Marketing ideas for small business
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Table of Contents Hide
  1. What Does Marketing Ideas Mean?
  2. What Are The Four Marketing Ideas? 
    1. #1. Market Penetration Strategy:
    2. #2. Market Development Strategy:
    3. #3. Product Development Strategy:
    4. #4. Diversification Strategy:
  3. How Do You Create A Marketing Idea? 
    1. #1. Ask questions: 
    2. #2. Write Your Ideas Down: 
    3. #2. Think Associatively: 
    4. #3. Put Ideas to the Test: 
  4. 10 Marketing Ideas For Small Business 
    1. #1. Host a social media competition:
    2. #2. Share user-generated content on social media:
    3. #3. Create video tutorials:
    4. #4. Partner with other small businesses:
    5. #6. Collect customer feedback:
    6. #7. Attend local events:
    7. #8. Sell mystery boxes:
    8. #9. Create content optimized for SEO:
    9. #10. Offer free samples to customers: 
  5. How Can I Market My Own Business? 
    1. #1. Conduct market research:
    2. #2. Profile your target markets:
    3. #3. Identify your Unique Selling Proposition (USP):
    4. #4. Build your business brand:
    5. #5. Choose your marketing avenues:
    6. #6. Set your goals and budget:
    7. #7. Offer customer service:
    8. #8. Monitor and review your business: 
  6. What Are Marketing Activities?
  7. What Are The 10 Marketing Activities? 
    1. #1. Content marketing:
    2. #2. Social media marketing:
    3. #3. Search engine optimization (SEO):
    4. #4. Email marketing and newsletters:
    5. #5. Influencer marketing:
    6. #6. Earned media and PR:
    7. #7. Landing pages:
    8. #8. Advertising:
    9. #9. Affiliate marketing:
    10. #10. Retargeting:
  8. How Do You Attract Customers? 
  9. What Are The 7 Functions Of Marketing?
    1. #1. Promotion:
    2. #2. Selling:
    3. #3. Product Management:
    4. #4. Pricing:
    5. #5. Marketing Information Management:
    6. #6. Financing:
    7. #7. Distribution:
  10. Local Marketing Ideas For Small Business
    1. #1. Optimize your website for local users:
    2. #2. Update title tags and meta descriptions on your website.
    3. #3. Set up local landing pages for all of your business locations.
    4. #4. Claim your Google Business Profile:
    5. #5. Optimize your social media pages for local users.
    6. #6. Encourage positive user reviews and feedback: 
    7. #7. Host or sponsor local events:
  11. Social Media Marketing Ideas For Small Business 
  12. Email Marketing Ideas For Small Business 
  13. Online Marketing Ideas for Small Business 
  14. Digital Marketing Ideas For Small Business
  15. Importance Of Marketing Ideas For Small Business
    1. #1. Effective consumer engagement: 
    2. #2. Building and maintaining a reputation: 
    3. #3. Building relationships with customers: 
    4. #4. Sales growth: 
    5. #5. Remaining relevant: 
    6. #6. Making informed decisions: 
  16. Related Articles: 
  17. References:

​Small businesses often face a tight marketing budget, but there are numerous free ways to market themselves to customers. As business owners, you may not have time to research and identify these ideas, but we’ve taken care of it for you. In this article, we provide marketing ideas for your mall business that will push your sales on a low budget.

What Does Marketing Ideas Mean?

Marketing ideas refer to the process of developing fresh, original ideas that will attract consumers and promote expansion. After all, every innovative marketing initiative or campaign begins with a thought. But on a more tactical level, marketing ideas can entail locating fresh content suggestions, sales tools, or methods to connect your small business with potential clients.

A marketing team handles requests from customer-facing teams seeking information, assets, or materials to represent their brands and products. Managing these requests can be challenging due to the diverse groups and channels involved. Idea management helps gather, store, prioritize, and select relevant insights to improve existing marketing programs and inspire new ones. Therefore, the goal is to capture the strongest ideas, include them on the marketing roadmap, and ultimately enhance customer delivery.

What Are The Four Marketing Ideas? 

Depending on whether existing markets and/or new products are the primary focus, different strategies will be used.

#1. Market Penetration Strategy:

A firm’s market penetration strategy involves selling current products to existing customers, focusing on increasing loyalty, attracting competitors, increasing product usage frequency, and converting nonusers into users. Common marketing activities include increasing awareness, expanding distribution, identifying new usage occasions, and offering price promotions. 

