基于逆营销理念的旅游目的地品牌建设研究

选取了喀纳斯景区作为研究对象,将逆营销理念作为单独的营销管理工具对保护型旅游目的地的品牌建设问题进行了研究。从品牌的定位、传播、忠诚度以及危机管理4个方面研究保护型旅游目的地品牌建设问题。     

Demarketing places: Rationales and strategies

Abstract

The concept of demarketing, originally introduced by Kotler and Levy (1971 Kotler, P. and Levy, S.J. 1971. Demarketing, yes, demarketing. Harvard Business Review, 49: 74–80. [Web of Science ®] , [Google Scholar]), can be used in the context of places to describe specific activities aimed at deflecting interest, visitors, and/or investment to a particular place. This paper presents an exploratory investigation into the use of place demarketing in the UK. Thirteen in-depth interviews were conducted with place-marketing practitioners whose work was identified as incorporating elements of place-demarketing practice and activity. Four main rationales for demarketing places were identified: sustainability of the place product; market segmentation and targeting; reducing the effect of seasonality; and crisis prevention/management. The strategies identified in the place-demarketing process include: no marketing; redirection/marketing alternative places; informational place demarketing; restricting access; and pricing mechanisms. The paper concludes by drawing together some of the issues and implications that the demarketing of places raises.     

A New Frontier in the Battle Against Smoking: An Exploratory Investigation of Low-Income Adult Smokers

ABSTRACT

This paper fills an important gap in the marketing literature by examining the drivers of risky behaviors such as smoking among the economically disadvantaged. Smoking rates and smoking-related illnesses are on the rise in this group and previous research has not adequately considered the efforts of smoking cessation marketing campaigns and anti-smoking policy directives. Data were gathered from 729 ethnically diverse, low-income consumers. Logistic regression analysis revealed that depression, gender, race, and age are significant predictors of risky behavior (smoking) in this group. The implications of the findings for demarketing campaigns and public policy programs are discussed and future research directions are identified.     

Conspicuous anticonsumption: When green demarketing brands restore symbolic benefits to anticonsumers

This article introduces the concept of conspicuous anticonsumption and provides evidence that it can be an effective means for green demarketing brands to encourage anticonsumption. Conspicuous anticonsumption refers to practices whereby brands provide visible signals imbued with meaning that consumers use to convey environmental motivations for consumption reduction activities. Two experiments suggest that without a signal, observers perceive anticonsumers to have lower socioeconomic status. However, when a visible signal communicates environmental motivations for anticonsumption actions, negative status inferences are mitigated and perceptions of the associated brand become more favorable. These visible signals confer status and restore the symbolic benefits that are often lost when consumption is forgone. Because symbolic benefits are powerful drivers of consumption choices, conspicuous anticonsumption can appeal to a broader base of moderate consumers. This practice has the potential to reduce negative environmental impact on a societal level as well as have positive outcomes for the brand. Counter to the prosocial perspective taken in most anticonsumption literature and activist thinking, This study highlights the importance of focusing on the personal symbolic benefits and costs of anticonsumption at the individual level.     

Demarketing tobacco through governmental policies - The 4Ps revisited

Governments in many developed countries are increasing their efforts to reduce smoking. In line with their commitment for action, governments use anti-smoking advertising to highlight the health risks of smoking and regulatory measures to dissuade consumers from consuming tobacco. In the past, governments tended to take these steps in isolation, now they are more likely to combine these strategies as part of a demarketing mix. However, relatively little is known about the differential impact of these demarketing mix elements in relation to consumers' intention to quit smoking and other important outcome variables. This article presents a conceptual model linking the 4Ps in a demarketing context with three outcome measures: consumers' attitude toward the tobacco industry, consumers' attitude toward smoking, and consumers' intention to quit smoking. The authors use empirical longitudinal data to test the model and the results suggest that the four demarketing mix elements affect smokers' attitudes toward the tobacco industry and smoking, as well as their intention to quit over time. Further, the results from structural equation modeling analysis indicate that not all four demarketing mix elements are equally effective in inducing consumer behavior change.     

