网络零售商与传统零售商自有品牌战略及成长路径比较研究

近年来,我国网络零售取得惊人的发展;与此同时,网络零售商也成为自有品牌战略实施的生力军。由于经营模式、资源条件等方面的不同,网络零售商的自有品牌战略实践与超市、百货等传统零售商存在一定的差异,体现在自有品牌目标市场选择、市场定位、商品组合设计、商品开发、宣传推广等方面。网络零售商选择的自有品牌成长路径大都属于产品研发能力主导型,自有品牌市场定位以高性价比和时尚创新为主,商品组合具有“宽而深”或“窄而深”特点。     

Value-oriented brand positioning

The objective of brand positioning is to place a brand that is clearly distinguishable from competitors' brands on the market. The principal aim is to ensure that the brand occupies a unique position on the market and that it is endowed with a precisely defined profile with clear-cut contours. The basic idea underlying this analysis is that consumers' perceptions of the various brands can be conceived as a multidimensional space in which individual brands are positioned. A product's positioning is determined from its position on the relevant dimensions of the perceptual space, its position on the various product attribute vectors and its position with respect to other brands. This paper uses correspondence analysis to reconstruct a space, in order to connect the relevant brand attributes with the drivers of behaviour, such as utility components and individual values. An empirical investigation shows the usefulness of this approach for product and advertising policy.     

Consumers’ value perception and value construction: the case of bottled water in the Middle East

This study illustrates how consumers realize the concept of value creation when making quick selections for a commodity in the Saudi market. Data were collected through a self-administered survey to customers; 1,045 completed and usable responses were received and analysed. The proposed model was tested through structural equation modelling using AMOS 22. Results indicate that product design and brand trust affect electronic word-of-mouth (e-WOM), and product design, brand trust, and e-WOM influence consumers’ value creation. However, e-WOM does not mediate the relationship between product design and consumer value nor does it mediate the relationship between brand trust and consumers’ value creation. This study focused on one product (bottled water). Caution must be exercised in generalization of the results to other products/countries. Theoretically, this study extends the perception of value creation on a commodity and the influence of trust on perceived value. Although this study is based on a sample of Saudi Arabian consumers that is oversampling the age group of young consumers, it extends the rare empirical evidence base on the perception of value creation in the bottled water market, and the influence of trust on perceived value. The results suggest that firms could benefit from altering the design of their bottled water products to create higher perceived value and higher brand trust, differentiating themselves further from competition. The study contributes to the existing literature on consumers’ perceptions of bottled and branded water, taking into account e-WOM communication, and providing rare evidence on brand trust from outside of Europe and North America.     

Commodities Must Begin to Act Like Branded Companies: Some Perspectives from the United States

The agricultural commodity industry needs to focus more on profits, less on value, and must change with the consumer. In short, a branded approach is needed. Households today are comprised of time-starved persons working outside of the home who have less experience shopping for and distinguishing between ready-to-eat fruits and vegetables and ones that may be overripe. Consumers want to place their trust in branded companies to give an official endorsement that the product is indeed good and worthy of purchase (e.g., Dole Brands, Sun-Maid Raisins). This change in the mindset of today's food shopper has provided an unprecedented opportunity for marketers of commodities to begin to act like branded companies by stamping the name of a well-known brand onto a commodity thereby guaranteeing its goodness and freshness. A profitable opportunity exists on the horizon for commodity marketers to behave in a manner that is more consistent with branded companies and today's consumer. A case history of Ocean Spray, which has recently faced a decision to protect the brand or sell off and take the risk of being a non-branded commodity in an extremely competitive market, is also discussed.     