Additionally, loyalty programs are effective in retaining customers, reducing risk, and allowing for faster marketing returns due to the firm’s existing customer relationships and product knowledge.

#2. Market Development Strategy:

A market development strategy involves expanding sales by selling existing products in new markets, such as international markets. Key marketing activities include creating product awareness and developing distribution channels. Product modifications may be necessary to match local market needs.

However, expanding into a new market with existing products carries risk due to a lack of market awareness and product trials.

#3. Product Development Strategy:

Product development is a marketing strategy that leverages existing customer relationships to create new products. For instance, cable television companies have successfully expanded their offerings, leveraging credit card and internet customer relationships. 

This strategy involves research and development activities, which can take time but can quickly create awareness, interest, and availability. However, it is riskier than market penetration due to potential challenges or product compatibility issues.

#4. Diversification Strategy:

Introducing new products to fresh markets is part of a diversification strategy. In reality, a brand new company is being founded here. However, this is also the riskiest strategy and is probably going to take the longest to see a return on your investment.

How Do You Create A Marketing Idea? 

Here are some ways to create marketing ideas:

#1. Ask questions: 

First and foremost, creative people are inquisitive. They frequently inquire about people, especially about themselves. They frequently start their sentences with the “W” words who, what, where, when, and why, as well as “how.”

#2. Write Your Ideas Down: 

Creative people keep a list and notes. In his countless notebooks, Edison recorded ideas and notes. In addition to fascinating drawings, Leonardo Da Vinci’s notebooks also contained notes that were written in mirror writing. Keep those concepts in mind!

#2. Think Associatively: 

Associative thinking produces a lot of ideas. Through that, I imply combining an idea from one situation with another opportunity or possibility. Steve Jobs excelled at transforming computer technology into fresh, useful applications. He made Apple’s products straightforward and appealing because he recognized the artistic component of science. When people observe various viewpoints and are skilled at adapting current approaches to new opportunities, new experiences frequently lead to ideas.

#3. Put Ideas to the Test: 

The value of experimentation is recognized by innovators. Therefore, tests are essential to many developments

10 Marketing Ideas For Small Business 

#1. Host a social media competition:

Social media platforms are oversaturated, with 90% of small businesses using them by 2022. To market small businesses, diversify your strategy by hosting competitions, offering free products or trips, and partnering with influencers. Therefore, reach your target audience on platforms like Facebook, Instagram, and TikTok.

#2. Share user-generated content on social media:

Promote your small business using user-generated content (UGC) on social media, as 80% of shoppers find it influential. Incentivize customers to share photos, videos, and testimonials of their use of your products. 

Additionally, Regularly scan your brand name or hashtag to see shared posts. Build a library of high-quality UGC that convinces on-the-fence social media followers to buy. Finally, remember to ask permission before sharing on your page.

#3. Create video tutorials:

Video marketing is a popular strategy on social media platforms like TikTok and Instagram. Utilize free video apps to create content for your business, such as reviews, behind-the-scenes videos, product tutorials, and live streams with influencers. For instance, shoe brands use Instagram to provide free tutorials on how to tie a shoe or clean white sneakers. 

#4. Partner with other small businesses:

Collaborate with other small businesses with similar target markets, such as handmade vessel sellers, to run a co-marketing campaign. This approach not only supports fellow small business owners but also allows you to tap into an existing audience for free, unlike influencer marketing, which often charges for sponsored posts. 

Additionally, by leveraging each other’s audience and their influence, you can create a successful marketing strategy on a zero budget.

#6. Collect customer feedback:

Utilize existing customers as a starting point for new marketing ideas. Utilize Apps like Post-Purchase NPS Survey to send customer feedback surveys to online store customers. Ask about their preferences, discovery, and purchase triggers. Use these insights to enhance social media profiles, landing pages, and product descriptions with customer testimonials. 

Package Free’s highlight reel of customer reviews reassures potential customers, improving conversion rates. Additionally, addressing customer complaints before they occur can help build trust and increase conversion rates.

#7. Attend local events:

It’s important to diversify marketing tactics beyond an online presence. Attend local offline events like craft fairs, Sunday markets, and networking events. Check with local councils or meetup sites for local business events. 

