__Gatrornu Value ov Custtorns porcieweed Value | —— the fptal cursremey cod Ht the Mele a = Roe AL nc boy te CASO ins oy dlaived q | Peres wing | —_ HE Choitar Cneilable inthe mi - = Gabon” we by She Me teak oe oats the Coan, 5 Yenafjute oe cin the proclud BW Mra benogik prod, Wh Bile diyposnse ble the um — ae = v Total Customes. lencle Cost: ive lndhe 4 coy Curtomren es be inauw w evelucng Stresrie, uring S dgpesing Of the given mnt Sewn sy inelerding ronda value, tims, enrengy 4 Psychologica Cosi: Liogfreyy: Copreupn Npse lo Cia fob ent . Mavelea Cort- Ahe liewal Cost, omax patil pro peuficl > boy the fe a ¢ + Time Cost - tine reid ng Customer| through tee beating poten Y Energy Coot - Jon fo the ena Spent ine leoltind Bor ow ge iJ bing te probed The pips ovech by aM eugtome, enway Coot incustecl - or Totes Coston / benepit Conse dared an the percievech weenie] ae ede SeegnermiCy Jenchorel he Rsv hao yea benefice -thad the Customer expect Oromo given matt ojering becaum & | the products semicn people * image. + Product benahit- Conmne Ueiewr by wring, ce, ETT the purport ofthe pact | or Uncthat @nkor potenhal curtdas fo bo une tre proclucl + Sei benapiur - aombJjovany sevice 4 tring Ha peach onrantadl € J amis, instuchor, help oti + fersonnal loonie Recievech Value oy the pemonnal inthe Syslinn , imvotvedt ire the buying h woe poco. £4) aristanee Sales Personnel, Spud vith, doe proce! that orden the experience DALIAATIAN. Pchoteal Cost exerhon that te ¢ Haken | brand nome to buy 5s use the proclut Onobeds (Orit ieee 4 om the p JY Mavteting + - _ eunemers fo owls Pits —_—_Pedyptobbe atlobionsiurs, ds Oxale — 5 Contewmes equ Cantons dabight : Needs: _ a a . Bets —— vutdly takLar > see cut Shoged e callin dial ee Demands i- bbe : “Hoon Wns ab basa by ning per ee eo eos ere ae erere DALIARTIANBate: andcetin Maen - he rniethice nq mare attention to the speci roduc aco poypng, mere attention (ie produc a compe + a _ ___ayerton te tothe bene ils A experience producad 7 hk produits Montel - ~ Costomer Value Dior a shale = 1, Selecting Customers to Sewe- — yan rrwst deci wha it will gene ~ Durding! mmastad inte seqrnenth (mick seyrentation) - Selecmna wrasleet Seqmmant ( 4a%: asl ting ) 2 Choosing oO Value Proposition- ; i - teow cernyant unl gene the toaqet males = Dipyoursiaar’ I Pemror in rmastittpla (Om competitors ) = Value Qrepenhen Ua -tha sek of benemils or Values acompany promises to = dates © tenner 1 Sang han nace: v i Managemant Orentotion- : Dewigne Shraleaien thok wilh erege dongat customers PD pote boii papitane wlahiondups ulihthamPm LETTS ML Cue Coops 5 Sag co Co ones 6] the Shalegic plann = a = a d F jevoreer =o Straleic p ieroing 4 corse ex epper hauties we — Miewion Statiment’- oS Stedin be Pirpon of te oqh es have MS ete et fa : 2 eel seencsseront ooo = Bron wereqe shovel hve oys urgent fortuna Rane. eon Haas halps on org astocale (tS tha mbps ay clu atop om anabiyies “ pena pose DL eiatoas Erato Ant rol / Exes a= af hg 6 parias is apelin 4 qo ae Demeying the burinan peorgeus = 7 as = Pooving rosteabing rot pnckoral Siialaqes 1 4 — it exis Bory pout H NMonpaet pul a, jae Teg Companies Objctiver reel FO tun 15’ M6 inks cleteulecd ech Supporting bjs Porerch \ Bx one rook rvissor~ Lance too biewarehy oft inthding buenen Ob ecb ves Mie Is then cope DALIAATIANhe ae . ees 28h s 4) Company yrs woh one oli Sows ren Crowd Neue mow, en ov wo investrrent 2) At nur shape. Qube peetgte hoy cee etn Gheliqes fers GF clounsvems Bea Madbaix * a a Mel exoutis. Smet Ghose 5 Poche te cock, Otre oF dle-ivet or stoptre fracluck } Burns p protqous - the cottechow maf burnt >A protac trol camgors]® aunty. IU cusrerd turner cS oo ollovs Company to olalirnine Liittun came Shovel invent Queation moat ares Stars | = (Julie torutentinaly Corre |= Stoure