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1. PRODUCTS:
2. TANGIBLE PRODUCTS:
The Tangible Product indicates elements such as design, color, packaging and
other physical dimensions that provide benefit to the customer.
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Example: When Kellogg was introduced, it was a failure since Indians do not have
the habit of eating corn flakes for breakfast. But after introducing with new color
and package the sales increased.
Durable products function over an extended period. Consumers use durable goods
such as automobiles, refrigerators. . Non durable products are quickly consumed,
worn out or outdated. They are consumed in a single use or few uses. It includes
products such as chocolates and other food items.
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4. AUGUMENTED PRODUCTS:
Example: The guarantees, warranty the company provides for their products. Tide
had a money-back challenge. This indirect service they provide and thus build a
sense of trust.
5. CLASIFICATION:
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6. CONVENIENCE PRODUCT:
Example: Pens, Pencil. Customers usually do not pay much attention to the
stationeries they use. They go to the shop and ask for what they want. Very rarely
do they care about the brand.
7. SHOPPING PRODUCT:
A product for which consumers feel the need to make comparisons, seek out more
information, examine merchandise or otherwise reassure themselves about quality,
style or value before making a purchase.
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Example: Sunglasses- This accessory is an important statement of style, people
while purchasing these products often try to buy the glasses in vogue.
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9. SPECIALITY PRODUCT:
Specialty products are the most costly, involve significant risk, and are unique or
specialized that buyers and users are willing to expend great effort to seek out and
acquire them. Customers will even be willing to wait for week instead of accepting
a substitute to the product.
Example: Sports car, Expensive jewellery. The customers would also be ready to
wait for the product. At the same time the company people would be willing to
give the product on special demand if it for one customer. Swaroski have a book
on designs which they show it to their customers and would make it for them when
their customers ask them to.
New products fall into this category until advertising and distribution increase
consumer awareness among them.
6
Example: Encyclopedias. They are usually very difficult to sell because people
generally do not prefer encyclopedias.
A product or service that is used to produce other products and/or used to operate
an organization.
7
Example: Machines, Steel. All these machines will facilitate the manufacturing of
products in the company.
8
Example: Pickup truck that is used in companies in order to deliver goods within
and outside organization.
Raw materials are products where customers usually buy in large quantities and
the purchase price runs into thousands and millions of dollars.
Example: Manufacturing companies have to buy have to buy raw materials like
steel. These raw materials are later on transferred into finished goods.
9
Example: Fabric, Thread, Yarn. These are the products that is used in the in
between process. Textile units usually buy threads and then manufacture the final
product.
Example: Kenwood audio systems in Ford Ikon and Fiesta. The system comes as a
package along with the car and there are no extra prices for the system.
Boeing will buy seats, radios, serving carts, tires and other components from a
variety of manufacturers and then assemble all parts into final aircraft.
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15. OPERATING PRODUCTS:
Operating products are the closest thing to a convenience good in the
organizational products classified scheme.
Some products are both to the consumers and organization. Customer behavior is
not rational and hence cannot be categorized.
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Example: Pizza for $12 might look like a shopping product but in actual case it
may not seem so.
Example: For one person a Nike product might be a dream product where as
another person may buy the product without thinking twice.
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17. ELEMENTS OF A PRODUCT:
The element applies to all categories of products, but the way the marketers treat
them can vary significantly from one product to another. The marketers try to
differentiate their products by developing unique strategy for the product element.
Example: If cell phones are taken as a product per say. Then the brand for
example could be Nokia. The features would include Bluetooth, camera, radio and
all that come as additional features. The packaging would be how attractively the
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phone be packaged has. All the Nokia phones have a blue and white packaging.
This gives an identity to the phone. Labeling is nothing but the positioning of the
brand name on the product. Supporting goods and services would include the
warrant, guaranty and even some models in Nokia phones come with free sim
cards.
18. FEATURES:
Example: Mobile Phones -Nokia initially designed the product in order to attract
the youngsters. They introduced camera, Bluetooth, audio and so on.
