INTERNATIONAL JOURNAL OF SCIENTIFIC & TECHNOLOGY RESEARCH VOLUME 8, ISSUE 12, DECEMBER 2019 ISSN 2277-8616

Marketing Engineering And Making Marketing

Decisions
Mahmood Jasim Alsamydai
Absract : The concept of marketing engineering has become, today, an issue of great importance because it has helped in enabling marketing
management to gain information and analyze it by using computer devices, communication networks, software and marketing decisions support
systems, thus helping marketing management to take marketing decisions. The term marketing engineering can be traced back to Lilien et al. in "The
Age of Marketing Engineering" published in 1998. In this article the authors defined marketing engineering as the use of computer decision models in
making marketing decisions. The definition of marketing engineering was also developed by Lilien et al. 2002, who defined marketing engineering as
"the systematic process of putting marketing data and knowledge to practical use through the planning, design, and construction of decision aids and
marketing management support systems (MMSSs)". Among the driving factors toward the development of marketing engineering are the use of high-
powered personal computers connected to LANs and WANs, the exponential growth in the volume of data, and the reengineering of marketing functions.
other researcher also called marketing engineering "the systematic process of putting marketing data and knowledge to practical use through the
planning, design, and construction of decision aids and marketing management support systems." Marketing management works in a variable and
unstable environment, where it is requested to be flexible and interactive with these changes in the internal and external environment of the organization.
There is a tremendous flow of information, where marketing engineering has to collect and analyze, by adopting information systems, information
technology management decision support systems. Marketing engineering played the major role in that and enabled marketing management to adapt to
and accommodate external environmental factors and take the proper marketing decisions. The objective of this paper is to know the relation between
marketing engineering and the process of making marketing decisions and to provide the knowledge frame for marketing engineering, the supporting
phrases of it, the technology used, as well as the information technology, marketing technology, market technology and phrases used in support of
marketing engineering.

Index Terms: Communications, Development, Marketing, Marketing Decisions, Marketing Engineering, Technology, Organizational
——————————  ——————————

1. INTRODUCTION Solving it occurs through assigning engineers to be part of this

The tremendous development in information and change, by interacting and working with marketing engineering
communication, whether electronic or traditional, affects to enable this management to make marketing decisions and
business the environment, which requires more and more solve the problems that it faces by adopting developed
research, analysis and accuracy in making marketing techniques and technology and effective communication tools
decisions. Marketing decisions obey and follow up engineering so that it becomes capable of working on enhancement of
process and structure in design based on procedures of current products and providing new products with differentially
research, studies, gathering of data and information, and using competitive advantages. Good pricing, promotions distribution
statistical methods with modern technology in manipulating and other marketing activities are also needed to improve
and processing these data and information targets [1],[2]. marketing decisions related how to communicate and
Simulation is also required to know the market and the way to approach the market. All can be done by developing scientific
deal with it and respond to its requirements and needs in order research concerning different marketing activities and by
to enable marketing managers to design effective marketing adopting marketing engineering [3],[4]. The direction towards
plans that provide it with capabilities to achieve goals and marketing engineering contributes in the transformation from
organizational targets [1],[2]. Marketing concept differs traditional methods to the most modern techniques, statistical
according to the stage or phase that it is passing through. methods, software and depending on internet network and
Some people believe that traditional marketing represents an statistical programs in research, development, and meeting
art; others see it as a science. As for specialists in marketing customers’ desires and needs. It enables marketing managers
engineering, they merge the art and the science to solve to implement their activities with high efficiency because
certain problems. Engineering work is concerned with solving statistical programs help and assist in discovering multiple
problems as well as modifying processes and procedures to alternatives that enable marketing administrations to
enter new products or techniques or knowledge and new differentiate among them and take the appropriate decision by
methods, and this represents a solution for problems, increasing awareness and improving good practices among
employees and workers in the marketing department. Besides
that, marketing engineering and their tools provide an
analytical method to determine the best marketing strategies
and assist in making marketing decisions [5].

