Marketing Principles Report: McDonalds Marketing Strategies

This report provides a comprehensive analysis of the marketing principles applied by McDonald's, a global leader in the fast-food industry. The report begins with an introduction to marketing principles and their importance, followed by an examination of McDonald's marketing process, including SWOT analysis, market opportunities, and integrated marketing strategies. It then delves into the benefits and costs of a marketing orientation for McDonald's, focusing on customer profitability and retention. The report further explores macro and micro environmental factors influencing McDonald's operations, including political, economic, social, technological, legal, and environmental aspects. It also examines segmentation criteria, targeting strategies, and positioning for McDonald's products. The report analyzes the development of products, distribution, pricing, and promotional strategies used by McDonald's, as well as other elements of its marketing mix. Finally, the report discusses marketing mixes for different consumer segments and contrasts the marketing of products and services to businesses versus consumers, and international versus domestic marketing.

MARKETING PRINCIPLES

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1 Elements of the marketing process........................................................................................1
1.2 Benefits and costs of marketing orientation for McDonalds.................................................3
TASK 2............................................................................................................................................4
2.1 Macro and micro environmental factors................................................................................4
2.2 Segmentation criteria to be used for products in different market........................................5
2.3 Targeting strategy for selected product.................................................................................6
2.4 Impact of buyer behaviour on marketing activities...............................................................7
2.5 Positioning for a new food beverage crunchy cold shake.....................................................7
TASK 3............................................................................................................................................8
3.1 Development of products in McDonalds...............................................................................8
3.2 Distribution strategies used by McDonalds...........................................................................8
3.3 Pricing strategy used by McDonalds.....................................................................................9
3.4 Promotional activities of McDonalds....................................................................................9
3.5 Additional elements of marketing mix of McDonalds..........................................................9
TASK 4..........................................................................................................................................10
4.1 Plan marketing mixes for two different segments in consumer markets.............................10
4.2 Differences in marketing products and services to businesses rather than consumers........11
4.3 Show how and why international marketing differs from domestic marketing..................11
CONCLUSION..............................................................................................................................11
REFERENCES..............................................................................................................................12

INTRODUCTION
Marketing is considered as the most important part of any organization. In this regard,
most of the companies require setting of effective marketing principles. With the help of this,
they are able to achieve their target market objectives. One of the common goals of any
association is to identify the needs and demands of their customers and then develop services to
fulfil those requirements. However, most of the firms are acquiring different strategies to
enhance their competitive advantage. According to the American Marketing Association (AMA),
marketing is a crucial element for the success of every business organization and it is having
direct relation with performance of company (Brassington and Pettitt, 2006). With this respect,
there are several aspects that have to take into consideration at the time of planning strategies for
business in order to attain desired results.
Here, the present study covers the important aspects of marketing principles. For this,
McDonald’s is taken into consideration. It is one of the best known brands worldwide. They
always put their customer’s needs first. It is the world’s largest chain of hamburger fast food
restaurants having their stores worldwide. Due to their best food quality they always stand as
recognized brand and serve around 68 million customers daily. Potential start-up of company is
to find out their likely customers and enhance their market share. With respect of McDonalds,
this study presents the overall concept and process of marketing as well as its segmentation,
targeting and positioning strategies. Here, this study gives appropriate description about the
individual elements of extended marketing mix within different context and changing buyer
behaviour with respect to food industry as well.
TASK 1
1.1 Elements of the marketing process
One of the most essential business strategies of company is to identify most appropriate
and effective elements of marketing. With the help of this, they are able to identify and set better
marketing strategies than their competitors. It helps them in attracting huge base of customers
and enhances their profit margin as well.
Objective of McDonalds is to identify the changing needs of their customers and provide
them high quality services as per their demands. For this, their whole marketing process starts
with the situational analysis through which company is able to do the complete investigation of
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their internal and external marketing situation (Esopo and Almquist, 2007). On the very next
step, they can set their marketing strategy by developing best marketing plan. In this stage of
marketing strategy, McDonalds need to focus on the Segmentation, Targeting and Positioning.
At the last stage of overall marketing process, company requires to set their Marketing Mix. It is
a process through which they are able to identify their customer’s needs regarding price,
promotion and product as well. McDonalds is serving their fast food chain in more than 119
countries in more than 36,000 outlets (Cass and Julian, 2003). Some of the most common
marketing process elements used by them are as follows:
SWOT Analysis: It is the most effective technique or a process which is also known as
internal analysis of company. With the help of this firm can easily identify all the points
regarding their internal situation. It helps them in evaluating strengths, weaknesses, opportunities
and threats of the company. Further, McDonalds is able to identify their favourable and
unfavourable conditions for their firm.
