Individual Product Decisions PDF

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BACHELOR OF COMMERCE IN MARKETING AND BUSINESS MANAGEMENT 2ND YEARS Marketing 2A Study Unit 3: Individual Product Decisions Purpose of study unit 3. The marketing mix reflects the tactical tools that are used by marketers to implement their strategies. In this study unit student examine how companies develop and manage products. The student will focus on the product decisions Study unit 3: Outcomes 

Understand the important individual product decisions

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Understand the product attributes such as features, quality, style and design

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Identify and discuss the benefits of branding

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Identify and discuss the key branding decisions

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Discuss the options available with regard to brand sponsorship

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Explain the use of packaging paying attention to the use and role it plays

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Discuss the value of labelling

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Understand the importance of product support service

Individual product decisions Individual product decisions required can be sorted into five categories or stages. Firstly, we look at product attributes. Branding and packaging follow. The individual product decisions are completed by labelling and product support services.

Source: https://www.google.com/search?q=Individual+product+decisions&sxsrf=ALeKk02Y8S1bjN6eqv_6NDxb

-6ukON_Ttg:1583828081568&source=lnms&tbm=isch&sa=X&ved=2ahUKEwimp7xu4_oAhWS2BQKHd6qDLkQ_AUoAXoECA0QAw&biw=1366&bih=657#imgrc=AkBsC4TQm31w5M PRODUCT ATTRIBUTES 

Individual product decisions start by deciding on product attributes, this, in turn, means that the development of a product starts by defining the benefits it will offer to consumers.

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These benefits are communicated as well as delivered by the product attributes.

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In stage one of the individual product decisions, we define the product attributes, such as quality, features, style and design.

Product Quality One element of the product attributes is the quality of the product. Although quality can be defined in many ways, we can define it as the characteristics of a product or service that determine its ability to satisfy the customer needs. Therefore, the quality is one of the most important individual product decisions. It has a direct impact on the product’s (or service’s) performance. It is directly linked to customer value and satisfaction. So, we could say; Quality is when the customer is satisfied and will come back. Product Features Another product attribute that is highly important for the individual product decisions is that of the product feature. Obviously, we can offer a product with varying features. A low-level model, without any extras, or a high-level model, with a lot of features. In fact, product features can be seen as a competitive tool for differentiation. By features, we can differentiate our product from competitors’ products. Product Style and Design Individual product decisions also include the product style and design. Clearly, we can add customer value by means of a distinctive product style and design. While style describes the appearance of the product, design goes deeper. Good design does not only contribute to the product’s look, but also to its usefulness. In order to find the right product design, marketers should investigate how customers will use and benefit from the product. BRANDING 

The second stage of individual product decisions. A brand is a name, term, sign, symbol, design or a combination of these elements that identifies the products or services of one seller and differentiates them from those of competitors.

Example: look at Coca-Cola. If you buy a bottle of coke, you do not only buy the pure beverage, you buy the brand. You buy it because you know and value the worldwide-known brand. 

Therefore, branding adds significant value to a product. In short, a brand is so crucial because customers can attach meanings to brands and develop brand relationships. Branding also helps consumers identify products that might benefit them.

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Today, branding has become so strong that hardly anything goes unbranded. Even homogenous products such as gasoline or salt are packaged in branded containers or sold as a brand. Likewise, even fruits and vegetables are branded: on many apples, bananas and other fruits and vegetables you find the brand, such as Chiquita Bananas or Pink Lady Apples.

What is a brand 

A brand is a name, term, symbol, design or combination thereof that identifies the seller’s brands and differentiates them from competitor’s products.

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Ogilvy and Mather’s late CEO, Robin Putter, described a Brand as “a product that has earned a place in a consumer’s life through perceptual experience, beliefs and feelings, to the extent that a relationship of consequence has developed.”

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A brand is about the intangibles, such as trust, friendship, loyalty, memories and belonging. Good branding can lead to an emotional bond between the consumer and the product. This bond can sustain a product for many years. Example: Nederburg wines and Mrs Balls Chutney have been going for +150 years. They have heritage and are authentic to themselves, and this strikes a resonance with the consumer who knows intrinsically what they are going to get.

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A brand can be verbalised, felt, experienced and includes letters (e.g. MTN, CAN) and/or words (e.g. Nandos, Edgars) and/or numbers (e.g. 3M). Those that cannot be verbalised are called the ‘Brand Mark’ (e.g. the ‘tick’ used to identify Nike).

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Branding is often the main tool that marketers use to distinguish their products from their competitors’.

Branding decisions Branding consists of a set of complex branding decisions. Major brand strategic decisions involve brand positioning, brand name selection, brand sponsorship and brand development. The four branding decisions are:

Source: https://marketing-insider.eu/branding-decisions/ Brand Positioning A brand must be positioned clearly in target customers’ minds. Brand positioning can be done at any of three levels: 

on product attributes

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on benefits

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on beliefs and values.

