Tag Archives: marketing concept

Article Review: Marketing “Green” Products and Being a Good Corporate Citizen

This is a homework assignment for my Marketing 5000 class at Webster University. It has not been graded yet.

Carolyn Hasenfratz Winkelmann

Dr. John Jinkner

MRKT-5000: Marketing

6 April 2020

Article Review #1: – E-Marketing, Digital Media and Social Networking

Name of the Article:  “How Social Media Communications Combine with Customer Loyalty Management to Boost Green Retail Sales”

Source:  Journal of Interactive Marketing

URL:  http://dx.doi.org.library3.webster.edu/10.1016/j.intmar.2018.12.005

Article Summary

Authors Lu and Miller examined how loyalty rewards programs (LRP) combined with customer relationship management (CRM) and social media campaigns could increase sales of “green” products in a retail setting.  Concentrating on grocers who sell foods that are marketed as organic, healthy and sustainable, the article explains that while the demand for “green” foods is growing, there are barriers to the acceptance of these products among some consumers (Lu and Miller, 87-88).  Some potential customers hold the perception that environmentally sustainable foods are too expensive, aren’t adequate substitutes for conventional products and are not worth the extra cost.  With additional knowledge about the value of such products, some consumers can be persuaded to give them a chance and be converted to motivated buyers (Lu and Miller, 88).

Because Facebook was the most dominant social media platform in the world at the time of the study, the authors used it to examine the relationship between Facebook content and sales among “green” grocery retailers in a large city in Australia.  Facebook is a platform that marketers can use to practice social customer relationship management (SCRM), an updated form of customer relationship management (CRM) that adds social media into the marketing mix (Lu and Miller, 89).  Intuition and previous studies showed the authors that effective content on Facebook should increase sales.  Their study focused on participants in loyalty rewards programs which are proven to increase profitability if used effectively (Lu and Miller, 90).

Social media gives consumers more control over marketing because they can create and share content rather than just consuming content that is pushed to them by the brand (Lu and Miller, 89).  Both brand-generated and consumer-generated content can increase the level of interest and engagement with a brand, which has a positive influence on actual shopping activity (Lu and Miller, 89, 91).  “Green” products do often require more knowledge on the part of the consumer to realize the value and to stimulate a purchase (Lu and Miller, 91).  Many “green” consumers organize themselves into social media-based communities that share common values and exchange information (Lu and Miller, 91).  Consumers need to be motivated to effectively consume information presented by a brand (Lu and Miller, 92).  It makes sense to leverage the power of social media along with the heightened brand engagement exhibited by long-term loyalty reward program participants (Lu and Miller, 92) to increase the acceptance of environmentally responsible products.  Lu and Miller found that thoughtful SCRM strategies did increase the sales of “green” products to long-term LRP members (Lu and Miller, 97) and that these loyal customers responded more to messages about the health benefits of sustainable products than they did about the environmental benefits or the price (Lu and Miller, 98).

How this Article Relates to our Course

In Chapter 1 of our textbook, “Marketing”, we are reminded that environmental factors that influence marketing can change quickly (Pride and Ferrell, 13).  As we are now suddenly dealing with a global health issue that has severe effects on many aspects of life, one way consumer needs have changed rapidly is that we need supplies to protect ourselves from infection.  Health, physical and mental, is at the top of nearly everyone’s concerns right now.  I work in a store that has a loyalty rewards program, engages in social media marketing, and sells some environmentally conscious products, considerations which made the article I reviewed of particular interest.  We also sell supplies, some in stock intermittently, that customers want and need to cope with the pandemic.  I’m observing and participating in real time how to change course rapidly as we respond to consumer demand as well as reading about it in our textbook.

Perhaps some might assume that such an event in history is a time for mere coping, not marketing.  Marketing concept is a philosophy that an organization adopts when it takes into account not only the needs of customers but the welfare of all the stakeholders that it has an effect upon (Pride and Ferrell, 13-14).  Customers of the store are stakeholders, as well as are owners, employees, vendors, service providers, delivery people, the families of all those groups and the community as a whole. Profiting by satisfying customer demand at the expense of other stakeholders was already frowned upon by many as a business practice before the current challenges we are facing (Pride and Ferrell, 14).  Brand managers would be wise to be wary of being perceived as exploiting a crisis.  For example, businesses that inflate the prices of crucial items or make false claims about the usefulness of products have been reported by name in an article published by the St. Louis Post Dispatch (Stewart).

The article I reviewed is enlightening when considering how marketing concept applies to serving the community in the present time.  Since long-term loyalty rewards program customers are the most profitable customer category for a retailer (Lu and Miller, 92), it is less than rational to reap short-term gains at the risk of offending long-term loyal customers with behavior that is not community-minded.  I hypothesize that a brand that already takes into account all stakeholders and has effectively imbued its organization with the philosophy behind its marketing concept is at low risk for carelessly implementing an action that will backfire because the first instincts of individuals within the organization will be to serve rather than exploit.  Now is not a time to cease marketing but to use actions as marketing while serving all stakeholders with a view to their long-term health and welfare, fiscal and otherwise.

Works Cited

Lu, Qiang Steven, and Rohan Miller. “How Social Media Communications Combine with Customer Loyalty Management to Boost Green Retail Sales.” Journal of Interactive Marketing, vol. 46, May 2019, pp. 87–100. EBSCOhost, doi:10.1016/j.intmar.2018.12.005. Accessed 06 April 2020.

