# Choose a marketing textbook and build a defensible plan — Study worksheet [Study guides](https://unireadinglist.com/guides/marketing/) [Course topic: Marketing](https://unireadinglist.com/subjects/business/#course-marketing) Sources checked: 2026-11-03 Study route and exercise: University Reading List editorial project. For independent beginners and students moving from introductory marketing to managerial decisions. Chapter references follow OpenStax’s 2023 text, Pearson’s US Principles of Marketing 20th edition and Marketing Management 16th edition. The route, checkpoints and numerical case are this site’s proposed study activities, not publisher assignments or a university syllabus. ## Choose your starting point - [ ] I need a free first textbook Start with OpenStax. Its authorized web and PDF versions cover the introductory map; use the six outputs below to turn reading into a small project. - [ ] My course prescribes Kotler and Armstrong Use the prescribed edition and verify chapter numbers, assignments and platform requirements. OpenStax can explain concepts, but it cannot establish what your lecturer will assess. - [ ] I know the basics and need to compare decisions Use Marketing Management selectively for positioning, offering and channel trade-offs. Return to OpenStax when the underlying concept is still unfamiliar. ## Compare the three books ### Principles of Marketing Maria Gomez Albrecht; Mark Green; Linda Hoffman · 2023 Free introductory anchor Choose it when: You are learning the vocabulary and need one accessible text before choosing a specialism. Use another route when: Your immediate task requires an assigned Pearson problem, access code or advanced demand-estimation method. Selected reading: Chapters 1–6 establish value, buyers, segmentation and research; 9, 11–13 and 16–17 connect offerings, pricing, communications and distribution. Limits and trade-offs: Free access removes a purchase barrier; it does not make its examples or chapter numbers interchangeable with another book called Principles of Marketing. #### Try before choosing After OpenStax’s pricing chapter 12, prepare a one-page contribution ledger for the fictional workshop at both ticket prices before reading the worked answer. Check your work: Both prices yield revenue 800 under the assumed sales, yet profits differ because variable costs rise with attendance. Label sales as assumptions and distinguish revenue from contribution and profit. Your notes: ________________________________ ISBN: 9781711471518 [Official free reading](https://openstax.org/details/books/principles-marketing) [Book record and access options](https://unireadinglist.com/subjects/business/principles-of-marketing-openstax/) ### Principles of Marketing Philip Kotler; Gary Armstrong; Sridhar Balasubramanian · 20 · 2026 Course-aligned introductory alternative Choose it when: Your syllabus uses the US 20th edition, or you want its customer-value framework and instructor-selected cases. Use another route when: You already have a suitable first text and no assignment depends on this edition. Buying both introductory books is unnecessary for this route. Selected reading: Read 1–2, then 4–5 and 7; use 8, 10–12, 14 and 17 for the marketing mix, with 20 for responsibility. Limits and trade-offs: The publisher lists this edition as released in January 2026 with a 2027 copyright. A book ISBN does not establish that a separate MyLab entitlement is included. #### Try before choosing Use the selected Pearson Principles segmentation/pricing route to write two alternative value propositions for the workshop, then specify one reason a proposed discount might change who attends. Check your work: Each proposition names a need, alternative and testable response. A lower price is not asserted to create new demand automatically, and the assigned edition/platform is not confused with a second free text. Your notes: ________________________________ ISBN: 9780135413265 [Book record and access options](https://unireadinglist.com/subjects/business/principles-of-marketing-kotler-armstrong/) ### Marketing Management Philip Kotler; Kevin Lane Keller; Alexander Chernev · 16 · 2021 Managerial extension Choose it when: You can already explain segmentation, positioning and the marketing mix, and need to justify choices between plausible alternatives. Use another route when: You are still confusing a customer segment with a communication channel; begin with an introductory text. Selected reading: Parts 2–3 cover market understanding and strategy; Part 4 develops offerings and pricing, Parts 5–6 communications and distribution, and Part 7 growth. Limits and trade-offs: Its breadth requires selection. The 16th edition is useful for decision structure; check current platform rules separately before applying a digital tactic. #### Try before choosing Using Marketing Management’s strategy/pricing scope, compare uniform discounting with a limited discount tier and identify the missing evidence for each choice. Check your work: Your decision note names