MEM 2221 Lecture Notes - Lecture 32: Services Marketing, Industrial Society, Biochemical Engineering

• School: UConn
• Department: Management and Engineering for Manufacturing
• Course: MEM 2221
• Professor: John Wilson

Document Summary

Lecture 32: engineers in marketing and service activities. Chapter 13: engineers in marketing and service activities. Marketing - selling the exchange of money for the output produced by the firm. The length of relationship and commitment between the buyer and seller affects marketing. Transaction-based relationship - each purchase generally signals the end to the relationship between buyer and seller, a completed transaction does not assure a continuous relationship. Market related tasks prior to sale - identifying the customer, studying the customer"s needs, obtaining an opportunity to make an offer to the potential customer, and closing a deal. Market related tasks - informing the customer of the status of the order, determining the disposition of suboptimal deliveries, determining the user satisfaction with deliveries. Ex) delivery of components over time from a 1+ contracts, etc. Marketing related tasks - have an intimate understanding of the customer"s environment, requirements, and planning. Product or service produced determines the complexity of the marketing function.