A customer expects more than the basic product. Customers expect benefit from
the features that they are paying for. The essence of a good product design
understands the benefits customers are looking for and create features that provide
those benefits.
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EG: Pizza Hut-Service, Offers and Ambience. The major positive of pizza hut is its
service. Its service attracts most of the customers.
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21. UNIQUE SELLING PREPOSITION: (USP)
Example: Energizer battery were the first to have a: on battery tester” which was
not there in any other batteries.
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Example: Apple first introduced a 2 GB iPod. Once they knew that there iPods
were largely received and had a market they ventured into video iPods. Now Apple
has introduced its new innovation iphone with touch screen and in built iPod.
23.PRODUCT DIFFUSION:
Customers who try the product first are called the Innovators.
Example: When i- phone was introduced in the market, there weren’t many takers.
Very few people actually looked forward for the phone and bought it immediately.
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Closely following the innovators are the trend setters.
Example: This usually happens in the fashion industry. It is the trend setters who
bring the latest into vogue. They are not afraid to try, thus creating a benchmark.
24. EARLY ADOPTERS: They want the product but they want someone to test the
product for them. They are not willing to take risk like the innovators.
Example: When mobile phone was first introduced it took a lot of time for the rest
of the crowd to catch up. The progress was slow but steady and now it has reached
the peak.
MAJORITY- Majority of the Market Steps Forward and buy the product. They are
two types-the early majority and the late majority.
Example: When Air conditioner was first introduced in the market there weren’t
many takers. People considered it as a luxury product. But now almost every house
has an air conditioner.
Laggards are the very Last Customers to Jump on the Band Wagon.
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Example: When washing machine was introduced, it was considered as a luxury
product and everyone hesitated to buy. But now every home has a washing
machine/
The customers tailor their products according to their personal preferences and
taste. No longer will companies have to build products in advance of the sale.
Example: 1. Dell computers were one of the first to allow computer buyers to
configure their ideal computer from menus at Dell’s website.
Example: 2. Customized saris. Certain shops design saris according to the colour
and design preference of the customers.
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REFERENCE: Lamb, Hair, McDaniel, “Marketing” Thomson Asia Pte Ltd,
Singapore, 2004. Pp188.
For existing goods or services, the starting point is to decide exactly what the firm
is offering.
AUDIT QUESTIONS:
How does the product fulfill these customers’ needs and wants?
Product class is a broad group of products that differ somewhat but perform similar
functions or provide similar benefits.
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Example: Household cleaners –subdivision of liquids, spray and powders. These
cleaners almost serve the same purpose. The customers can buy according to their
wish. Similar products are Surf excel, Vim, Goodnight
28.PRODUCT ADAPTATION:
Global marketers slightly alter a basic product in order to meet local conditions.
21
Reference: Lamb, Hair, McDaniel, “Marketing”, Thomson Asia Pte Ltd,
Singapore, 2004. pp118.
Example: Parker pen box has a roller ball pen and an ink pen along with a refill
for the roller ball. Colgate toothbrush and paste comes in a box which is usually
preferred by the customers because the brush comes free for the jumbo toothpaste
tube.
PRODUCT SAFETY
Product Liability is a product’s capacity to cause damages or injury for which the
producer or manufacturer is held responsible.
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Example: The latest Nokia Battery failure. Nokia replaced 4000 of its battery with
in a particular serial number. They advertised on TV, Websites and newspaper.
Example: Game Cds which are usually compatible with windows XP and other
operating systems.
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30. SPECIAL PRODUCT ISSUES:
PRODUCT SAFETY
Product Liability is a product’s capacity to cause damages or injury for which the
producer or manufacturer is held responsible.
Example: The latest Nokia Battery failure. Nokia replaced 4000 of its battery with
in a particular serial number. They advertised on TV, Websites and newspaper.
Example: Game Cds which are usually compatible with windows XP and other
operating systems.
31.PRODUCT ORIENTATION
The tendency of firm to think that if it produces a superior product to those of its
competitors, then demand for its product will be assured .
Reference :
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Example: Surf excel which was superior than Tide and the rest of the products in
the market.
