国际市场营销论文英文版
市场营销毕业论文外文翻译中英文
附录附录A:Pricing StrategyRussell .S. WinnerPrice is the most flexible element in marketing mix. Unlike product and place, price may change extremely fast in current business environment. Pricing is a core part of corporate strategy, which determines the profitability, and market share the company takes. To optimize products price in this competitive environment, cost structure is not the only attribute need to be considered. We should also take product life circle, price sensitivity of target customers and competitive environment into account.Pricing for Stability ,Sometimes customers for industrial products are as concerned about price stability as they are about actual price levels. This is because it is difficult to develop profit forecasts and long-range plans when prices for products and services that constitute a substantial portion of the buyer’s costs fluctuate dramatically. Telephone rates for large users such as telemarketing firms and banks fall into this category. Such customers expect rates to rise over time. However, significant price hikes at random intervals play havoc with their planning processes. As a result, these firms would rather pay a somewhat higher average rate than be subjected to constant fluctuations. Forward contracts on raw materials play this role in many manufacturing industries.Competitive pricing describes a situation in which you try to price at the market average or match a particular brand’s price. This is appropriate when customers have not been persuaded that significant differences exist among the competitors and that they view the product in a commodity. It may also be necessary in a category with high fixed costs because any loss of sales volume drives down sales and generates less revenue to cover those costs.Competition and pricing, So far, the discussion about setting price has described two key elements of the marketing manager’ thinking: the marketing strategy and the value customers place on the product. The first is obviously an internal factor because the external elements affecting all decisions: customers.A third critical element in pricing decisions is the competition. Competitors’ prices act as a reference point, either explicitly (as shown in the value computations earlier in this chapter) or implicitly as a way to assess the price of the product in question. Competitors’ prices do not necessarily represent willingness to pay because the set of possible prices or marketing strategies may have been limited; that is, the competitors may not have an accurate idea of customers’ willingness to pay.Competitors’ CostsMarketing managers cannot make intelligent pricing decisions without having some estimate of the relative cost positions held by competitors. Even better are estimates of the actual costs. An understanding of the cost structure of the market provides at least two types of help. First, assuming that no brand would be priced below variable cost, cost estimates provide you with an idea of how low some competitors can price. This can be very useful in a price battle in which prices are going down. Second, cost estimates give you some idea of the margins in the category or industry. Using data on sales volume, which are usually easy to obtain, and information on marketing program costs, you can then estimate total profits. This can be important information in forecasting the likelihood that a product will stay in the market or estimating the amount of money a competitor has to put behind the brand strategy.Costs can be estimated in several ways. A common approach for manufactured products is to us reverse engineering to analyze the cost structure. You should purchase competitors’ products and take them apart, studying the costs of the components and packaging. For many products, managers can readily identify components and their costs in the market. If a component is proprietary, such as a custom microprocessor in a computer, the cost can be estimated by engineers or other personnel.Another way to estimate costs, or at least margins, is to use publicly available data on the competitors. Based on annual reports, 10Kstastments, and the like ,you can ascertain average margins. These can be assumed to apply directly to the cost estimation, especially if the product is a big component of total sales or if, as is often the case, the company tends to use accost plus percent markup pricing strategy.Particularly for manufactured products, it is possible to understand current costs andforecast future costs through the use of the experience curve. The conventional functional relationship assumed in experience curve economics is that costs are a decreasing function of accumulated experience, or production volume.The costs of delivering services are more difficult to estimate. Because the costs associated with service products such as labor and office space are largely fixed, you can estimate relative cost positions by examining the number of employees, looking at efficiency rations such as sales per employee, and assessing other similar measures, Again, it is particularly useful to understand the cost structure by becoming a customer of a competitor’s service.The role of costs ,We suggested earlier in this chapter that costs should have little to do with the pricing decision other than to act as a floor or lower limit for price. In a non-market-driven firm, full cost (variable costs plus some allocation for overhead) plus some target margin is used to set price. This approach totally ignores the customer: The resulting price may be either above or below what the customer is willing to pay for the product,Other problems exist with using costs to set price. First, there are at least four different kinds of costs to consider. Development costs are expenses involved in bringing new products to market. Often these costs are spread out over many years and sometimes different products. Should price be set to recover these costs and, if