基于消费变更和信息革命的网络营销模式分析

在人们追求与他人有着明显差别的独特商品的过程中，出现了消费的“个性”演化。忍时，以计算机和因特冈普及为标志的信息革命为大众和层阶市场转变为个性市场提供了技术和经济性支持，使得消费者和网络营销商共同参与商品构思与销售方案成为可能。大众和层阶营销模式也演变为网络营销模式。     

对“独我”消费和网络零售关系的分析

在人们追求与他人有着明确差别的独特商品的过程中,出现了消费的"独我"演化。同时,以计算机和因特网的普及为标志的信息革命为大众和层阶市场转变为"独我"市场提供了技术和经济性支持,使得消费者和网络零售商互动共同参与商品构思与销售方案的提出、改进和实现活动,大众和层阶营销模式演变为网络零售模式。     

个性化营销──网络时代的主流营销模式

网络时代，由电脑操作系统、软件、通信、因特网所带来的信息革命有使许多趋势逆转的潜力。单个人不同的需求将凸现于标准化、单一的“大众需求”之上，并成为商家努力追求的对象。不同的打有消费者个人烙印的产品将成为某个消费者区别他人、感觉自我存在及独特的外在标志。因此，未来个性化营销在其市场细分、营销信息系统、产品和价格等方面都有其独特内容和发展趋势，因而成为网络时代主流营销模式。     

一对一营销核心思想剖析

21世纪,随着市场的进一步扩张和深化,买方市场形成,消费者的主体地位日益突出,传统的大众营销模式已不能很好地适应个性化消费时代的要求,企业必须更新营销观念,转变传统的营销模式。我国企业如何真正满足顾客个性化需求以提高顾客满意度与忠诚度,如何利用信息技术降低成本以获取竞争优势成为企业发展的关键。一对一营销理念以顾客份额为核心,强调要以多种方式提高顾客份额,将企业的管理重心由产品转变为顾客,以适应追求个性消费的市场需求。     

个性化营销:营销新纪元

营销管理的理论与战略需要随着市场的变化和营销实践的发展而不断地完善。随着新世纪的来临,营销管理人员开始采用一种策略把他们与客户的关系建立在一种“个人主义”或我们常称的“个性化”的基础上。这种策略的核心内容是按特定客户的个人需要来定制商品和服务,而不是为所有客户提供同一种商品或服务。基于个性化的重要性,它应与产品、价格、渠道、促销、人员、物质财富、计划等一起作为营销组合的元素,形成新的营销组合,即8Ps。     

现代商场“深度营销”研究

要走出当前中国百货商场的经营困境,必须从实践出发,研究现代商场的“深度营销”,即抓住“深”字做营销。强化商家和消费者之间的深层次沟通,确立赢得顾客“心度”最大化的营销目标;注重商场营销赢力的铸造,增强应对市场环境变化的“适应度”;强调实施商场营销的“精耕细作”策略,要求营销活动的全过程和全方位都要追求“精度”;强调实施商场营销的“特色打造”策略,在打造商品、服务、环境和品牌的特色上敢创“新度”。     

浅谈企业实施文化营销的重要意义

21世纪的竞争,将是文化的竞争。文化与营销有着密切的关系。文化营销是把商品作为文化的载体,通过市场交换进入消费者的意识,这种营销模式是以文化创造和文化渗透为手段,在一定程度上反映了消费者对物质和精神追求的各种文化要素,对企业的营销活动具有重要的指导意义,已经为越来越多的企业所重视。     

数据库营销在中国保险业的发展前景

一、数据库营销是传统营销理论的新发展数据库营销(Database Marketing,DBM)源起20世纪70—80年代美国的直接信函及广告协会,最早是从产业市场营销领域中的“直复营销”和“关系营销”两个概念发展而来,是从大众化营销向精细化营销转变的结果。传统大众化营销以产品为中心,追求     

发展型旅游消费与营销创新

随着生活水平的迅速提高,旅游者已经不再满足于传统的旅游消费模式,人们消费的目的逐步向追求享受型、舒适型的方向过渡。旅游俨然已成为现代社会人们的一种生活方式。科学发展观与大众旅游消费合理的结合给旅游市场带来了契机,但同时又对旅游市场的营销提出要求。由此,发展与旅游消费相适应的创新型营销方式已成为当务之急。     

