Nike Case Presentation

Nike
How the brand survived until

today
The Journey
• 1960s-Phillip Knight(ceo) & William Bowerman partnered to sell
running shoes to athletes
• 1970s- cash in on America’s running craze:

1)1972- $ 3 million
2)1980- $ 270 million
3)1986- $ 1 billion
• Problems in mid 1980s:
3. Demographic changes
- baby boomers pushed into their late forties & felt less like running.
2. Market for running shoes become highly segmented (mature market)
-many different models for every nuisance of customer need.
7. Competition
-Reebok create new market orientations to sell sneakers based on fashion rather than
performance
• Results from the problem

11. 1984- Nike’s unit sales decreased 17%
- market share declined 31% to 24%
13. 1987- have only 18.6 % share of shoes market
• Action taken
16. Introduced technological features to enhance shoes performance.
17. Use of celebrities as spokesperson. Air Jordan was a major hit.
18. Using advertising as marketing strategy
Challenge in late 1990s
1) Shoe market had changed
-younger customer favors of hiking boots & more casual footwear.
-teens began participating in nontraditional ‘extreme’ sport.
• NIKE responded by introducing ACG (all-condition gear)
2) Controversy surrounding its overseas labour practices

-Nike being accused of utilizing sweatshop labour in developed nations.
Protest sprang.
• NIKE created corporate & social responsibility department.
Problem in 2000
11) Involved in squabbles with 2 large universities over those
school’s endorsement of the Worker Right Consortium.
Nike’s focus
• Dedication & effort needed to excel in sports &

satisfaction
• Personal benefit associated using its product and the
values satisfied by the product used.
• Creates an image of ‘performance, competition,
achievement, & doing your personal best’
Answers for Discussion Questions
a) Running shoes
Athletic activity Casual wear

End Maximum Self-esteem
Goal
utility
Needs outdoor activity Comfort
durable Daily use
Values performance style
Question 1 (b)
Means-end chains it is well-established fact that

creating value for customer is very important source
of competitive advantage.
Attributes consequences values
Means-end chains model

Means-end chains model of Nike shoes
Market segment attributes consequences values

Those who use
to engage in the •Satisfaction
High quality Great testing
designated •comfortable
athletic activity
Those who use

the shoes
primarily for common simple •Comfortable
casual wear
and seldom
engage in the
athletic activity
Question 1 (c)
• Do not identify each the market segment for the Nike shoes
market.
ex: many consumer eschewed athletic shoes in favor of hiking
boots and casual footwear, but Nike did not have a product to this
segment of the shoes market.
2. Ads do not even mention the company name, featuring etc.

ex: Nike ads who use the shoes primarily for casual wear and
seldom engage in the athletic activity. Nike ads seldom pitch the
product directly or talk about product attributes but not mention
about it.
Question 2
Discuss your reaction to Nike’s handing
of the criticism of its overseas plant. In your
opinion, what are Nike ethical responsibilities
in this situation?
• Nike’s create a new position for a vice
president for corporate and social
responsibility.
- This show Nike’s is serious about its
mistake and the company will take full
commitment to make improvement.
- Nike tries to portrait its new image of a
company that will promote good work
culture.
• The company hired well known independent
auditors.
- to look into the practices of the violation
of labor rights in its associate companies.
- This ensured that the Nike could assess
the company even if the company secretly
violated labor rules to maximize profits.
• A bare minimum wage plan was agreed upon in
various companies.
- so that the workers could be assured of
at least a decent minimum pay.
• Workers were offered a better safety package
and the internal quality of the factories was
made to suit internationally accepted health
standards.
- so that workers could be kept away from
harmful chemicals and reagents.
- on-site hazards to the workers could be
reduced to a great extent.
• Forced labor was abolished and a maximum
limit on working hours was introduced.
• Similarly, the company discouraged engaging
the services of children below a specific age for
work in the factories.
• It is Nike’s ethical responsibilities to address the
situation and take the best affords it can to stop
the sweatshop labor practice.
• Nike should bear responsibility all the way down
the pipeline for everything that goes into the
production of its sneaker.
• Although the production was subcontracted to
independently owned factories and the workers
were not Nike employees, but indirectly its still
have the responsibility because of the workers
contribution to the company.
• I believed that the company could enforce
ethical work culture if it so desired.
Question 3
Nike has expanded its product line well

beyond the original running shoes. It now
includes model for virtually every type of sport
or physical activity. Visit the Nike website
www.nike.com for a complete listing of the
models it sells. Moreover Nike continually
introduces new models; on average Nike
introduces a new shoe everyday of the year.
Discuss the pros and cons of this continual
churn of new attributes and new product. How
do you think consumers react to this ?
THERE ARE SOME TYPES OF
NEW MODELS
There are effect that Nike have to face when Nike
introduces a new attributes and new products frequently.
Advantages
- Nike will able to improve their performance in searching

new design and styles of shoes.
- Customers will have a lot of choice in making selection
depends on their wants.
- Nike will improve their company and brand image at the
same time expand their market share.
Disadvantages
• -Increase the cost in handling inventory, designing, advertising and
production
Customer reaction
• They will get the latest design of shoes.

• A lot of choice in making selection depends on their
prefer.
• Customers will find the Nike shoes are trendy.
• In contras sometimes Customer maybe feel ‘fed up’
because they can’t follow the changing of Nike shoes.
• Not all the customers can follow the changing of Nike.
Advertising Strategy
 Designed to make a connection to the consumer

 Seldom pitch the product directly or talk about product
attributes
 Sometimes don’t even mention the company’s nam,
featuring instead only the swoosh logo
 Seek to portray the core values of sport
 Collaboration ads with another strong branded product,
such as Apple iPod
Advertising Strategy
• Employed many athletes as its spokesperson

• Among the athletes are Michael Jordan, LeBron James, Serena
Williams, and Tiger Woods
Question 5
Recently Nike abandoned the swoosh logo in its
advertising and replaced it with the word Nike in
lowercase lettering. Why do think Nike made this
decision?
Why?
(1997)
- Establishing a separate division called ACG (all-condition gear),

designed a line of shoes and apparel that bears the distinctive
ACG logo rather than the familiar Nike swoosh.
• Portraya new image consistent with the
changing environment in sport athlete
• Try
to make an innovation to maintain its
popularity in high competition market
• However, even Nike is not beyond trying to

spruce up their image. The accompanying ‘Nike’
font style has been altered many times, in an

attempt to keep up with changes in taste and
design sensibility.
CONCLUSION
• Nike has to develop comprehensive
marketing strategies
• Sell the trust and value of Nike its self
• Keep up satisfying is market and position
its self as its wants in the mind of
customer.

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How did Nike survive and grow in its early years?

How did Nike survive and grow in its early years?

What challenges did Nike face in the 1980s and how did it respond?

What challenges did Nike face in the 1980s and how did it respond?

Nike

How the brand survived until

• 1970s- cash in on America’s running craze:

• Results from the problem

2) Controversy surrounding its overseas labour practices

• Dedication & effort needed to excel in sports &

Athletic activity Casual wear

Means-end chains it is well-established fact that

Attributes consequences values

Means-end chains model

Market segment attributes consequences values

Those who use

2. Ads do not even mention the company name, featuring etc.

Nike has expanded its product line well

- Nike will able to improve their performance in searching

• They will get the latest design of shoes.

 Designed to make a connection to the consumer

• Employed many athletes as its spokesperson

- Establishing a separate division called ACG (all-condition gear),

• However, even Nike is not beyond trying to

font style has been altered many times, in an

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