2 MARKETING ENGINEERING CONCEPT

_______________________ The marketing engineering term was introduced first by Lilien
and Arvind in 1998 [6], where they indicated that marketing
Mahmood Jasim Alsamydai; Department of marketing, The Faculty of engineering is formed by using decision forms and computer
Business, Al-Zaytoonah University, P.O box-130. Amman, Jordan. E-
mail: [email protected], Phone: 0096265862982,
to take marketing decisions. In 2002, they indicated that
00962777397835. marketing engineering represents an organized method to
utilize and employ data and knowledge to drive effective
marketing process to take decisions through decision-making
processes supported by technology and model. Lilien et al. [7],
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define marketing engineering as a systematic process of marketing engineering the future of marketing:
putting data and marketing knowledge into practical use - Marketing is a technical job where marketers of today
through planning, designing and building assistant devices to are using complicated technology, increasingly, to
take decisions, and the systems of marketing decisions communicate with clients and customers. They must
support; and to adopt local communication network and understand, for example, search engine logarithms
computer network which contribute to enable individuals use and procedures, data analysis, marketing automation
personal computers and share in developing and adopting systems, popups’ filters, and email marketing
marketing engineering [7], [8]. The accelerating growth in the regulations, using applications of the programs,
volume of data, information and the efforts to restructure or browsers and features of the browser across many
reengineer marketing engineering businesses require the [11],[12],[13],[14],[15],[16],[17].
following: - More experience is required when a marketing team
- Efficiency in implementing marketing engineering develops marketing tools or mobile applications.
- The comparison between offer and demand along - Marketing authorities can also run campaigns
with the properties of system design for marketing management through social media using supervising
decisions support programs and fixed assets management tools, which
- The nature and features of an implementation focus on dataware houses identical to what
process that depends widely on differences between management systems of engineering products and
end user systems and the developed systems of operations are doing currently
marketing decisions support system [11],[12],[13],[14],[15],[16],[17].
- Employees training on using programs and - Major marketing supervisors can now spend easily on
communication network technology more than their colleagues in information
The style and method that marketing engineering relies and technology or technology control. Digital marketing is the field
depends on are restricted and available only to managers in that is the fastest in growing towards marketing expenditure
large organizations who have a strong motive to adopt them in and gaining talents in different fields
addition to huge budgets and computers connected to [11],[12],[13],[14],[15],[16],[17], [18].
networks with programs that are easy to use in implementing - 3 Technology and Marketing Engineering
and confirming marketing engineering methods. But the The foundation for marketing engineering success is the
development of the communication process and the modern employment and use of technology, which is considered as the
trends among employees, consumers and organizations to key to this success, especially in the current days. Marketing
use the available communication tools like computers, network management receives tremendous volumes of data and
connection and mobiles play a role in increasing information by adopting marketing information system which
implementation efficiency of marketing engineering. For sure, includes marketing researches, marketing intelligence, internal
it contributes in supporting marketing management to make reports and work to process and manipulate data through
and support marketing decisions in a way that it satisfies the marketing decisions support system. This system provides
best results when implementing these decisions on the information about market directions, competitors, consumption
practical side because marketing engineering is involved in attitudes for targeted markets, indicators for awareness,
following accelerated developments in the external and experience and predictions of sales, demand estimation, how
internal environment based on data analysis and its far the effectiveness of the marketing mix is. It also follows
manipulation by statistical methods and by using statistical variations in the external environment. All these made
programs developed in this process, which contributed to marketing management face huge volumes of data that
gaining accurate information and took part in making the right require the use of modern technology to gain and gather data
decisions. and information, then process and analyze them to reach
The main job of marketing management depends on positive results when used properly. For that, marketing
environmental analysis for the target of defining the factors of engineering locates data and information in a usable
the external environment that affect an organization’s sequence for the sake of reaching effective and successful
business, achieving its goals and targets, and at the same marketing decisions [19].
time marketing management objectives and targets, which The concept of technology, as stated by Alsamydai and
represent part of the organization’s objectives [9]. Rudaina [20], expresses the real potentials to implement
Also, marketing management usually works to identify the scientific knowledge for practical purposes. It includes the
internal environment through available information by using usage of methods, systems and devices that are produced
records of organization and marketing department along with from scientific knowledge used for practical purposes that lead
internal reports in order to determine and identify the weak to accumulated knowledge, experience, creation and invention
and strong points of the organization. It will help much to for the sake of providing more developed techniques than the
describe the surrounding circumstances of the organization previous period, and these techniques are a result of
accurately and specifically and identify market directions by technology. The technique for that represents a method to
using market technology so that it will enable management to accomplish business through the use of developed devices,
issue effective, efficient and successful marketing strategies programs, software, and communication tools as well as
[10]. reliance on mathematical or statistical equation to process and
From this, the role that marketing engineering plays becomes analyze data.
clear, as the process and operation through which information Sultan and Christian [21], indicated that adoption of
is put in a usable sequence by using analysis, computer and communications and information technology by organizations
the proper statistical programs. and marketing management was of positive effect on
As a matter of fact, there are four main reasons that make marketing strategy, selection of targeted sectors, market