Additionally, host your event, bring inventory, and hand out flyers to build brand awareness. Use Canvas free business card maker to design business cards and take them with you.

#8. Sell mystery boxes:

Mystery boxes are a great way to sell slow-moving products at an affordable price point. They induce the fear of missing out, which drives 60% of people to make reactive purchases. This shifts slow-moving inventory, creating space for more popular and profitable items. Most sweet shops also offer mystery boxes for low-priced, soon-to-expire food products.

#9. Create content optimized for SEO:

Effective online marketing ideas often involve simple tactics, such as search engine optimization (SEO) and content marketing. By combining SEO with content marketing, strategies, small businesses can appear in search results when people are actively searching for information or entertainment. 

Examples include solving audience pain points, guest posting for popular publications, and sharing customer stories to help new shoppers. Additionally, creating great content that is relevant to your audience and monetizing it is essential for success.

#10. Offer free samples to customers: 

People love free things, so offering free product samples to customers at pop-up stores or markets can turn them into paying customers. This low-cost marketing idea can lead to good sales, as seen with brands like Made with Local, where samples can be shipped to potential buyers in less than two hours.

How Can I Market My Own Business? 

Learn the eight crucial steps you must take to promote your business.

#1. Conduct market research:

A crucial component of creating your marketing strategy is market research. It involves gathering data that can help you understand the thoughts, behaviors, and locations of your customers. Additionally, market research can help you keep track of market trends, conduct a preliminary sales forecast, and keep tabs on your rivals’ activities.

#2. Profile your target markets:

Segmenting potential customers based on geography, demographics, gender, age, education, occupation, income, and behavior can help focus marketing efforts. Factors like lifestyle, values, family situation, and hobbies can help identify the most appealing product or service for your target market. 

Additionally, by targeting these customers, you can ensure they need your product or service and are willing to pay for it.

#3. Identify your Unique Selling Proposition (USP):

A USP is what distinguishes your company from the competition by giving customers a special reason to choose you over your rivals. It’s crucial to know what makes you unique and communicate that to your target customers. Typically, this showcases your unique knowledge or abilities.

Your USP could be having a novel or distinctive product or offering exceptional service. Answer the following questions to begin creating your USP:

  • What features of your product do you love most?
  • What unique abilities or expertise do you possess?
  • What draws customers to you as opposed to your rivals?
  • What advantages do your customers get from using your goods or services?
  • Which features do you typically emphasize when introducing your company to new people?

#4. Build your business brand:

Regardless of size, every company probably needs a brand. A well-defined brand effectively communicates your identity, what you stand for, and what you can offer to your target audience.

#5. Choose your marketing avenues:

There are many options, but when choosing which to use, keep your target audience in mind.

Options consist of:

  • a business website 
  • social media
  • blogging
  • brochures and flyers
  • networking events
  • print advertising
  • word of mouth
  • cold calling
  • letter drops.

#6. Set your goals and budget:

Marketing goals should be SMART, specific, measurable, attainable, relevant, and time-based. Additionally, a marketing budget should include website development, search engine optimization strategy, branding design, branding printing, promotional material, advertising, donations, sponsorships, and staffing. 

#7. Offer customer service:

It’s crucial to take care of and reward your customers because they are the foundation of your business’ success. Offering top-notch customer support can keep customers coming back and distinguish you from your rivals.

Customer loyalty-building techniques include:

  • Communicating with customers regularly through blogs, social media, or e-news.
  • Giving after-sale support as a result.
  • Fulfilling your commitments.
  • Going “the extra mile” and delivering the best to your customers.
  • Using customer comments and concerns as a chance to enhance services.
  • Paying attention to clients.
  • Teaching employees the fundamentals of sales and customer service.

#8. Monitor and review your business: 

Regularly monitor and review marketing activities to ensure they are achieving desired outcomes, such as increased sales. Review your marketing plan every three months to support your strategy. 

As your business grows, review it when introducing new products, entering new markets, or addressing industry issues. Monitor sales figures and use free analytic tools to assess the effectiveness of social media and website campaigns.

What Are Marketing Activities?

Marketing activities are strategies used by businesses to encourage customers to buy goods or services. They include market research, email campaigns, paid advertisements, and search engine optimization. An effective marketing plan includes various tools and metrics to gauge effectiveness. Additionally, small businesses can use these tactics to increase brand awareness and reach their target audience.

