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Movie Title Year Distributor Notes Rev Formats Squalor Motel 1985 Essex Video / Electric Hollywood Anal Bald DRO Pleasure Productions 12 1985 VCR LezOnly IR 1 DO Pleasure Productions 11 1984 Mark IV Productions Facial DO Foxy Brown 1984 VCA IR O Forbidden Entry 1985 Cinematech Inc. Anal 1 DO Black Lust 1983 VCR LezOnly IR DRO
The different goals of B2B and B2C marketing lead to differences in the B2B and B2C markets. The main differences in these markets are demand, purchasing volume, number of customers, customer concentration, distribution, buying nature, buying influences, negotiations, reciprocity, leasing and promotional methods.[4] Demand: B2B demand is derived because businesses buy products based on how much demand there is for the final consumer product. Businesses buy products based on customer's wants and needs. B2C demand is primarily because customers buy products based on their own wants and needs.[4] Purchasing volume: Businesses buy products in large volumes to distribute to consumers. Consumers buy products in smaller volumes suitable for personal use.



Number of customers: There are relatively fewer businesses to market to than direct consumers.[4] Customer concentration: Businesses that specialize in a particular market tend to be geographically concentrated while customers that buy products from these businesses are not concentrated.[4] Distribution: B2B products pass directly from the producer of the product to the business while B2C products must additionally go through a wholesaler or retailer.[4] Buying nature: B2B purchasing is a formal process done by professional buyers and sellers, while B2C purchasing is informal.[4] Buying influences: B2B purchasing is influenced by multiple people in various departments such as quality control, accounting, and logistics while B2C marketing is only influenced by the person making the purchase and possibly a few others.[4] Negotiations: In B2B marketing, negotiating for lower prices or added benefits is commonly accepted while in B2C marketing (particularly in Western cultures) prices are fixed.[4] Reciprocity: Businesses tend to buy from businesses they sell to. For example, a business that sells printer ink is more likely to buy office chairs from a supplier that buys the business's printer ink. In B2C marketing, this does not occur because consumers are not also selling products.[4] Leasing: Businesses tend to lease expensive items while consumers tend to save up to buy expensive items. Promotional methods: In B2B marketing, the most common promotional method is personal selling. B2C marketing mostly uses sales promotion, public relations, advertising, and social media.[4] Orientations Main article: History of marketing § Orientations or philosophies that inform marketing practice A marketing orientation has been defined as a "philosophy of business management."[5] or "a corporate state of mind"[29] or as an "organisation[al] culture"[30] Although scholars continue to debate the precise nature of specific orientations that inform marketing practice, the most commonly cited orientations are as follows:[31] Product A firm employing a product orientation is mainly concerned with the quality of its product. A product orientation is based on the assumption that all things being equal, consumers will purchase products of superior quality. The approach is most effective when the firm has deep insights into customer needs and desires as derived from research or intuition and understands consumer's quality expectations and price consumers are willing to pay. Although the product orientation has largely been supplanted by the marketing orientation, firms practicing a product orientation can still be found in haute couture and arts marketing.[32][33] Sales Further information: History of marketing § Selling orientation A sales orientation focuses on the selling/promotion of the firm's existing products, rather than developing new products to satisfy unmet needs or wants. This orientation seeks to attain the highest possible sales through promotion and direct sales techniques.[34] The sales orientation "is typically practiced with unsought goods."[35] One study found that industrial companies are more likely to hold a sales orientation than consumer goods companies.[36] The approach may also suit scenarios in which a firm holds dead stock, or otherwise sells a product that is in high demand, with little likelihood of changes in consumer tastes diminishing demand. A 2011 meta analyses[37] found that the factors with the greatest impact on sales performance are a salesperson's sales related knowledge (knowledge of market segments, sales presentation skills, conflict resolution, and products), degree of adaptiveness (changing behavior based on the aforementioned knowledge), role clarity (salesperson's role is expressly to sell), cognitive aptitude (intelligence) and work engagement (motivation and interest in a sales role). Production Further information: History of marketing § Production orientation A firm focusing on a production orientation specializes in producing as much as possible of a given product or service in order to achieve economies of scale or economies of scope. A production orientation may be deployed when a high demand for a product or service exists, coupled with certainty that consumer tastes and preferences remain relatively constant (similar to the sales orientation). The so-called production era is thought to have dominated marketing practice from the 1860s to the 1930s, but other theorists argue that evidence of the production orientation can still be found in some companies or industries. Specifically, Kotler and Armstrong note that the production philosophy is "one of the oldest philosophies that guides sellers... [and] is still useful in some situations."[38] Marketing Further information: Market orientation The marketing orientation is the most common orientation used in contemporary marketing. It is a customer-centric approach that involves a firm basing its marketing program around products that suit new consumer tastes. Firms adopting a marketing orientation typically engage in extensive market research to gauge consumer desires, use R&D (Research & Development) to develop a product attuned to the revealed information, and then utilize promotion techniques to ensure consumers are aware of the product's existence and the benefits it can deliver.[39] Scales designed to measure a firm's overall market orientation have been developed and found to be robust in a variety of contexts.