Principles of Marketing, 18th edition

Published by Pearson (January 2, 2020) © 2021

  • Philip Kotler Northwestern University
  • Gary Armstrong University of North Carolina

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For courses in the principles of marketing.

Learn how to create value through customer connections and engagement

Principles of Marketing shows students how to create vibrant, interactive communities of consumers who make products and brands an integral part of their daily lives. To help students master this key marketing challenge, the authors present the fundamentals within an innovative customer-value framework.

The 18th Edition has been thoroughly revised to reflect the major trends impacting contemporary marketing. It's packed with stories illustrating how companies use new digital technologies to maximize customer engagement and shape brand conversations, experiences and communities.

Hallmark features of this title

The latest customer tools, practices and developments

  • A 5-step customer engagement framework ties together key concepts and details on how marketing creates customer value and captures customer value in return. It focuses on brand conversations, experiences, advocacy, community, and more.

Career-focused resources

  • A detailed sample marketing plan (Appendix 1) teaches students how to apply important marketing planning concepts.
  • Marketing by the Numbers (Appendix 2) provides a comprehensive intro to the marketing financial analysis that helps guide, assess and support marketing decisions.
  • Careers in Marketing (Appendix 3) helps students explore marketing career paths and lays out a process for landing a marketing job that matches their skills and interests.

New and updated features of this title

The latest customer tools, practices and developments

  • NEW and UPDATED: The narrative and examples cover both traditional marketing areas and fast-changing and trending topics. This includes digital, mobile, and social media marketing; customer engagement marketing; and big data, AI, and new marketing analytics.

Learner-focused features

  • NEW and REVISED: Chapter Openers preview the chapter's contents and learning objectives, and include engaging marketing stories to spark students' interest.
  • NEW and REVISED: Application Cases facilitate discussion of current issues and company situations in areas such as mobile and social marketing, ethics, and financial marketing analysis. Company Cases (20 of which are new to the 18th edition) help students apply what they've learned to actual company and brand situations.
  • NEW and REVISED: End-of-chapter reviews, exercises, and problems help students learn, link and apply major concepts.

Career-focused resources

  • NEW and UPDATED: Real Marketing highlights provide fresh insights into real marketing practices from all-stars like Walmart, Amazon, Netflix and Apple.

Features of MyLab Marketing for the 18th Edition

  • Mini Sims put students in professional roles and give them the opportunity to apply course concepts and develop decision-making skills through real-world business challenges.
  • Marketing Metrics Assignments let your students practice their marketing metrics and analytics skills, improving their understanding of the quantitative aspects of marketing.
  • The Study Plan gives students personalized recommendations, practice opportunities, and learning aids to help them stay on track.
  • Dynamic Study Modules use the latest developments in cognitive science and help students study chapter topics by adapting to their performance in real time.
  • Pearson eText is an easy-to-use digital textbook, available with MyLab, which lets students read, highlight, and take notes all in one place, even when offline.
  • Videos explore multiple business topics related to the theory students are learning in class. Exercise Quizzes assess students' comprehension of the concepts in each video.

PART 1: DEFINING MARKETING AND THE MARKETING PROCESS

  1. Marketing: Creating Customer Value and Engagement
  2. Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

PART 2: UNDERSTANDING THE MARKETPLACE AND CONSUMER VALUE

  1. Analyzing the Marketing Environment
  2. Managing Marketing Information to Gain Customer Insights
  3. Consumer Markets and Buyer Behavior
  4. Business Markets and Business Buyer Behavior

PART 3: DESIGNING A CUSTOMER VALUE-DRIVEN STRATEGY AND MIX

  1. Customer Value-Driven Marketing Strategy: Creating Value for Target Customers
  2. Products, Services, and Brands: Building Customer Value
  3. Developing New Products and Managing the Product Life Cycle
  4. Pricing: Understanding and Capturing Customer Value
  5. Pricing Strategies: Additional Considerations
  6. Marketing Channels: Delivering Customer Value
  7. Retailing and Wholesaling
  8. Engaging Consumers and Communicating Customer Value: Integrated Marketing Communication Strategy
  9. Advertising and Public Relations
  10. Personal Selling and Sales Promotion
  11. Direct, Online, Social Media, and Mobile Marketing

