BRANDFRAME: A Marketing Management Support System for the Brand Manager

  • Berend Wierenga
  • Arco Dalebout
  • Soumitra Dutta
Part of the International Series in Quantitative Marketing book series (ISQM, volume 10)


In this chapter we will apply the ideas about matching the marketing management support system with the decision situation of the marketer by developing an MMSS that is tailor-made to a specific marketing function, that of a brand manager in fast-moving consumer goods (FMCG). The brand management or product management system originated at Procter and Gamble in the 1920s and has become the dominant way of organizing the marketing function in FMCG companies (Buell 1975; Arnold 1992). The principal difference between the brand management system and the so-called functional organization of marketing is that in the former the different marketing functions for a product (i.e., product definition, pricing, advertising, sales promotion and distribution, and market research) are the responsibility of one and the same person: the brand manager, also called the product manager (Kotler 1997). Although no two products or markets are identical, all product managers use a common set of concepts, indicators, and ways of reasoning in carrying out their jobs. This makes it worthwhile to develop a system that can support everyone who fulfills the function of brand manager in FMCG markets.


Market Share Product Manager Product Class Marketing Program Brand Awareness 
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  1. 1.
    Arco Dalebout was a PhD student in marketing at the Rotterdam School of Management. To our deep regret, he passed away on 8 April 1999.Google Scholar
  2. 2.
    Soumitra Dutta is Professor of Information Systems at INSEAD, Fontainebleau, France.Google Scholar
  3. 3.
    BRANDFRAME is a registered trademark.Google Scholar
  4. 4.
    This is a pseudonym for an actual Dutch company.Google Scholar

Copyright information

© Springer Science+Business Media Dordrecht 2000

Authors and Affiliations

  • Berend Wierenga
  • Arco Dalebout
    • 1
  • Soumitra Dutta
    • 2
  1. 1.Rotterdam School of ManagementNetherlands
  2. 2.INSEADFontainebleauFrance

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