Strength
 Largest food chain all around the
world
 Global brand recognition
 As per the geographical locations
customization of products
Weaknesses
 High tax rate and VAT services
 Blame for unhealthy food leads
towards the negative brand image
 Conflict situation by PETA for killing
Chicken in profuse
Opportunities
 There are wide range of opportunities
to bring healthy and organic food
Threats
 Increasing competitors in food
industry
 Banned in few countries
Market Opportunities: It is another most important element of marketing process. With
this, McDonalds can forecast for its specific product or a service with respect to its present as
well as future condition. Through this, they are able to attain all the market opportunities as per
their customer’s needs.
Integrated Marketing: This concept is highly focused with the enhanced brand image of
company. By acquiring this concept in their business strategy, McDonalds can easily able to
provide consistent brand experience to all their customers (Geyer, Van and Atasu, 2007).
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Target Marketing: At the time of developing appropriate marketing process, company
need to select their target customers to which they want to satisfy. It can be determine as a
specific group of people whom McDonalds target mainly for all their food products. They can be
selected by the way of appropriate marketing techniques such as segmentation as well as
targeting.
1.2 Benefits and costs of marketing orientation for McDonalds
With the help of setting appropriate strategies for marketing orientation, McDonalds can
easily meet the needs and demands of all their customers.
Marketing Orientation in McDonalds: Marketing orientation is a technique which is
used by McDonalds in order to become more customers centric. They are highly focused with
building long term relationship with their customers and retain them for making huge profit as
well. They are highly focused with the changing tastes and needs of customers and introduce
new products accordingly (Rinas, 2007). It enhances the interest level of customers and attracts
them towards the newly launched food product of company. However, they offer food and
hamburgers for both the types of people i.e. vegetarian and non-vegetarian. Company tailors the
communication needs of specific groups and try to meet them. For the same, it is essential for
company to identify the internal strengths of company. Due to the increasing competition in food
industry, it is becoming more essential for McDonalds to go through the appropriate
development of marketing orientation (Patterson, Scott and Uncles, 2010). By this huge level of
competition also, company has developed its strong presence in the market which helps them in
overcoming with the existing weaknesses.
Customer Profitability: With the help of adopting best marketing orientation
techniques, company is able to make great revenues from their food zone. Prices of all the food
products such as Burgers, Mac Puff etc. are not high but the quality which they offer is very
good. They are facing competition from other similar high brands such as KFC, Pizza Hut and
Dominos etc. These are other largest food companies due to which McDonalds requires to
maintain its quality services so that customer profitability and loyalty can be enhanced (Kotler,
2010). In addition to it, company assess the needs of the customers and then delivers products
through which they are able to gain attention from varied customer base. McDonald’s offers
different sort of burgers in different countries on the basis of culture and taste of people. This
helps in boosting the overall sales of the company in effectual manner.
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Customer Retention: Market orientation is a technique which helps in understanding
customer needs in a more effective way. For retaining their customers, McDonalds offer quick
services with various discount coupons to them. To all their regular customers company provides
them happy meal service; in which customer can get different gift items such as toy for
children’s etc. In addition to this, appropriate feedback forms are also taken into consideration
from all their consumers so that better services can be entailed (Shoemaker and Shaw, 2007).
Furthermore, company comes with lucrative schemes and offers for its existing customers which
aids in retaining more of customers. This practice also helps in influencing customers to buy
product repeatedly from McDonalds.
TASK 2
2.1 Macro and micro environmental factors
In order to survive in this highly competitive environment it is quite essential for
companies to go through their internal as well as external environment which affects their
business operations. Macro environment of McDonalds cover all those external factors which
indirectly influence the marketing decision of firm.
Macro environment
These are the external factors which can be determined by incorporating PESTLE
approach such as:
Political: McDonald is serving their business operations in more than 113 countries so its
political stability is very broad in terms of different countries. There are various political factors
which affect their strategies. Like other restaurants, McDonalds comply with government
regulations and concerning to health and hygiene. Customer’s health and safety are the main
motive of food industries. Further, several government strategies are required to be followed by
company as fast food industry have been seen as junk food that is leading to obesity (Donovan
and Henley, 2010). Each country has its own rules and regulations which might hamper the
overall business operations of McDonalds.
Environmental: Nowadays, majority of population are highly caring about protecting the
environment. In this regard, McDonalds found itself in the crosshairs of ecologist wrath over the
polystyrene packaging (Wood, 2013). They are highly in the favour of paper packing in order to
save environment.
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Economical: The suppliers are McDonalds are from local and regional in the Arab world.
