Which marketing mix variable is involved in the capture of value in the marketing exchange?

Which marketing mix variable is involved in the capture of value in the marketing exchange?

Which marketing mix variable is involved in the capture of value in the marketing exchange?


In the marketing exchange, capturing value is a crucial aspect for businesses. It involves the process of creating and delivering value to customers while also receiving value in return. The marketing mix, consisting of product, price, place, and promotion, plays a significant role in capturing value. However, in this article, we will focus on the marketing mix variable that is directly involved in the capture of value.

The product variable of the marketing mix is essential for capturing value in the marketing exchange. A well-designed and high-quality product can create value for customers, making them willing to pay a premium price. The product’s features, functionality, and unique selling propositions contribute to its perceived value. Additionally, product packaging, branding, and after-sales services also play a role in capturing value.

Price is another critical variable in capturing value. Setting the right price for a product or service is crucial to ensure that customers perceive it as valuable and are willing to pay for it. Pricing strategies such as cost-based pricing, value-based pricing, and competitive pricing are employed to capture value. The price should align with the perceived value of the product or service, taking into account factors such as production costs, competition, and customer demand.

The place variable refers to the distribution channels through which products or services reach customers. The availability and accessibility of a product can significantly impact its value capture. By ensuring that the product is available in the right places, businesses can capture value by reaching a wider customer base. Distribution strategies, such as selective distribution, exclusive distribution, or intensive distribution, can be employed to optimize the value capture through the place variable.

Promotion encompasses various marketing activities aimed at communicating and promoting the value of a product or service to customers. Effective promotion strategies can enhance the perceived value of a product, thereby capturing more value in the marketing exchange. Advertising, personal selling, sales promotions, public relations, and direct marketing are some of the tools used to promote products and capture value. By effectively communicating the product’s benefits and value proposition, businesses can influence customers’ purchasing decisions.

In the marketing exchange, capturing value is a primary objective for businesses. While all the marketing mix variables are important, the product variable is directly involved in capturing value. A well-designed and high-quality product, along with its packaging, branding, and after-sales services, can create value for customers. Price, place, and promotion also contribute to capturing value by aligning the product’s perceived value, ensuring its availability, and effectively communicating its benefits to customers.

– Kotler, P., & Armstrong, G. (2018). Principles of Marketing. Pearson.
– McCarthy, E. J., & Perreault Jr, W. D. (2017). Basic Marketing: A Marketing Strategy Planning Approach. McGraw-Hill Education.
– Armstrong, G., & Kotler, P. (2015). Marketing: An Introduction. Pearson.