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Week 5, "Creating Offerings" was derived from Principles of Marketing, which was adapted by the Saylor Foundation under a Creative Commons Attribution-NonCommercial-ShareAlike 3.0 Unported license without attribution as requested by the work's original creator or licensee. © 2015, The Saylor Foundation. 1 Week 5 Creating Offerings Why do buyers purchase something? Why do you own anything? Many of us own iPads, but few of us do for the sake of owning an iPad. We own one because it delivers music, productivity, and connectivity. Or we own one because we have been influenced to buy one. Shortly after the iPad's introduction, some people undoubtedly purchased the devices because other people thought they were "cool," and they wanted to be cool by owning one. Now iPads are so ubiquitous that no one gives them a second glance. Yet the impact that iPads have had on the music, entertainment, and mobile connectivity industry has been huge because the product revolutionized how we stay in touch and conduct our lives. This week, we focus on how to define and categorize offerings and then how to develop new offerings based on consumer needs. These are important concepts to marketers because new offerings generally serve a specific target market. We will use many commonly known offerings to illustrate these concepts, most of which you are probably familiar, and perhaps you are even a member of the product's target market or current customer. 5.1 What Composes an Offering? L E A R N I N G O B J E C T I V E S 1. Distinguish between the three major components of an offering: product, price, and service. 2. Explain, from both a product-dominant and a service-dominant approach, the mix of components that compose different types of offerings. 3. Distinguish between technology platforms and product lines. People buy things to solve needs. In the case of the iPad, the need is to have better access to music, connectivity functions, productivity function, games and other entertainment, to look cool on the go, or all of the above. Offerings are products and services designed to deliver value to customers—either to fulfill their needs, satisfy their "wants," or both. This week, we discuss how marketing fills consumer needs through the creation and delivery of offerings. Product, Price, and Service Most offerings consist of a product, or a tangible good people can buy, sell, and own. Purchasing a classic iPad, for example, will allow you to store thousands of songs and hundreds of hours of http://www.saylor.org/site/textbooks/Principles%20of%20Marketing.pdf http://creativecommons.org/licenses/by-nc-sa/3.0/ 2 video, connect to your e-mail and other social media, search the web and just about everything you can do on a desktop computer, but not be tethered to the desktop. The amount of storage is an example of a feature, or characteristic of the offering. If your iPad playlist con.

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