Improving the product to the point where the product or service is more than what
the customers really expects or is prepared to pay for.
Refrence :
Example:
The Apple i-phones were more than what a customer really expects from a mobile
phone.
33.PRODUCT OBSOLESCENCE;
Example:
Pagers became obsolete after the introduction of the mobile phones. Pagers
remained in the market for a short while.
Reference :
25
Stanton J William, Etzel J Michael, Walker J Brule, Fundamentals of Marketing,
10th edition, Mc. Graw –Hill International editing, 1994, pp 246.
Example:
Tape recorders has become walkman and now it has been evolved to ipods.
The product will be under Research and development phase, and absorbs
significant resources. This stage is a complex stage and the product may be aborted
if necessary.
Reference:
Example;
Tata’s 1 lakh car-engine is still in the R&D phase. Every product goes under this
stage before being introduced in the maket.
The elimination may be due to change in the external environment or due to its
higher costs or inadequate demand or even when the life cycle of the product
expected to be too short.
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Reference :
In the introduction stage when the product is launched, sales and capacity of
utilization is low. There will be lack of profit as huge investment cost involved in
development and high risk is involved.
Reference :
Example:
Corn oil had to compete with the traditional usage of refined oil.
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36.1. PRIMARY DEMAND:
Create desire for the product initially rather than any particular brand.
Reference ;
Example:
mobile phones have become a need in today’s lifestyle. It may be with any
features i,e, they may prefer to have it with camera or with MP3 player or facilities
to browse,etc. this has become a primay need.
Reference :
Example:
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Nokia mobiles- N-series, the preference for a specific brand of nokia than the
other models of its competitors or even with its own series of models.
In this stage the market starts expanding due to the fast growing sales and attracts
competitor’s entry. The cash flow becomes positive and the unit cost falls with the
economies of scale.
Reference :
Example :
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The repeat customers are the people who tried the product, were satisfied and buy
them again. The firm usually tries to increase the number of repeat customers to
the trial customers
Reference :
Example :
This stage is characterized by total industry sales revenue, slow down in rate of
growth and profit declines due to fierce competition. There might be slight increase
in sales as last buyers enter the market.
Reference:
Example :
Cadbury-Dairy Milk reached its maturity stage which was the reason
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38.1 PROMOTIONAL EXPENSES:
When the product is in the maturity stage in order to enter new segments and
intensify distribution persuasive advertising is done by conducting contests and
games, and also develop new uses for the product. The various expenditures
involved to promote the product further are known as promotional expenses.
Reference :
Berman Bany Joel Evans, Marketing , 8th Edition, Atomic Dog Publications, pp
255
Example:
Parry’s pure sugar when customers return 5 covers of their product they get one
more packet of Parry’s pure sugar packet free
It is difficult to address this stage as sales and profit drops steadily. The reason
may be due to technological advancement or change in taste and behavior or the
consumers switching to substitute products.
Reference :
Example:
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Mobile phones with black and white display is now in the decline stage.
39.1 DELETION:
Deletion refers to a drastic action to remove the product in the decline stage
especially.
Reference :
Example:
39.2 HARVESTING:
Harvesting retains product but reduces support costs i.e,sales and advertisement
Reference:
Example:
Maruthi Zen, which is still remaining in the market but the firm spends no more
for its promotion.
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39.3 CONTRACTING:
When financially unwise to continue the production of the product, the firm
contracts with smaller company.
Reference:
Example:
contract marketing done for the product’s marketing or for its production and
sales.
39.4 DIVESTMENT:
The business is sold out to some other firm early in its decine stage or even at the
end of maturity phase if the symptoms are accurately detected.
Reference :
Example:
Thomson sold to TCL before its product reached the decline stage.
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40. LIFE CYCLE EXTENSION:
Firms introduce new and improved version to extend it’s cycle and they also go
international in search of new users and also uses. Many products mature rapidly
and may decline without careful marketing effort.
Reference :
Example:
Colgate introduced “colgate –active salt” as it’s extended and also the “New and
Improve” version of Colgate is a simple extension of its life cycle.
