Overview. One of the first tasks for an organization that wants to become more marketing-oriented is to undertake a market audit. To make this marketing class more meaningful to you, this assignment asks you to select and "audit" an organization of your choice in marketing terms. This preliminary task will get you thinking about some of the concepts we will address in this class. At the end of the class, you will be asked to return to this paper and to consider what kind of recommendations you might make to the head of the organization to make it more atune to its markets.

Select an Organization. Your first task is to select an organization of interest to you. It can be a library of any particular type or another kind of LIS organization but it doesn't have to be. If you are familiar with a different kind of organization and would like to describe it and then try to apply marketing concepts to it, it will be perfectly acceptable. You can select a part of a larger organization (for example, the library within a corporation or a university) if you wish. It can be helpful to have had some experience either as a worker or as a customer in the organization but it isn't necessary as long as you have (or have had) the opportunity to observe it closely enough to answer most of the following guiding questions.

Guiding Questions for a Market Audit. Name the organization and then answer as best you can the following relevant questions. Note these questions are to serve as indicators rather than a definitive list. In other words, the first question asks you to talk about the environment. The particular questions are to give some ideas about what to say on the environment. It will also be the case that you may not be able to answer all of the questions asked. Do the best you kind and be creative about how you might find information (other than, or in addition to, asking a manager directly).

• Environment. What kind of an organization did you select (e.g., profit or non-profit, library (specify type), government agency, corporation, independent business, etc.)? Describe its environment. Is it rapidly changing (if so, in what way?) or relatively stable? Is it impacted by technology or by shifts in the economy? Is it a political entity? Is it part of a larger organization? Does it have partners or other organizations within whom it is closely aligned?

• Customers. Describe the clients of the organization as best you can (e.g., age, socio-economic status, professional field(s) or occupation(s), geographic location, ethnic culture(s), etc.)? If you think there is a mix of several different kinds (and there usually is), estimate roughly what percent of the total user population each sub-group is. Can you identify which group(s) is/are primary (more important in some way)?

• Products and Services. What products and services does your organization offer? Services might include such things as online searching, online vendors, circulating collection, bindery service, book jobbers, systems analysis, training classes, systems set up, help desk, web design, etc. Products might include publications, software, web portals (hard to say if this is a service or a product or a channel). Which are the primary products and services and which are more secondary? How does the organization make it known what its offerings are? To what degree are these products and services standardized or tailored to meet specific needs of individuals or groups? Are the products or services "branded" in any way (that is, do they carry a distinctive name or logo or are they packaged in such a way that they are instantly recognizable as coming from the organiation)?

• Place. This aspect of marketing is sometimes called channel because it refers to how and where products and services are delivered. Do clients come to one central location for service or are there different outlet locations? Do clients transport themselves to the organization (if so, by what method?) or are the services delivered directly to the client? Is there an Internet presence and if so, what level of interactivity is afforded through this channel? Do the products and services pass through an intermediary? Can they be delivered through the mail or telephone or through email or fax services?

• Price and Cost. Are products and servics offered for a monetary price? If so, how flexible are the terms? Are there discounts or allowances? If products and services are not offered for a price, what is the cost to the client to avail him/herself of the organization's offerings?

• Promotion. What kinds of promotion does your organization provide? Promotion is sometimes divided into direct selling, advertising (usually paid but sometimes as public service), sales promotion (incentives, discounts, special events), and publicity. How would you describe the mix of promotional activities that your organization undertakes? Are some products and services promoted more heavily than others? Are some groups of clients more targeted for promotional activities than others?

• People. In service marketing, all the people who surround the delivery of a service have an impact. Describe the employees who interface with the clients -- how are they dressed? what kind of manner do they exhibit? Other customers or intermediaries may also have an impact. Comment on the personal appearance and behavior of these folks as well.

• Servicescape. This is a fancy word for the physical evidence surrounding the delivery of products or services. It includes the appearance of the building, its offices and public spaces, as well as brochures, signs, equipment, business cards and the like. Describe your impressions of these manifestations.

• Process. The delivery of services usually involves a number of steps which may provide evidence to customers on how to judge a service. Consider whether the process of service delivery is simple (few steps) or complex (requiring customer to follow a complicated and extensive series of action). How involved is the customer in the delivery of the service and how much training does he/she require to receive services?

• Competition. Consider who (or what) might you identify as a competitor to your organization? Competition can be looked at in a variety of ways -- similar organization or an organization that offers one or more similar services and/or products (e.g., the children's section of a library and a bookstore), or an organization that offers a different way to accomplish an end (e.g., searching the Internet for information directly vs. asking a reference librarian for assistance).

Format for this paper. Format is not important here. You can use Q&A format or write a narrative. I'm looking for 2-4 pages -- at least a paragraph or two for each of ten topics listed above. Do your paper within SiteEdit or on your own server and post the URL to the Webboard.

Grading Criteria. A complete and analytic description of the various aspects of your organization will earn a high grade. Evidence of effort to obtain and describe good information is also important when not all the questions above are fully answered.

Page revised 6/2/2000.