基于品牌内涵的品牌定位策略研究

品牌定位是品牌成功的重要基础。品牌定位策略的制订必须依赖于一定的理论根据,主要包括心理依据和市场依据两个方面。品牌定位是一个关于品牌内涵诸多方面的定位,企业对品牌内涵的诸多方面应进行整体的定位设计。从整体定位传播的角度讲,需要遵循集中传播原则;从面向消费者的品牌定位讲,则体现为集中于品牌内涵某一部分的定位,即集中定位传播而非整体定位传播,不能简单地认为品牌定位就是产品属性、利益等某一点的定位。     

Text mining-based four-step framework for smart speaker product improvement and sales planning

The smart speaker market, which is considered an early-stage market, is expected to grow rapidly as smart speakers become a part of daily life. Consequently, manufacturers are trying to dominate the market. To achieve this, they must analyze users' reactions to their products and find insights for product improvement through comparison with competitors. We propose a four-step methodological framework for identifying meaningful opinions from a large number of online user reviews. First, network analysis is conducted to compare differences between brands. Next, through topic modeling, the attributes of speakers that users consider the most crucial are extracted for each brand. Third, sentiment analysis is conducted to examine how users' emotional polarities differ for each attribute. Through this, product improvement and product sales plans can be derived. Finally, in order to clarify the strengths and weaknesses of each brand, brand positioning is conducted and user opinions that have changed along with the evolution of the speaker's generation are analyzed. Our study identified the factors that positively or negatively affect the experience of smart speaker users. In addition, the proposed method is highly useful because it can be used to derive insights from a large amount of user opinion data regardless of the search term.     

Marketing and advertising practices of Turkish entrepreneurs in transition economies: Evidence from Georgia

As a transition economy, Georgia has an uncertain, complex, and immature business environment, typical of transition economies in the Eurasian region. In an effort to provide insights into marketing and advertising practices in the Eurasian transition economies, this study empirically examines the marketing and advertising practices in Georgia through two surveys conducted with Turkish entrepreneurs in Georgia and Georgian consumers. On the one hand, the findings of the survey of the Turkish entrepreneurs indicated that an overall adaptation strategy is needed in Georgia; in addition, foreign entrepreneurs willing to enter the Georgian market are advised to offer a variety of products by collaborating with local distributors and agents. Although Georgian consumers do not have high income, low-price strategy does not always work as consumers equate low price with inferior quality. Marketing of prestigious products are to be sold at higher prices and appropriate product positioning strategies must be developed for each target market segment. Merchandising strategies must be congruent with the target market served as well as retail stores/outlets utilized. On the other hand, the Georgian consumers demand better customer service and increased variety of products; advertising is welcomed to a certain extent as long as advertising provides useful product/brand and company information.     

黄冈农副产品电子商务平台推广及网络销售策略

黄冈市由于缺乏有效的市场渠道,营销观念不强,市场开拓不足,致使资源丰富的农副产品商品率低、市场知名度不高的状况长期得不到扭转。黄冈市应把具有黄冈特色,凝结黄冈历史、风情、地理、民族特色以及具有实用、美观、可藏等特点的黄冈土特产品,按中、高档次进行分类,锁定目标客户,建立电子商务平台,实施网络销售策略,通过搜索引擎营销、论坛营销、软文营销、视频营销等手段,引领黄冈农副产品进入国内国际市场,进而促进黄冈农业产业化发展。     

价格定位、品牌建设及其优化措施

价格定位是企业品牌外在的、量化表现,在与顾客的品牌沟通中,价格定位最有效也更有说服力,因而是企业塑造其品牌的关键。然而,我国企业对品牌的价格定位普遍重视不足,存在品牌价格定位游移不定、组织基础薄弱、管理过程低效等弊端,需要我们从加强品牌价格定位的组织性、价格管理过程优化及避免价格战对品牌价格定位的伤害等方面来进行改革,以提升我国企业品牌的竞争力。     

试论我国物流企业的品牌建设

我国物流业的品牌建设应明确品牌建设目标、树立品牌理念、确立品牌定位、构建品牌推广体系,加强品牌管理,以最好的服务、最低的价格为品牌理念来体现顾客至上,服务至上的宗旨,以满足顾客的需求,真正建设起一个有生命力的物流企业品牌。     