so, in what time period ? In some industries such as pharmaceuticals, patent protection allows companies to set the prices of prescription drugs high initially to recover development costs and then reduce them when the drugs come off patent and the generics enter the category. However, if there is no legal way to keep competitors out of the market, these costs must be viewed as sunk costs that do not affect decision making after the product is introduced into the market. Otherwise, the resulting price may be above customers’ perceived value. A second kind of cost is overhead costs such as the corporate jet and the president’s salary. These costs must ultimately be covered by revenues from individual products, but they are not associated with individual products but do not vary with sales volume. Finally, there are variable costs, the per-unit costs of making the product or delivering the service. Of course, these must be recovered by the price.Therefore, one problem with using costs to set price is that several kinds of costs arerelated in different ways to an individual product. When costs are used as the basis for setting price, you should ask “Which costs?” Are they costs related to marketing the product or product line or are they costs over which you have no control? Using price as a cost-recovery mechanism can lead to a mismatch between price and customers’ perceptions of value for your product or service.A second problem with using costs to set price, particularly variable or unit costs, is that they may be a function of volume and, as a result, may be difficult to know in advance when developing marketing plans. Even if this is not the case, unit costs may be related to the use of capacity, which is also uncertain.In most instances, customers do not really care what the firm’s costs are; as Drucker puts it, “Customers do not see it as their job to ensure manufacturers a profit.” Using cost increases to justify raising price generates little sympathy from customers, particularly industrial customers, because the price increase has just raised their costs, which they may not be able to pass along to their customers.Costs do play an important role in pricing: In the new product development process, the projected costs (however defined) and price determine whether a product is forecasted to be sufficiently profitable to be introduced.Pricing ObjectiveYour pricing policy can accomplish many different objectives for your product. Penetration PricingPenetration pricing or market share pricing entails giving most of the value to the customer and keeping a small margin. The objective is to gain as much market share as possible. It is often used as part of an entry strategy for a new product and is particularly useful for preventing competitive entry. First, there is less of the market for the competition to get if you have been successful in penetrating the market. Second, the economics of entry look less attractive if the price levels are low. Penetration pricing is also appropriate when experience or scale effects lead to a favorable volume-cost relationship and when a large segment of the potential customer base is price sensitive.There are some drawbacks to penetration pricing. It should not be used in a productcategory when there is a price-perceived quality relationship unless the marketing strategy is at the low end of perceived quality. In addition, if the product has a strong competitive advantage, this advantage is dissipated by pricing at an unusually low level. Another limitation of penetration pricing is that it is always more acceptable to customers to reduce price than to raise it. This limits the flexibility of this pricing approach in some situations.The opposite of penetration pricing is skimming or prestige pricing. Skimming gives more the cost-value gap to you than to the customer. This strategy is appropriate in a variety of situations. If there is a strong price-perceived quality relationship and the value proposition includes a positioning of the product at the high end of the market, this objective makes sense. It is also a reasonable objective when there is little chance of competition in the near future; however, the higher the price, the higher the margins(holding costs constant, of course)and thus the greater the chance that competition will enter because their economic calculations will look better. Skimming is also a good objective when costs are not related to volume and managers are therefore less concerned about building significant market share. Finally, skimming makes sense early in the product life cycle because the early adopters of a new technology are normally price insensitive.Return on Sales or Investment Pricing. Return on sales or investment pricing implies that you can set a price that delivers the rate of return demanded by senior management. As a result, investment pricing ignores both customer value and the competition. It is useful only when the product has a monopoly or near monopoly position so that the market will produce the needed sales volume at the price you set. This is typical of the pricing of regulated utilities such as gas and electricity.附录B:定价策略Russell .S. Winner价格是在营销组合是最灵活的要素,有别于产品等策略,价格可能发生变化非常快,在目前的经营环境。
国际市场营销策划方案英文
