Marketing Strategy is choosing of potential target customers and preparing Marketing Mix or Value Offer (the mix of poduct, promotion, price and place, 4Ps, and in the case of services and retailing services, 7Ps) for these customers. Logistics is the major part of the Place submix.  Actually the breakdown of the concept of Value Offer or Proposal can be expanded into two interrelated marketing subfunctions;(1) Obtaining demand (promising to sell) (2) Servicing demand (fulfilling demand, keeping promise, satisfying customers, delivery, logistics). Marketing management, in a sense, is Promise Management.  Products, and/or the Value Offers, even persons, could be transformed into a brand through appropriate conduct of Promise Management. “The Promise” consists not only the “obtaining demand subfunction” but also the “keeping promise” part or the “logistics subfunction” of marketing. In other words Value Offer could gain worth through the collaboration of whole 4Ps where logistics is the lifeblood and main driver.  “Brand name” is a sub element of product submix which is a part of the Promise (obtaining demand) and of Value Offer as well. Brand name alone is not the brand. For a brand name to rise up to what is called  the  ulterior brand, the firm  should go the extra miles.A brand name turns to be a brand only after the whole Value Offer is accepted and demanded by customers  many times over and over again, making the brand name identical with the Value Offer. Branding, a strategic process, starts with a promise to   provide a Value Offer to potential customers and keeping the promise by fulfilling the promise properly. Through this many repeat customers and thereby sustainable brand equity could be created. Therefore Brand equity is comprised of repeated orders and repurchases of satisfied customers over time   because the firm continues to keep its value promises uninterruptedly.   Achieving and maintaining a position superior than competitors is at the heart of “strategic marketing” and “Promise Management”.   Underneath this whole process lies the trust created in customers through successful Promise management which also includes continuous renewal of the value Offer over time.  Since “Fulfilling Promise” or “delivery/ logistics” is the equally important half of the Promise, ceteris paribus, mainly the strategic role of logistics will be brought into focus in this paper.  The purpose is to clarify the role of logistics in Promise Management and branding through a new and simplified model. The role of Information Technology in realization of Promise Management will also be analzyed. This descriptive model could be regarded as a preliminary contribution to the branding.

Key words__Logistics, marketing, marketing subfunctions, promise management 


Prof. Dr. Ömer Baybars TEK -

İktisadi ve İdari Bilimler Fakültesi, Uluslararası Lojistik Bölümü
Selçuk Yaşar Kampüsü Üniversite Caddesi Ağaçlı Yol No:35–37 Bornova / İzmir / Türkiye
e-Posta: & Telefon: 0 232 411 52 24 & Faks: 0 232 411 50 20

Yorum Ekle

Gerekli olan (*) işaretli alanlara gerekli bilgileri girdiğinizden emin olun. HTML kod izni yoktur.

Download Joomla Templates