Reference :
Example:
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The apple i-phones is a new product and its cost of production is high initially.
For the maturing product the production expands, the process –increasingly
standardized and the production costs are of increasing concern here.
Reference :
Example:
Cadbury-Dairy Milk which was initially targeting the children, when reached the
maturity stage, had to reposition their product as to all the generation people.
Reference :
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Kerin, Rudelius, Berkowitz, Marketing -2nd Edition, 1989, Library of Congress,
pp-224
Example;
Nike shoes has become a standard product for the sportsperson and has a
competition from ADIDAS and other brands.
When the product is unable to regain it’s production and marketing costs, then the
product is said to be an absolute failure.
Reference :
Example ;
The “new coke” introduced by Coke, which was a major failure and it was deleted
from the market.
The firm make a profit on the product, but that product does not reach it’s profit
goals.
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Reference :
Example :
The product involves higher learning by it’s users and thus it’s introductory period
is extended.
Reference:
Example:
Micro wave owens requires higher learning of the whole recipe of the product has
to be changed.
The sales begin immediately as the benefits of the product are readily understood.
The marketing strategy is to gain strong distribution outlets.
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Reference :
ereExample :
Water proof watches from Swatch does not require any learning from the user and
thus easy to use.
It re-enters after it’s decline stage initially. It enters after a period of time.
Reference:
Berman Barry, Evans Joel, Marketing, 8th Edition, Atomic Dog Publications, pp-
225
Example:
Trendy clothes are a good example as they remain famous for a particular period in
the market.
A fad product is a product which is indicated by rapid sales when introduced and
has an equal rapid decline.
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Reference :
Berman Barry, Evans Joel, Marketing, 8th Edition, Atomic Dog Publications, pp-
225
Example:
Live strong bands, which they introduced for cancer patients. These are hand bands
which was very famous at the time of introduction.
It is the set of all products offered for sale by the company. This is also called as
“Product Assortment”.
Reference:
Page no - 305
Example:
• Beauty products.
• Wellness products.
• Jewelry & accessories.
• Inspirational products.
• Gifts.
All together Avon products mix has 1300 Items.
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50. PRODUCT DEPTH:
Product depth refers to the variety of sizes , colour of products offered within each
product line.
Reference:
Page no – 199
Example:
Pantene shampoo’s have 5 different kinds (long black, lively clean etc...) in
3 different quantities (200ml, 100ml, sachets) so it totally has depth of 15.
Product breath is measured by number of product lines. The mix can have lines and
the lines are taken for breath.
Reference:
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Page no – 298
Example:
P&G has totally 250 products in 5 product lines like personal and beauty, house
and home, health, baby and family etc…
The length of a product is the total number of items in the mix. The mix can have
any number of products in its line.
Reference:
Page no - 298
Example:
P&G in its house and home line has 7 laundry detergents, 6 hand soaps, 5
shampoos & 4 dish washing detergents.
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Product consistency means how closely related the product lines are in the end use.
Reference:
Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 279
Example:
Kellogs has a very consistent product mix for virtually all of its products are
cereals.
Improving an established product. Redesigning the product itself can sustain its
appeal or irritate. Packages can be altered to enhance appearance or to improve
products usability.
Reference:
Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 186
Examples:
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The substitute of NutraSweet for saccharin in diet sodas increased the sales of
those drinks.
Reference:
Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 257
Example:
Procter and Gamble pruned its food business by selling the Jiff brand to Peanut
butter and the Crisco brand of cooking oils to J.M. Smucker Co . The sale would
help the company concentrate on building big brands in core categories.
Accomplished by increasing the depth within the particular line or number of lines
a firm offer to customer.
Reference:
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Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 390
Example:
The Gillette series ahs brought in the offer of bringing in the shaving cream,
shaving razer, shaving brush in one kit… so if it brings in the shaving foam within
the bundle then it becomes the product mix expansion.
To add a new product line to company’s present assortment. The new line should
relate to the existing product mix coz the company wants to capitalize on its
strength and experience.
