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CHAPTER 8 • IMPLEMENTING STRATEGIES: MARKETING, FINANCE/ACCOUNTING, R&D, AND MIS ISSUES 253

net income increased to $12.9 billion from $10.5 billion products, and contact lenses, among other items. The
when most firms experienced dramatic losses. consumer segment makes over-the-counter drugs and
J&J’s CEO, Bill Weldon, says, “Our Credo, laid out by products for skin and hair care, oral care, first aid, and
Robert Wood Johnson in 1943, still governs J&J. Our women’s health.
Credo really sets our priorities. And our first priority is to In mid-2009, J&J agreed to acquire the small cancer
the people who use our products—to make sure we’re drug-developer Cougar Biotechnology for about $894
supplying them with quality products,” he says. J&J appli- million in cash. Cougar has an excellent drug for late
cants must read the credo before being hired, and Weldon stage prostate cancer. J&J’s purchase price of $43 a
says that anyone transitioning into a leadership position in share was a 16 percent premium over Cougar’s closing
the company spends two days with him, J&J’s HR boss, stock price.
and general counsel talking about how the credo “has J&J reported second quarter 2009 net income of
shaped our organization and decisions” over 66 years. $3.21 billion and sales of $15.24 billion. During that
If you get sick, you likely will begin using J&J products. quarter, sales of J&J’s Remicade treatment for rheumatoid
The diversified giant operates in three segments through arthritis rose 24 percent to $1.1 billion. In July 2009, the
more than 250 operating companies located in some 60 company acquired a minority stake in Elan Corporation,
countries. The J&J Pharmaceuticals division makes drugs which makes Alzheimer’s drugs.
(including schizophrenia medication Risperdal and psoriasis
drug Remicade) for an array of ailments, such as neurolog-
Source: Based on Geoff Colvin, “The World’s Most Admired
ical conditions, blood disorders, autoimmune diseases,
Companies,” Fortune (March 16, 2009): 76–86; Jessica Shambora,
and pain. J&J’s Medical Devices and Diagnostics division “Most Admired Companies Know Their Values,” CNN Money (March
offers surgical equipment, monitoring devices, orthopedic 5, 2009).

Current Marketing Issues
Countless marketing variables affect the success or failure of strategy implementation, and
the scope of this text does not allow us to address all those issues. Some examples of
marketing decisions that may require policies are as follows:

1. To use exclusive dealerships or multiple channels of distribution
2. To use heavy, light, or no TV advertising
3. To limit (or not) the share of business done with a single customer
4. To be a price leader or a price follower
5. To offer a complete or limited warranty
6. To reward salespeople based on straight salary, straight commission, or a
combination salary/commission
7. To advertise online or not
A marketing issue of increasing concern to consumers today is the extent to which
companies can track individuals’ movements on the Internet—and even be able to identify
an individual by name and e-mail address. Individuals’ wanderings on the Internet are
no longer anonymous, as many persons still believe. Marketing companies such as
DoubleClick, Flycast, AdKnowledge, AdForce, and Real Media have sophisticated meth-
1
ods to identify who you are and your particular interests. If you are especially concerned
about being tracked, visit the www.networkadvertising.org Web site, which gives details
about how marketers today are identifying you and your buying habits.
Marketing of late has become more about building a two-way relationship with
consumers than just informing consumers about a product or service. Marketers today
must get their customers involved in their company Web site and solicit suggestions
from customers in terms of product development, customer service, and ideas. The
online community is much quicker, cheaper, and effective than traditional focus groups
and surveys.
Companies and organizations should encourage their employees to create wikis—Web
sites that allows users to add, delete, and edit content regarding frequently asked questions