Problems and challenges in social marketing

This article reviews the problems that arise when general marketing principles are applied to social programs. Social marketing is conceptualized as the design, implementation, and control of programs seeking to increase the acceptability of a social ideal or practice in a target group. These problems can occur in 8 basic decision-making areas: market analysis, market segmentation, product strategy development, pricing strategy development, channel strategy development, communications strategy development, organizational design and planning, and evaluation. Social marketers find that they have less good secondary data about their consumers, more problems obtaining valid and reliable measures of relevant variables, more difficulty sorting out the relative influence of determinants of consumer behavior, and more problems getting consumer research funded than marketers in the commercial sector. They tend to have less flexibility in shaping their products and more difficulty formulating product concepts. Problems associated with establishing, utilizing, and controlling distribution channels comprise another major difference between social and more conventional forms of marketing. Social marketers also find that their communications options are somewhat limited as a result of problems associated with use of paid advertisements, pressures not to use certain types of appeals in their messages, and the need to communicate large amounts of information in their messages. Moreover, social marketers must function in organizations where marketing activities are poorly understood, underappreciated, and inappropriately located. Finally, they face problems trying to define effectiveness measures or estimating the contribution their program has made toward the achievement of certain objectives. If all these problems are anticipated and handled creatively, social marketing efforts can succeed.     

Segmenting the Urban Economic Development Market:

Local government economic development strategies have been widely criticized for being ineffective and for lacking coherent, logical form. Of particular concern is the tendency of government to use a mass market, undifferentiated approach to potential business growth. Here, implications of creating and applying a market segmentation strategy to economic development is explored. Based on standard industrial classification schema and business growth orientation, a sample of businesses from a middle size mid-western city was segmented and responses to an economic development- oriented questionnaire were examined using stepwise discriminant analysis. Results showed that this market segmentation strategy differentiated significant variations in needs for assistance by both industrial type and growth orientation within type. Results are discussed in regard to the significance of market segmentation to effective public economic development policy.     

Spatial behaviour of rural consumer households in highly developed economies. Survey results for Western Germany

This contribution attempts to identify effects of residential location of rural family households on their economic behaviour. Economic behaviour is understood to be reflected in the total spectrum of income and allocation of household resources. A holistic approach must go beyond activity on the labour and consumer markets and include non-market (‘informal’) activities of household members, taking into account domestic production of goods and services, interaction within social networks, the use of public commercial infrastructure, etc. The cost of living depends, among other things, on patterns of consumption, on regional price levels for consumer breadbaskets, as well as on costs involved in reaching public and commercial points of distribution. These factors result themselves from the interplay of economic forces giving rise to identifiable ‘economic territories’ and ‘market areas’ and ultimately to observable consumptive behaviour and ‘activity spaces’ of individual private households. Since data was available only for our rural survey households, comparative analysis of locational aspects was limited to consumption expenditures for which data could be found in administrative statistics for households in urban and periurban areas. The rural survey sample was found to have a higher average level and a different structure of expenditures when compared with their non-rural counterparts. At the same time, a preliminary effort was made in our own rural survey sample to determine the importance of non-market consumption for rural households. This included household consumption of domestic self-services (‘housework’), the utility value of owner-occupied dwellings, do-it-yourself production of substitutes for commercial goods and services, and exchanges within social networks. Results of this initial investigation of non-market elements of the household economy indicated that they were very important for the household's level-of-living and that they had a potential for compensating inequalities due to different degrees of access to market resources. Household strategies for optimizing their resource allocation to both market and non-market consumption were also examined. In general, ‘objective’ criteria and ‘subjective’ assessments by the survey households with respect to living conditions in rural Western Germany were found to give a positive image of rural life; however, differences in resource allocation strategies for market consumption between urban and rural households having been confirmed above, the question remains for future research about possible locational differences in household acquisition and use of non-market resources.     

Market segmentation with choice-based conjoint analysis

Choice-based conjoint analysis has increased in popularity in recent years among marketing practitioners. The typical practice is to estimate choice-based conjoint models at the aggregate level, given insufficient data for individual-level estimation of part-worths. We discuss a method for market segmentation with choice-based conjoint models. This method determines the number of market segments, the size of each market segment, and the values of segment-level conjoint part-worths using commonly collected conjoint choice data. A major advantage of the proposed method is that current (incomplete) data collection approaches for choice-based conjoint analysis can still be used for market segmentation without having to collect additional data. We illustrate the proposed method using commercial conjoint choice data gathered in a new concept test for a major consumer packaged goods company. We also compare the proposed method with ana priori segmentation approach based on individual choice frequencies.     

