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MKT 554 Week 1 Individual Assignment Exotic Smokes Cigarette Company Consumer Behavior Outline

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Exotic Smokes Cigarette Company has a $25 million advertising budget for the new product.
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Ethics of Exotic Smokes and Marketing Flavored Cigarettes
Scenario: You are the VP of Marketing Development for the TRIAAD Research Group, a full-service marketing research company. Your client, Exotic Smokes Cigarette Company, has asked you to prepare a proposal to conduct an in-depth study of consumer behavior to analyze the market for their new flavored cigarettes, using fruit and candy flavors. You must develop marketing strategies to attract 18- to 25-year-old customers. Exotic Smokes Cigarette Company has a $25 million advertising budget for the new product.

Explain the ethical concerns that have to be considered in marketing flavored cigarettes to the target market while keeping in mind the expectations of the stakeholder.
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By the early 1980s, other cigarette makers also had abandoned many of their efforts to develop a safe cigarette. In addition to the technological hurdles they faced, industry lawyers had grown increasingly wary about the research, and the concession, implicit in such research, that existing cigarettes weren't safe. Nonetheless, more than 150 patents related to designing safe cigarettes have been filed in the United States and the United Kingdom during the past 25 years. Tobacco executives say the fact that a patent has been filed doesn't mean the product is necessarily marketable or acceptable to consumers, but the sheer volume of patents shows that the industry has invested heavily in developing a safer cigarette even as its own executives were denying any link between smoking and disease. And there are now several claims from former industry workers that many tobacco companies shelved research into safer products out of fear of exposing themselves to additional liability. In 1998, for instance, a former Philip Morris researcher testified that the company shelved promising research to remove cadmium, a lung irritant, from tobacco plants.


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But despite the industry's early optimism about simply removing the toxic elements from a cigarette, the quest for a safe cigarette proved to be a technically and politically daunting challenge. Industry researchers often found ways of lowering one or two of the dangerous compounds, only to discover that their tinkering had either increased the level of some other harmful compound or so dramatically altered the cigarette that it wouldn't be accepted by consumers. In 1975, Brown & Williamson introduced a new cigarette, Fact, which had been designed to selectively remove certain compounds, including cyanide, from cigarette smoke. But the product was pulled from the market after just two years.

to European and other international markets for the Exotic Smokes Cigarette Company.
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Despite such criticism, the major cigarette makers have attempted to market several versions of safer cigarettes. In 1988, RJR introduced a high-tech cigarette called Premier. Premier, touted as a virtually smokeless cigarette that dramatically reduced the cancer-causing compounds inhaled by smokers, was made of aluminum capsules that contained tobacco pellets. The pellets were heated instead of burned, thereby producing less smoke and ash than traditional cigarettes. Although the product looked like a traditional cigarette, it required its own instruction booklet showing consumers how to light it.

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Liggett faced a marketing problem if it pursued the XA Project cigarettes. How could the company market the benefits of the XA Project cigarettes without making health claims that would subject it to government scrutiny? And how could the company promote mouse skin tests as proof their new cigarettes worked at the same time its lawyers were in courtrooms challenging the validity of mouse tests while defending the company against smokers' lawsuits? A former industry lawyer now says that Liggett was pressured by other cigarette makers to abandon the effort because the "marketing and sale of a safe cigarette could result in infinite liability in civil litigation as it would constitute a direct or implied admission that all other cigarettes were unsafe." Liggett eventually abandoned the project.

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From the beginning, Premier had several strikes against it. RJR had spent an estimated $800 million developing the brand, and the total cost was expected to soar to $1 billion by the time it was placed in national distribution. The costly project was put into test market just as Kohlberg Kravis Roberts & Co. had embarked on a $25 billion leveraged buyout of RJR that had saddled the company with debt. And the cigarette faced a lengthy regulatory battle after public health officials argued it should be regulated by the FDA as a drug. But the biggest problem with Premier was the fact that consumers simply couldn't get used to it. Many smokers complained about the taste, which some smokers said left a charcoal taste in their mouths. RJR had also gambled that smokers would be willing to give Premier several tries before making a final decision about whether to smoke it. RLR estimated that to acquire a taste for Premier, smokers would have to consume two to three packs to be won over. But as it turned out, most smokers took one cigarette and shared the rest of the pack with friends, and few bothered to buy it again. RJR scrapped the brand in early 1989, less than a year after it was introduced.

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The cigarette makers first began making noises about safer cigarettes in the 1950s during a period now known among historians as the "tar derby." As a result of growing public concerns about smoking and health, the cigarette makers responded with a variety of new filter cigarettes that would ostensibly reduce tar levels. But the rise of the filter cigarette was more a marketing ploy than anything else. There was little evidence to suggest that filter cigarettes were any healthier than regular cigarettes, and the tobacco companies' own researchers knew this to be the case. A 1976 memo from Ernest Pepples, Brown & Williamson's vice president and general counsel, noted that filter cigarettes surged from less than 1 percent of the market in 1950 to 87 percent in 1975. "In most cases, however, the smoker of a filter cigarette was getting as much or more nicotine and tar as he would have gotten from a regular cigarette. He had abandoned the regular cigarette, however, on the ground of reduced risk to health," wrote Pepples.