Human Resource Selection, 7th Edition solutions manual and test bank by Robert Gatewood,

Human Resource Selection, 7th Edition solutions manual and test bank by Robert Gatewood,

Chapter 2 Legal Issues in Selection

Key Points (PPT 2-2)

• The basic principles of federal regulation of human resource activities
• An overview of the specific laws and executive orders appropriate to selection
• The types of evidence used in deciding when discrimination has occurred
• The types and characteristics of affirmative action programs
• Major court cases in selection
• The most important legal issues to consider in developing and implementing a selection program

I. Federal Regulation

A. Regulatory model (Figure 2.1, PPT 2-3)

1. Laws and executive orders related to equal employment opportunity (EEO) that state general principles of and empower regulatory agencies

2. Court decisions that interpret these general principles in specific situations

B. EEO laws and executive orders (PPT 2-4)

Purpose of EEO laws is to eliminate discrimination in HR management decisions.

1. 1. Title VII of the Civil Rights Act of 1964

a. Prohibits discrimination on basis of sex, race, color, religion, national origin

b. Amendment in 1972 strengthened enforcement powers

c. Amendment in 1978 prohibits discrimination based on pregnancy, childbirth or related conditions

d. Excluded from Title VII: private clubs, religious organizations and places of employment associated with Native American (Indian) reservations

e. Equal Employment Opportunity Commission (EEOC)—the enforcement agency for Title VII

i. Complaint process (PPT 2-5)

2. Civil Rights Act of 1991

a. Amends the Civil Rights Act of 1964

b. Reversed the trend of Supreme Court decisions immediately preceding the 1991 Act that required more evidence of the plaintiff, thus returning the burden of proof roughly to that of the 1964 Act

c. Allows victims of discrimination to sue for compensatory and punitive damages

d. Outlawed adjusting or using different cutoff scores, and race norming

3. Executive Order 11246

a. Requires government contractors to develop affirmative action plans

b. Office of Federal Contract Compliance (OFCCP) enforces act.

4. Age Discrimination in Employment Act of 1967 (ADEA)

a. Prohibits discrimination against individuals 40 years and older

5. The Rehabilitation Act of 1973

a. Precursor to ADA; largely replace by the ADA

6. Americans with Disabilities Act of 1990 (ADA)

a. Definition of disability (PPT 2-6)

b. ADA’s impact on selection

c. Reasonable accommodation (PPT 2-7)

i. Essential job functions (PPT 2-8)

7. ADA Amendments Act of 2008

a. Main intent was to reword the definitions of critical terms in the ADA of 1990 to explicitly counteract the decisions of the Supreme Court.

8. Immigration Reform and Control Act of 1986

a. Documentation requirements for employment eligibility

9. Constitutional Amendments and Civil Rights Acts of 1866 and 1871

II. Employment Discrimination (PPT 2-9)

A. Discrimination defined

1. Disparate treatment

a. Different standards applied to various groups of individuals even though there may not be an explicit statement of intentional prejudice

2. Disparate impact

a. Uniform standard applied to all groups, but net result is to produce differences in the selection of various groups

B. Evidence required

1. Disparate treatment evidence (cases) (PPT 2-10)

2. Disparate (Adverse) impact evidence (cases) (PPT 2-11)

C. The use of statistics

1. Stock statistics- compares groups at one point in time (PPT 2-13)

2. EEO-1 form (Fig. 2.2, PPT 2-14)

3. Relevant labor market – the labor market chosen for comparison is important because the composition of the various demographic groups changes by geographical region and skill level used (PPT 2-15)

4. Flow statistics – compares proportions at two points in time (TBL. 2.3, PPT 2-16, 2-17, 2-18)

D. Definition of an internet applicant (PPT 2-19)

III. The Uniform Guidelines on Employee Selection Procedures (1978)
(PPT 2-20, 2-21)

A. Determination of adverse impact

B. Selection methods covered

C. Defense of selection program

D. Selection requirements

E. Job performance measures

F. Record keeping

IV. Affirmative Action Programs – actions taken by an organization to actively seek out and remove unintended barriers to fair treatment in order to achieve equal opportunity (AAP) (PPT 2-22)

A. Federal contractor (PPT 2-23)

1. Office of Federal Contract Compliance Programs (OFCCP)

2. Three main activities:

a. Utilization analysis

b. Determining goals that company should strive to achieve

c. Actual steps to be taken

B. Court orders and consent decree

C. Voluntary AAP – most controversial – initiated by an organization without the direct requirement of a court or government agency