Electronic Call Market for Commodity Transactions: Design of Computer-Mediated Order Matching System

Commodity exchanges provide potential market structures for electronic trading because commodity products have relatively simple and well-standardized product attributes. Most existing electronic trading systems are introduced for financial exchanges, where qualities of traded products (such as stocks and bonds) are homogeneous, thus taking into account only bid and offer prices for computer-mediated order matching. However, a single commodity market, such as the cotton or grain market, is made up of many heterogeneous goods that are similar to each other but have different product qualities and contract terms. In addition to the price, commodity traders have other pertinent preference ranges over product attributes and delivery conditions. We delineate an electronic call market system for commodity trading, which optimizes the realization of traders' utilities over extended product attributes beyond the price. The electronic call market not only maximizes the total surplus of market participants based on bid and ask prices but also satisfies their qualitative preferences over other attributes, which are difficult to include in the quantitative prices. The trading mechanism of the electronic call market integrates an economic auction model with a social choice model to produce a Pareto-improved transaction. Market simulations are conducted to validate the performance of the proposed electronic call market. The order matching system of the electronic call market is implemented using constraint logic programming.     

基于品牌生态位的小微企业品牌战略研究

小微企业在经济发展中有不可替代的作用,它是大企业产生和经济发展的坚实基础。小微企业的品牌建设状况决定了企业的发展状况。但在激烈的市场竞争环境中,小微企业的品牌建设举步维艰。从品牌生态位的视角看,可以从品牌定位差异化、品牌创新动态化、利基市场专业化和品牌成长集群化四个方面建设小微企业的品牌。本文的创新点在于,小微企业品牌战略创新应注意品牌的"态"即地位,又要注意品牌的"势"即潜力,"态势"关系需关注。     

Product quality,attributes, and brand name as determinants of price: The case of consumer electronics

This paper proposes and illustrates an approach to measuring one aspect of brand equity, viewed as a price premium and defined as the increment that a brand name contributes to the price of a product above and beyond that justified by its quality (where quality is determined by an assessment of the relevant attributes, features, or characteristics). Two illustrative studies apply the proposed measure to consumer-electronics products found in home-theater or audio-video entertainment centers. Study 1 uses data presented byConsumer Reports to regress market price on overall quality and on dummy variables coded to represent brand names. Here, the results for home-theater products suggest a conspicuous absence of incremental brand-name effects. Study 2 generalizes this result by analyzing data for various electronic products offered by theCrutchfield Catalog. Across six product categories, when controlling for differences in an attributes-based index of product quality, a significant brand-related price premium appears to occur only for Carver. This finding again casts doubt on the importance of brand equity in the market for consumer electronics.The author gratefully acknowledge the support of the Columbia Business School's Faculty Research Fund.     

Country of Origin Association in Retail and Wholesale Branding

ABSTRACT

The purpose of this article is to consider country of origin in terms of its association with brand heritage and its implications in fashion branding, thus providing a new perspective within the context of retail and wholesale brands. This qualitative study demonstrates how country of origin is widely used as a communicative tool by retail and wholesale brands, associated with brand heritage. However, the way country of origin is manifested and/or associated (e.g., brand name, color, etc.) varies depending on a brand's history, positioning, brand value, and the type of market sector that the retail and wholesale brands are targeting.     