What Are The 10 Marketing Activities? 

#1. Content marketing:

In the past decade, the marketing mindset has shifted towards engaging, inclusive content such as blogs, podcasts, and webinars. Content marketing offers strategic opportunities for businesses to connect with customers, generate awareness, and become an authority. 

Additionally, popular content strategies include content writing, infographics, video marketing, and podcasting.

#2. Social media marketing:

70% of small businesses utilize social media for marketing, which significantly increases visibility, traffic, lead generation, sales, audience insights, and customer service. With numerous channels like Instagram Reels and TikTok, businesses can strategically target their target audience. Note that LinkedIn is essential for professional audiences, while video marketing is increasingly popular. 

Social media advertising, like Facebook Ads, can significantly increase new customers. Remarketing on social media channels is effective for repurchasing customers. Popular social networks for promoting businesses include Instagram, YouTube, TikTok, Facebook, LinkedIn, Pinterest, and Twitter.

#3. Search engine optimization (SEO):

SEO is a marketing tactic that focuses on optimizing a brand’s content for high-intent micro-moments on search engines like Google and Bing. Effective SEO strategies involve audience research, keyword research, and targeting industry specialties. Focusing on technical SEO can help brands concentrate knowledge, utilize effective tools, and satisfy user intent. 

Additionally, SEO directs traffic to the right site, and 70% of online marketers believe it is better than PPC advertising for generating sales. To implement an SEO strategy, start by conducting keyword research and optimizing content to increase search ranking and visibility.

#4. Email marketing and newsletters:

90% of marketers use email as their primary lead generation channel. To succeed, email marketing campaigns must deliver the right message, build relationships, and acquire trust with readers. Automated emails can be effective and always add value. 

Additionally, conduct A/B tests to maximize performance. Email marketing tips include building a list, sharing engaging content, and personalizing emails based on user engagement.

#5. Influencer marketing:

Influencer marketing is a rapidly growing strategy that uses real people to promote a brand. Influencers have high followings and authority on a specific topic or niche, allowing businesses to reach a wider audience without building an audience. 

By finding influencers who align with your product and brand values, you can increase engagement rates and conversions. Over 70% of marketers believe influencer content performs better than their brand content, and it yields between $5 and $7 for every dollar spent.

#6. Earned media and PR:

Launch your business and website, and spread the word through media outlets like TV, newspapers, radio, and podcasts. Acquire organic press and publicity, but consider working with a paid PR agency for a worthwhile ROI. Bill Gates once said, “If I only had two dollars left, I would spend one dollar on PR.”

#7. Landing pages:

A landing page is a crucial component of online marketing strategies aiming to increase conversions. A one-second delay in page-load speed can lead to a 7% drop in conversions. To optimize your landing page, use Wix’s builder, which offers customizable templates with strategically placed CTA buttons, a mobile-friendly design, and essential information. Additionally, you should upload images and adjust the text to suit your business’s needs.

#8. Advertising:

Online advertising is a powerful way to reach your audience and improve your paid marketing investment. Developing skills in Google advertising, the largest search engine globally, can help you stay ahead of the competition and target strategic keywords related to your offerings. 

To choose the right advertising methods, consider factors like audience, budget, campaign timing, and available creative assets. Additionally, PPC advertising on Google and other social media platforms is also a valuable option.

#9. Affiliate marketing:

Affiliate marketing is a paid partnership where businesses promote their brands through affiliates who distribute product promotions on their platforms. These sales are tracked using unique affiliate links, allowing individuals to receive compensation based on performance. As a result, 80% of advertisers now include affiliate marketing in their marketing strategies.

#10. Retargeting:

Retargeting is an effective method for reaching familiar brand users who have expressed interest in your products or services. It can be achieved through various methods, such as display, social media, and email marketing. 

Additionally, retargeting can increase brand awareness, generate leads, and drive sales by reminding abandoned customers or visitors who didn’t make a purchase. It’s crucial to track the results of retargeting campaigns to ensure they are effectively working. By ensuring your brand is top of mind for potential customers, you can increase brand awareness, generate leads, and drive sales.

How Do You Attract Customers? 