D. Employees’ Reactions to AAPs - mixed

1. Types of AAPs (PPT 2- 24)

a. Opportunity Enhancement AAPs

b. Equal Opportunity AAPs

c. Tiebreak AAPs

d. Strong Preferential AAPs

V. Selection Court Cases (PPT 2-25, 2-26, 2-27)

A. Griggs v. Duke Power (1971)

B. United States v. Georgia Power (1973)

C. Spurlock v. United Airlines (1972)

D. Watson v. Ft. Worth Bank & Trust (1988)

E. Rudder v. District of Columbia (1995)

F. Frank Ricci et al. v. John DeStefano et al. (2009)

G. OFFCP v. Ozark Air Lines (1986)

H. Jack Gross v. FBL Financial Services (2009)

VI. EEO Summary (PPT 2-28)

A. Basis of discrimination

B. Evidence of discrimination

C. Options of the organization

VII. Legal Issues in Small Business

A. Businesses with fewer than 15 employees are exempt from many EEO directives

B. Many businesses with fewer than 100 employees are exempt from a large majority of reporting requirements associated with EEO directives

C. Reasonable steps can be taken to estimate whether disparate treatment/impact may occur and build a case for validity of selection instruments

Key Terms and Concepts (PPT 2-29)

Chapter 2

Brand and Corporate Image Management

LEARNING OBJECTIVES

Students should be able to answer the following questions:

1) How does a corporate image affect consumers, other businesses, and the company itself?

2) What elements involved in identifying, creating, rejuvenating, or changing a corporation's image?

3) What are the different types of corporate names?

4) What are the characteristics of effective logos?

5) What different kinds of brands can firms offer?

6) How are brands developed, built, and sustained in order to build brand equity and fend off perceptions of brand parity?

7) What current trends affect private labels?

8) How can packages and labels support an integrated marketing communications program, both domestically and in foreign settings?

LEAD-IN VIGNETTE

Applebee's

To rejuvenate the Applebee's brand in a weak economy, CEO Julia A. Stewart undertook an extensive program. Based her experiences at IHOP, Stewart employed much of the same model upon arriving at Applebee’s, emphasizing product quality, pricing, promotion, the dining experience, and a quality employment environment.

Questions for Students:

1. What do you think of when you hear the "Applebee's"?

2. How did Stewart change the product, pricing, promotion, and dining experience at Applebee's?

3. How does the Applebee's brand compare with other similar restaurants?

OVERVIEW

One of the most critical ingredients in the successful development of an integrated marketing communications plan is effective management of an organization’s image.

<para>The first part of this chapter examines the activities involved in managing a corporation’s image including its name and logo.

The second part addresses ways to develop and promote the various forms of brand names.

Brand equity and brand parity are described.

Finally, packages and labels, which should be part of a marketing communications program, are assessed. Ethical and international considerations are also described.

CHAPTER OUTLINE

Learning Objective # 1: How does a corporate image affect consumers, other businesses, and the company itself?

Corporate Image

Effective marketing communication begins with the establishment of a clearly defined corporate image. A corporate image consists of the overall consumer perceptions or end-user feelings toward a company along with its goods and services.

</para></glossdef></glossentry>

This image summarizes what the company stands for as well as how it is positioned in the market place.

Components of a Corporate Image

A corporate image contains invisible and intangible elements (see <link linkend="fg02_00100" preference="1">Figure <xref linkend="fg02_00100" label="2.1"><inst>2.1</inst></xref></link>). The components of a corporate image include:

· Products

· Personnel

· Retail outlets

· Servicing

· Advertisements

· Publicity

· Interactions with employees

Negative publicity has the potential to stain or damage consumer perceptions of a corporation’s image.

Questions for Students:

What organizations can you think of that experienced damage to their images in the past 5 years? What caused the damage? (The BP oil spill is an example)

The Role of a Corporate Image—Consumer Perspective

From a consumer’s perspective, the corporate image serves several useful functions (see Figure 2.2). These include:

· Assurance regarding purchase decisions of familiar products in unfamiliar settings

· Assurance concerning purchases where there is little previous experience

· Reduction of search time in purchase decisions

· Psychological reinforcement and social acceptance

The Role of a Corporate Image—Business-to-Business Perspective

Corporate image is a crucial element of the business-to-business marketplace (see Figure 2.3). Making purchases from a well-known company is in many ways the same process as consumer purchases, in terms of the advantages of a strong and positive image.

Corporate image is especially important when expanding internationally.

The Role of a Corporate Image—Company Perspective

From the viewpoint of the firm itself, a highly reputable image generates many benefits. These include:

· Extension of positive consumer feelings to new products

· The ability to charge a higher price or fee

· Consumer loyalty leading to more frequent purchases

· Positive word-of-mouth endorsements

· The ability to attract quality employees

· More favorable ratings by financial observers and analysts

Learning Objective #2: What elements are involved in identifying, creating, rejuvenating, or changing a corporation's image?

Identifying the Desired Image

To promote the desired image, the marketing team should evaluate the nature of the company’s current image. Then future communications can be tailored to promote the proper image.

Company leaders first study the firm’s image <link olinkend="ch04" preference="0"><xref olinkend="ch04" label="4"><inst></inst></xref></link>and identify how it is connected to a company’s strengths and weaknesses.

<para>As the advertising team studies a company’s image, other consumers, especially noncustomers of the firm, should be approached so that decisions can be made regarding how to correct any misperceptions and/or build on the image that customers currently hold.