[40] The marketing orientation has three prime facets, which are: Customer orientation: A firm in the market economy can survive by producing goods that people are willing and able to buy. Consequently, ascertaining consumer demand is vital for a firm's future viability and even existence as a going concern. Organizational orientation: The marketing department is of prime importance within the functional level of an organization. Information from the marketing department is used to guide the actions of a company's other departments. As an example, a marketing department could ascertain (via marketing research) that consumers desired a new type of product, or a new usage for an existing product. With this in mind, the marketing department would inform the R&D department to create a prototype of a product/service based on consumers' new desires. The production department would then start to manufacture the product, while the marketing department would focus on the promotion, distribution, pricing, etc. of the product. Additionally, a firm's finance department would be consulted, with respect to securing appropriate funding for the development, production and promotion of the product. Finance may oppose the required capital expenditure since it could undermine a healthy cash flow for the organization. Mutually beneficial exchange: In a transaction in the market economy, a firm gains revenue, which thus leads to more profits, market shares, or sales. A consumer, on the other hand, gains the satisfaction of a need/want, utility, reliability, and value for money from the purchase of a product or service. Societal marketing Main article: Societal marketing A number of scholars and practitioners have argued that marketers have a greater social responsibility than simply satisfying customers and providing them with superior value. Marketing organizations that have embraced the societal marketing concept typically identify key stakeholder groups such as employees, customers, and local communities. Companies that adopt a societal marketing perspective typically practice triple bottom line reporting whereby they publish social impact and environmental impact reports alongside financial performance reports. Sustainable marketing or green marketing is an extension of societal marketing.[41] The Marketing Mix Main article: Marketing mix A marketing mix is a foundational tool used to guide decision making in marketing. The marketing mix represents the basic tools that marketers can use to bring their products or services to the market. They are the foundation of managerial marketing and the marketing plan typically devotes a section to the marketing mix. The 4Ps The traditional marketing mix refers to four broad levels of marketing decision, namely: product, price, promotion, and place.[6][42] The 4Ps of the marketing mix stand for product, price, place and promotion One version of the marketing mix is the 4Ps method. Outline Product The product aspects of marketing deal with the specifications of the actual goods or services, and how it relates to the end-user's needs and wants. The product element consists of product design, new product innovation, branding, packaging, labeling. The scope of a product generally includes supporting elements such as warranties, guarantees, and support. Branding, a key aspect of the product management, refers to the various methods of communicating a brand identity for the product, brand, or company. [43] Pricing This refers to the process of setting a price for a product, including discounts. The price need not be monetary; it can simply be what is exchanged for the product or services, e.g. time, energy, or attention or any sacrifices consumers make in order to acquire a product or service. The price is the cost that a consumer pays for a product—monetary or not. Methods of setting prices are in the domain of pricing science. [44] Place (or distribution) This refers to how the product gets to the customer; the distribution channels and intermediaries such as wholesalers and retailers who enable customers to access products or services in a convenient manner. This third P has also sometimes been called Place or Placement, referring to the channel by which a product or service is sold (e.g. online vs. retail), which geographic region or industry, to which segment (young adults, families, business people), etc. also referring to how the environment in which the product is sold in can affect sales. [44] Promotion This includes all aspects of marketing communications; advertising, sales promotion, including promotional education, public relations, personal selling, product placement, branded entertainment, event marketing, trade shows and exhibitions. This fourth P is focused on providing a message to get a response from consumers. The message is designed to persuade or tell a story to create awareness.[44] Criticisms One of the limitations of the 4Ps approach is its emphasis of an inside out-view. [45] An inside-out approach is the traditional planning approach where the organisation identifies its desired goals and objectives, which are often based around what has always been done. Marketing's task then becomes one of "selling" the organization's products and messages to the "outside" or external stakeholders.[43] In contrast, an outside-in approach first seeks to understand the needs and wants of the consumer.[46] From a model-building perspective, the 4 Ps has attracted a number of criticisms. Well-designed models should exhibit clearly defined categories that are mutually exclusive, with no overlap. Yet, the 4 Ps model has extensive overlapping problems. Several authors stress the hybrid nature of the fourth P, mentioning the presence of two important dimensions, "communication" (general and informative communications such as public relations and corporate communications) and "promotion" (persuasive communications such as advertising and direct selling). Certain marketing activities, such as personal selling, may be classified as either promotion or as part of the place (i.e., distribution) element.[47] Some pricing tactics, such as promotional pricing, can be classified as price variables or promotional variables and, therefore, also exhibit some overlap. Other important criticisms include that the marketing mix lacks a strategic framework and is, therefore, unfit to be a planning instrument, particularly when uncontrollable, external elements are an important aspect of the marketing environment.