BASIC MARKETING

William D. Perreault, Jr. is Kenan Professor of Business Emeritus at the University of North Carolina. He is the recipient of the two most prestigious awards in his field: the American Marketing Association Distinguished Educator Award and the Academy of Marketing Science Outstanding Educator Award. He was also selected for the Churchill Award. He was editor of the Journal of Marketing Research and has been on the review board of the Journal of Marketing and other journals as well. Dr. Perreault has been recognized for innovations in marketing education, and at UNC he has received several awards for teaching excellence. His books include two other widely used texts: Basic Marketing and The Marketing Game! He is a past President of the American Marketing Association Academic Council, and he served as chair of an advisory committee to the U.S. Census Bureau and trustee of the Marketing Science Institute. He has also worked as a consultant to various organizations. Joseph P. Cannon is Deans Distinguished Teaching Fellow and professor of marketing at Colorado State University. He has also taught at the University of North Carolina, Emory University, Instituto de Empresa (Madrid, Spain), INSEAD (Fontainebleau, France), Thammasat University (Bangkok, Thailand), and the University of Ljubljana (Slovenia).  He has received many teaching awards and the N. Preston Davis Award for Instructional Innovation. Dr. Cannons research has been published in the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Operations Management, Journal of Personal Selling and Sales Management,  Journal of Public Policy and Marketing, Antitrust Bulletin, and the Academy of Management Review, among others. He is a two-time recipient of the Louis W. and Rhona L. Stern Award for high-impact research on interorganizational topics. He has also written numerous teaching cases. Dr. Cannon serves (or served) on the editorial review boards of the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Operations Management, Journal of Personal Selling and Sales Management, and Journal of Marketing Education. The Journal of Marketing has honored Dr. Cannon with several distinguished reviewer awards. He served as chair of the American Marketing Associations Interorganizational Special Interest Group (IOSIG). Before entering academics, Dr. Cannon worked in sales and marketing for Eastman Kodak Company. Marketing lost one of its pioneers when E. Jerome Jerry McCarthy passed away at his home in East Lansing, Michigan, in 2015. All marketing instructors owe Jerry McCarthy a great debt of gratitude. Jerry was a pioneer in marketing and wrote the predecessor to this title, Basic Marketing, and the first few editions of Essentials of Marketing. He popularized the 4 Ps approach to managerial marketing management. Because of the impact he had in marketing and this title specifically, we dedicate this 18th edition to him in honor of his memory. After earning a PhD at the University of Minnesota, Dr. McCarthy joined the faculty at Notre Dame and became a Fellow in the prestigious Ford Foundation Program at Harvard, an experience that focused on how to make marketing management practice more rigorous and shaped his thoughts on the needs of students and educators. Dr. McCarthy spent most of his career at Michigan State University, gaining a reputation for working with passion and purpose. He received the AMAs Trailblazer Award in 1987 and was voted one of the top five leaders in marketing thought by marketing educators. Dr. McCarthy was well known for his innovative teaching materials and texts, including Basic Marketing and Essentials of Marketing. These books changed the way marketing was taught by taking a managerial point of view. He also introduced a marketing strategy planning framework, organizing marketing decisions around the Four PsProduct, Place, Promotion and Price. As these approaches became the standard in other texts, Dr. McCarthy continued to innovate, including new materials in the digital realm. Todays marketing instructors owe a great debt to this innovative pioneer.

Chapter 1: Marketing’s Value to Consumers, Firms, and SocietyChapter 2: Marketing Strategy Planning Chapter 3: Evaluating Opportunities in the Changing Marketing EnvironmentChapter 4: Focusing Marketing Strategy with Segmentation and PositioningChapter 5: Final Consumers and Their Buying BehaviorChapter 6: Business and Organizational Customers and Their Buying BehaviorChapter 7: Improving Decisions with Marketing InformationChapter 8: Elements of Product Planning for Goods and ServicesChapter 9: Product Management and New-Product DevelopmentChapter 10: Place and Development of Channel SystemsChapter 11: Distribution Customer Service and LogisticsChapter 12: Retailers, Wholesalers, and Their Strategy PlanningChapter 13: Promotion—Introduction to Integrated Marketing CommunicationsChapter 14: Personal Selling and Customer ServiceChapter 15: Advertising, Publicity, and Sales PromotionChapter 16: Pricing Objectives and PoliciesChapter 17: Price Setting in the Business WorldChapter 18: Implementing and Controlling Marketing Plans: Evolution and RevolutionChapter 19: Managing Marketing’s Link with Other Functional AreasChapter 20: Ethical Marketing in a Consumer-Oriented World: Appraisal and ChallengesAppendix A: Economics Fundamentals Appendix B: Marketing Arithmetic Appendix C: Career Planning in Marketing