Creating the Right Image

In each industry, the right image is one that reaches all target markets and conveys a clear message regarding the unique nature of the organization and its products.

A strong image accurately portrays what the firm sells.

In a business-to-business operation, creating the right image can be challenging.

Rejuvenating an Image

Reinforcing or rejuvenating a current image that is consistent with the view of consumers is easier to accomplish than changing a well-established image.

Figure 2.5 lists four keys to image rejuvenation.

The key to successful image reengineering is to remain consistent with a previous image while at the same time building to incorporate new elements to expand the firm’s target audience.</para>

Rejuvenating an image helps a firm sell new products and can attract new customers.

Changing an Image

It is very difficult to change the images people hold regarding a given company.

Changing an image becomes necessary, however, when target markets have begun to shrink or disappear, or the firm’s image no longer matches industry trends and consumer expectations.

AT&T considered these concerns when the company's marketing team believed its image needed to be modified.

Learning Objective #3: What are the different types of corporate names?

Corporate Name

A corporate name is the overall banner under which all other operations occur. Figure 2.6 lists the categories of corporate names.

• Overt names reveal what the company does (American Airlines, BMW Motorcycles).
• Implied names imply what the company is about (Federal Express, IBM).
• Conceptual names imply the essence of the brand (Google, Krispy Kreme).
• Iconoclastic names do not reflect the company's goods or services (Apple, Monster.com).

(Ask students to provide additional examples of each of these types of names)

Figure 2.7</LINK> provides backgrounds for some well-known company names.

Learning Objective #4: What are the characteristics of effective logos?

Corporate Logos

A <keyterm id="ch02term02" role="strong" preference="0">logo</keyterm> is a symbol used to identify a company and its brands, helping to convey the corporate image.

Quality logos and corporate names should pass four tests, a shown in Figure 2.8.

1. They should be easily recognizable.

2. They should be familiar.

3. They should elicit a consensual meaning among those in the firm’s target market.

4. They should evoke positive feelings.

Logos are especially important for in-store shopping. To be advantageous the logo should help with two things:

1. Consumers must remember seeing the logo in the past

2. The logo must remind consumers of the brand or corporate name

The notion that a logo can elicit a consensual meaning among customers is known as stimulus codability.

Question for Students: Companies at times choose to modify the logo. Can you think of some examples?

Learning Objective #5: What different kinds of brands can firms offer?

Branding

A brand name is assigned to an individual good or service or to a group of complementary products (within the corporate name structure).

As with a strong corporate name, <para>an effective brand name allows a company to charge more for products, which in turn increases gross margins.

Strong brands provide customers with assurances of quality and reduction of search time in the purchasing process.</para> A brand name develops strength in the marketplace when many consumers choose the brand because it is salient, memorable, and noteworthy to them.

Types of Brands

<para>Brands develop histories. They have personalities. They include strengths, weaknesses, and flaws. Figure <xref linkend="fg02_01000" label="2.10"><inst>2.9</inst></xref></link> identifies several types of brands.

Family Brands

A family brand</keyterm> means a company offers a series or group of products under one brand, such as Campbell's.

The advantage of a family brand is that consumers usually transfer the image associated with the brand name to any new products added to current lines.

Brand Extensions

Brand extension is the use of an established brand name on goods or services that are not related to the core brand.

Black & Decker has been successful in extending its brand name to new types of power tools. The company was not as successful in extending the line to small kitchen appliances.

<section id="ch02lev2sec8"><title id="ch02lev2sec8.title">Flanker Brands</title</para>

A flanker brand is the development of a new brand by a company in a good or service category it currently has as a brand offering. Flanker brands can help a company offer a more complete line of products, creating barriers to entry for competing firms.

Figure 2.10<xref linkend="ch02table02" label="2.2"><inst></inst></xref></link> lists Procter & Gamble’s various brands.

Co-Branding

Co-branding is the combination of two brands.

</keyterm.

Co-branding can take three forms, as shown in Figure 2.11:

1. Ingredient branding—is the placement of one brand within another brand.

2. Cooperative branding—a joint venture of two or more brands into a new product or service.

3. Complementary branding—is the marketing of two brands together to encourage co-consumption or co-purchases.

Co-branding succeeds when it builds the brand equity of both brands.

There can be risks in co-branding. If the relationship fails to do well in the marketplace both brands normally suffer.

Learning Objective # 6: How are brands developed, built, and sustained in order to build brand equity and fend off perceptions of brand parity?

Developing Brands

Developing a strong brand begins with discovering why consumers buy a brand and why they re-purchase the brand. Questions to be asked include:

· What are the brand's most compelling benefits?

· What emotions are elicited by the brand either during or after the purchase?

· What is the one word that best describes the brand?

· What is important to consumers in the purchase of the product?

The goal of branding is to set a product apart from its competitors.

One primary feature that keeps a brand strong is that it contains something that is <keyterm id="ch02term05" role="strong" preference="0">salient</keyterm> to customers.

Building Powerful Brands

Figure 2.12</LINK> identifies the ingredients required to build powerful brands.

