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DEFINING MARKETING FOR THE 21ST CENTURY | CHAPTER 1 7
For a city like Las Vegas that
thrives on tourism, good market-
ing is essential.
Solutions USA, Tom McCausland, says, “[our product] is not necessarily an X-ray or an MRI, but
information. Our business is really health care information technology, and our end product is really
an electronic patient record: information on lab tests,pathology,and drugs as well as voice dictation.” 14
IDEAS Every market offering includes a basic idea. Charles Revson of Revlon once observed: “In
the factory we make cosmetics; in the drugstore we sell hope.” Products and services are platforms
for delivering some idea or benefit. Social marketers are busy promoting such ideas as “Friends
Don’t Let Friends Drive Drunk” and “A Mind Is a Terrible Thing to Waste.”
Who Markets?
MARKETERS AND PROSPECTS A marketer is someone who seeks a response—attention, a
purchase, a vote, a donation—from another party, called the prospect. If two parties are seeking to
sell something to each other, we call them both marketers.
One of the most important areas of
marketing is the work that social
marketers do to promote socially
desirable behaviors.