国际市场营销策划方案英文Introduction:The purpose of this international marketing plan is to outline the strategies and tactics that will be used to enter and expand into new international markets. The company, XYZ Corporation, is a leading provider of high-tech products and services in the technology industry. With a strong presence in the domestic market, XYZ Corporation is now seeking to explore new opportunities in international markets to increase its global reach and customer base. This marketing plan aims to define the target international markets, identify the marketing objectives, establish the marketing strategies, and outline the implementation and control measures to effectively penetrate these markets.1. Executive Summary:The executive summary provides a brief overview of the entire marketing plan, highlighting the key objectives, strategies, and tactics.2. Situation Analysis:This section provides an analysis of the internal and external factors that will have an impact on the international marketing plan. It includes a market analysis, competitive analysis, and a SWOT analysis. The market analysis examines the target international markets, their size, growth potential, and cultural, economic, and regulatory factors. The competitive analysis assesses the major competitors in these markets and their market share, pricing, distribution channels, and marketing strategies. The SWOT analysis identifies the company's strengths, weaknesses, opportunities, and threats in the international markets.3. Marketing Objectives:The marketing objectives identify the specific goals that the company aims to achieve in the target international markets. These objectives should be specific, measurable, achievable, relevant, and time-bound (SMART). Examples of marketing objectives include increasing market share by a certain percentage, expanding the customer base, establishing strategic partnerships, and achieving a certain level of brand awareness and recognition.4. Target Market Segmentation:This section identifies the target market segments in the international markets. The segmentation criteria can be geographic, demographic, psychographic, or behavioral. By dividing the market into smaller segments, the company can better understand the needs, preferences, and buying behaviors of its target customers and develop tailored marketing strategies and tactics.5. Positioning and Branding Strategy:This section outlines the positioning and branding strategy for the company's products and services in the target international markets. It defines the unique value proposition and competitive advantage that the company offers and highlights the key benefits and features that differentiate the company from its competitors.6. Marketing Strategies:This section outlines the marketing strategies that will be used to achieve the marketing objectives in the target international markets. It includes product strategy, pricing strategy, distribution strategy, and promotion strategy.a) Product Strategy: This strategy defines the product offering for the international markets, including the product features, packaging, branding, and customization options.b) Pricing Strategy: This strategy determines the pricing approach for the company's products and services in the international markets. It takes into account factors such as production costs, competitor pricing, customer willingness to pay, and market demand.c) Distribution Strategy: This strategy outlines the distribution channels and logistics that will be used to deliver the company's products and services to customers in the international markets. It may involve direct sales, joint ventures, strategic partnerships, or third-party distributors.d) Promotion Strategy: This strategy defines the promotional activities that will be used to create awareness and generate demand for the company's products and services in the international markets. It includes advertising, public relations, sales promotions, direct marketing, and digital marketing tactics.7. Implementation Plan:The implementation plan details the specific actions, timelines, and responsibilities for executing the marketing strategies in the target international markets. It includes a budget allocation, resource allocation, and a timeline for each marketing activity. This section also outlines the key performance indicators (KPIs) that will be used to measure the success of the marketing efforts.8. Control and Evaluation:The control and evaluation section establishes the monitoring and control measures that will be used to track the progress and performance of the international marketing plan. It includes regular performance reviews, data analysis, and feedback mechanisms to ensure that the marketing strategies are effectively implemented and aligned with the marketing objectives.Conclusion:In conclusion, this international marketing plan outlines the strategies and tactics that will be used to enter and expand into new international markets. By conducting a thorough analysis of the target markets, defining the marketing objectives, and implementing a comprehensive marketing strategy, XYZ Corporation can successfully penetrate these markets and achieve its business goals. Continuous monitoring and evaluation will be crucial to ensure the success of the plan and make any necessary adjustments to maximize results.。
市场营销英文文献
Innovation Is a Good Way to Maintain Market PresenceThe Jumbo-Koter venture is a good example of the development of a successful new product by solving a consumer problem. The Wooster Brush Company identified the difficulty that painters were having because their minirollers were sticking after a few uses. The new Jumbo-Koter mini-rollers solved that problem by using asmooth-turning cage frame. Wooster Brush further improved these mini-rollers by using high-quality fabrics from its highly successful nine-inch rollers. Finally, by not extending fabric over the end of the new mini-rollers, Jumbo-Koter enabled the painter to get into tighter spaces than with traditional mini-rollers. This also prevented paint from spinning off onto another surface.One lesson to be learned from the Jumbo-Koter program is that innovationis a good way for a company to maintain its presence in the marketplace. The Wooster Brush Company has made a notable effort to continue to innovate, developing truly beneficial products in a very stodgy, old-fashioned business for many years. The Jumbo-Koter product line is a good example of this. This continuous innovation has enabled the company to compete successfully without participating in industry price wars. At the time of this writing, the Wooster Brush Company was in the process of developing additional