Branding begins with awareness, which may be achieved by featuring the brand name prominently in repeated advertisements.

Brands should be authentic or unique in some manner.

Business and retail customers trust powerful brands. Trust represents the customer’s belief in the efficacy and reliability of the brand.

Powerful brands go beyond delivering functional features. They focus on providing an experience that involves the opportunity to be to customized and personalized.

Building powerful brands requires the effective use of social media and mobile advertising.

The final ingredient of powerful brands results when the company acts responsibly.

Brand Loyalty

Brand loyalty means customers purchase only one brand. They consider no other brand, regardless of price differences.

A brand adds value when it creates the "delight factor" by exceeding expectations and making an emotional connection with the consumer.

Figure 2.13</LINK> identifies some of the top brands in select categories.

Brand Equity

Brand equity is the perception that a good or service with a given brand name is different and better.</para>

As shown in Figure 2.14, b<para>bbrand equity creates several benefits.

Brand equity allows the company the opportunity to charge a higher price and retain a market share that is greater than would otherwise be expected for an undifferentiated product.

Brand parity is the perception that there are no tangible differences between competing brands.

In business-to-business markets, brand equity often allows a company to charge a higher price.

Brand equity is a strong weapon that might dissuade consumers from looking for a cheaper product or for special deals or incentives to purchase another brand.

Brand name recognition and recall can be built through repetitious advertising.

Measuring Brand Equity

Marketers have developed four different methods to measure brand equity (see <LINK>Figure 2.15</LINK>).

Brand equity based on financial value estimates the future cash flows of a brand based on its unique strength and characteristics, which will then be discounted to determine a net present value.

The stock market approach means the financial value of the company is determined through stock valuation. Then an estimate of the portion of the value allocated to brand equity and not physical assets is made.

The revenue premium compares a branded product to the same product without a brand name.

The consumer value, attempts to measure the value of a brand based on input from consumers. Typical measures include familiarity, quality, purchase considerations, customer satisfaction, and willingness to seek out the brand.

Learning Objective #7: What trends currently affect private labels?

Private Brands

Private brands (also known as private labels) are proprietary brands marketed by an organization and normally distributed exclusively within the organization’s outlets.

Advantages to Retailers

Several changes have occurred in the private brand arena, summarized in Figure 2.16:

· Quality levels of private label brands have improved.

· Many are perceived as a value purchase.

· Loyalty towards stores has been gaining although loyalty towards individual brands has been declining, giving an advantage to private labels.

· Private labels are used to differentiate retail outlets.

· Many firms are now advertising company private brands.

· There is increase quality of in-store displays for and packaging of private labels.

<section id="ch02lev2sec8"><title id="ch02lev2sec8.title">Responses from Manufacturers</title

Some manufacturers have begun to respond to the inroads made by private labels. <link linkend="fg02_01300" preference="1">Figure <xref linkend="fg02_01300" label="2.13"><inst>2.17</inst></xref></link> lists some of the tactics, including:

• focus on a few core brands
• advertise heavily
• expanding product offerings
• focus on in-store selling
• use alternative marketing methods

Learning Objective #8: How are packages and labels used to support an integrated marketing communications program, both domestically and in foreign settings?

Packaging

A unique package and label can help sell a product, build brand recognition, and inspire repeat purchases.

The primary purposes of packages are displayed in Figure 2.18.

An example advantages created by packaging is the new forms of refrigerator-friendly 12 packs, as created by Alcoa Rigid Packaging.

Labels

Labels must:

· Meet legal requirements

· Point out distinguishing features of the product

· Help lead to the purchase

The label represents another marketing opportunity.

A company’s image, brand, logo, and theme should extend to the design of the package and label.

QR Codes

The placement of QR codes for consumers to access with mobile devices represents a new trend in packaging and labeling.

<LINK> Figure 2.19</LINK> identifies the various ways companies use QR codes on packages and labels. Two common uses are to access product information and videos or instructions on how to use the product.

Ethical Issues in Brand Management

Brand infringement occurs when a company creates a brand name the closely resembles a popular or successful brand (Korrs, Victor's Secret).

Domain squatting or cyber squatting means buying a domain name with the purpose of making a profit by re-selling it to the firm.

International Implications

Carefully consider standardization versus adaptation when developing global brands.

Make sure packages and labels are legal and protect the product being shipped over long distances.

Be aware of the complications that occur when trying to position products in global markets.

MYLAB INTEGRATED CAMPAIGNS IN ACTION: HOME FEDERAL BANK

The Gremillion & Pou advertising agency was retained by Home Federal Bank. The agency was asked to: (1) refresh the brand, (2) introduce and reinforce a new brand promise, (3) introduce Home Federal as a bank, (4) create market awareness of the new HFB brand, and (5) ensure the brand promise is consistently communicated.

The program is described in on the MyLab site.

Important Note to Professors:

The MyLab feature at Pearson will grant you access to the Integrated Campaigns in Action within the Instructor’s Resource section.

The Integrated Campaigns in Action are provided in a PowerPoint format that adopters of the text can receive.