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division, understanding consumer behavior, marketing researchers including [25], [14], [26], [27], [28] , [29], [30], [31],
campaigns management and understanding the market. [32], [33], [34], [35], [36], [38] have turned their attention to
Avramovi ć [22], added that the business of successful information technology and its competitive advantage.
companies demanded that these companies be interactive
and flexible with the dynamic changes in the surrounding 4 MARKETING TECHNOLOGY AND MARKETING
environment and in the market, which lead to the continuous, ENGINEERING
fast and accurate flow of possible and potential information Technology and its rapid developments had an impact upon
through information systems and technology. The continuous finding devices, equipment, internet network, fast
development of technology of information and communication communication methods and social media methods, which
had a serious effect on businesses and their functions like took part in increasing the capability of organizations and
sales, marketing, purchases, funding, accounting, research marketing departments to manage and process marketing
and development. According to Brady [23], technology had activities and reach or approach consumers. In the dynamic
encouraged the development of marketing relations, which world of today, where globalization processes and the rapid
improved the relation between the consumer and the company development in technology have brought about huge and
by improving marketing mixture and managing the relation tremendous changes in the market; the creation is considered
with customers. Communications process and technology an important, critical and crucial factor to deliver new products
development played an effective role in supporting marketing that are capable of following up with developments occurring
management to connect with current and potential customers, in consumption patterns. These products enabled
and at the same time, it enables the organization and organizations to create a valuable and lasting competitive
marketing management to search for information concerning advantage in a complicated and changing market. For sure,
consumers, markets, competitors, suppliers and other factors creative organizations will be more successful in producing,
that affect their business by using the internet, personal developing and dealing with the changing environment. They
computers and mobiles. Also, they played a significant role in will simply own new capabilities that allow them to achieve
enabling marketing management to select and choose high performance at all levels [27]. Technology development in
targeted markets through market analysis and market division the field of marketing activities played a major role in enabling
along with understanding consumer behavior and advertising organizations to create and develop products and all related
about product value for the customer. As a social point of view, fields, to develop strategies for all marketing activities. At the
marketing is the binding between the physical requirements of same time it shares in enabling organizations to reserve their
the society and its economic patterns [22]. This change in competitive positions in the market within a rapidly changing
marketing management businesses, the technological environment. For that, creation and development became a
environment, communication tools and external environment significant sign of success for these organizations to achieve a
pushed and motivated market departments to reengineer their lasting competitive advantage. Marketing technology is an
business and to adopt modern technology, develop expression that is synonymous with technology expression in
communication methods and go towards marketing the field of marketing. The technology development shares in
engineering because it realized the importance of marketing finding devices and communication methods for all
engineering in achieving targeted goals. The rise of developed organizations and departments that belong to it. It founded
technology and electronic communication methods contributed and established, at the same time, devices, instruments and
to getting new customers. Also, it contributes to decision communication methods that played a basic role in the
making. Technology development has a major role in internet success of marketing activities. Because of that, marketing
appearance which shares effectively in enabling the technology is represented in knowledge and experiences that
organization and marketing management to products contribute in formulating and executing marketing strategies
marketing on the level of local and global markets and directs by using techniques from devices, instruments, tools,
their activities towards the targeted market. Esha and Ashank communication methods and information that contribute in the
[24], on the same subject, indicated that marketers believe development of marketing activities and the fulfillment of
that technology brings new customers and helps in following market needs. It facilitated and enabled the way marketing
up automation. Also, it helps in making decisions. Marketers departments proceed with research and studies and collect
devoted their efforts, continuously and seriously, to present information with the required accuracy and speed through the
new ideas to market their products. This technology use of software, programs, and computer devices. It relies on
development shared in the development of marketing concept marketing information systems and supports marketing
and directed them towards digital marketing, customer relation decisions [18], [17], [10]. Marketing engineering provides
management, business automation and marketing many opportunities to use techniques and information to
engineering. Modern technology, a development that took reengineer marketing decisions and to support new business
place in communication tools and methods, and the rise of the opportunities. Also, it provides a common analytical foundation
marketing information system as a marketing job, all contribute for marketing decisions that include the most recent ideas and
to performance enhancement of marketing management. The practices related to marketing decisions industry (like markets
use of information technology in planning and implementation division, products development, distribution, and connection
of marketing activities, including traditional ones, become the with current and potential consumers, promotion and other