Pride, William M. and O.C. Ferrell. Marketing. 2018 Edition. CENGAGE Learning, 2016, 2018.

Stewart, Tynan. “Overpriced toilet paper, $12 masks: Missourians complain about coronavirus price-gouging.” Stltoday.com, 2020, www.stltoday.com/news/local/govt-and-politics/overpriced-toilet-paper-12-masks-missourians-complain-about-coronavirus-price-gouging/article_4bedcd86-c828-5be2-9f03-c3e010ef820c.html. Accessed 6 April 2020.

My Opinion of What Marketing is About

I found out at the last minute that I had homework for my first Marketing 5000 class which starts in a few minutes. I wasn’t sure how to turn it in (the class is online) so I’ll make it a blog post. Enjoy!

When I was working on an undergraduate degree, I was a participant in Student Government. I wanted to get better at what I was trying to accomplish so I bought and read the book “How to Win Friends and Influence People” by Dale Carnegie. A friend of mine was over at my house visiting and saw the book on my desk. He exclaimed, in a horrified tone, “You shouldn’t read that! It tells you how to manipulate people!” My answer was, paraphrasing, “I don’t think manipulation is the right word. I remember reading in the book you should give compliments to the person you are attempting to influence, but they should be sincere compliments – you should look for something you genuinely admire about the person or the strategy won’t work. Also it says that business deals should benefit both parties.”

I’m aware that some businesses take a “churn and burn” attitude toward their customers. For example there is a retail store I’ve worked for briefly that does not care if the service in the store is horrible because they can always get in new customers by aggressive coupon marketing. At least that appears to be the attitude held by those in charge – I don’t have a statement saying so from them, I’m surmising it by the way the company is run. Their treatment of employees is similar: the equipment, such as lockers and cash registers is always breaking down, the toilets frequently back up and the bathroom stinks almost perpetually. Some of the managers are verbally abusive and don’t give bathroom breaks or answer new employee’s questions about how to do things without an accompanying put-down. As a result of things like that the turnover rate of employees is high which in turn creates even worse service for the customers. I’ve worked at other retail stores that have as part of their “basic beliefs” or “mission statements” goals like “respect for the individual” and “enhancing the quality of life in our community”. In both places the statements of beliefs and philosophy were distributed to all and posted in prominent locations. These businesses are seeking repeat business from customers and want to retain good employees while still trying to meet the challenges of staying profitable.

Dale Carnegie’s urging to make business deals that benefit all involved parties is an example of what is referred to as marketing concept in our textbook “Marketing” by authors William M. Pride and O.C. Ferrell. Marketing concept aims to meet the organization’s goals and the needs of customers through a management philosophy that involves not only the marketing department but all departments and activities of the organization (13-14). In light of this explanation of marketing concept, it’s not too surprising to me that the same company that is willing to treat employees poorly also does not mind treating customers poorly. My Mom and Dad passed on to me the teaching they got from their employer Boeing that other employees are to be considered as “internal customers”.

A business can sometimes legally choose to attempt to meet its customer’s needs while disregarding the long-term welfare of society. For example if a business moves manufacturing to another country to avoid environmental regulations or reduce labor costs, in the short term their profits will go up but society will suffer. We are seeing the effects right now in the coronavirus pandemic of having so many of our needed supplies come from far away. If a company can manufacture goods so cheaply that it’s cost effective to ship them thousands of miles, that might work until there is some kind of crisis that exposes the weaknesses of such practices.

In my opinion, here are some other examples that I’d like business leaders to think about:

  • Can our employees afford to buy the products? If they can afford them, they can use them and tell customers about them.
  • If the people in the target market don’t have jobs any more, can they afford to buy the products?
  • If we force our workers and the community to accept unhealthy conditions, will we always have a healthy and productive workforce to draw from?
  • If I try to take unfair advantage of the providers of goods and services, am I ok with that store or that vendor going out of business? For example, if you nickel and dime your webmaster to death until they have to get another job to stay solvent, will you care if you have to pay to get a whole new web site because you can’t find anyone reasonable to maintain the old one?

We could probably all go on and on with examples! If there is not enough public outrage or their government refuses to hold them accountable, businesses can get away with unsustainable practices for a long time.

In our textbook there is a case study about New Belgium Brewing on pages 26-27. NBB not only put thought into the quality of the product, they think of their employees, the community and the environment as stakeholders whose well-being is important. It’s part of their brand to care for all the stakeholders and they are still profitable and growing. A marketing concept is intended to benefit both profits and the full range of stakeholders.

I can’t afford to do all my shopping at Whole Foods, but I do shop there sometimes when I need something that other stores don’t have. Once I was trying to buy suet for making wild bird food cakes. The butcher at Whole Foods told me they did not sell suet. Since they do some of the meat cutting there in the store, I asked the butcher if I could buy a quantity of fat trimmings to experiment with. He told me I could have them for free and he’d save me some and to come back tomorrow. I did and got a nice big package of fat which helped feed a lot of birds. This employee did not know if I would buy anything from Whole Foods or not, but knew it was in keeping with their brand to provide that service. Whole Foods also donated a quantity of unused plastic containers to Litzinger Road Ecology Center where I am a volunteer. We used some of the containers as suet molds. With actions such as these, businesses can demonstrate their commitment to all stakeholders while reinforcing their brand.

Some consumers probably think of a brand as a name of a product or a logo, but a brand can also include things like sounds, colors, pictures, experiences, environments and actions. A marketing concept can help a business select actions that are good for profits and also for society.