Both methods contain actual print materials produced for the campaign. Broadcasts material such as video ads, TV ads, and radio ads are embedded using YouTube and Pearson servers.

These features bring to life the exciting process of building integrated advertising and marketing campaigns. Most important, you will have access to insights and background information from the agencies and the companies involved in how the campaigns were created.

IMPLICATIONS FOR BRAND MANAGERS AND

PUBLICITY DEPARTMENTS

(Note to professors -- these materials are not in the text. They provide a method for you to summarize the chapter in a different way)

Note the tricky relationship between a strong corporate image and bottom line profits. In other words, be aware that it is difficult to use numbers to express the value of an effective image in an era where accountability is such a major concern.

Recognize the value of the following items:

· An identifiable company logo

· A brand name that generates both recall and a favorable impression

· Quality family brands

· Brand equity

· Effective use of private labels

Study the company’s position, and the position of each individual product. Use the attributes of price, competition, use, quality, users, product class, or cultural symbols to identify the position that the company and its products hold. Then, make decisions about the following issues:

· Is this position where we thought we were?

· Is this the position we want?

· If we intend to change our position, where do we aspire to be?

· Which tactics will move the company and its products to the correct, appropriate, or desired position?

REVIEW QUESTIONS

1. What is meant by the term corporate image? What are the tangible aspects of a corporate image?

Corporate image is how consumers view a company, which has many intangible and tangible aspects. The tangible aspects include:

· Goods and services sold

· Retail outlets where product is sold

· Factories where product is produced

· Advertising, promotions, and other forms of communications

· Corporate name and logo

· Employees

2. How does a corporation’s image help customers? How does it help the specific company?

A corporation’s image can help customers by:

· Providing assurance when they make purchase decisions of familiar products in unfamiliar settings.

· Providing assurance for purchases when there is little previous experience.

· Reducing search time in purchase decisions.

· Providing psychological reinforcement and social acceptance of purchase decisions.

A corporation's image helps the company by:

· Making brand extensions easier.

· Being able to charge a higher price.

· Creating higher customer loyalty.

· Leading to more frequent purchases.

· Promoting positive word-of-mouth communications.

· Attracting quality employees.

· Causing the firm to be viewed more favorably by financial analysts.

3. How will company leaders know that they have created the desired image for their firm?

A firm will know the marketing team has created the right image for the firm when benefits appear, such as attracting more customers, favorable ratings by financial observers and analysts, and the company attracts quality employees.

4. What four areas require attention when seeking to rejuvenate a firm’s image?

First, former customers need to rediscover the brand. Second, older and newer consumers need to be connected to the brand through a timeless value it offers. Third the brand should be contemporized. Fourth, marketers can build a brand community through social media, mobile, and other interactive marketing techniques.

5. What is a corporate logo? What are the characteristics of an effective corporate logo?

A corporate logo is something (usually a symbol) that is easily recognizable to consumers. The characteristics of a corporate logo should be: easily recognizable, familiar, elicit consensual meaning among those in the firm’s target market, and should evoke positive feelings.

6. What is meant by the term stimulus codability?

Stimulus codability means that a logo can elicit a consensual meaning among customers.

7. What is a brand? How is a brand part of a corporation’s overall image?

Brands</keyterm> are names assigned to an individual good or service or to a group of complementary products and a corporation may own multiple brands.

As with a strong corporate name, <para>an effective brand name allows a company to charge more for products, which in turn increases gross margins. Strong brands provide customers with assurances of quality and reduction of search time in the purchasing process.

8. Describe the use of brand extension and flanker brand strategies.

Brand extensions appear when the company uses an established brand name on goods or services that are not related to the core brand. Flanker brand strategies are the development of a new brand by a company in a good or service category it currently has a brand offering for.

9. Identify and describe three types of co-brands.

The three types of co-brands are:

1. Ingredient branding, the placement of one brand within another brand.

2. Cooperative branding, a joint venture of two or more brands into a new product or service.

3. Complementary branding, which is the marketing of two brands together to encourage co-consumption or co-purchases.

10. What are the characteristics of a strong and effective brand name?

The characteristics of a strong and effective brand name are that it is easily recognizable to consumers and that consumers have a positive reaction to the brand name.

11. Explain the role of trust in creating a strong brand.

Trust represents the customer’s belief in the efficacy and reliability of the brand. It can be established over time through personal experiences. Trust results from a brand performing consistently and fulfilling its promise, its authenticity, and its uniqueness.

12. What is the difference between brand equity and brand parity?

Brand equity is the set of characteristics unique to a brand that provide value to the brand. In essence, the brand is different and better. Brand equity allows the company the opportunity to charge a higher price and retain a market share that is greater than would otherwise be expected for an undifferentiated product. Brand parity is the perception that there are no differences between major brands.

13. What methods can be used to measure brand equity?

Brand equity based on financial value estimates the future cash flows of a brand based on its unique strength and characteristics, which will then be discounted to determine a net present value.