Undergraduate students' attitudes towards food shopping and attitudes to time

The objectives of the study are to identify the dimensions underlying two constructs (students' attitudes to food shopping and students' attitudes to time), to use these dimensions to identify student segments and to profile them in terms of the construct dimensions, shopping behaviour and students' characteristics. The study employs a web‐based questionnaire. The useable sample was 744 full‐time undergraduate students at Newcastle University. Results indicated that there are six and seven dimensions underlying attitudes to food shopping and attitudes to time respectively. Three student segments are identified with different attitudes to food shopping, attitudes to time, shopping behaviour and students' characteristics. The implication for marketers is that the student market should not be considered en masse, but that segmentation, targeting and positioning is an appropriate strategy for food retailers to adopt.     

浅谈我国商业银行营销策略

从营销战略环境的视角分析,目前,我国商业银行与外国（外资）银行相比,其市场营销战略过于粗放,在营销理念、策略、手段、配套管理组织和国际化营销程度等方面均处于绝对的落后地位。我国商业银行应在营销竞争战略上,以V40战略为主;在市场细分基础上,注重营销组合策略的灵活选择,同时加强金融品牌营销,强化银行品牌形象;注重营销策略的选择;注重目标市场的细分。     

A Leland model for delta hedging in central risk books

Using a tractable extension of the model of Leland (1985), we study how a delta-hedging strategy can realistically be implemented using market and limit orders in a centralized, automated market-making desk that integrates trading and liquidity provision for both options and their underlyings. In the continuous-time limit, the optimal limit-order exposure can be computed explicitly by a pointwise maximization. It is determined by the relative magnitudes of adverse selection, bid–ask spreads, and volatilities. The corresponding option price—from which the option can be replicated using market and limit orders—is characterized via a nonlinear PDE. Our results highlight the benefit of tactical liquidity provision for contrarian trading strategies, even for a trading desk that is not a competitive market maker. More generally, the paper also showcases how reduced-form models are competitive with “brute force” numerical approaches to market microstructure. Both the estimation of microstructure parameters and the simulation of the optimal trading strategy are made concrete and reconciled with real-life high frequency data.     

The role of seeding in multi-market entry

Firms introducing new products into multi-markets often face the dilemma of how to dynamically allocate their marketing resources during penetration. The aim of this study is to examine which responsive allocation strategy is more effective for these firms. We explore three major resource allocation strategies: uniform strategy, in which the firm distributes the marketing efforts evenly among its regions regardless of market development; support-the-strong strategy, under which the firm invests its efforts proportional to the number of adopters in that region (at least up to a certain market coverage); and support-the-weak strategy, in which the firm invests its efforts proportional to the remaining market potential.Using both formal analysis and complex systems simulations, we find that strategies that disperse marketing efforts, such as support-the-weak and uniform strategies, are generally superior to support-the-strong strategy. Not only is this finding surprisingly robust to market conditions and variations on these strategies, but it also runs counter to conventional wisdom prevailing in international marketing. The conditions under which support-the-strong policy might become more effective include: (a) fixed entry or operation costs above a certain level; and (b) substantial variance between regions in responsiveness to marketing efforts. However, variance in intrinsic innovativeness between regions does not imply the superiority of support-the-strong strategy.     

Competitive Arena Mapping: Market Innovation Using Morphological Analysis in Business Markets

Purpose: The authors argue that (1) marketing strategy should focus more on where to compete (rather than on how to compete); (2) making subjective market definitions or market innovations may be the key to growth; and (3) a starting point for business marketers wishing to outgrow their competitors is to increase the granularity of market definition to identify competitive arenas that are growing. The authors illustrate the use of morphological analysis for competitive arena mapping in a market definition and innovation context.

Methodology: Using action research, involving a group of twleve firms of various sizes from different industries over a period of three-and-a-half years, we applied morphological analysis in a competitive arena mapping procedure, which enables firms to systematically plot possible competitive arenas and use managerial judgment to select those which are growing and for which the firm has exploitation capabilities.

Findings: Competitive arena mapping allows firms to identify and investigate a large set of possible competitive arena configurations. The developed mapping method has certain characteristics: (1) it specifically focuses on the market boundaries and adjacencies, (2) it incorporates both exchange value and use value, and (3) it acts as a learning process that accelerates the practical application of the arenas in business strategy and practice.