basis of the formulation of marketing strategies due to positive activities). For all of that, marketing technology is considered
implications for the use of this technology in raising the to be the foundation and the base of marketing engineering.
efficiency of the marketing performance of various Marketing technology is the main reason for its existence and
organizations. The importance of the concept of technology longevity [39]. It shows, based on all previous facts, that
and its reflection on marketing decision making performance in marketing engineering is a result of adopting the principle of
business organizations still hold the interest of many current reengineering by marketing departments and their employees.
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Their activities and business involve using the technology effective role in developing marketing activities as a result of
developed, as well as information and experience, to enhance knowledge, experience and techniques used in the marketing
marketing decisions and respond to a market that is blustered field that considered formulating marketing decision as the first
(stormed) by rapid changes. step in adopting marketing engineering. Migley pointed out
that ―marketing engineering has an important role, not only in
5 MARKETING ENGINEERING AND MARKETING making and supporting marketing decisions, but also in
INFORMATION SYSTEMS creating and identifying four purposes codifying marketing
The development that took place in external and internal knowledge and marketing experience [44], [45]:
environments contributed to pushing marketing management - Facilitating the progress of marketing as a science
to reengineer its business and find a special department to - Promoting the discipline within its institutional and
manage marketing information systems, considering it the professional environments
foundation in supporting marketing management by data and - Better educating and improving the credential of the
information that enable it to achieve the goals efficiently. potential manager
Marketing information system (MIS) is composed of people, - Providing competitive advantage to the firm
devices, instruments and procedures to collect, classify,
analyze, evaluate and distribute critical and important 6 MARKETING ENGINEERING AS ASSISTANT
information properly and provide it to decision makers in TOOL IN MAKING MARKETING DECISIONS
marketing. Data and information collection is usually done Adopting marketing engineering has contributed to the
through marketing research and marketing intelligence where increasing role and efficiency of marketing management
analysis is carried by using mathematical and statistical decisions support systems effectively. It has assisted
methods in the marketing decisions support system [9]. This marketing managers to be more effective in making decisions
system provides information about the market, company, concerning marketing mixture factors, especially in the
managers, external partners like suppliers, distributors, electronic marketing field. Marketing engineering became a
marketing services agencies and other issues. However, this companion associated with the fast and enormous
system cannot be implemented efficiently nowadays without development in information technology and provided, to
relying on devices and instruments like computers, marketing managers, an enormous volume of data that
communication methods and tools, in addition to the enabled them to process, manipulate and transform data to
availability of experience and information in using these information used as support and stanchion in making
devices, instruments and the proper mathematical and marketing decisions. Marketing information system focuses on
statistical methods [40]. Here, the relation appears between manipulating and processing this data by using programming
marketing engineering and marketing information system. technology, statistical programs (like SPSS), proper statistical
beckoned that marketing information department realized the methods (like correlation coefficient, simple linear regression,
need to create a department that supported it to gather multiple regression, produce T-Test value) and other models
information in a form that is scientific, organized, and based on that match the objective nature of data processing to provide
modern technology, devices and methods, which enabled it to marketing management with information, knowledge and
establish a marketing information system [41], [29]. the experience according to the adoption of marketing engineering
marketing information system is considered an efficient tool concept. The capability of marketing management to make
that supports decision making. Almost all organizations are successful decisions depends on the level of success of the
aware of the important role played by information in identifying marketing information system, the development in information
the factors that affect organizational performance, and this role technology, model methodology, marketing knowledge,
gains more efficiency by adopting modern technology. marketing through the internet and the reliance on electronic
Montotoya and Ottum and Moore focused on the relation companies' sites and social media sites [45]. All these have
between three functions: research and development, led to an advanced and important position in marketing
production and marketing, integration and coordination management support systems and the marketing decisions in
between these functions which will share in the development, the organization structure of the marketing department. As a
support creation processes and produce products with matter of fact, the practical situation for this management
competitive advantage that plays a role in the success of (administration) is the marketing decisions support system,
marketing management [42]. Since all information and its which is considered as a part of marketing information system
processing and analysis contribute in developing marketing that includes marketing research, marketing intelligence and
concepts and the tools used, they contribute in finding internal reports. Marketing decision support systems play the
marketing engineering, which direct marketing departments major role in making marketing decisions because they
towards the automation of their various activities depending on concentrate on data collection and process data by depending