谈买方市场中的关系营销

80年代中期,美国市场营销学者Jackson提出关系营销这一新的营销概念,将市场营销组合由传统的4P转化为5P,即加上了公共关系,将公共关系学在市场营销中的作用提高到战略高度来看待,进入新世纪,我国的经济已由以短缺为特征的“卖方市场”向商品相对过剩的“买方市场”发展,有鉴于此,原有的营销方式已不适应新的要求,市场呼唤着有效的营销模式,而关系营销正是首选。     

Containing big soda: Countering inducements to buy large-size sugary drinks

Health concerns about overconsumption of large portions apply to a wide range of highly calorific foods and drinks. Yet, amongst all products, sugar-sweetened soft drinks and especially sugared soda are the ones which seem to raise the most ire because they contain little or no nutritional value beyond their sugar content and because of the way that vendors encourage excessive consumption by pricing jumbo-size portions to look like bargains while making smaller portions appear overpriced. This paper considers the logic of such extreme value size pricing and reveals why this marketing practice can harm economic welfare beyond public health concerns. The paper shows why policy interventions, including portion cap rules and soda taxes, seeking to reduce portion sizes and curb the consumption of large-size sugary drinks might fail when they do not fully take into account or appreciate the strategic responses that vendors might adopt to retain value size pricing.     

Market Orientation and Raw Material Control

Much of the existing literature on market orientation emphasizes the role played by the competencies of companies in selling products. However, in industries that rely on a natural resource sector for its primary input, another constraint may dominate: the limitations on supply of that input. We examine this issue in the context of a particular natural resource sector, the fishery, as a case study of the more general phenomenon. Using the example of Norway's apparent lack of market orientation as a supplier of fresh fish, the paper demonstrates how the characteristics of natural resource sectors as well as how public policies are used to manage those sectors may place significant roadblocks in the way of developing a market orientation by the industries that depend on those sectors for raw material. The paper notes that there has been an increased consumer demand for fresh fish, away from the frozen product. This, in principle, should lead to an increased need for a market orientation by sellers and closer relationships between the primary processors and the distributors of fresh seafood. However, several barriers, including those associated with fishery management, hinder this process. These include the presence of a structure where earnings from fishing are independent of quality, the seasonality of supplies in the raw fish markets, the way fish quotas are managed, the structure of first hand sales, and the underdeveloped relationships between supermarkets and the primary processors. In short, the analysis identifies critical linkages between fishery management and the marketing of seafood. Its broader contribution is to increased understanding of the interdependencies between the marketing of natural resource-based products and public management of that resource.     

Customer Service as a Strategic Weapon in International Operations

Customer service is an important competitive weapon in international markets becuase of its ability to acquire and retain overseas customers (especially intermediate firms) and, thus, enhance companies' revenues. Customer service is especially critical when foreign vendors are perceived as offering similar products at comparable prices, and purchasers have doubts about suppliers' willingness to carry out various post-purchase responsibilities. This paper reports the results of a study of the customer service programs of 151 U.S. non-service companies with international operations in five or more foreign countries. Sixty-nine firms responded to their customer service efforts in international markets and 81 addressed domestic customer service programs, allowing for comparisons to be made between international and domestic customer service operations. The study's results indicate that copmanies realize the importance of customer service in marketing to international customers, yet customer service for international markets is not considered to be appreciable more important than it is for domestic ones. Much similarity in perceptions about international and domestic customer service programs being in place. Whether this similarity occur from a careful analysis of domestic and international markets or simple expediency is uncertain.     

Back-propagation of user innovations: The open source compatibility edge

Open source software (OSS) is a dramatically disruptive force in the software industry. While businesses see OSS succeeding, many of them have trouble gleaning the lessons that can be learned from the OSS phenomenon, since OSS development appears to be far removed from traditional business practices and principles. A major observation resulting from our research on OSS products is that OSS product development is not only enabling innovations by its users, but also providing a structure for them to back-propagate into OSS products, a process that enhances compatibility in OSS products and presents a low-cost solution to the more general problem of servicing highly segmented markets. We argue that this innovation management process carries important insights for both commercial software vendors and companies outside the software industry.     

