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Overview of Marketing’s Distinctive Features
Carol Bryant, PhD
Social Marketing Definition
• Uses commercial marketing technologies and theories
• Brings about voluntary behavior change
• Targets specific audiences
• Promotes social good
• Promote socially beneficial behavior changes
• Promote protective behaviors
• Prevent risky behaviors
• Increase utilization of community services
• Promote new policies and standards
Distinguishing Features
• Marketing’s focus on consumer and commitment to deliver products they truly
• Use research to understand consumers’ needs and desires
• Use of marketing’s conceptual framework to develop strategic plans that serve as
the blueprint for success.
Consumer Orientation
• Commitment to understand consumer needs and wants
• Use understanding to make marketing decisions
• These make up a comprehensive strategic plan
• Serve as blueprint for intervention or program
Consumer Research
• Existing data
o Program data
o Reports
o Published information
o List serves and newsletters
o Other databases -
• Data Collection
Marketing’s Conceptual Framework
• Satisfying Exchanges
• 4 Ps and competition
• Data-based decision making
Exchange Theory
• Exchange time, effort and other expenditures for benefits
• Essence of marketing: Create, communicate and deliver value
The Four Ps
• Product
• Price
• Place
• Promotion
• Actual product - behavior
• Core product - What we’re offering people
• Augmented product
o Tangible objects or services
o But not educational materials
• Recognize competition always exists
• What they are currently doing
• Inertia
• Opposing values
Product Price
• Money
• Time
• Pleasure
• Loss of self esteem
• Embarrassment
• Psychic hassle
• Others
• Place consumer will
o Practice behavior
o Acquire tangible objects
o Receive services
• People and organizations that provide consumers with services, information, support
• Messages: Attention-getting, memorable and persuasive
• Information Channels
• Spokespersons
Data-based Decisions
• Which behaviors to promote
• Which subgroups to give highest priority
• Which benefits to promote
• Which costs and other factors to address
• Where to offer products and who can support the behavior change
• How to promote the product
• Audience Analysis
o Problem Description
o Market Research
• Market Strategy
• Program Development
• Implementation
• Evaluation