te product Ueeyele _ : oe | = 7 Sa Zithe, invest on I enalen iP Stan O¢ Ean by eoman | Peis El Deinvest % rratte it dog (vos Saving : 7 Dogs Costs Cows = Gato} Bodtock peeyete z Maile of Pactuck Norte z - Bensly uae [ oink = Con ae ne Ns Longe rand or rg = Une Wil mand oncrncastig = _Divewt = Ofornina RSL Cow Het Mkt Shoe DALIAATIAN LIZLITIS VTP P7T7277VIP77PPVPIIIIPIPPPPRCina mar ee peer — fire wate It's producls inv the. Cri err cor be dare though — = Decramna prices to alhadk enistng [rua Customers 7 > Arerwaning' promohae In disGibuton eff ping compel on Sarre miploce J 2 Met Development:- i: = Aen sleoleps ois prove! to eb erilati & raw rot we ens ng prooels ' — expanding Ws new Jeoperpiver. customer dearsnts , Leigonr = _Socemsyul 'p ) fhnwa cure proprel teehnrotegy thatit cen Lrewge ¢ : ! int new micls 2) Conroe inves mick oak prvyitesie 8) Coresmnes Leheviey in new yatl5 eloes not Olviali toon Qrom exiving Kt Cen be prey ere Coluir4 soto oly watomner Segment Srlning new clewrestc mit nn foitign mick —— U Sy, Prectuct Development = : A clinebaps new prelut 49 cal» to eniehnay mick eT | f by cheveLo pnroet Fh expansion A Prextuat ren nvower eaters\e Surconchy * develo? f + ee Pctack Shalety dewetoprend — wher Ginrns have. strong enclerstancing ‘1 — we Cuununl mt 9 Os able 12 previele innevane sotto ty Lee nt Ot aE pusk the neeels Of enema on “aa DALIAITIAN Zzbe olor Anoude »- > Anwetrrant iv RID > Rortrrps witty witty olhwe int fo goin tear to chist chonmel orbroweha - > hey nif Competitors rsh > mrenging | feroven fo Ceolé nem Prot. 4 Diversion ais a! — inves enon row ant wile sre prodiat -_ *Ristiest shalagiy ~ Retautsd livernpieation.- Poiental © cyroqie be peodirach bolus exiting brurinen nas pe Joved ss - Unrelorial eee Now potentio$ snenaien | Developing an Anvegrala teting Mine 405. Anclocles - = Product (Vaniett, Quatitf, Design, A colind renal nares Sewictn) Prien ( Acbaness, Paxynard Peved, Cedt ints, Pbewances) - Promotion (Bebnteing, Perroral sebling , SalaPromotion, Toblic ntlesions) - - Place Lehanrela Location, Legitics, pare ortetion):Chapter #3 Anal ping Maikeling Erviconrmonl a ma 7 Asscrsrment ¢) EnvrronmeaT Anlemak> Swot _ sons : Sa Exlorol—> PESTEL st __ Maxkebing Environment co Ae te “oe ors [Joven cubmels te mavleh obpechven © huicl A monte | 7 ~ ef Ae = mraskeend Emironment = Cloae kobe Jescrraclox ov Jencs thal ore ett the Conboi Gis Ereployee Leadlesny onivelseky, corto Lal i ing erg [compen rehiors Onli! comgesiton gereaite USP 6 Baca A 1 ray maleic -» supple 8 menagerrart aby coking Antormech fics s,_ fone Customer lenbiic 9 é VU Emptoye» ache! 4 renciel linesiertonay!) Gout 5, Mecha ( Ceebritien nesen ) 4 Crvcrment (lege fae, sae] — DALGAATIAN > ~o = aa — Aebermecienuer + iinvonemert higher 5 ete [tei abesians = means Iupocod list Quan 7 5) ay al ~ Prowotion- : - = Penal Aabernedios : > —_ Adwak ov pokenkal raleiat ko 1 imp on ong etoile hoaclvee 2% obj = Gitzen [load £ Antewal ( Leap labor, Unoa }Date:) RT * Date: Chapt: Conssmer Martel Slee One bu le te oO mich when inahivs — icbwe ¢ Pure iG ‘ Gomer Nos tn tnmalln oaymalh Regen wee Boe — burner to Convers / Cuttomer J FB —> bunan & beswen (aball prapore) __- Resonal : = hewrebold _ Model of Consumer behaviour: Ahe_eeviconment ————> _ Buyers blacle box ——__> Buyer sexpenser Ps Otte. = Boyes Chawaclisicn —_— Boyd athitatle 4 —Frlsct —— Eronomé = =“ cheision procs, Peewee = Rice = Technologial nj tvenccl ~ Pachase behaviour: = Promotor Bison. Sociol teow sock, lhe be boyer boy, = Place ~ culbirel CutleaS or Rychologicel lors hare, where A how omuebe Buyer's decision Process :- = branch A Conspanty Ned Recognition Blabiomstip hehoviouw a) Anterrad Stirmati ( Ryschotogical maze potagicatnudlele) ave ox “Ne Nxpante 2) Exeunal Stimadi (4°) : 2, Anjomation Seach: 2) Comical Source (Social mmecler, websilis ) 6) Resa Saves (Pine Qomily J 2 Eel lastasnel itng talogoca) cc DALINATIAN| Date: 3, Cratuation of 1s ‘ - Gse- benepit pe foes - Cakegorire . 