Factors affecting farmers market produce prices in Missouri

Produce marketers who participate as farmers market vendors or otherwise directly market their goods should understand not only the location-related characteristics that affect consumer selection of local, fresh produce but also the product attributes that consumers prefer to find in local products. Understanding attribute-price relationships will allow marketers to better plan for value-added marketing opportunities. Using a hedonic pricing model, this study analyzed the influence that product attribute levels have on prices for seven types of produce: sweet corn, tomatoes, cantaloupe, cucumbers, green beans, bell peppers, and zucchini. Based on data collected from Missouri farmers markets, multiple attributes affect produce price variation. In the dataset, one of the strongest effects was exerted by sale location. The importance of this finding is that prices can be collected in a single location and extrapolated to other farmers market locations, which implies reduced search and reporting costs in collecting representative farmers market produce prices. Additionally, a higher weight may increase prices for some types of produce but decrease prices of others after a certain point. Farmers market vendors, as well as other direct marketers, can use attribute pricing information to identify the quality attributes that consumers prefer.     

浅析农产品对我国农村集贸市场的影响

园区农产品有别于一般的农产品,根据其特点可以为其制定出相应的营销策略。综合性大型超市是园区农产品销售的主要形式,农村集贸市场也是园区农产品的主要销售渠道。我国农村集贸市场存在一些问题,我们要积极应对,找出解决农村集贸市场问题的对策。     

多元农产品购买渠道下城市居民的选择和感知效用因素分析

文章基于1251位城市居民在早市摊贩、农贸市场、超市和社区便利店这四种生鲜农产品购买渠道的选择行为基础上,以主观感知效用为理论框架,使用Multinomial Logistic模型,分析了影响选择的产品效用、购买效用和其它效用,结果发现：四种渠道的选择相互独立;在产品效用中,安全卫生和新鲜程度对超市和社区便利店的选择具有显著的影响,而新鲜程度显著影响了居民选择农贸市场和早市摊贩,价格因素与四种渠道都是显著相关的;在购买效用中,购买环境和农贸市场具有正相关关系,距离便利与农贸市场和社区便利店显著正相关,距离便利店和早市摊贩显著负相关;居民个人的性别、年龄、学历、家庭人口数和所在行业等因素也影响了渠道选择     

Exploring the Role of Product Development Capability for Transforming Marketing Intelligence into Firm Performance

ABSTRACT

Purpose: This study examines the role of product development capability for transforming marketing intelligence activities into firm performance on industrial markets.

Methodology/Approach: The authors apply structural equation modeling to analyze survey data from 342 industrial manufacturing companies.

Findings: Results reveal that sales integration and holistic macroeconomic view are particularly important features of the marketing intelligence capability on industrial markets to gain additional insights in order to develop products successfully. Results also reveal that product development capability transforms the marketing intelligence activities into firm performance on industrial markets.

Research Implications: This study offers new insights on marketing theory by extending and concretizing the concept of market orientation to a broader concept of the marketing intelligence capability for industrial markets. Further, this research reveals that the product development capability serves as a mediator to business performance.

Practical Implications: This study’s systematic and tangible outline of the dimensions of marketing intelligence and its link to the product development capability helps firms to better understand how to capitalize on market orientation’s potential values.

Originality/Value/Contribution: This research (a) reveals the relevant dimensions of marketing intelligence on industrial markets and (b) shows how the product development capability tranforms marketing intelligence activities into firm performance on industrial markets.     

试论旅行社服务模式创新

近年来，旅游产品质量投诉问题作为业界热点而持续升温，困扰着旅行社业。究其原因，从表象来看，旅行社业竞争加剧导致的产品同质化竞争，引起了价格战，使旅游产品质量下降。深层次的原因在于随着中国步入信息化社会及消费者的日益成熟，传统的旅行社业服务模式已无法满足以顾客为导向的营销理念的需要。因此，要全方位变革旅行社业服务模式，将信息技术导入旅游产品的开发设计、建立适应市场经济特征的垂直分层的营销体系，以战略眼光创建客户关系管理系统。     

Mystification and obfuscation in portion sizes in UK food products

Concern has been expressed as to how obesity is framed as an individual responsibility easily solved with common sense. Such research has questioned the appropriateness of a size-based emphasis to public health. Moving away from the emphasis on the individual, this paper critically reviews consumer marketing techniques in the presentation of portion sizes, given what is known about human cognitive and physical limitations around food choice. Through a micro study of portion size in three products, cereals, cereal bars and yogurts, claims are made regarding marketing techniques of obfuscation in portion size presentation that at a macro level link to earlier critiques of marketing mystification. Findings suggest a number of specific obfuscators that could lead to passive overconsumption. The paper concludes that regulators should shift their emphasis away from the individual to examining marketing mystification and techniques of obfuscation. Information presentation should be more appropriate and consistent across brands within a product category.