To attract customers, businesses should define their target audience, develop a unique value proposition, use social media platforms, offer promotions and discounts, provide excellent customer service, leverage customer reviews, attend events and trade shows, and optimize their website for search engines. 

These strategies help businesses reach their ideal customers, build a reputation for quality and reliability, and foster long-term customer loyalty. Attending trade shows and showcasing products or services can also generate leads. Finally, optimizing the website for search engines can help potential customers find your business more easily

What Are The 7 Functions Of Marketing?

#1. Promotion:

Promotion is the marketing campaign’s primary goal of introducing new consumers to your brand and educating them on its benefits and unique principles. It aims to raise brand awareness and set it apart from competitors. 

Various promotional strategies, such as email marketing, content marketing, partnerships with influencers, print or digital advertising, promotional events, and social media promotions, are essential for success.

#2. Selling:

Marketing campaigns must move beyond raising awareness to engaging leads and converting them. Selling helps marketers nurture leads and establish deeper relationships. Modern consumers want to feel cared for and considered. 

Additionally, digital-age approaches to selling work best when focusing on bringing value to the customer. Effective ways to show prospects the benefits of buying from a brand include education, information, help, and entertainment.

#3. Product Management:

Branded products are only as good as they meet customers’ needs. Marketing teams must prioritize researching competitors, gathering consumer feedback, utilizing internal and external sources, conducting market research, and brainstorming to ensure successful product development. These processes help brands evolve and outstrip competitors.

#4. Pricing:

Choosing the right price for a product or service is a delicate balancing act. The company must cover production costs and turn a fair profit, while the customer needs to feel the product brings enough value to justify the price. 

Setting the right price point isn’t just about offering cheap but also considering perceived brand value. Additionally, understanding your customers, their perception of your brand, and their expectations should guide your pricing decisions.

#5. Marketing Information Management:

A successful marketing strategy relies on data collection and analysis for informed business decisions. Collecting and storing comprehensive data on customers, web traffic, demographics, and other factors is crucial. Discuss and share this data with other teams, including web analytics, sales reports, online reviews, social media engagement, market research reports, and direct customer surveys.

#6. Financing:

Marketing and financing are closely related, as they are essential for maintaining business operations and attracting customers. Without financing, businesses cannot operate, and marketing relies on maintaining product production, opening stores, and exploring new initiatives. Additionally, financing also involves handling customer transactions, offering credit, loyalty programs, and other payment options.

#7. Distribution:

Distribution is the process of transporting products to customers after marketing and selling them. It can include traditional retail stores, catalogs, wholesale outlets, online stores, and person-to-person sales calls. Marketers must determine the best fit for a specific product or audience, considering their location and preferences.

Therefore, achieving successful distribution also necessitates close coordination between all of your business departments, just like many other marketing-related tasks do.

Local Marketing Ideas For Small Business

These quick and easy ideas will help you enhance local marketing for your company.

#1. Optimize your website for local users:

Website optimization is crucial for driving traffic and driving digital marketing strategies. To optimize for local users, businesses should ensure their websites are mobile-friendly, with large text and buttons for easy navigation. 

Furthermore, localizing the website involves using search engine optimization (SEO) best practices, such as keyword research, and incorporating local terms like “serving hot coffee” to attract local customers. Utilizing free keyword research tools like Google Analytics, Google Trends, and Google Search Console can improve local SEO insights.

#2. Update title tags and meta descriptions on your website.

Maintain current website title tags and metadata, with a meta description of 160 or fewer characters. A title tag should be relevant to your brand and location but shorter than 60 characters. A quality meta description improves click-through rates and signals the information on the webpage. 

The best web hosting services offer administrator tools for editing title tags and meta descriptions, while WordPress offers an SEO function for small business owners.

#3. Set up local landing pages for all of your business locations.

Create individual landing pages for each location on your website to improve localization efforts. These pages should include location information, directions, and store hours. Include specific content about your business, such as being the “best real estate agent in Portland,” to signal to search engines where the agent is based and serve results to a local audience.

#4. Claim your Google Business Profile:

One of the easiest and most effective local marketing strategies you can employ immediately is to set up your Google Business Profile. Google’s Google Business Profile, formerly Google My Business, offers search engine users’ location, hours, directions, and contact information. 

To optimize local marketing, claim your knowledge panel, display current business hours, and explain any temporary changes or restrictions. Claim local listings on third-party sites like Yelp. The more places users can find your business, along with location information, the more successful your local marketing will be.