However, economic condition of countries might affect the decisions and growth of company.
Under this, due to the increasing tax rates and VAT on bills highly affects the buyer behaviour.
In addition to this, interest rate as well as exchange rates is affecting the sales of company.
Social: Due to the changing needs of customers there is a huge impact on the sales of
company. According to the different culture of countries people prefer different food such as: In
Asian countries people prefer rice while in western countries individuals prefer hamburgers and
French fires. McDonalds requires making their strategies as per these needs (Mesdag, 2000).
Technological: With the help of the increasing technological advancements McDonalds
is able to improve their management as well as productivity. It makes their processing faster and
attracting huge number of customers as well.
Legal: Company is highly focused with the various rules and regulations and try to put
their customers’ needs first by providing health and hygiene environment. McDonalds serve their
business operations in fast food industry due to which they must adhere to many legal
requirements, such as the labour and employment law, corporate law and tax requirements etc.
(Tălpău and Boşcor, 2011).
Micro environmental analysis Suppliers: In order to serve their business operations effectively it is essential for the
management team of McDonalds to pay proper attention on their suppliers. They are the
solid supporter of economy. The majority of suppliers are from local area in the Arab
world. Customers: McDonalds always put their customers need first. They identify the desires
of their clients and try to meet those requirements in a better way than their competitors.
They are another important constituent of marketing process (Eid and Trueman, 2002).
 Competitors: In order to identify the competitive advantage it is quite essential for
business to adopt some of the best strategies. McDonalds always undertakes different
competitive marketing strategies in order to enhance their consumer base.
2.2 Segmentation criteria to be used for products in different market
Segmentation can be defined as a practice of dividing market on certain basis so that
exactly segment of customers can be identified for which products and services need to develop.
Basis of segmentation can be geographic, demographic, psychographic, behavioural and
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multivariable. Segmentation is considered as a most important strategy for the firm through
which they can easily achieve their objectives. There are several products of McDonalds offered
to its customers.
Figure 1: Bases of Segmentation
(Source: Wood, 2013)
Company is now planning to launch its beverage crunchy cold shake in order to strength
their product line. For this, there are various segmentation criteria which must be followed by
company through which they can market this product.
 Demographic: There are various demographic factors such as age, gender, occupation,
education, nationality on the basis of which company need to select its marketing
methods. In this factor, McDonalds have identified all the factors regarding their
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consumer choice and preference (Kim, 2012). They have always tried to make their
products for high as well as high income class group people.
 Psychographic Segmentation: As per this criteria company mainly find out the customer
perception about the food products as well as interest. Under this segmentation, one of
the major focuses of company is on the taste and preferences of customers (Melewar and
Saunders, 2000). For their changing demands McDonalds have selected this strategy to
add new beverage crunchy cold shake in their menu. It will be available in different
flavours as per the required sugar quantity of customer.
2.3 Targeting strategy for selected product
While launching any new product it is essential for company to set their STP strategy. In
which Targeting is considered as most effective process through which McDonalds can focus on
its target customers.
Figure 2: Targeting Strategy
The targeting strategy adopted by McDonalds for their new beverage i.e. crunchy cold
shake is highly focused on kids, teenagers and family of different age groups between 10-45 age
groups. For this purpose, company need to adopt undifferentiated targeting strategy in which
same set of marketing efforts will incorporate for attracting more of customers towards it. It is a
type of mass marketing that will aids in boosting the overall sales of the company. However,
only undifferentiated strategy is focused for targeting because shakes is a category of one of the
most likely food product and it is liked by majority of people. Through this type of targeting they
can easily focus on their particular market segment and cover large market share. For this,
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T a rg e tin g S tra te g y
Differentiated
Undifferentiated
Focus

McDonalds can adopt multi targeted segmentation strategy which requires appropriate promotion
and identification of needs of customers (Hopklns, 2013). In order to attract large base of
customers towards its market they can start several outlets in different areas as well as crowded
places such as shopping malls etc. Through this, they are able to enhance their brand image and
develop better clientele relationships.
