge Parlin Marketing Research Award; and the Paul ing, which he received three times. Most recently, Professor D. Converse Award, given by the American Marketing Associ- Armstrong received the UNC Board of Governors Award for ation to honor “outstanding contributions to science in mar- Excellence in Teaching, the highest teaching honor bestowed keting.” A recent Forbes survey ranks Professor Kotler in the by the 16-campus University of North Carolina system. top 10 of the world’s most influential business thinkers. And in a recent Financial Times poll of 1,000 senior executives across the world, Professor Kotler was ranked as the fourth “most influ- ential business writer/guru” of the twenty-first century. Dr. Kotler has served as chairman of the College on Mar- keting of the Institute of Management Sciences, a director of the American Marketing Association, and a trustee of the Market- ing Science Institute. He has consulted with many major U.S. and international companies in the areas of marketing strategy and planning, marketing organization, and international mar- keting. He has traveled and lectured extensively throughout Europe, Asia, and South America, advising companies and gov- ernments about global marketing practices and opportunities. 7 This page is intentionally left blank. BRIEF CONTENTS Preface 17 Acknowledgments 23 Part 1 Defining Marketing and the Marketing Process 26 1 Marketing: Creating Customer Value and Engagement 26 2 Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships 62 Part 2 Understanding the Marketplace and Customer Value 92 3 Analyzing the Marketing Environment 92 4 Managing Marketing Information to Gain Customer Insights 128 5 Consumer Markets and Buyer Behavior 164 6 Business Markets and Business Buyer Behavior 196 Part 3 Designing a Customer Value-Driven Strategy and Mix 220 7 Customer-Driven Marketing Strategy: Creating Value for Target Customers 220 8 Products, Services, and Brands: Building Customer Value 254 9 New Product Development and Product Life-Cycle Strategies 292 10 Pricing: Understanding and Capturing Customer Value 322 11 Pricing Strategies: Additional Considerations 346 12 Marketing Channels: Delivering Customer Value 374 13 Retailing and Wholesaling 408 14 Engaging Customers and Communicating Customer Value 444 15 Advertising and Public Relations 472 16 Personal Selling and Sales Promotion 500 17 Direct, Online, Social Media, and Mobile Marketing 532 Part 4 Extending Marketing 566 18 Creating Competitive Advantage 566 19 The Global Marketplace 592 20 Social Responsibility and Ethics 624 Appendix 1 Marketing Plan 655 Appendix 2 Marketing by the Numbers 665 Appendix 3 Careers in Marketing 681 Glossary 691 Index 699 9
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