new products to meet the paint application needs of its customers.Summary Marketing Plan for: Wooster Jumbo-Koter TM Wooster Brush CompanyMARKETING PLAN SUMMARYBACKGROUND. Many painters have problems with their mini-rollers. Because these rollers are smaller than traditional rollers, they are great for getting paint into tight places and corners. On the other hand, the small size of the roller sometimescauses it to stick after a certain number of uses. Painters often become frustrated when they have to drag a stuck mini-roller down a wall. This consumer problem led to a whole new product line called the Jumbo-Koter, and to a marketing plan that effectively leveraged the strengths of the Wooster Brush Company.MARKET REVIEW. The paint applicator industry is made up of a relatively small number of companies, and it changes only slightly from year to year. A trend identified by Wooster Brush was the influx of foreign competition into the mini-roller market. Because of the effectiveness of using a mini-roller for detail painting jobs, the market for these small rollers was growing. As this was happening, several manufacturers were importing mini-rollers from China and other offshore sources. Wooster Brush was being forced to compete with these lower-priced imports.CONSUMER USAGE AND ATTITUDES. A program of store interviews and personal observations enabled Wooster Brush management to determine thatmini-rollers were gaining market share and were eroding paintbrush usage more and more. Consumers represent the bulk of the unit sales; however, they tend to buy what is available and recommended in paint and hardware stores, and these stores typically display and recommend what is used by professional contractors. Through quantitative and qualitative research, Wooster Brush learned that painting contractors generally perceived Jumbo-Koter as a significant improvement over the mini-rollers that were currently available in the market.PLANNING ASSUMPTIONS. Prior to launching Jumbo-Koter, the management of Wooster Brush made a series of assumptions regarding the outcome of the implementation. The following is a list of the key planning assumptions made by Wooster Brush Company:Paint and hardware stores will generally accept distribution of Jumbo-Koter because of the success these retailers have had with previous new products from Wooster Brush.The fabric on Jumbo-Koter rollers will be accepted by professionals and consumers.Professional painters will want to use Jumbo-Koter mini-rollers.Pricing on Jumbo-Koter will be accepted as long as the price points are similar to those of the low-priced mini-rollers currently on the market.Should Jumbo-Koter not be successful, Wooster Brush will still be able to capture a share of the mini-roller market with its current mini-roller system.Over the next few years, Jumbo-Koter could make it possible to eliminate the old miniroller system.KEY STRATEGIC MARKETING OBJECTIVES. Based on the above planning assumptions, the management of Wooster Brush set up a series of specific key strategic marketing objectives for the Jumbo-Koter venture. The following are the key strategic marketing objectives set by the management of the Wooster Brush Company:To entice consumers and professionals to purchase a mini-roller system that is not interchangeable with other mini-roller systems.To get the majority of the twenty-four different Jumbo-Koter rollers and two frames into broad-scale distribution.To time the expansion of distribution so that production is able to keep up with retail sales.To achieve specific sales volume objectives that will enable the venture to pay back the investment in new equipment within a specific time frame.To launch the Jumbo-Koter line nationally in the initial distribution targets within three months.To overcome the potential objection by retailers and customers that theJumbo-Koter covers do not have a fabric covering on the end of the rollers.MARKETING PLAN ELEMENTSBrand name. The new mini-roller system was launched under the overall brand name Wooster Jumbo-Koter. This name appeared on all packaging and display header signs. Also, seven additional names were used to differentiate the different type of covers: Super Fab TM, Pro Doo-Z TM, Mohair Blend TM, 50/50 TM, Super Twist TM, Painter’s Choice TM, and Pro Foam TM. The overall brand name strategy was to leverage the power of the current Wooster Brush image.Product line. Jumbo-Koter is a comprehensive line of twenty-four differentmini-rollers and two different frames. The short-handle frame has a 14-inch handle, and the longhandle frame has a 261/2-inch handle. Both of these are cage frames, which turn much better than the traditional wire frames. Both the short-handle frame and the longhandle frame have a 4-inch arm, even though there are 41/2- and61/2-inch roller covers. A unique button on the end of all of the 61/2-inch roller covers plugs into the frame, enabling the frame to be used with both the 41/2- and the 61/2-inch roller covers. The fabrics used for the roller covers vary and are differentiated by brand name, pile, and width. Most of the covers are packed two per package, although there are some covers that are packed six per package.Pricing strategy. The Jumbo-Koter product line was set up with a different price point for each of the different products in the line. The pricing strategy was to hit the price points of the low-priced imported competition. Management felt that ifJumbo-Koter’s prices were withi n a few pennies of those of the low-priced imports, it would have the advantage. Jumbo-Koter mini-rollers were launched at lower prices than domestic products, including other Wooster Brush mini-rollers. When the program was launched, a 10 percent introductory allowance was offered on the entire line.Sales and distribution methods. The Wooster Brush Company sells its products through a national network of distributors and buying groups. It does have some direct accounts; Lowe’s and Home Depot, for