With the stock market approach, the financial value of the company is determined through stock valuation.

The revenue premium compares a branded product to the same product without a brand name.

The consumer value method attempts to measure the value of a brand based on input from consumers. Typical measures include familiarity, quality, purchase considerations, customer satisfaction, and willingness to seek out the brand.

14. How has private branding, or private labelling, changed in the past decade?

Private branding, or private labeling, has changed in the past decade in the following ways: the quality levels of products have increased; the products are perceived as having high value; loyalty to stores has increased, allowing store managers to increase in-store or private lines; they can be used to differentiate retail outlets; private label companies have begun to advertise these differences; and store managers now devote more effort to creating quality in-store displays of- and packages for private brands.

15. What role does a product's package play in the marketing program?

The package is the last chance to make an impression on a customer. It should protect the contents, stand out, and tell the consumer what is inside.

16. How can a label support an IMC program or advertising campaign?

Labels must meet legal requirements and be distinguishable to consumers. Labels can refer to features of advertisements and other IMC efforts. They should match the theme of the IMC campaign.

17. What ethical issues are associated with brand management?

There are concerns with brand infringement and with domain or cyber squatting.

18. How do the concepts of standardization and adaptation apply to products, brand names, and marketing strategies?

Marketing managers must choose the strategy that fits the company and its products. There has been some resistance to more global or standardized brand names.

CRITICAL THINKING EXERCISES

Discussion Questions

1. Dalton Office Supply Company has been in operation for over 50 years and was the predominant office supply company in its region during that time. Approximately 85% of Dalton’s business is based on providing materials to other businesses. Only 15% comes from walk-in customers. Recently, low-cost providers such as Office Depot have cut into Dalton’s market share. Surveys of consumers indicate that Dalton has an image of being outdated and pricey. Consumers did report that Dalton’s customer service was above average. What image should Dalton’s project to regain its market share? Outline a plan to rejuvenate the company's image.

Student discussions should cover several issues. The company should probably try to build on the idea that they are a high-quality, high-service firm in order to regain market share. The plan should be a total IMC approach, and not just advertisements that promote Dalton as high quality with excellent customer service.

2. Henry and Becky Thompson are planning to open a new floral and gift shop in Orlando, Florida. They want to project an image of being trendy, upscale, and fashionable. They are trying to decide on a name and logo. What should be the name of the company? What kind of logo should be developed?

Answers will vary, but one student suggested the name “Chic Bloom,” with a modern looking flower logo, with the idea that it should somehow appeal like the Nike swoosh. This would portray a trendy, upscale store.

3. Brand and corporate image are important in purchase decisions. What brands or corporations do you consider to have positive images? Why? Which brands or corporations should attempt to change images? Why? Explain how to accomplish this task. Name brands that require rejuvenation. How can it be accomplished for each brand?

Student responses will vary by brands chosen. This should be a good question for in-class discussion.

4. Identify five different brands for which you have a high level of brand loyalty. Describe your level of loyalty and discuss why you are loyal. How important is brand equity in your loyalty?

Student answers will vary.

5. What is your opinion of private brands or labels? Compare your purchase behavior of private labels in contrast to national or manufacturers’ brands. What private labels do you purchase regularly? Why do you purchase those particular private labels instead of national or manufacturers’ brands?

Student answers will depend on the brands they mention. They might be prompted by noting the brands that Sears and K-Mart carry as a discussion point.

6. Go to a local retail store. Choose five packages that are effective. Describe the reasons they are effective. Choose five labels that were effective at capturing attention. What features were the attention-getting aspects of the label?

Student responses will vary by product chosen. Look for differences by gender and by culture or national origin. Also note if convenience, attractiveness, size, or some other feature was the deciding factor.

7. Go to a local retail store. Look at packaging and locate five packages with QR codes. Access the code through a smartphone. Which of the purposes discussed in the chapter does the QR code serve? Evaluate the QR code and the information or site that was accessed.

Student answers will depend on the products chosen.

INTEGRATED LEARNING EXERCISES

1. Websites constitute an essential element of a company’s image. Access the websites of the following companies to get a feel for the image each company tries to project. Is the image projected on the website consistent with the image portrayed in the company’s advertisements?

a. BlueNotes (www.bluenotesjeans.com)

b. Portillo’s Restaurants (www.portillos.com)

c. BMW Motorcycles (www.bmwmotrocyles.com)

d. McDonald’s (www.mcdonalds.com)

e. HP (www.hp.com)

Student opinions will vary. This can be a good in-class discussion question, especially if the sites can be posted for students to see.

2. A major consulting firm that has been a leader in extending marketing knowledge and in the area of brand development is the Boston Consulting Group. Other companies who have been actively involved in brand development are Lexicon Branding and Corporate Branding. Access each of their websites. What type of services does each provide?

a. Boston Consulting Group (www.bcg.com)

b. Lexicon Branding, Inc. (www.lexicon-branding.com)

c. Corporate Branding (www.corebrand.com)

BCG lists branding, consumers, corporate development, deconstruction, diversity, e-commerce, energy, financial services, globalization, health care, industrial good, information technology, operations, organization, pricing, retail, strategy, technology & communications, and travel & tourism.

