Surviving and Growing in Turbulent Times: The Strategic Role of Marketing – Nsemkeka
In an increasingly volatile global economy, businesses are under constant pressure to develop sustainable strategies that ensure both survival and growth. This is particularly critical in emerging economies such as Ghana, where enterprises face persistent challenges including economic instability, fluctuating consumer demand, heightened competition, and inconsistent regulatory environments.
These are the hallmarks of turbulent times, periods marked by unpredictability and rapid change that test the resilience of firms. This paper argues that marketing, when strategically deployed, serves as a powerful instrument for navigating such periods. It provides both a buffer against external shocks and a framework for long-term growth.
Understanding Turbulent Times
Turbulent times refer to phases of business disruption triggered by internal or external forces. These may include economic downturns, inflationary pressures, currency depreciation, political instability, shifts in consumer behavior, technological disruptions, and more. In the Ghanaian context, many businesses are currently grappling with a combination of these issues. The COVID-19 pandemic, global supply chain disruptions, and inflationary pressures have exacerbated the vulnerabilities of already fragile small and medium enterprises (SMEs). It is within this context that the strategic value of marketing becomes not only relevant but urgent.
Marketing as a Panacea
Marketing is often misunderstood as merely the act of selling or promoting a product. In strategic management literature, however, marketing encompasses the entire process of understanding consumer needs, creating value, communicating that value effectively, and building enduring customer relationships. In turbulent times, these functions become essential for several reasons:
- Customer Satisfaction and Loyalty
One of the most critical assets a firm can have in uncertain times is a loyal customer base. Loyal customers are not only more likely to continue purchasing but are also more forgiving during service disruptions and more resistant to competitors’ offers. Satisfied customers tend to become brand advocates, reducing the firm’s reliance on expensive promotional campaigns. Furthermore, it is well-established that retaining existing customers is significantly less costly than acquiring new ones.
Delivering customer satisfaction begins with deep market research to understand evolving consumer preferences and pain points. In Ghana, where consumer behavior is influenced by socio-economic and cultural factors, such insights are particularly important. For instance, price sensitivity, brand trust, and community reputation often influence purchasing decisions more than in Western markets.
- Value Proposition and Differentiation
Turbulent times intensify competition, making differentiation a necessity rather than a luxury. Firms must revisit and refine their value propositions to ensure they remain relevant and compelling. Marketing enables businesses to segment their markets, target the most profitable segments, and position their offerings in a way that highlights their unique value. For example, firms that emphasize affordability, local sourcing, or community engagement may find stronger resonance with Ghanaian consumers during times of economic strain.
- Cost Efficiency Through Demand Alignment
Effective marketing also leads to better demand forecasting and inventory management. By aligning production with actual customer demand, businesses can reduce wastage, avoid overstocking, and minimize storage costs. This contributes directly to cost efficiency and improved profitability. In Ghana, where logistical and warehousing challenges are common, reducing excess inventory is not just a cost-saving measure, it’s a strategic imperative.
- Adaptive Pricing and Value Communication
In times of economic uncertainty, consumer purchasing power declines, making pricing a crucial aspect of survival. Businesses must adopt adaptive pricing strategies that reflect the realities of the market while preserving value perception. This can include tiered pricing models, bundled offers, or flexible payment plans.
Marketing plays a key role in communicating the value behind pricing decisions. When customers understand what they are paying for, be it quality, durability, or social impact, they are more likely to remain loyal even if prices shift. In Ghana, value communication should also reflect local context, emphasizing benefits such as supporting local producers, long-term savings, or family-oriented service models.
- Strategic Partnerships and Community Engagement
Rather than navigating turbulence in isolation, businesses can leverage strategic partnerships and community engagement as core elements of their marketing strategy. Collaborations with other firms, industry associations, and community leaders can extend market reach, reduce costs, and enhance credibility. For example, co-branding initiatives or joint promotions can expose firms to new customer segments with minimal investment.
Furthermore, businesses that actively engage with their communities, through sponsorships, public education campaigns, or social responsibility programs, often enjoy stronger brand loyalty. In communal societies like Ghana, a company that is seen as “part of the community” is more likely to withstand economic shocks and maintain its customer base.
Conclusion
While turbulent times pose significant challenges for businesses, they also offer opportunities for strategic innovation and market repositioning. Marketing, when viewed as a holistic function involving value creation, customer relationship management, and long-term brand building, equips firms with the tools needed to survive and grow. For Ghanaian businesses, especially SMEs, embracing a customer-centric, flexible, and partnership-oriented marketing strategy is not only advisable, it is essential for resilience and competitiveness in an unpredictable business environment.
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Author
Dr. Ibn Kailan Abdul-Hamid
Head of Marketing Department
University of Professional Studies, Accra