关键描述变量在市场细分中的中介作用研究

描述变量研究中存在的问题以及营销实践中的困惑要求研究者构建一种新的市场细分范式.文章根据有关学者提出的模型进一步在描述变量中提炼出关键描述变量的概念,认为主要由客观需要、目标价值观、信号价值观和消费资源构成的关键描述变量对人口统计因素等基本描述变量与行为变量之间的关系具有中介作用,以私家车为例的实证结果也基本支持了这一假设.文章建议营销者可尝试采用新的市场细分范式,即对消费者的关键描述变量进行直接测量和细分,然后一方面用来解释和预测消费行为,为怎样营销服务;另一方面用来寻找相应的人口统计特征,进而为哪里营销服务.     

消费者生活方式与物质主义价值观的相关性研究

本文主要研究生活方式与物质主义价值观的相关关系。基于495位消费者的问卷调查数据,借助因子分析方法,探索出11个生活方式因子,利用这11个因子进行聚类分析,将调查样本划分为5个子市场。随后,用方差分析法分析得出结果：5个子市场在物质主义价值观上有显著性差异,并用最小显著差异法进行两两比较,确认了具有不同生活方式的消费者在物质主义价值观上的差别。     

When can Chinese competitors catch up? Market and capability ladders and their implications for multinationals

Chinese companies have been more successful in catching up with and sometimes surpassing, their global competitors in some industries but not all of them. This holds true for markets in China and international markets. In this article, we show how both the demand and the supply sides of an industry explain these differences, in terms of the existence of market and capability ladders that can help a new competitor climb from the low end, though the middle, and to the top. We then propose several alternative strategies that multinational companies can follow to respond to growing Chinese competition and recommend strategies with the most potential for a particular market and industry.     

CHAID分析在抽油烟机产品市场细分中的应用

市场细分是企业战略营销的重要组成部分。根据一些调查数据显示,把抽油烟机市场细分变量区分为广度细分变量和深度细分变量,如果与传统市场细分方法进行对比,可了解到CHAID细分方法的优越性,方能用该方法对抽油烟机整体市场和潜在市场做以细分。     

中国高校广告类本科教学产业细分定位论

企业（广告主）的专业化经营和广告代理制的产业细分代理方向发展是广告教学定位的客观需要,所在学校长期形成的各具特色和优势的学科背景是广告教学定位的内在依托。定位的有效性取决于以专业教育为重心的观念,正确解读《高等教育法》关于学业标准的条款,建立顺应经济社会发展的教育教学理念,不折不扣地兑现各高校招生简章中专业业务培养目标,才能适应创意产业发展与中国广告产业升级的需要。     

Retail channel price discrimination

This paper examines price differentials of identical items across retail channels. Many consumer packaged goods are sold through both grocery and drug stores. Liquor is unique in that in much of the country there is a third retail channel of distribution, liquor stores. If consumers in each retail channel differ in their willingness to pay for certain items, then sellers can exploit those differences and charge different prices for the same items in each channel. We examine a unique data set of pooled cross sectional retail scanner data on wine to test whether sellers use retail channel to identify heterogeneous consumer market segments and engage in price discrimination. We begin by presenting a model of price discrimination by retail channel along with behavioural assumptions regarding shoppers in each channel. Next we examine sales by retail channel and find persistent price differentials for the same item across retail channel after controlling for sample selection bias and seasonality. Lastly, we estimate the price elasticity of demand correcting for endogeneity and find differences across channel consistent with the price differentials. The extent of price differential, however, differs significantly with respect to price point.     

Lessons learned from renewable electricity marketing attempts: A case study

The choice of subscribing to renewable electricity has been available to Australian households for more than a decade, yet consumer uptake remains low for some green marketers. This case study uses a retailer's perspective to examine the implementation of a green marketing program for a renewable electricity retailer. Based on interviews, internal company documentation, and secondary research, findings show that effective differentiation for renewable energy is required to increase consumer involvement levels and the likelihood of consideration. While consumers lack understanding of, and interest in, renewable energy, the marketing program relied on customers to seek information. It was apparent the success of green marketing programs depends on the integration of education into a carefully targeted marketing program emphasizing functional and emotional values to differentiate renewable energy and simplify consumer decision-making processes.     

Latent class modeling of website users’ search patterns: Implications for online market segmentation

Appropriate modeling of web use patterns may yield very relevant marketing and retailing information. We propose using a model-based clustering approach for market segmentation based on website users’ search patterns. We not only provide a detailed discussion of technical issues such as the problem of the selection of the number of segments, but also a very interesting empirical illustration of the potentials of the proposed approach.     

因子分析法寻求物流企业市场细分变量的研究

物流企业选择合适的细分变量对准确细分市场以及制定营销策略有着非常重要的作用。本文利用因子分析法,从众多的可用细分变量中寻找出具有代表性的物流企业市场细分变量,为物流企业的市场营销管理提供参考。     

Market and partner selection processes in international retail franchising

This paper adopts a qualitative, case study approach to examine the market and partner selection processes of retailers operating internationally via franchising. Despite the increasing prevalence of franchising as an entry mode for international retailers, little research exists that considers how these firms choose franchise markets and franchise partners. The paper proposes a conceptual framework of the market and partner selection process that exhibits opportunistic and strategic behavior. Firms adopting a strategic approach undergo a market screening process before market attractiveness factors ultimately lead to the market selection decision. In the strategic partner selection process that follows, finance, business know-how, local knowledge, a shared understanding of the business and brand, and, ultimately, chemistry between the partners are the key factors influencing partner selection. In the case of an opportunistic approach to market and partner selection, the process reverses, with partner selection directly influencing market selection.     

DIFFUSION COEFFICIENT ESTIMATION AND ASSET PRICING WHEN RISK PREMIA AND SENSITIVITIES ARE TIME VARYING: A COMMENT

The purpose of this note is to analyze the diffusion coefficient estimator suggested by Chesney, Elliott, Madan, and Yang (1993). I start by correcting their formula (4.1), and by showing that their procedure is a member of a class of estimators sharing the same Milstein approximation. I then show how to select the minimum variance estimator (for constant μσ) within a two-parameter subclass of procedures which do not depend on the current realization of the process. I also show that if μ is small the best procedure only allows moderate reduction in variance with respect to the classical quadratic variation estimator (which is a member of the same class). the note concludes by highlighting the fact that the empirical use of the filtered volatilities poses an error in variables problem which can be addressed using instrumental variables methods.     

The Combination Strategy to Optimal Target Selection and Offer Segmentation in Direct Mail

The optimization of direct mail activities generally focuses separately on the issues of target selection and the selection of the strongest offer. In this paper we propose a combination strategy of the two practices through a response model which makes target selection specific to an offer. This combination strategy promises significantly higher profits than does the typical two-stage strategy.