PART 4: EXTENDING MARKETING

  1. Creating Competitive Advantage
  2. The Global Marketplace
  3. Sustainable Marketing: Social Responsibility and Ethics

APPENDICES

  1. Marketing Plan
  2. Marketing by the Numbers
  3. Careers in Marketing

About our authors

Philip Kotler is Professor Emeritus of Marketing at the Kellogg School of Management, Northwestern University. He received his master's degree at the University of Chicago and his PhD at M.I.T., both in economics. Dr. Kotler is the co-author of Marketing Management (Pearson), now in its 16th edition and the most widely used marketing textbook in graduate schools of business worldwide. He has authored more than 60 other successful books and has published more than 150 articles in leading journals. He is the only three-time winner of the coveted Alpha Kappa Psi award for the best annual article in the Journal of Marketing.

Professor Kotler was named the first recipient of four major awards: the Distinguished Marketing Educator of the Year Award and the William L. Wilkie "Marketing for a Better World" Award, both given by the American Marketing Association; the Philip Kotler Award for Excellence in Health Care Marketing presented by the Academy for Health Care Services Marketing; and the Sheth Foundation Medal for Exceptional Contribution to Marketing Scholarship and Practice. He is a charter member of the Marketing Hall of Fame, was voted the first Leader in Marketing Thought by the American Marketing Association, and was named the Founder of Modern Marketing Management in the Handbook of Management Thinking. His numerous other major honors include the Sales and Marketing Executives International Marketing Educator of the Year Award; the European Association of Marketing Consultants and Trainers Marketing Excellence Award; the Charles Coolidge Parlin Marketing Research Award; and the Paul D. Converse Award, given by the American Marketing Association to honor "outstanding contributions to science in marketing." A recent Forbes survey ranks Professor Kotler in the top 10 of the world's most influential business thinkers. And in a recent Financial Times poll of 1,000 senior executives across the world, Professor Kotler was ranked as the fourth "most influential business writer/guru" of the 21st century. He is considered by many to be the "father of modern marketing."

Dr. Kotler has served as chairman of the College on Marketing of the Institute of Management Sciences, a director of the American Marketing Association, and a trustee of the Marketing Science Institute. He has consulted with many major US and international companies in the areas of marketing strategy and planning, marketing organization, and international marketing. He has traveled and lectured extensively throughout Europe, Asia, and South America, advising companies and governments about global marketing practices and opportunities.

Gary Armstrong is Crist W. Blackwell Distinguished Professor Emeritus in the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill. He holds undergraduate and master's degrees in business from Wayne State University in Detroit, and he received his PhD in marketing from Northwestern University. Dr. Armstrong has contributed numerous articles to leading business journals. As a consultant and researcher, he has worked with many companies on marketing research, sales management, and marketing strategy.

But Professor Armstrong's first love has always been teaching. His long-held Blackwell Distinguished Professorship is the only permanent endowed professorship for distinguished undergraduate teaching at the University of North Carolina at Chapel Hill. He has been very active in the teaching and administration of Kenan-Flagler's undergraduate program. His administrative posts have included Chair of Marketing, Associate Director of the Undergraduate Business Program, Director of the Business Honors Program, and many others. Through the years, he has worked closely with business student groups and has received several UNC campuswide and Business School teaching awards. He is the only repeat recipient of the school's highly regarded Award for Excellence in Undergraduate Teaching, which he received three times. Most recently, Professor Armstrong received the UNC Board of Governors Award for Excellence in Teaching, the highest teaching honor bestowed by the 16-campus University of North Carolina system.

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