#5. Optimize your social media pages for local users.

Social media marketing is essential for local online marketing, optimizing and localizing pages to provide up-to-date information and maintain an active account. Additionally, small businesses primarily use social media for communication about deals, reopenings, and promotions, with reputation management being a key aspect.

#6. Encourage positive user reviews and feedback: 

Encourage satisfied customers to leave positive reviews online, and incentivize them with discounts or promotions. Spend time responding to all reviews, both positive and negative, with authenticity, humility, and honesty. 

Additionally, set aside an hour per week to go through and respond, ensuring it’s not just a generic, cookie-cutter response. This will appease unhappy customers, show appreciation, and demonstrate care.

#7. Host or sponsor local events:

Building a real-world bridge between your audience and your brand is crucial. Engage in your community by sponsoring or hosting local events, increasing brand visibility, and securing local press coverage. This increases the chances of your business being found online by a local audience.

Social Media Marketing Ideas For Small Business 

Social media is an affordable and effective way for small businesses to reach and engage with their target audience. To effectively use social media marketing: 

  • Utilize platforms like Facebook Ads, Instagram Ads, and LinkedIn Ads to reach your audience based on demographics, interests, and behavior. 
  • Engage with your followers by responding promptly, asking questions, sharing user-generated content, and commenting on relevant posts. 
  • Collaborate with influencers in your industry to reach a wider audience and build credibility with potential customers. 
  • Utilize video content to showcase your products or services, and monitor your social media metrics to optimize your marketing efforts and achieve your goals.

Email Marketing Ideas For Small Business 

Email marketing is a powerful tool for small businesses to engage with customers. It can be used in various ways, such as welcome series, promotional emails, newsletters, abandoned cart emails, personalized emails, customer feedback emails, and event invitation emails. 

These emails can introduce your brand, products, and services, offer discounts, special offers, and promotions, and provide regular updates on industry news and tips. Additionally, by using email marketing effectively, businesses can build a loyal following, encourage customer feedback, and build a community of engaged customers.

Online Marketing Ideas for Small Business 

Online marketing is an important tool for small businesses to reach and engage with their target audience. Some effective strategies include: 

  • Optimizing your website for search engines using paid search advertising platforms like Google Ads and Bing Ads. 
  • Utilizing social media platforms like Facebook, Instagram, Twitter, and LinkedIn. 
  • Using marketing tools like email marketing, content marketing, affiliate marketing, and influencer marketing 
  • Listing your business on online directories like Yelp and Google My Business. 

Digital Marketing Ideas For Small Business

Digital marketing is a powerful tool for small businesses to reach and interact with their target audience. Key strategies include SEO, PPC advertising, social media marketing, email marketing, content marketing, affiliate marketing, influencer marketing, online directories, chatbots, and video marketing. 

Generally, these strategies help drive targeted traffic, generate leads, and build a loyal customer community. By utilizing these strategies, small businesses can effectively reach and engage with their target audience, establishing themselves as thought leaders in their industry.

Importance Of Marketing Ideas For Small Business

In this section, we’ll talk about the value of marketing to businesses, along with some justifications.

#1. Effective consumer engagement: 

This is a requirement for businesses, and marketing ideas for small business provides useful tools in this regard. Consumers can be engaged by being educated about topics they are unaware of and by producing quality content centered around your goods and services.

#2. Building and maintaining a reputation: 

Your company’s reputation is based on how it develops and how long it lasts. Here, marketing ideas for small business provides a strategy for enhancing a company’s brand equity. And this occurs when customers’ expectations are satisfied.

#3. Building relationships with customers: 

Any business that wants to succeed must establish enduring relationships with its clients. Marketing ideas for small business is based on consumer behavior, psychographics, and demographics, which help to understand what customers want.

#4. Sales growth: 

Marketing ideas for small business help boost the probability of better sales by utilizing a variety of methods to promote goods and services. Happy customers automatically become brand ambassadors for a business.

#5. Remaining relevant: 

Marketing aids a company in remaining pertinent to its target audience and industry. It supports maintaining positive relationships.

#6. Making informed decisions: 

Every business is concerned with the hows and whys of producing goods or services. This demonstrates the value of marketing for companies and how it connects them to society.

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