III. PERENCANAAN STRATEGIS DAN PROSES PEMASARAN
14 April 2010
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Kotler on Marketing It is more important to do what is strategically right than what is immediately profitable.
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Chapter Objectives
Tujuan Pembelajaran: Pembelajaran: Menjelaskan batasan perencanaan strategi dan empat langkah Mendiskusikan rancangan bisnis, bisnis, portofolio dan pertumbuhan strategis Mendiskusikan fungsi perencanaan strategis dan menilai peranan pemasaran dalam perencanaan strategis Membuat daftar fungsi manajemen pemasaran dan unsurunsur-unsur perencanaan pemasaran 4-3 Copyright © 2003 P rentice-Hall, Inc.
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Strategic Planning: Three Key Areas and Four Organization Levels
Strategic marketing plan Tactical marketing plan Marketing plan
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PERENCANAAN SRATEGIS Perencanaan strategis merupakan proses mengembangkan dan memperbaiki strategi sehingga dapat disesuaikan antara “tujuan organisasi” organisasi” dengan “kemampuan” kemampuan” dan perubahan kesempatan pemasaran. pemasaran. Langkah yang umum dikenal dalam proses penyusunan ini meliputi: meliputi: pendefinisian misi perusahaan secara jelas, jelas, menentukan sasaran, sasaran, merencanakan portofolio bisnis, bisnis, dan mengkoordinasikan fungsi strategis. strategis. 4-5 Copyright © 2003 P rentice-Hall, Inc.
PERNYATAAN MISI Defining the Corporate Mission Mission statements define which competitive scopes the company will operate in Industry scope Products and applications scope Competence scope MarketMarket-segment scope Vertical scope Geographical scope 4-6 Copyright © 2003 P rentice-Hall, Inc.
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PERNYATAAN MISI
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Can you name a company that has recently changed its product scope or market segment scope in a very public way? Was this an expansion or contraction of scope?
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PERSYARATAN MISI Tidak terlalu sempit atau terlalu luas. Ukuran tidak sempit dan luas menunjukkan lingkup atau bidang yang terkait dengan kegiatan perusahaan. Realistik. Realistik menunjukkan kompetensi perusahaan untuk mencapai misi yang telah dinyatakan, apakah sesuatu yang dapat dicapai atau tidak. Spesifik. Spesifik menunjukkan bahwa perusahaan berbeda dengan perusahaan lainnya, kalaupun menghasilkan produk yang penggunaannya sama. Memotivasi. Bagaimanapun misi harus memotivasi seluruh karyawan ataupun staf untuk bekerja lebih baik guna dapat mencapai kinerja yang lebih baik. 4-9 Copyright © 2003 P rentice-Hall, Inc.
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Can you give an example of a “Star” Star” that skipped “Cash Cow” Cow”, and went straight to “Dog” Dog” status?
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ANALISIS PORTOFOLIO: BOSTON GROUP
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General Electric Model
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Table 4-2: Factors underlying Market Attractiveness and Competitive Position in GE Multifactor Portfolio Model: Hydraulic-Pumps Market
Market Attractiveness
Business Strength
Overall market size Annual market growth rate Historical profit margin Competitive intensity Technological requirements Inflationary vulnerability Energy requirements Environmental impact Social--political Social political--legal
Weight 0.20 0.20 0.15 0.15 0.15 0.05 0.05 0.05 Must be acceptable 1.0
Market share Share growth Product quality Brand reputation Distribution network
0.10 0.15 0.10 0.10 0.05
Rating = (1--5) (1 4 5 4 2 4 3 2 3
Value 0.80 1. 0.60 0.30 0.60 0.15 0.10 0.15
3.70
4 2 4 5 4
0.40 0.30 0.40 0.50 0.20
See text for complete table
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Corporate and Division Strategic Planning Critique of Portfolio Models Planning New Businesses, Downsizing Older Businesses
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Corporate and Division Strategic Planning Intensive Growth
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Starbucks’ Starbucks’ home page: Customers can request a catalog of Starbucks products, subscribe to a newsletter, and shop online
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Corporate and Division Strategic Planning Integrative Growth Diversification Growth Downsizing Older Businesses
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Give an example of a market segment where integrative growth would be preferable to growth through diversification. Explain why one approach is better than the other.
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Business Unit Strategic Planning Business Mission SWOT Analysis External Environment Analysis (Opportunity and Threat Analysis) Marketing Opportunity Buying opportunity more convenient or efficient Meet the need for more information and advice Customize an offering that was previously only available in standard form 4-19 Copyright © 2003 P rentice-Hall, Inc.
Give some examples of companies that have grown to dominate their market segment by using technology to make buying opportunities more convenient and efficient.
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Business Unit Strategic Planning Marketing Opportunity Analysis (MOA) Can the benefits be articulated to a target market? Can the target market be reached with costcosteffective media and trade channels? Does the company have the critical capabilities to deliver the customer benefits? Can the company deliver these benefits better than any actual or potential competitors? Will the rate of return meet the required threshold of investment? 4-21 Copyright © 2003 P rentice-Hall, Inc.
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Figure 4-7: Opportunity and Threat Matrices
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Business Unit Strategic Planning Internal Environmental Analysis (Strength/Weakness Analysis) Goal Formation Strategic Formulation Strategy
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Business Unit Strategic Planning Porter’ Porter’s Generic Strategies
Overall cost leadership Differentiation Focus
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Travelocity’ Travelocity’s Web site helps the consumer plan the whole vacation – flights, lodging, and car rental.com
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Business Unit Strategic Planning Operational Effectiveness and Strategy Strategic group Strategic alliances
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Business Unit Strategic Planning Marketing Alliances
Product or service alliances Promotional alliances Logistical alliances Pricing collaborations
Partner Relationship Management, PRM Program Formulation and Implementation 4-27 Copyright © 2003 P rentice-Hall, Inc.
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Business Unit Strategic Planning Feedback and Control
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The Marketing Process Steps in the Planning Process The marketing process
Analyzing Market Opportunities Developing Marketing Strategies Planning Marketing Programs Managing the Marketing Effort AnnualAnnual-plan control Profitability control Strategic control 4-29 Copyright © 2003 P rentice-Hall, Inc.
Figure 4-10: Factors Influencing Company Marketing Strategy
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Product Planning: The Nature and Contents of a Marketing Plan Contents of the Marketing Plan
Executive Summary Current Marketing Situation Opportunity and issue analysis Objectives Marketing strategy Action programs Financial projections Implementation controls 4-31 Copyright © 2003 P rentice-Hall, Inc.
Product Planning: The Nature and Contents of a Marketing Plan Sample Marketing Plan: Sonic Personal Digital Assistant
Current Marketing Situation Opportunity and Issue Analysis Objectives Action Programs Financial Projections
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Product Planning: The Nature and Contents of a Marketing Plan Implementation Controls Marketing Strategy Positioning Product Management Pricing Distribution Marketing Communications Marketing Research
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