Reference:
Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 186
Examples:
J&J introduced line of Acuvue disposable contact lens that’s mix extension coz it
added another product to the company’s product mix
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58. PRODUCT LINE EXTENSION:
When a company adds a similar item to the existing product line with the same
brand name.
Reference:
Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 214
Examples:
Pillsbury promoting about 10 variations of its well known biscuts, rolls etc…
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59. TRADING-UP
Adding a higher price product to the line in order to attract a broader marker. The
seller intends that the new product’s prestige will help the sale of existing low
priced products.
Reference:
Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 127
Example:
To its line of inexpensive sports watches, Swatch added an $80 Chrono stopwatch
and other upgraded watches.
60. TRADING-DOWN:
Adding a lower price product to the company’s product line. The firm expects the
people who cannot afford high priced can go buy the low priced ones. The lower
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priced product carries some of the status and some other more substantive benefits
of high price item
Reference:
Michael J Etzel, Bruce J Walker, William J Stanton – Marketing -13th Edition page
no- 165
Examples:
A broad group of products intended for essentially similar uses and having
similar characteristics.
Reference:
Example:
Nike produces several lines of athletic shoes and apparel. They have shoes, eye
gears and t-shirts.
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62. LINE EXTENSION:
Line extension refers to the additions to the lines in the same product category.
Reference:
Examples:
Arrow shirts strategy of extending its line beyond the traditional, conservative
white shirt.
Line pruning refers to reducing or deleting the depth of the product line by cutting
back the no of offerings on a particular category.
Reference:
Example:
Coke introduced different colors in their product fanta but that was not that
successful.
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64. BRAND LEVERAGING
Reference:
Page no - 343
Examples:
Eastman Kodak found that kodak name easily transferred into batteries. Consumers
thought that the company sold batteries even before it started to.
This reduces the breath of the line by cutting back the diversity of items offered.
Reference:
Page no - 34
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Examples:
Cadbury introduced picnic as its brand line extension, but it deleted the product as
it was not upto expectation.
Reference:
Page no - 343
Example:
Computer programmers are suppose to assure that any new software is user
friendly.
Reference:
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Page no - 343
Example:
Apple Computers used fruit inspired colors such as grape and tangerine, for its
IMac PC. Bright colors probably be a disadvantage for high tech products.
68. PACKAGING
Reference:
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69.PRIMARY PACKAGING
It is the essential container enveloping the product which remains with the product
from the time it is manufactured or preparation at least through distribution to
retailers,and very often continues throughout the life.
Reference:
Example:
packaging of cigarettes
70.SECONDARY PACKAGING
This refers to the additional containers that are added for protecting or marketing
requirements.
Reference:
Example :
71.SHIPPING PACKAGING
Reference:
52
Michael j Baker,Marketig Strategy and management,3e,pg.no 363
Uses highly similar packages for all products with a common or clearly noticeable
feauters.
Example:
Reference:
Example:
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Reference:
Example:
75.LABELLING
Reference:
Example :
76.WARRANTY.
Reference:
54
WarrenJ keegan , Marketing chpt 11, 2nd Edition.
Example:
77.GUARANTEE.
Reference:
Example;
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BRANDING
78. BRAND
Definition:
References:
Zikmund / D'Amico, The Power of marketing, 7th edition, South Western, pp-260
The Rolex brand of watches is of the highest quality and precision is what
consumers make out of the brand Rolex.
Brand image is the totality of the perceptions resulting from all experiences with
and knowledge of the brand
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References:
Example:
Brand association is anything a consumer associates with the brand in his or her
mind.
References:
Example:
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81. BRAND MARK
Many branded goods and services rely heavily on some symbol for
identification, such unique symbols referred to as brand mark.
References:
Zikmund / D'Amico, The Power of marketing, 7th edition, South Western, pp-260
The bull logo of Merrill Lynch is something people identify the brand with even if
the name is not specified.
82. LOGO
Definition:
Example:
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References:
Zikmund / D'Amico, The Power of marketing, 7th edition, South Western, pp-260
Trade mark is a legally protected brand name or brand mark. Thus the term
trademark is a legally defined term.