[48] Modifications and extensions To overcome the deficiencies of the 4P model, some authors have suggested extensions or modifications to the original model. Extensions of the four P's are often included in cases such as services marketing where unique characteristics (i.e. intangibility, perishability, heterogeneity and the inseparability of production and consumption) warrant additional consideration factors. Other extensions have been found necessary for retail marketing, industrial marketing, and internet marketing include "people", "process", and "physical evidence" and are often applied in the case of services marketing[49] Other extensions have been found necessary in retail marketing, industrial marketing and internet marketing. Physical- the environment customers are in when they are marketed to People- service personnel and other customers with whom customers interact with. These people form part of the overall service experience. Process- the way in which orders are handled, customers are satisfied and the service is delivered[50] Physical Evidence- the tangible examples of marketing that the customer has encountered before buying the advertised product Productivity- the ability to provide consumers with quality product using as few resources as possible[51] The 4Cs In response to environmental and technological changes in marketing, as well as criticisms towards the 4Ps approach, the 4Cs has emerged as a modern marketing mix model. Outline Consumer (or Client) The consumer refers to the person or group that will acquire the product. This aspect of the model focuses on fulfilling the wants or needs of the consumer. [7] Cost Cost refers to what is exchanged in return for the product. Cost mainly consists of the monetary value of the product. Cost also refers to anything else the consumer must sacrifice to attain the product, such as time or money spent on transportation to acquire the product. [7] Convenience Like "Place" in the 4Ps model, convenience refers to where the product will be sold. This, however, not only refers to physical stores but also whether the product is available in person or online. The convenience aspect emphasizes making it as easy as possible for the consumer to attain the product, thus making them more likely to do so. [7] Communication Like "Promotion" in the 4Ps model, communication refers to how consumers find out about a product. Unlike, promotion, communication not only refers to the one-way communication of advertising, but also the two-way communication available through social media. [7] Environment Main article: Market environment The term "marketing environment" relates to all of the factors (whether internal, external, direct or indirect) that affect a firm's marketing decision-making/planning. A firm's marketing environment consists of three main areas, which are: The macro-environment, over which a firm holds little control The micro-environment, over which a firm holds a greater amount (though not necessarily total) control The internal environment, which includes the factors inside of the company itself[8] Macro Main article: Macromarketing A firm's marketing macro-environment consists of a variety of external factors that manifest on a large (or macro) scale. These include factors that are: economic social political technological A common method of assessing a firm's macro-environment is via a PESTLE (Political, Economic, Social, Technological, Legal, Ecological) analysis. Within a PESTLE analysis, a firm would analyze national political issues, culture and climate, key macroeconomic conditions, health and indicators (such as economic growth, inflation, unemployment, etc.), social trends/attitudes, and the nature of technology's impact on its society and the business processes within the society. [8] Micro A firm's micro-environment comprises factors pertinent to the firm itself, or stakeholders closely connected with the firm or company. A firm's micro-environment typically spans: Customers/consumers Employees Suppliers The Media In contrast to the macro-environment, an organization holds a greater (though not complete) degree of control over these factors.[8] Internal A firms internal environment consists of factors inside of the actual company. These are factors controlled by the firm and they affect the relationship that a firm has with its customers. These include factors such as: Labor Inventory Company Policy Logistics Budget Capital Assets [8] Research Main article: Marketing research Marketing research is a systematic process of analyzing data that involves conducting research to support marketing activities and the statistical interpretation of data into information. This information is then used by managers to plan marketing activities, gauge the nature of a firm's marketing environment and to attain information from suppliers. A distinction should be made between marketing research and market research. Market research involves gathering information about a particular target market. As an example, a firm may conduct research in a target market, after selecting a suitable market segment. In contrast, marketing research relates to all research conducted within marketing. Market research is a subset of marketing research. Marketing researchers use statistical methods (such as quantitative research, qualitative research, hypothesis tests, Chi-square tests, linear regression, correlation coefficients, frequency distributions, Poisson and binomial distributions, etc.) to interpret their findings and convert data into information.[52] The stages of research include: Define the problem Plan research Research Interpret data Implement findings [9] Segmentation Main article: Market segmentation Market segmentation consists of taking the total heterogeneous market for a product and dividing it into several sub-markets or segments, each of which tends to be homogeneous in all significant aspects.[10] The process is conducted for two main purposes: better allocation of a firm's finite resources and to better serve the more diversified tastes of contemporary consumers. A firm only possesses a certain amount of resources. Thus, it must make choices (and appreciate the related costs) in servicing specific groups of consumers. Moreover, with more diversity in the tastes of modern consumers, firms are noting the benefit of servicing a multiplicity of new markets. Market segmentation can be defined in terms of the STP acronym, meaning Segment, Target, and Position. Segmentation involves the initial splitting up of consumers into persons of like needs/wants/tastes. Commonly used criteria include: Geographic (such as a country, region, city, town) Psychographic (e.g. personality traits


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