capacity, contribution and cannibalization separately, and states what would reverse the choice. An attractive segment description is not substituted for evidence about switching. Your notes: ________________________________ ISBN: 978-0-13-588714-1 [Book record and access options](https://unireadinglist.com/subjects/business/marketing-management/) ## Check your preparation ### Can you distinguish a feature from a customer benefit? Your notes: ________________________________ ### Eight of ten classmates say they are interested. Does that establish campus demand? Your notes: ________________________________ ### A ticket costs S$20 and has S$8 of variable cost. What is its contribution? Your notes: ________________________________ ## Six steps with a concrete output - [ ] 1. Specify the customer problem Selected reading: OpenStax 1–2; Pearson Principles 20e 1–2. Make this: Write a short brief naming one audience, its job, an offering and one observable objective. Separate what you know from what you assume. Check your work: A reader can identify who the offering serves and what change would count as success; “everyone” is not a segment. Your notes: ________________________________ - [ ] 2. Design evidence collection Selected reading: OpenStax 3 and 6; Pearson Principles 20e 4–5. Make this: Draft three neutral questions and a table separating observations from interpretations. Use public evidence or voluntary feedback; record sampling limits. Check your work: You can name evidence that would contradict the idea, not only comments that support it. Do not call a small convenience sample a market estimate. Your notes: ________________________________ - [ ] 3. Choose and reject a segment Selected reading: OpenStax 5; Pearson Principles 20e 7; Management 16e 6–7. Make this: Compare two segments by need, access and alternatives. Select one and explain why the other is lower priority; write one positioning statement. Check your work: The chosen benefit and comparison alternative match the selected audience. A social network is a channel, not a customer definition. Your notes: ________________________________ - [ ] 4. Connect the offer to its economics Selected reading: OpenStax 9, 11–12; Pearson Principles 20e 8 and 10–11; Management 16e 8–9 and 11. Make this: Describe the core service and supporting components. Calculate contribution and break-even at two prices; complete the workshop case below. Check your work: Every cost has a unit and a fixed/variable treatment. Break-even fits within capacity, and demand is labeled as an assumption. Your notes: ________________________________ - [ ] 5. Choose a channel and message Selected reading: OpenStax 13 and 16–17; Pearson Principles 20e 12, 14 and 17; Management 16e 12–15. Make this: Select one route to the customer, one message and one action. Set a budget, outcome metric and stopping condition for a small proposed test. Check your work: The route can reach your segment. Distinguish impressions, clicks, registrations and paid attendance; do not silently substitute one for another. Your notes: ________________________________ - [ ] 6. Defend an integrated plan Selected reading: OpenStax 2 and 19; Pearson Principles 20e 2 and 20; Management 16e 2, 17, 19 and 21. Make this: Produce a one-page plan connecting segment, offer, price, channel, costs, evidence and next decision. Add a privacy and claims check. Check your work: Explain one rejected alternative and the evidence that would change your decision. This is a study output, not a validated business forecast. Your notes: ________________________________ ## Worked exercise: Would a cheaper workshop ticket improve the result? A fictional student group has 60 workshop places. Compare a S$20 ticket with a S$16 discount. The group hypothesizes 40 sales at S$20 and 50 at S$16; these are invented assumptions, not observed demand. Assumptions: Variable cost is S$8 per attendee, venue cost S$240 and a fixed campaign budget S$120 under either option. Count the campaign once. Ignore taxes, refunds and no-shows; no additional labor cost is modeled. Capacity stays at 60. Your notes: ________________________________ ## Change an assumption: A discount tier can move existing buyers as well as add buyers Retain the original 60-place capacity,8 variable cost and 360 total fixed cost in S$. Change the demand assumptions:40 people would buy at 20, and 10 additional people buy only at 16. Offer both tiers. Let c of the 40 original buyers switch to 16, with no other demand changes and 0≤c≤40. Find profit as a function of c and the threshold for beating the original 120 profit. These behaviors are invented; no rule preventing existing buyers from switching is supplied. Your notes: ________________________________ ## Before moving on - You can name one main textbook, explain why it fits, and identify a specific reason to consult or skip each alternative. - Your one-page plan has a defined segment, coherent offer, explicit costs, one primary channel and an outcome that can be measured. - You distinguish