2.4 Impact of buyer behaviour on marketing activities
Buyer behaviour can be referred to a sum total of consumer’s preferences, attitudes,
intention and decisions with regards to purchase of the product or services. One of the most
essential needs of any organization is to fulfil their customers’ needs in order to make them
happy. In this regard, changing needs and perception of customers are considered as a most
difficult phase of marketing planning. McDonald’s is highly focused about developing a menu
which customers want. However, buyer behaviour is changing day by day as what is attractive
today may be discarded tomorrow. These changing taste preferences of customers are highly
affecting the marketing activities of company. It is further evident that technology also
influences the customers and hence it is required to involve new technology while developing
product in order to gain attention from customers. In this context, McDonalds always try to
introduce new products over their old one. Company knows that items in their menu will vary in
popularity. For this, they are highly aware with the timely changes that must be taken into
consideration (Schultz and Gordon 2011). Another concern for McDonald is influence of
customer’s behaviour from culture factors. In this context, company develops tailored product as
per the culture and beliefs of customers so that actual needs and wants of customers are satisfied
in effectual manner. Further, due to the higher competition within the food industry most of the
people prefer hygienic food items with high quality service. This is one of the most essential
requirements of customers and for this McDonalds always follow healthy cooking environment
with their open kitchen area. Thus, it can be determine that marketing activities can be changed
as per the changing buyer behaviour in different situations.
2.5 Positioning for a new food beverage crunchy cold shake
With the help of this technique, company can easily change their customer’s perception
about their product. As far as McDonalds is seen they different varieties of food products which
they have targeted families as well as kids and youngsters. In order to enhance their market share
8

they have launched a new food beverage crunchy cold shake in the market. For this,
demographic segmentation takes place for families, kids and teenagers. For this particular
product, they can select the competitive positioning strategy such as celebrity endorsement,
banners and posters in crowded places as well as shopping malls. It is the most effective way to
differentiate the products offer and create value in the market (Mourdoukoutas and Siomkos,
2009). Through this, company can capture the huge market share and attract the intended target
audience in an effective way. In addition to it, company can even take support from viral
marketing for the purpose of positioning new product. For this, video can be posted on Facebook
and YouTube just like done by Nike for developing unique image among competitors.
TASK 3
3.1 Development of products in McDonalds
Attaining higher competitive edge is one of the most important aims of any organization.
Through this, they can differentiate themselves from their competitors and develop positive
brand image in the mind-set of customers. For this, there are various most important factors of
McDonalds marketing mix which makes sure that competitive advantage is sustained such as:
Price: customer perception of value is an important determinant of the price charged.
McDonalds have gained huge segment in the food industry and became the top most brands due
to their high pricing strategy. They mainly target middle as well as high income group people
and try to provide them quality services with hygiene factors on a high price. Customers are still
ready to pay for it due to its quality (Kotler, Bowen and Makens, 2010).
Place: Company has selected the crowded place for introducing their new product and
opening a new store. Shopping malls, new colleges and schools are the main places where
company wants to introduce its new beverage.
Promotion: McDonalds have seen very well within the part of their promotional strategy.
It clearly determines that their competitive advantage is highly sustained due to the appropriate
advertisements through televisions as well as banners in different areas of city.
Product: Company is trying to grow up their market by introducing its new product
crunchy scold shake. Offering such product helps them in attracting huge base of customers from
different segment identified. Further, by investing lot in R&D Department Company is able to
make its product more beneficial for psychographic segments (Hall and et. al., 2008). Through
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this they are able to add certain substances and making it more beneficial for those people who
are health conscious.
3.2 Distribution strategies used by McDonalds
In order to market their newly launched beverage McDonalds requires adopting
appropriate distribution channels as per the suitability of customers. There are various
distribution strategies such as licensed stores, consumer packed goods, online services etc.
Figure 3: Distribution Strategy
(Source: Patterson, Scott and Uncles, 2010)
For their appropriate distribution strategies of crunchy cold shake McDonalds can start its
consumer packets of shakes and make it available to various stores and franchises of the same.
These packets will also be available for customers at their door steps after ordering it online.
Hence, company will apply two types of distribution strategy i.e. level zero (delivering packets at
door steps) and level one (offering product at retail outlet). This is the most effective distribution
channels which highly fulfils the demands of customers. Also, it declines the cost of distribution
from which company is able to offer right product at right time with high quality. These services
will be avail to customers on the option of take away as well as free home delivery options
(Boddy, 2014). Thus, it helps them in attracting huge base of customers and enhances their
market share through the online product delivery as well. With the help of this option customer
can choose their nearest location of the store.
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3.3 Pricing strategy used by McDonalds
Setting pricing strategies of any organization reflects the marketing condition and
objectives of McDonalds. Company is highly focused with high income age group people as well
as middle income age group people. In this concern, it is quite essential for them to select pricing
strategy which provides maximum return to clients. At the initial stage company needs to keep
its product pricing low so that they can easily attract huge base of customers. One of the most
effective ways is to develop appropriate market for its newly launched product. In this respect,
company will adopt psychological pricing in which prices will be set as £0.99, £1.99 and so on
which will help in boosting the sales volume. However, company is serving their business
operations in different countries due to which they are facing different economic conditions as
well. By providing best taste as per the customer’s preference customers are able to provide
maximum value for their money (Till and Nowak, 2000). In this regard, it can be stated that,
McDonalds is favouring its strategy to create loyalty low pricing at initial stage and attract varied
customers.
