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Marketing concepts can be defined as the marketing philosophies
by which a firm’s goal can be best achieved through
identification and satisfaction of the customers’ stated and
unstated needs and wants.
Companies adopt different philosophies in relation to marketing
of their products. Some claim that they are customer oriented
and others say that they offer value to their customers. Still
others say that they treat their customers as kings. These
philosophies in relation to marketing are known as marketing
Types of Marketing Concepts
• Exchange Concept: The Exchange concept holds that the
exchange of a product between the seller and the buyer is
the central idea of marketing.
• Production Concept: The production concept holds that
the consumer prefer the goods which are easily available at
lower prices. Therefore, it is necessary to produce in large
quantities at lower costs.
• Product Concept: It is a belief of the management that
consumers favour the products of superior quality, better
performance and innovative features. Therefore, successful
marketing requires continuous product planning and
development and improvement in quality standards.
• Selling Concept: This concept assumes that consumers will
not buy goods voluntarily unless the seller undertakes a large
scale selling and promotional efforts.
• Marketing Concept: This is the modern concept of marketing
or marketing philosophy. This concept holds that the primary
task of a business firm is to study the needs, desires and the
preferences of the potential consumers and produce goods
which are actually needed by the consumers. When an
organisation practices the marketing concept, all it’s activities
are directed to satisfy the consumer.
• Social Concepts: According to this concept, the task of
management is to identify and satisfy consumer wants, in
conformity with social interests. Firms should not only
consider consumer wants and profits but also society interests
while making their marketing decision.
• Holistic Marketing Concept: Holistic marketing concept is a
new marketing concept. Holistic marketing recognizes that
“everything matters” with marketing- and that a
broad, integrated perspective is often necessary. There are four
components of holistic marketing concept. They are…
• Relationship marketing
• Integrated marketing
• Internal marketing
• Social responsibility marketing
Features of Modern Marketing
• The consumer is the key. Therefore the satisfaction of
consumer is the prime object of an enterprise.
• A business enterprise has dual objectives of customer
satisfaction and profit maximisation. Profit is a by-product of
supplying what the customer wants.
• Needs and wants of customers must be identified properly and
deeply before starting production.
• Goods must be produced according to these needs and wants.
In other words, these needs and wants must be converted into
goods and services.
• All the resources of production must be utilized to their best
extent so that the cost of production may be minimized.
• Every activity of an enterprise must start with the customer
and end with the satisfaction of customer.
• Customers are classified into groups in the basis of income,
life-style, education, age, volume of purchase etc(called
market segmentation) and the firm chooses one of the
segments or classes of customers for presenting its product or
service. This selected segment is called target market.
• Another feature of modern concept of marketing is integrative
marketing. It seeks to co-ordinate various marketing
functions such as advertising personnel, finance, selling,
product management etc for the ultimate objective of
• Modern marketing concept emphasizes the role of information
as the key to both customer satisfaction and profitability.
Comparison between Selling and
Difference between Traditional and
1. Focus is on product only
2. Objective is profit
3. Short-term oriented
4. Less promotional activities
5. Narrow concept
1. Focus is on customers’ needs
2. Objective is customer
satisfaction and customer
3. Long term oriented
4. Sustained promotional
5. Border concept