technology and techniques of high efficiency like computers, on methods developed in the analysis. These methods identify
software, programs, statistical and mathematical models and the effective factors in making marketing decisions including
modern communication methods. Berend and Gerrit define internal and external factors that contributed to push and drive
marketing decisions support system as "Any device that marketing management to reengineer marketing activities and
combines information technology, analytical capabilities, adopt the marketing engineering concept to be capable of
marketing data and marketing knowledge, where it is made adjusting with the marketing environment and making the right
available by marketing decision makers in order to enhance decisions [43]. Workers in the field of marketing engineering
the quality of marketing department by depending on are aware of the important role that marketing engineering
marketing models, marketing experts systems and marketing plays in achieving organizational objectives by recognizing the
neural networks.‖ [43]. Adapting the concept of marketing nature of products desired by consumers and also the nature
engineering and marketing activities has an important and of products that are provided by competitors. It works side by
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side with products engineering to produce a product capable model includes five phases, started by Data and ended by
of meeting and sharing in making a decision as to product Implementation, combined with the marketing environment, as
features and specifications through determining effective explained in Figure (1).
factors in products marketing, choosing the proper distribution
points, delivering products of good quality at the right time and 7 CONCLUSION
place and for a good price. To achieve this by marketing The trend and attitude towards marketing engineering
management, its reliance on marketing engineering plays an contribute to transforming from using traditional methods to
effective and crucial role in market reengineering or using the most modern techniques, statistical methods, and
restructuring so that it can be a way to accomplish an programs as well as depending on internet network and
exchange process [35], [23], [33]. Market engineering includes statistical programs in research, development, and meeting
an organized, systematic, theoretical and practical procedure customers’ desires and needs. It enables marketing managers
to analyze, design, enter and guarantee markets quality, in to implement their activities with high efficiency because
addition to its legal and canonical frame concerning market statistical programs help and assist in discovering multiple
procedures, delivery and circulation rules, systems, means alternatives that enable marketing management to differentiate
and intermediary, media and their business models, all at the among them and take the proper decision by increasing
same time. [37], [46], [47]. For Weinhardt et al.[48] market awareness and improving practices of employees and workers
engineering depends on concepts, methods, styles, in marketing management. Besides that, marketing
procedures and techniques from the economy, especially engineering and their tools provide an analytical method to
concepts of game theory and mechanism design. But also it determine the best marketing strategies and assist in making
borrows concepts from finance, information systems and marketing decisions. (In this paper we produced many
operations research to enable marketing managers make concepts related to marketing engineering and its role in
decisions and produce successful sales strategies that leave making marketing decisions. Technology and information
workers in the sales department in a position to do their jobs technology are considered the foundation and the key to
and duties with high efficiency. The workers in market marketing engineering. The term marketing technology is
engineering work within the legal and economic environment, complementary, integral and synonymous to marketing
and this has an effect on all the business of the sales engineering and its role in making marketing decisions. In
department and the organization because they deal directly addition, market technology helps and assists marketing
with market components like partial market structure, engineering to know the markets, consumers and the
information technology infrastructure and business environmental factors that affect them, which can be
infrastructure [48] Market engineering is also concerned with considered their foundation and base, by using marketing
determining the factors that influence products marketing, engineering in designing marketing strategies and making
choosing the proper distribution points, delivering products in various marketing decisions efficiently and successfully.
the proper quality, time and place and for a suitable price. The
objective of market engineering is to restructure the market to
be a channel to achieve and accomplish the exchange
process. Another objective for market engineering is to make
the market work as efficiently as possible, from the design to
the commercial exchange process. Dealing with the market
concept is very useful in implementing new policies and
proposing rules that reserve company style and objectives by
identifying factors or elements that are most efficient in the
market so that marketers can accomplish the exchange
process successfully according to market engineering
objectives [48], [49], [50], [51], [52].
We include the following market engineering objectives:
- Analyzing and designing commercial deals elements,
market divisions, infrastructure and business structure
in markets
- Determining implementation fields where
coordination, based on the market, is an effective and
efficient way or channel or coordination
- Producing new ways, methods, channels, tools and
knowledge to markets engineering; also determining
implementation fields or sectors for coordination that
is based on the market
- Contributing and sharing in making decisions taken by
marketing management concerning marketing
activities
- Contributing and sharing in making decisions that are
Figure (1) Marketing Engineering Approach to Decision Making.
concerned with products and services that are
(Lilien, G et al., 2013)
produced by the organization
Lilien [5], have adopted a model that concentrated on the role
of marketing engineering in making marketing decisions. The

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