source facts, observations and hypotheses, can recompute the pricing case, and know what evidence would change the next decision. ## Answer and interpretation ### Can you distinguish a feature from a customer benefit? “A two-hour workshop” describes a format. “Practise one interview and receive feedback before applying” identifies a possible job and benefit. Treat the benefit as a hypothesis until you have evidence that this audience values it. ### Eight of ten classmates say they are interested. Does that establish campus demand? No. A convenience sample and stated interest do not establish willingness to pay or represent the campus. Record whom you asked, the exact question and what purchase behavior would test your assumption. ### A ticket costs S$20 and has S$8 of variable cost. What is its contribution? S$12 per ticket before fixed costs. Revenue is S$20, and contribution is neither revenue nor final profit. Count a fixed campaign budget once when calculating total fixed costs. ### Would a cheaper workshop ticket improve the result? 1. At S$20, contribution per ticket is 20 − 8 = S$12. Total fixed costs are 240 + 120 = S$360. Break-even is 360 ÷ 12 = 30 paid tickets. 2. With the assumed 40 sales, profit is 40 × 12 − 360 = S$120. Revenue is S$800; total modeled costs are S$680. 3. At S$16, contribution falls to S$8 and break-even rises to 360 ÷ 8 = 45 tickets. At 50 sales, profit is 50 × 8 − 360 = S$40. 4. To match S$120 profit at the discount price requires (360 + 120) ÷ 8 = 60 sales. Exceeding that result needs 61 tickets, beyond capacity. Under these assumptions, the 50-sale discount option produces S$80 less profit. It earns the same S$800 revenue as the baseline but incurs more variable cost. Keep the baseline for this profit objective unless better evidence changes the assumptions. Test the result: Recalculate with a different variable cost or sales estimate before accepting the recommendation. A break-even threshold does not forecast demand. A documented access or learning objective could justify a different choice, but state its budget and trade-off explicitly. ### Change an assumption: A discount tier can move existing buyers as well as add buyers 1. There are 50 attendees throughout this model:40−c pay 20, and 10+c pay 16. Revenue is 20(40−c)+16(10+c)=960−4c. 2. Variable cost is 50×8=400 and fixed cost 360. Profit is 960−4c−400−360=200−4c. 3. To beat 120, solve 200−4c\>120, giving c\<20. Integer c≤19 beats the baseline, c=20 ties it, and c≥21 does worse. At c=40 everyone pays 16 and profit 40 matches the uniform-discount case. The tiered model gives profit 200−4c. Its apparent gain depends on limiting switching by existing buyers; ten new buyers alone do not establish that the plan beats the baseline. Test the result: Check c=0,20,40 to obtain 200,120,40. All cases use 50≤60 places. Do not infer that switching can actually be controlled; collecting evidence and assessing a workable, fair rule are separate from this calculation. ## Common mistakes ### Matching titles without matching editions OpenStax pricing is Chapter 12; Pearson Principles 20e uses Chapters 10–11. Check author, edition and chapter title before following a reading reference or buying a required text. ### Replacing the objective with an easy metric More likes, attendees or revenue need not mean more profit. The workshop earns equal revenue at both prices but different profit; show the connection between your metric and your stated goal. ### Starting with tactics and skipping the claim check Choose the audience and value proposition before a platform. Do not invent consumer evidence, imply consent or make unsupported outcome claims; an AI example in a textbook supplies none of that evidence. ## Sources and edition checks - [OpenStax: Principles of Marketing — preface and contents](https://openstax.org/books/principles-marketing/pages/preface) The publisher’s preface and table of contents establish introductory scope, free digital access and the 19-chapter structure. Our six-step sequence selects chapters; it is not the publisher’s required course schedule. - [Pearson US: Principles of Marketing, 20th edition](https://www.pearson.com/en-us/subject-catalog/p/principles-of-marketing/P200000013361) The US publisher page verifies the 20th edition, its authors, table of contents and 27 January 2026 release / 2027 copyright. These references do not describe an older or Global edition. - [Pearson US: Marketing Management, 16th edition](https://www.pearson.com/en-us/subject-catalog/p/marketing-management/P200000005952/9780135887141) The US publisher page verifies the 16th edition, Kotler/Keller/Chernev authorship and 21 chapters in seven parts; release was 30 September 2021 with 2022 copyright. Selection advice, checkpoints and the fictional workshop case are this site’s editorial work, checked 3 November 2026. These are proposed study activities, not official course assignments or a claim that every book has been read cover to cover. 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