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At the lowest level, marketers can position a brand on product attributes. Marketing for a car brand may focus on attributes such as large engines, fancy colours and sportive design. However, attributes are generally the least desirable level for brand positioning. The reason is that competitors can easily copy these attributes, taking away the uniqueness of the brand. Also, customers are not interested in attributes as such. Rather, they are interested in what these attributes will do for them. 

A brand can also position its product based on its benefit. The car brand could go beyond the technical product attributes and promote the resulting benefits for the customer: quick transportation, lifestyle and so further.

Brand Name Selection 

When talking about branding decisions, the brand name decision may be the most obvious one. The name of the brand is maybe what you think of first when imagining a brand. It is the bases of the brand. Therefore, the brand name selection belongs to the most important branding decisions. However, it is also quite a difficult task.

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Although finding the right name for a brand can be a challenging task, there are some guidelines to make it easier. Desirable qualities for a brand name include: 

It should suggest something about a product’s benefits and qualities. Think of the wadding polish “Nevr Dull”. The brand name indicates the benefit of using this product: the treated metal will never be dull.

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It should be easy to pronounce, recognise, and remember. iPod and Nike are certainly better than “Troglodyte Homonculus” – a clothing brand.

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The brand name should be distinctive, so that consumers don’t confuse it with other brands. Rolex and Bugatti are good examples.

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It should also be extendable. Think of Amazon.com, which began as an online bookseller but chose a name that would allow expansion into other categories. If Amazon.com had chosen a different name, such as books.com, it could not have extended its business that easily.

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The brand name should translate easily into foreign languages. The Ford Pinto line had some struggles in Brazil, seeing as it translated into “tiny male genitals”. Or the Mitsubishi Pajero, which means in Spanish “man who plays with himself and enjoys it a bit too much”. More famous: Coca-Cola reads in Chinese as “female horse stuffed with wax”.

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It should be capable of registration and legal protection. In other words, it must not infringe on existing brand names.

Choosing a brand name is not enough. It also needs to be protected. Many firms attempt to build a brand name that will eventually become identified with a product category. Examples for these names include Kleenex, Tip-ex and Jeep. However, their success can also quickly threaten the company’s rights to the name. Once a trademark becomes part of the normal language (called “genericization”), it is not protected anymore. For that reason, many originally protected brand names, such as aspirin, Walkman (by Sony) and many other names are not protected anymore. Brand Sponsorship

Branding decisions go beyond deciding upon brand positioning and brand name. The third of our four branding decisions is the brand sponsorship. A manufacturer has four brand sponsorship options.

Sponsorship Options 

A product may be launched as a manufacturer’s brand. This is also called national brand. Examples include Kellogg selling its output under the own brand name (Kellog’s Frosties, for instance) or Sony (Sony Bravia HDTV).

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The manufacturer could also sell to resellers who give the product a private brand. This is also called a store brand, a distributor brand or an own-label. Recent tougher economic times have created a real store-brand boom. As consumers become more price-conscious, they also become less brand-conscious, and are willing to choose private brands instead of established and often more expensive manufacturer brands.

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Also, manufacturers can choose licensed brands. Instead of spending millions to create own brand names, some companies license names or symbols previously created by other manufacturers. This can also involve names of well-known celebrities or characters from popular movies and books. For a fee, they can provide an instant and proven brand name. For example,

sellers of children’s products often attach character names to clothing, toys and so on. These licensed character names include Disney, Star Wars, Hello Kitty and many more. 

Finally, two companies can join forces and co-brand a product. Co-branding is the practice of using the established brand names of two different companies on the same product. This can offer many advantages, such as the fact that the combined brands create broader consumer appeal and larger brand equity. For instance, Nestlé uses co-branding for its Nespresso coffee machines, which carry the brand names of well-known kitchen equipment manufacturers such as Krups, DeLonghi and Siemens.

Brand Development 

Branding decisions include brand development. For developing brands, a company has four choices: line extensions, brand extensions, multi brands or new brands.

Line extension Line extension refers to extending an existing brand name to new forms, sizes, colours, ingredients or flavours of an existing product category. This is a low-cost, low-risk way to introduce new products. However, there are the risks that the brand name becomes overextended and loses its specific meaning. This may confuse consumers. An example for line extension is when Coca-Cola introduces a new flavour, such as diet cola with vanilla, under the existing brand name. Brand extension Brand extension also assumes an existing brand name, but combines it with a new product category. Therefore, an existing brand name is extended to a new product category. This gives the new product instant recognition and faster acceptance and can save substantial advertising costs for establishing a new brand. However, the risk that the extension may confuse the image of the main brand should be kept in mind. Also, if the extension fails, it may harm consumer attitudes toward other products carrying the same brand name. For this reason, a brand extension such as Heinz pet food cannot survive. But other brand extensions work well. For instance, Kellog’s has extended its Special K healthy breakfast cereal brand into a complete line of cereals plus a line of biscuits, snacks and nutrition bars. Multi-brands Multi-brands mean marketing many different brands in a given product category. P&G (Procter & Gamble) and Unilever are the best examples for this. In the USA, P&G sells six brands of laundry detergent, five