The case of the “This Is Not A Game” campaign in Zambia: An analysis of the messaging strategies used to deter illegal bushmeat consumption

This article presents a case study of the “This is Not A Game” campaign in Zambia, which is aimed at influencing the demand for bushmeat. Bushmeat is essential nourishment for many people, so preventing its consumption can be difficult, even with the expressed goal of wildlife conservation. A content analysis of the messaging strategies used in this specific campaign reveals the implementation and effectiveness of various psychological appeals, message themes, and calls to action in creating online awareness and discouraging illegal bushmeat consumption. The data shows that fear appeals, particularly when conveyed in messaging related to human health and legal consequences, were among the most used and most engaging strategies in the campaign. The results of this study can be used to demonstrate the role that marketing could play in informing other approaches to stop crimes against wildlife.     

The effects of restaurant green demarketing on green skepticism and dining intentions: Investigating the roles of benefit associations and green reputation

Food overconsumption is increasingly a concern even as consumers are growing skeptical of companies’ green marketing techniques. Accordingly, green demarketing strategies, which aim to lower consumer demand, have become more prevalent in recent years. Using an online experiment, the current research investigates how green demarketing strategies (vs. green marketing strategy) affect consumers’ level of skepticism toward restaurants’ green practices and influence their dining intentions toward restaurants. Moreover, this study examines how different benefits (health vs. environment) associated with green practices and restaurants’ green reputations (high vs. low) influence the effect of green demarketing (vs. marketing) strategies. The results reveal that although green demarketing may not independently outperform green marketing, when green demarketing was practiced by restaurants with low green reputations to promote environment-associated benefits, consumers exhibited a similar or even lower levels of skepticism and higher dining intentions. This study also provides implications for effective marketing communication in the context of green demarketing.     

Ethical Issues Related to the Mass Marketing of Securities

This paper examines ethical issues involved in the mass marketing of securities to individuals. The marketing of products deemed “socially questionable” or “sinful” (like tobacco and alcohol) has long been recognized as posing special ethical challenges (Kotler, P. and S. Levy: 1971, Harvard Business Review 49, 74–80; Davidson, D. K: 1996, Selling Sin: The Marketing of Socially Unacceptable Products (Quorum Press, Westport). We contend that marketers should consider securities (i.e. common stock, options) in a similar vein, as a potentially dangerous product. Given the inherent volatility of equity prices, responsible marketers need to exercise caution and restraint in promoting securities. We evaluate whether the NYSE’s current guidelines adequately encourage ethical marketing practices and deter unethical ones. Using recent examples of controversial brokerage advertisements, we expose weaknesses in the Exchange’s vague injunction that members not “mislead” reasonable people by making “exaggerated claims” in their communications. From a moral perspective, we find it troublesome that intentionality need not be present for a promotion to be considered misleading. Also problematic is the continued invocation of the reasonable person standard to judge the propriety of advertisements. We close with some thoughts on improving the quality of securities marketing. We suggest that the NYSE, in the interests of fostering higher ethical behavior among member marketers, may need to revive a marketing code of conduct prevalent on Wall Street in an earlier era.     

Demarketing for sustainability: A review and future research agenda

In the context of emerging sustainability challenges, demarketing has continued to draw the attention of academicians and practitioners globally over the past few years. It is interesting to note that demarketing is as old as marketing itself, yet its application and scope have grown from the past two decades only. Kotler and Levy, (1971) has defined demarketing as “that aspect of marketing which deals with discouraging customers in general or a certain class of customers in particular on a temporary or permanent basis”. This systematic literature review attempts to enrich the discussion on demarketing research through a systematic and comprehensive review of 64 articles published between 2000 and 2022. Using TCCM framework, we present relevant theories, research contexts, study characteristics, and methodologies used in demarketing research. Our review (1) Presents a systematic and comprehensive overview of the research in demarketing over the last two decades (2) Examines studies in demarketing within the framework of ‘triple bottom line’ approach for sustainability (3) Suggests a suitable definition of demarketing considering its exorbitant application within the sustainability context (4) Identify gaps and sets agenda for future research. Our systematic literature review found that research in demarketing has been growing considerably over the past two decades, twice as much in the last decade compared to the previous decade with spill-over to new sectors. The literature review, through the lens of ‘triple bottom line’ approach, is able to establish that demarketing can be employed to effectively address the sustainability challenges encountered by policymakers and practitioners.