Lexicon lists technology, automotive, and "pharma."

Corebrand offers intelligence, strategy, communications, management, Brandpower rankings, and the organization's Corebrand Center.

3. Brand extension and flanker branding are common strategies for large corporations. Access the following websites. Identify the various brand extension strategies and flanker brands used by each company.

a. Marriott Hotels (www.marriott.com)

b. Procter & Gamble (www.pg.com)

c. Sara Lee Corporation (www.saralee.com)

d. VF Corporation (www.vfc.com)

e. Kraft Corporation (www.kraftfoods.com)

Marriott includes Renaissance, Courtyard, Residence Inn, Fairfield Inn, TownePlace Suites, SpringHill Suites, Marriott Vacation Club International, The Ritz Carlton, Marriott ExecuStay, and Marriott Executive Apartments.

P & G's brands are noted in the chapter. In 2005, the company announced the acquisition of Gillette.

Sara Lee has a series of foods and an apparel line that includes Hanes and Playtex.

VF Corporation includes Wrangler, Lee, Vassarette, JanSport, and The North Face.

Kraft Foods offers products including Baker's, Cool Whip, Jello, Planters, Cheez Whiz, Cracker Barrel, CapriSun, Chrystal Light, Maxwell House, Kool Aid, Country Time, Oscar Mayer, A.L. Grey Poupon, and Taco Bell, among others that also carry the name "Kraft."

5. Private labels are an important source of revenue for many retail stores and manufacturers. The Private Label Manufacturers’ Association promotes manufacturers that produce private labels. From their website at www.plma.com identify the press updates, store brands, and upcoming events that illustrate the importance of private labels for both retailers and manufactures.

These will change as the site is updated.

6. Look up one of the following companies on the internet. Discuss the image that is conveyed by their website. What changes or improvements could these companies make?

a. Scuba World (www.scubaworld.com)

b. Union Pacific Railroad (www.uprr.com)

c. Bicycle Museum of America (www.bicyclemuseum.com)

<listitem><inst>d. </inst><para>Metropolitan Transportation Commission (<ulink url="http://www.mtc.ca.gov">www.mtc. ca.gov</ulink>)</para></listitem>

e. Canyon Beach Wear (www.canyonbeachwear.com)

Answers will vary depending because websites tend to change on a regular basis. If a particular website is not functioning, encourage students to access another website within the same product category.

Student Project: Creative Corner

The assignment is to develop a brand name, package, and label for a variety of products, including:

1. </inst><para>A new brand of skis for recreational boating</para></listitem>

<listitem><inst> 2. </inst><para>A new line of eyeglasses</para></listit

<listitem><inst> 3. </inst><para>A new chocolate candy bar</para></listitem>

<listitem><inst> 4. </inst><para>A new line of jeans</para></listitem>

<listitem><inst> 5. </inst><para>A new energy drink</para></listitem>

<listitem><inst> 6. </inst><para>A new perfume or cologne<link linkend="ch02sb01" preference="1"/><link linkend="ch02sb02" preference="1"/></para></listitem></orderedlist></division></problemset>

Individual student answers will vary widely.

Cases

Case 1 Barbie Versus Bratz

1. Provide an analysis of the Mattel Barbie brand. What factors shape perceptions of the brand in the eyes of parents and young girls?

The answer should contain both tangible and intangible elements of the brand. Tangibles include the actual product, ancillaries, packaging, and labels. Intangible elements would focus on perceptions of the brand.

2. What brand problems did the Bratz line of dolls create for the Barbie brand?

The line was more trendy and edgy; Barbie may have been seen as outdated.

3. How might social media affect perceptions of both the Bratz and Barbie doll lines?

Even younger consumers now connect online.

4. Do you think the efforts made by Richard Dickson were the most effective ways to restore the brand? Defend your answer.

Student answers will vary. Based on sales, it was somewhat effective.

5. Going forward, what tactics would you use to maintain and build the Barbie brand?

Student answers will vary. One approach would be to identify target markets by age and socioeconomic status and then focus the brand on a more specific group.

Case 2 A Healthy Image

(1) What are the image issues in this case?

St. Margaret's knows the hospital cannot be the "best." The other problem is brand parity relative to the other hospitals in the city.

(2) What are the brand name issues?

St. Margaret's is viewed as an "old fashioned" name.

(3) What types of advertisements should Mary develop for St. Margaret's Hospital?

Ads that emphasize the organization's advantages, including caring service, nonprofit status, and possibly the hospital's Catholic heritage.

(4) What other types of activities could St. Margaret's pursue to build a strong and positive corporate image?

Health fairs and community service projects. Outreach programs for the homeless and those without health insurance.