3.4 Promotional activities of McDonalds
This is considered as most important strategy for gaining higher sales margin for the
newly launched product. In order to make proper marketing for their new beverage company can
put banners at shopping malls and different city areas near by franchises of McDonalds. It is
taken into consideration for higher publicity as well. In this concern, it can be determine that
company can also go through the brand endorsement from the popular celebrities. It is the best
way to attract more number of people. Other than these methods, distribution channel for this
product is online delivery as well (Moore, 2006). In this regard, company can promote the
products on social media such as Facebook, Twitter, YouTube so that awareness can be
increased. Beside this, discount voucher will be offered to regular customer through SMS in
order to retain majority of customers. In this concern, company can make appropriate strategies
for promoting its hygiene factors as well as exciting offers for their customers.
3.5 Additional elements of marketing mix of McDonalds
There are various extended factors which are more important equally important for the
success of business firms other than price, place, promotion and product. Other factors are
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people, physical evidence and process management. These are highly important factors for
company which helps in making their customers happy and satisfied.
1. Physical evidence: It is the environment which company provides to its customers at the
time of refreshment and spending quality time as well. McDonalds has always tried to
maintain its store ambience by providing happening environment to all people as well as
clean atmosphere. All the hygiene factors must be considered by them at the time of
making food (Jang and Jung, 2013).
2. Process: Process shows that how product is made for this McDonalds are having open
kitchen area so that customers can easily go through the process. Cited company follows
the process of self service and self ordering in which orders are placed and collected by
customers itself over the counter.
3. People: Company recruits employees and train them to the core so that they can offer
quality and standard product to customers every time. Employees are the key resource of
McDonald that helps in boosting the competency in the market and also aids in attaining
an edge over the rivals.
TASK 4
4.1 Plan marketing mixes for two different segments in consumer markets
McDonalds latest launched beverage crunchy cold shake
 Product: In order to make its presence in existing industry McDonalds have launched
this beverage. It helps them in attracting huge base of teenagers.
 Price: At the initial stage they keep their product prices low by targeted both high income
and middle income class people.
 Place: For launching this product company have selected franchises stores of McDonalds
within the shopping malls. Other than stores, company also sell product online on their
website and provide free home delivery.
 Promotion: They can use celebrity endorsement as well as banner advertisements in
shopping malls to attract wide range of customers.
McDonalds Mac Puff
 Product: This product is made by company by keeping in mind the needs of kids and
families. It is the considered as a light food product.
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 Price: Price of this product is very nominal due to which company is able to attract huge
base of customers. Place: This product is available at every store of McDonalds by providing wide range of
facilities to them.
 Promotion: To promote this promote, company uses above the line techniques in which
they make advertisements by showing all its hygiene’s factors.
4.2 Differences in marketing products and services to businesses rather than consumers
Selling products to consumers and selling products to business are slightly different to
each other. While selling the product and services to any company it should be highly focused
with its USP (Unique Selling Proposition) as business class people are highly focused with the
profit margin. All the things required to takes place in professional manner and no emotions are
involved in this. On the other hand, at the time of selling products to customers the main focus is
one the value for company (Alexander, 2007). Organization can enhance their customer
satisfaction by providing them value for money products. McDonalds always listen to their
customers first and provide them quality services as per their desires. At this time company must
focus more on marketing and value for money to their customers rather than anything else
(Dalgic, 2006).
4.3 Show how and why international marketing differs from domestic marketing
International marketing can be defined as all those activities in which company can
transfer all its goods and services from 1 country to another. On the other hand, domestics
marketing refer as advertising of products within the country only. It covers a huge difference in
terms of brand enhancements as well as profit margin of company. There are several trade
barriers such as exchange of currencies etc. which companies have to follow at the time of
international marketing. On the other hand, at the time of domestic marketing there are no such
things like in domestic marketing (Marshment, 2009).
CONCLUSION
From the above study it has been articulated that management team of McDonalds need
to follow all the essential marketing activities in an effective way. For this, they have launched
their new beverage crunchy cold shake and for this they have targeted teenagers, kids and
13

families from the age group of 10-45 on the basis of demographic and psychographic
segmentation. Moreover, they have adopted low pricing strategy and brand endorsements and
banner advertising for the purpose of better promotion of this product. Further, it has been
founded that by fulfilling their customers’ needs they can easily enhance their sales and profit
margin.
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