4, Purchase dlecision = ; = Aik Totes fetes 7 = rerpectidl siaeibm factoT Bot fechose belrovious- 7 SNPS (net promohng Store) Cantonew (eudlboele tore 4 ow ee : — 0-4 Dehracton - = Fb/4— favive - - 8-10 —> fromoteG buyer Decision prim at New Proclyet :- I 4 Aereron 2 Andee 3, Evaluation 4. Trick 5 AdoptionEEE Ee Concimar Movtns 4 i itt » “So Date: “S © lipid by, en oe ° . Higiv Anvestment__ Lous Anvewiment . S lal ] Seren ay % ales E t a = O camong brane | Crp by Seking > Say, ve : : ” enyeotibbying bebowor | ot | ” [ ahi peed —— ” Few eiygameng | Dissonanct, Habiuiak fenene Dante _ 8&8 \ 88 | = . Bivpe } - i. : ae Social Nyackra :- lrotocicadl acl: Pept fen Tica Got = Meinestiow 1 ae = Leaning a _ Beta | Buc oa = Big Natico [begs a ke = = Fubsulliers s eos a 9 - = = Sabi - DALIAATIAN_ - ri behower 7 ~ — Mupes whee ov “Rochon a nain Postini’ rodinal Nerowisa I er perent a oa : ~ alee be am pA sie Prolemend= Dg a ~~ - > exo but levee loayew _ > he “Oe Den 4 ; TO Nua «! MO. Aueialiae Yes : —7~ > Pe Mou 9 saQearionall RachArina, eypet —* tory Tepes e} decision In Oleeinen Procein~ TR Tate roe torpin lovee dlecictow —B _3 Mou Momalired : nM, Bouninayy Bryer Behaviors __tejente Loui ledhauin Of org tha buys Govsds | Serer Dov ure ins 2 uecbhvr 4 athens Prooluc frowion that om Soul b others Model 4 usire® buys loehaviow:- Aho. ereironmart : = sant oa, Sta Othew Stimuli Boya o4 Busjew maponser : ~feonornied boundary, — Pact Berice Choice —Technotorrcal a - = Supa Cho ke — Promotion = feta = Orde erie = Colla - Daa = Comgelint : _— = Senter mat = SS s BEDate: Tapas of ing sihedion t= 7 i ; : ee 1 Shas =e routinely rocks Sit without any mudiDvechan. é 4 Moke febooye buys wont to Meokdry prac! sprejpiccion Pra, Loin Ouse, 4 MS EPs : § Newton Page Pnchere 0 prctuch/Seuses Jue Brat tine ss Pertrapoat in business lousyng prose a : v Users Meroe 6 bustralorg 9 sha wah esholly ue Rrchaseed Pet Sic Anlvencans - tho oes bua a cen ies hlp dapine sepexipteshns are Provic njo Jor eNalvediney all's 3, a Whe mrale ootied Prchare 4 olecclens - eho hove Yormat inffovret power tap prove Dire suppliers / Ss Goda kaspers— whe Conte Mow | Bye co othes , Ar uence om business buyers f Environmentok Orqanieatoral Antepersonel Andlividea| O4tun f Camnemic declopmanls Bo Patho hee faa, Sey Condlitions, foticien Glaliis edweation : fs Techontenjad caging Precach Aeros polamhen ‘ © Votitical % J ‘ i Aagubiow Org ati Poreticchen Penerabile ‘ Competitive Spam Risk abides Calla [Cantona “ a s ~ » an * DALIAKTIAN -Consumer Mastrnt a Date: ) , , , Bosinawe Procens i oe ‘ni Be BobumJreed thot Irak con Jou pra Costern fae ition) | _ Stage 2 - rental De Clesonprions Coujen erenibes Chora ckersten it Oy lG 4 receleal ium) oa Stes _ Stee 3-8 Procloct Specgheanon | Cougrajon le sof enki specjion Ma i a=" Chanacliwher Mow receleal ilu) — Stage u- Supple Searelu ( Ioujersb hrc Iaest Vendon) StaneS- Roporok Scuictahon { touye r= inwle5 Ayalified seyplen fo fo cteuligent) Stage b- Sogpves Setechion | bupereciews propand In Seleot ‘Sppliees)_ Sage t-Onbe pouhre speaiyierhon (bumper waits role wither eco | Stoqe $- Patporwnones naview Us anh Pes jpormemen D7 He supple) U Cas Cone ore? Barren ayer E-Procuntrment = _Mions prchoving through eleclive Comechion bles burgers [seller oe — Gives buyer acer be resoppucon Lowen Puchong Onis hantara otelen " proceming Ht rent Anoftubenal Mkts -- Qarools, heap) rumen iam, Risers & Sthen that Povick qoocls Dy Serivse bo people ine the Coke Chovesnmental Mk Si GrovirmunsobUnls — dined, stoks Fr local thot purdhave o herd gooels | Seniess Fi er baron Quchane ef Je -