Example:
The Intel inside logo on the computer denotes that the computer runs on a intel
processor and computers that do not use an intel processor cannot use this symbol
References:
Zikmund / D'Amico, The Power of marketing, 7th edition, South Western, pp-260
Definition:
References:
Zikmund / D'Amico, The Power of marketing, 7th edition, South Western, pp-264
Example: coca-cola
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85. BRAND POSITIONING
Brand positioning is the way a brand is perceived within a given competitive set in
the consumer’s mind.
References:
Reference:
Example:
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87. FAMILY BRANDING OR MULTI-PRODUCT BRANDING
References:
Kerin, Rudelius, Berkowitz, Marketing -2nd Edition, 1989, Library of Congress, pp-
260
Zikmund / D'Amico, The Power of marketing, 7th edition, South Western, pp-265
Example: Gillette fusion series of shaving razor gel and cream.
The Gillette fusion series of shaving products use the same brand for the different
products in the product line such as shaving cream shaving gel and shaving razor.
Individual brand is a brand that is assigned to a product in the product line and is
not shared by other products in the line.
References:
Kerin, Rudelius, Berkowitz, Marketing -2nd Edition, 1989, Library of Congress, pp-
260
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Nestlé’s Milo chocolate drink and Kit-Kat chocolates are individual products in
Nestlé’s product line.
89. CO BRANDING
References:
Kingfisher airlines and ICICI bank have developed co-branded credit cards.
References:
Michelin manufactures tyres and Sears are retailers of tyres. Sears tyres using both
the Michelin brand and at the same time use the Sears brand on the tyres from
Michelin.
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91. BRAND EXTENSION
References:
Hyundai initially entered the Indian market as a car manufacturer and later on
extended brand to consumer electronics products.
References:
HUL has two brands Rexona and Axe for the same product-body spray.
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93. BRAND REJUVENATION
References:
When the Bajaj Pulsar brand was saturating the market. Bajaj came up with a
brand rejuvenation strategy and introduced the Bajaj Pulsar-dtsi
Brand equity is the Sum total of all the different values people attach to the brand.
References:
The brand Harley Davidson does not just denote a bike, consumers believe that it is
a statement of your personality and lifestyle.
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95. SERVICES
Any activity or benefit that one party can offer to another that is essentially
intangible and does not result in the ownership of anything.
Reference:
Example:
The offering consists of a tangible good and no services accompany the product.
Example:
Reference:
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Example:
98.HYBRID
Offering consists of equal parts of goods and services is called a hybrid service.
Reference:
Example:
The offer consists of major services along with additional services or supporting
goods
Reference:
Example.
Taj hotels pick the executive customers from where they are.
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100.PURE SERVICES.
Reference:
Example:
101.INTANGIBILITY OF SERVICES.
Reference:
Example:
Car services cannot be seen,for example changing of spare parts in the car.
102.INSEPERABILITY.
Reference:
Example:
Councelling,museum,concerts etc.
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103.VARIABILITY
The quality of service may depend varying upon who provides it,as well as when
and how it is provided.
Reference:
Example:
Variations in fast and efficient services in a hotel depends upon the waiters
104.PERISHABILITY
Services cannot be stored for later sales for use.That is services are not perishable.
Reference:
Example:
105.DIFFERENTIAL PRICING
Differential pricing will shift demand from peak to off peak periods.
Reference:
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Example:
Reference:
Example:
107.COMPLEMENTARY SERVICES.
Reference:
Eample:
108.RESERVATIONS SYSTEMS
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Reservation systems are a way to manage the demand level.
Reference:
Example:
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BIBLIOGRAPHY:
1. Berman Banny Joel Evans, Marketing , 8th Edition, Atomic Dog Publications
9. Lamb, Hair, McDaniel, “Marketing”, Thomson Asia Pte Ltd, Singapore, 2004.
71
14. Stanton J William, Etzel J Michael, Walker J Brule, Fundamentals of
Marketing, 10th edition, Mc. Graw –Hill International editing, 1994
72