BONUS CASE

<title id="ch02sb01.title">Is Image Everything?</title>

<para>For many years, the soft drink Sprite’s advertising featured the tag line, “Image is Everything,” with various sports figures as spokespersons. In the world of sports, news about one negative incident travels much farther than a dozen feature stories about altruism. Recently, image once again came under attack in professional sports. During the final week of July in 2007, three major leagues were plagued by bad press.</para>

<para>One startling incident emerged when the FBI arrested NBA referee Tim Donaghy, who was accused of influencing the scores of games in order to win bets and pay off gambling debts to bookies connected with organized crime. Gambling casts a powerful shadow over sports. If fans cannot believe that the rules are fair and being enforced equally, the legitimacy of what is taking place cannot be restored. Each time a questionable call takes place, fans will wonder if the referee has a vested interest in the outcome of the contest.</para>

<para>NBA Commissioner David Stern quickly moved to assure the world that the one ref was a loner and that the overall integrity of the league remained solid. He was countering the many “conspiracy theories” that linger around the sport and have for many years, dating back to what were once known as the “Jordan rules,” whereby Michael Jordan was alleged to receive special treatment from officials, among other charges.</para>

<para>At the same time, NFL quarterback Michael Vick was arrested and charged with running a dog-fighting ring on his personal property. Dog lovers of all kinds, from the PETA to individual owners, were appalled. The brutality of dog-fighting, along with the unsavory characters associated with it, caused Vick to lose endorsement contracts for athletic shoes and clothes.</para>

<para>The Atlanta Falcons team owners struggled with the choice of suspending Vick for only four games, which clearly would have led to protests and more negative press, or to allow NFL officials to suspend him for the entire year. Suspending Vick for an entire year would have undoubtedly caused the team to lose games. One cynical reporter noted that Vick would have been better off as a rapist than as a dog-fighter. Members of several professional sports that had been charged with sexual assault or with spousal abuse continued their careers without a great deal of ongoing publicity or criticism.<link linkend="ph02_02000" preference="1"/></para>

<para>Also during that troubling week, baseball’s Barry Bonds was on the verge of breaking one of the most noteworthy records in Major League Baseball. Henry Aaron’s all-time homerun record was about to fall. At the time, Bonds was under investigation for not only using steroids, but also for lying to a grand jury about that use. Congressional and criminal investigations were underway, and Bonds eventually faced criminal charges.</para>

<para>Bonds’ personal demeanor contributed to the image problem. Aaron was a popular and heroic figure. Bonds was viewed as being difficult, sullen, and disagreeable to members of the media and the public. His credibility was injured by conflicting statements about unknowingly rubbing a steroid cream on his legs and arms, yet claiming he never used banned substances.</para>

<para>Doping and steroid use have clearly affected professional sports for many years. The <emphasis>Tour de France</emphasis> has identified several violations over the years. Professional football has been tainted as much as baseball. The harshest critics, including some associated with various sports, insist that all records that were broken by athletes using human growth hormone or steroids should be stricken.</para>

<para>The popularity of various sports had clearly started to diminish. Television ratings for the 2007 NBA Finals were down from previous years, as were ratings for baseball’s World Series, where Game 1 had lower ratings than a pay-per-view event featuring mixed martial arts (extreme) fighting. Sports fans have more choices than ever. The NBA playoffs overlap with the playoffs in professional hockey. Baseball overlaps with the collegiate and professional football season. In such an environment, it becomes clear that those associated with each sport should probably consider the fact that “Image is Everything.”</para>

<source><emphasis role="bolditalic">Sources:</emphasis> Sean Gregory, “Five Ways to Think about Barry Bonds,” <emphasis>Time</emphasis> 170, no. 3 (July 16, 2007), pp. 40–41; Judy Battista, “NFL Faces Protests and Pressure over Vick,” <emphasis>New York Times</emphasis> (July 21, 2007), p. D4; Jack McCallum, “Game-Fixing and Dogfighting Rock Pro Sports (and Barry Bonds Marches On),” <emphasis>Sports Illustrated</emphasis> 107, no. 4 (July 30, 2007), pp. 34–48; Tom Knott, “Donaghy Will Cause Paranoia,” <emphasis>The Washington Times</emphasis> (August 17, 2007), section Sports, p. 1.</source>

(1) As a marketing professional, how should each league respond to its image problem?

Student answers will vary. They should note community involvements by athletes and contributions to charities by teams. They should also work with public relations to highlight positive role models within each league.

(2) What tools are available to help a team or league react to negative publicity?

Activities by the public relations departments; statements by owners; statements by union officials representing athletes, and advertising.

(3) Can you think of any other methods to help a professional sport build a positive image?

Many athletes visit local hospital, the troops in war zones, and conduct camps (fantasy camps for older fans; youth camps for kids) that can also highlight positive interactions with fans.

(4) Go to the websites of the NBA, NFL, and MLB. What types of image-building stories, activities, or involvements are present?

There is nothing on the opening page of the NBA website; the league does sponsor the NBA Cares program.

On the opening page of the NFL website there are two links, one to the NFL Youth Tackle program and the other called In the Community.

Major league baseball (MLB) features a Community link plus one for Youth, one for Diversity, and one stating "MLB Goes Green."