Definisanje kanala marketinga II Lekcija. Tržište i trgovina kao osnov teorije kanala marketinga; Trougao tržište, marketing i trgovina
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1 Definisanje kanala marketinga II Lekcija Tržište i trgovina kao osnov teorije kanala marketinga; Trougao tržište, marketing i trgovina 1
2 Šta su kanali marketinga? Konkurentska arena u sistemu slobodnog tržišta skup organizacija, uključenih u procese izrade proizvoda i usluga, i njihovo kretanje između proizvođača i potrošača. 2
3 Šta su kanali marketinga? Dominantni su: Grosisti (trgovina na veliko) Detaljisti (trgovina na malo) povezivanje proizvođača i potrošača 3
4 Učesnici kanala marketinga Primarni učesnici: proizvođači, trgovina (na veliko i malo) i potrošači; Sekundarni učesnici: preduzeća za transport i usluge, agencije za marketing i konsalting, finansijske institucije itd. 4
5 Vrste kanala marketinga Potrošački kanali Poslovni kanali Uslužni kanali 5
6 Potrošački kanali Proizvođač Potrošač Proizvođač Maloprodavac Potrošač Proizvođač Veleprodavac Maloprodavac Potrošač Proizvođač Agent Veleprodavac Maloprodavac Potrošač 6 5
7 Jobber D., FahJobber D, Fahy J, Osnovi marketinga, Data status, Beograd, 2006ta Status, Beograd, Poslovni kanali Proizvođač Poslovni kupac Proizvođač Agent Poslovni kupac Proizvođač Distributer Poslovni kupac Proizvođač Agent Distributer Poslovni kupac 7 7
8 Uslužni kanali Uslužno preduzeće Potrošač ili Poslovni kupac Uslužno preduzeće Agent Potrošač ili Poslovni kupac 8 8
9 Marketing, tržište i trgovina (tzv. trougao ) 1. Trgovina je najstarija u trouglu; kreira i nosi konkurentsku snagu prema kupcima. 2. Tržište prostor za razmenu; susretanje ponude i tražnje. 3. Marketing predstavlja osnovni element razvoja tržišta. 9
10 Trgovina utiče na funkcionisanje tržišnog mehanizma razvija se pod snažnim uticajem potrošača (marketing pristup u kanalima marketinga) olakšava proces razmene na tržištu 10
11 Uloge trgovine Prva - trgovina predstavlja prodajnu snagu proizvođača, i Druga - trgovina je izvor ponude za određene grupe potrošača. 11
12 Tržište kontakt između prodavaca i kupaca vreme i adekvatan prostor na kojem se plasira i kupuje roba po tržišnoj ceni roba se razmenjuje za novac 12
13 Sa stanovišta: Prostora Tržište - podela Vrste robe koje su predmet razmene Stepena homogenosti Učesnika 13
14 Tržište i podela Anatomiju tržišta čine: prostor, vreme i tehnike razmene,; dok fiziologiju čine: ponuda i tražnja. 14
15 Funkcije tržišta alokativna selektivna distributivna informativna 15
16 Tržište i tržišna konjuktura Na tržištu važi zakon vrednosti izražen kroz zakon ponude i tražnje. Konjuktura - talasasto kretanje ponude i tražnje (ako se radi o kratkom i srednjem roku 5 do 10 godina) 16
17 Tržišna konjuktura dugi rok, obično više od 10 pa i preko 50 godina - ciklična kretanja proizvodnje i tržišta (tzv. kondratijevi ciklusi). Prosperitet-recesija-prosperitet 17
18 Tržišna konjuktura Prosperitet- rast proizvodnje i zaposlenosti Recesija smanjenje proizvodnje i zaposlenosti Praćenje konjunkturnih kretanja - za izbegavanje krize! 18
19 Funkcije tržišta Na potrošnju i promet prehrambene robe utiču: Kupovna moć ljudi Stepen urbanizacije naselja Fiziološke potrebe ljudi 19
20 Funkcije tržišta Neprehrambeni proizvodi: Povremeno se kupuju Često zahtevaju izdvajanje većih novčanih sredstava Planiranje kupovina 20
21 Marketing i trgovina Marketing je: usmeravanje celokupne aktivnosti preduzeća ka istraživanju i zadovoljenju potreba ciljne grupe potrošača u cilju sticanja profita. 21
22 Marketing koncept Marketing koncept Ostvarivanje Marketing korporativnih Concept ciljeva The achievement kroz zadovoljavanje of corporate goals through meeting and potreba kupaca na bolji način exceeding customer needs better od konkurencije than the competition Orijentacija na kupce Customer orientation Korporativne Corporate activities are focused aktivnosti upon providing su customer satisfaction usredsređene na obezbeđivanje satisfakcije kupaca Integrisani napori Celokupno Integrated osoblje effort prihvata odgovornost All staff accept the responsibility za stvaranje for creating customer satisfaction satisfakcije kupaca Postizanje ciljeva Uverenje da se Goal achievement korporativni ciljevi mogu postići preko satisfakcije kupaca The belief that corporate goals can be achieved through customer satisfaction Jobber D., Fahy J., Osnovi marketinga, Data Status, Beograd,
23 Marketing orijentacija Potrebe kupaca Potencijalne šanse na tržištu Marketing proizvoda i usluga Jobber D., Fahy J., Osnovi marketinga, Data Status, Beograd, Kupci 23
24 J Proizvodna orijentacija Proizvodne sposobnosti Proizvodnja proizvoda Agresivna prodaja obber D., Fahy J., Osnovi marketinga, Data Status, Beograd, Kupci 24
25 Značaj marketinga u trgovini Uloga marketinga u trouglu sastoji se u: Definisanju ciljnog segmenta kupaca, Promovisanju ponude, i Dostavljanju ponude odabranom segmentu. podsticanje tražnje za robom i uslugama 25
26 Evolucija u oblasti Marketinga 26
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