过度信息市场环境的基本特征及品牌竞争机理

本文认为,买方市场竞争和信息技术的交互作用,使得信息过量生成、繁殖和传播,导致过度信息市场环境的形成。过度信息市场环境具有同质化与不易识别的过度特征,具体表现为资源性与文化性、竞争性与虚泛性、趋同性与模仿性、难识别性与风险性。文章提出,过度信息市场环境下的品牌定位机理、品牌传播机理和品牌生成机理是品牌战略理念的本质、竞争方式和建构视角,品牌建构要基于品牌识别、要素权重识别及关联维度识别等战略因素进行。     

What women want: Creation of a luxury brand

South Korea was first introduced to luxury brands in the 1990s. Since then, a great interest in luxury products, or myungpoom, and foreign products, called waejae, has developed. Despite the strong preference for fashion products from the United States and Europe, Sang A, a brand founded by a woman born and raised in Korea, is recognized as a myungpoom in Korea. This new luxury brand is also known for its designer handbags in the United States and is quite successful in both countries. In a comparative study of Sang A and the internationally well-known luxury brand Jimmy Choo using literary research, Internet research, field research, and interviews with Sang A bag consumers, I identified several key elements of success for the two brands: niche market targeting, storytelling, a ‘hungry attitude,’ high prices but accessible discounts, thorough management of distribution channels, and image-making through star power. This article implicates that Korean consumers have complex desires that go beyond simply wanting foreign goods.     

A method for the assessment of relative brand strength: a UK tour operator example

This study provides a method of uncovering the brand strengths and weaknesses of major tour operators in the UK. It provides an approach that provides a weighted assessment of attributes which is a culmination of the weighting of all measures from a two stage research model. The study provides a method that can be applied elsewhere but specifically identified Airtours as having the lowest score for brand attributes and image, a result that may well be associated to their previous rejection of branding in favour of maintaining low prices to customers. From the core values identified, it became evident that most operators' worst score was for efficiency. Perhaps the most predictable of the findings was that the Virgin brand was most familiar to younger respondents. Age was a major variable in terms of the ranking of the attributes. Over 55s ranked accommodation, efficiency, reliability and reputation higher than any other age category. Such consistency indicates that the more senior age group has greater expectations of the services offered by the tour operators, or else require a better service in order to be satisfied. A gap in the market was identified for a brand to promote itself as part of the emotional holiday experience in addition to performing the basic operator functions. Such market positioning would also present opportunities for brand differentiation. In conclusion this study has implications for other brand assessment exercises and therefore offers a model of approach for other sectors.     

Brand Analyses of U.S. Global and Local Brands in India: The Case of Levi's

ABSTRACT

This study investigates differences between U.S. global and local brands in the Indian market. Attitudes toward American products and the brand equity of U.S. global and local casual apparel brand in the Indian market are examined. It is postulated that global and local brand influence brand equity, which is composed of brand image, brand awareness, emotional value, perceived quality, brand loyalty, and purchase intention. A total of 411 college students in India participated in the survey. Using repeated measures ANOVA, this study finds that Indian consumers perceive global and local brands differently based on brand equity.     

Transformation and Rebirth of Chinese Brands: A Case From the Hotel Industry

ABSTRACT

Chinese domestic brands have developed rapidly in recent years, and yet few of them have entered global competition as product or service brands brands with exceptions such as Huawei. In addition, the evolution of Chinese brands has hardly been understood or introduced properly by international business educators. In this article, we identify the development patterns of Chinese domestic brands by using a local hotel brand as an example. Particularly, we examine and discuss how a Chinese brand can be established with specific positioning, brand image, and product offering, as well as how the brand can grow by vertical and horizontal extensions based on balancing market opportunities and the brand’s own capabilities. Moreover, we expect this research to facilitate the understanding of Chinese brands among international business education.     

论湖南实施品牌战略所存在的问题及对策研究

21世纪企业之间的竞争,主要是产品品牌之间的竞争,在市场竞争中领先的企业都是具有知名品牌的企业,没有知名品牌的企业在市场竞争中必然处于劣势。而湖南许多企业由于仍然受计划经济体制的阴影笼罩,缺乏竞争观念,品牌观念不全面,把品牌资产仅仅看作是品牌的知名度,品牌意识淡薄,导致品牌难上档次,知名品牌缺少。对此,提出打造规模经济、树立鲜明形象、准确定位文化、培育出口名牌的四大战略构想,并制定出战略实施的七条对策。