brands of shampoo and four brands of dishwashing detergent. Why? Multi branding offers a way to establish distinct features that appeal to different customer segments. Thereby, the company can capture a larger market share. However, each brand might obtain only a very small market share and none may be very profitable. New brands New brands are needed when the power of existing brand names is declining. Also, a new brand name is appropriate when the company enters a new product category for which none of its current brand names are appropriate. As you might have recognised, these four branding decisions are all interrelated. In order to build strong brands, brand positioning, brand name, brand sponsorship and brand development have to be in line with each other. PACKAGING 

Stage three of individual product decisions. Packaging refers to activities of designing and producing the wrapper or container for a product.

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The packaging of a product is a more important decision than you would expect it to be. Traditionally, the primary function of a package was to hold and protect the product. However, packaging is nowadays an important marketing tool.

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Packaging must now perform many tasks, which include attracting attention, describing the product, and even making the sale.

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Poorly designed packages can harm a lot of businesses. For instance, hard-to-open packages such as DVD cases with sticky labels or sealed plastic clamshell containers do not contribute to the buyer’s satisfaction. Indeed, customer frustration is often the result.

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It is also important that the packaging decisions of a company takes into consideration the environmental considerations. “Green” packaging, meaning the use of environmentally responsible packaging materials, becomes more and more important and adds value to many products.

How packaging is used 

The primary purpose of product packaging is to protect the product from damage. Product packaging not only protects the product during transit from the manufacturer to the retailer, but it also prevents damage while the product sits on retail shelves.

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Secondary packaging is intended to protect not only the product, but also the primary packaging, which often is the packaging most visible to the consumer in retail displays. The most common examples of secondary packaging include cardboard cartons, cardboard boxes and cardboard/plastic crates.

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Tertiary packaging is used for the protection and shipping of a product. Any company that ships any kind of good uses tertiary packaging in the distribution process. ... Its purpose is to protect its products, and facilitate their delivery from Point A to Point B.

The role of packaging 

The true function of product packaging is to protect the product during shipment from the manufacturer to the store selling it. Packaging is also a form of protection as the product sits on store shelves waiting for consumers to come along and purchase it.

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Product packaging also plays a vital role in the branding process of the product. Branding can be defined as a symbol, wording or another type of mark that differentiates a product or business from its competition, and branding is an essential part of marketing for many products and companies. Some products carry different branding, depending on the market in which they are sold, especially in different countries

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Packaging can help sell the product because it provides space for sharing information about the product, such as nutritional information, usage or directions. For example, some packaging contains marketing messaging on the front to attract customers to pick it up and look at the product. In essence, the packaging can help to paint a picture of how the product benefits the customer. When developing a product in a new market, it is important to conduct market research, such as focus groups, to determine what is appealing to the new market. For example, preferences of colors, pictures and labels on products can differ from one country to another or from one group of customers to another.

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Packaging also can share information on the features of the product. Size, measurements, uses and more printed on the packaging of a product can help customers decide if the product fits their needs. For example, if a customer is shopping for an under-the-sink garbage can, he needs to know the measurements of a product to make sure it will fit under his sink. A package box or label that details the height, width and depth of a garbage can on a store shelf can help the customer quickly determine if it fits under his sink--ultimately helping him make the decision about whether to buy it

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Packaging also can help customers identify the products or companies they are loyal to. For example, if a local restaurant decides it wants to sell its famous salad dressing in retail stores,

the salad dressing packaging and label may carry the restaurant's logo, name and color scheme. Using packaging that carries the same brand helps customers of the restaurant identify the brand when shopping at the local grocery store. LABELLING 

Stage four of individual product decisions, labels perform several functions and are therefore one of the important individual product decisions.

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The most straight-forward function is to identify the product or brand. But the label can also describe several things about the product: who made it, where and when was it made, the contents, how it is to be used etc.

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Finally, the label can promote a brand. It supports the brand’s positioning and may help to connect with customers. By a brand logo, the label can add personality to a brand and contribute to the brand identity.

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However, a label should only show and state what is true and what the customer can rely upon. Misleading or deceptive labels must be seen as unfair competition. If labels mislead customers, fail to describe important ingredients or even fail to mention required safety warnings, legal consequences are likely to follow.

PRODUCT SUPPORT SERVICES 

The last stage (five) of individual product decisions. Usually, the company’s offer includes some form of customer service, of product support services.

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This can be a minor part of the product or a major part of the total offering. Product support services contribute to the augmented product, as defined by the thr...