Contribution: The article builds a bridge between the market definition literature in strategic management and the industrial market segmentation literature, by introducing a novel method for increasing the granularity of market definition, using morphological analysis. Furthermore, the paper responds to the lack of research addressing strategic segmentation processes by developing a six-step market definition process.     

Mecca and the birth of commercial bingo 1958–70: A case study

The game of bingo has become synonymous with women of a certain age and class and has been stigmatised as a dead-end use of leisure. However, the development of commercial bingo in the wake of the Betting and Gaming Act (1961) offered the leisure industry access to a new and lucrative market. While many major players in the leisure industry of the early 1960s adopted commercial bingo as an adjunct to their offerings the Mecca dancing group adopted a strategy that made bingo so particularly their own that the brand rapidly became known as the bingo and dancing group with Eric Morley of Mecca referred to in the popular press as ‘Mr Bingo’. This paper provides a case study of the Mecca group as it moved into commercial gambling, rapidly increased its size and profitability, saw off competition in commercial gambling from larger companies and finally succumbed to a lucrative takeover in 1970.     

Regional differences in consumer preference structures within China

This study examines whether a single marketing strategy is sufficient to cover the Chinese market. Using data from four regions and nine industries, it finds that major regional differences in consumer preferences make regional market segmentation an attractive option. In more developed regions, consumers rely more on perceived quality and public brand image but less on quality expectations. Uyghurs care more about perceived quality and personal recognition but less about quality expectations than Han Chinese. Personal recognition is more important to southern than northern Chinese. Overall, consumer preference structures are influenced more strongly by differences in economic development than subculture.     

Strategic Types and Growth Strategies Used by Public Accounting Firms

ABSTRACT

Results of a survey of accounting firms suggests that market penetration is the preferred strategy among accounting firms followed by market development, service development and diversification. Using the Miles and Snow typology, prospectors were most aggressive in their preference for any strategy, followed by analyzers, defenders and reactors. Most small accounting firms were self typed as defenders or reactors suggesting their use of marketing concepts and strategies is limited.     

浅议绿色高端农业市场的出现和发展

随着市场经济的发展,市场细分不仅存在于商业运营中,传统的农业也逐步从低端向差异化发展,特别是近期绿色高端农业市场的出现及对生产和消费产生的影响趋势愈加明显,而这一市场的出现将对农业种植(养殖)、中间商和消费者带来新的观念冲击,并呈现出勃勃生机.     

Phenomenology of Aesthetic Organising--Ways Towards Aesthetically Responsive Organizations

Through explication of a visual research method, this paper theorizes how masculine identity interacts with consumption—of imagery, products, desires, and passions in advertising and consumer culture. We analyze the male body as a discursive “effect” created at the intersection of consumption and several marketing discourses such as advertising, market segmentation, and visual communication, balancing between brand strategy—what the marketer intends—and brand community—the free appropriation of meaning by the market. The paper’s contribution rests in extending previous work on male representation into historical, ontological, and photographic realms, providing a necessary complement between understanding advertising meaning as residing within managerial strategy or wholly subsumed by consumer response. We argue that greater awareness of the connections between the traditions and conventions of visual culture and their impact on the production and consumption of advertising images leads to enhanced ability to understand how advertising works as a representational system and signifying practice.     

Liquid Applepie: Market Entry Strategy for a New Lifestyle Drink

ABSTRACT

This is a theoretical case which observes the path a small business needs to follow to be successful. It is hoped the company involved will take these conclusions into consideration for future development.

This case study has been conducted in order to understand the theoretical models of international marketing. It determines the key criteria that need to be considered when entering a foreign market. The idea was to develop a market entry strategy for a Polish Vodka manufacturer who wants to enter the Austrian market.

After an analysis of the market and consideration of the situational factors, which are very important for the development of a detailed SWOT analysis, the segmentation, targeting, positioning and finally the selection of the right entry method, including the customer specific marketing tools, have been identified.     

UK Consumer Decision-Making Styles

The importance of market globalisation and the consequent interest in international marketing has prompted a surge of work examining cross-cultural consumer behaviour. As part of this trend, this paper examines the generalisability of Sproles and Kendall's (1986) Consumer Styles Inventory (CSI) in an extension of their work in the UK. Most of the original US traits were found in the UK, with the addition of new store-loyalty and time-energy saving traits. However, some problems were encountered with the CSI's reliability and validity. Extending the original study, the research also identified meaningful and distinct decision-making groups which suggests a possible use of the CSI in segmentation. Implications for scale development, segmentation and cross-cultural research are discussed.     

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。