example, are direct accounts. Jumbo-Koter was to be sold into national distribution by the Wooster Brush Company’s sales force and network of service personnel.Advertising copy strategy. The objective of the Jumbo-Koter advertising was to communicate to paint and hardware stores that a new improved mini-roller was coming on the market and that this mini-roller would be available only from the Wooster Brush Company. Wooster used trade advertisements that took advantage of the strong reputation of the Wooster Brush Company name. These advertisements emphasized that these new mini-rollers rolled smoothly and required fewer trips to the paint bucket because they held more paint and did not stop rolling. The net result was less cost to the painter.Advertising media strategy. Jumbo-Koter advertising was designed to be run in trade publications such as Do-It-Yourself Retailing and other magazines targeted to paint and hardware stores. There was no consumer advertising of Jumbo-Koter. One- and twopage spreads were placed in these magazines at the time of the product launch.Sales promotion. The line was launched with incentives for retailers to use a display with the Jumbo-Koter line. These discounts were to be offered at pro shows and at distributor shows. A consumer discount was also offered upon introduction of the program. A premium pack that included a frame and six roller covers in a box was to be sold during the product launch. It was to be put on a counter or on the rack. The consumer bought the six covers and got the frame free.Publicity. Public relations was also used to introduce Jumbo-Koter. A press release was sent to all of the key trade publications prior to placement of the print advertising. Wooster Brush Company management anticipated that a significantnumber of articles would result from this press release because Wooster Brush was a regular advertiser in all of these magazines. The press release introduced Jumbo-Koter as a new product from the Wooster Brush Company and included the major points from the advertising copy.In-store merchandising. It was felt that a key to success in getting the full Jumbo-Koter product line into retail stores was an in-store display program. The cornerstone of this program was a two-foot freestanding merchandiser that included the full Jumbo-Koter product line. Wooster Brush would give the rack free to retailers.A piece of literature for the consumer was included with the display.Timetable. After Wooster Brush pushed the button on a major development effort, it took eighteen months to complete. It took another three months to achieve the initial national distribution. At the time of this writing, Jumbo-Koter has been in national distribution for one year.FINANCIAL PROJECTIONS. The financial projections were conservative in that they did not include any estimates of sales from the large national accounts such as Lowe’s or Home Depot. Only sales from paint and hardware stores were included. The reason for this was to add stability to the forecasts. Wooster Brush management felt that it could confidently predict potential sales from the traditional paint and hardware stores, based on a long history with these accounts. Predictions for the large national accounts were much less reliable. Management did not want to develop production capacity based on speculative assumptions.CONTINGENCY PLANS. A pricing contingency plan was set up in case the competition decided to lower its prices in response to this program. Wooster Brush management decided that it would not reduce the Jumbo-Koter prices if that were to happen. Management felt that by the time the competition was able to implement a price reduction, Wooster Brush would have established the Jumbo-Koter line as aviable one in the market. It felt that most customers would continue to purchase Jumbo-Koter products at the initially established price.。
市场营销策略英文文献
市场营销策略英文文献《Market Marketing Strategies》Marketing strategy is an essential component of any successful business. It involves the process of identifying the target market, understanding the needs and wants of the customers, and creating a plan to reach and satisfy those customers. Effective marketing strategies can help a business to differentiate itself from its competitors, attract new customers, and retain existing ones.There are several key elements to consider when developing a marketing strategy. First, it is important to conduct thorough market research to understand the target market and the competition. This includes gathering data on demographic, geographic, psychographic, and behavioral factors that influence consumer behavior. With this information, businesses can tailor their products and services to better meet the needs of their customers.Next, businesses need to define their unique selling proposition (USP), which is what sets them apart from their competitors. This could be a combination of factors such as price, quality, customer service, or product features. Once the USP is identified, it can be incorporated into the brand messaging and used to differentiate the business and attract customers.Another important aspect of marketing strategy is to determine the best channels to reach the target market. This could include traditional advertising such as television, radio, and print, as well as digital marketing channels such as social media, email, andsearch engine optimization. By understanding the preferences and habits of the target market, businesses can allocate their marketing budget more effectively and reach potential customers where they are most likely to engage.In addition to reaching new customers, marketing strategies also focus on retaining and satisfying existing customers. This can be achieved through customer loyalty programs, excellent customer service, and ongoing communication to ensure customer satisfaction.Finally, it is important for businesses to continuously monitor and evaluate the effectiveness of their marketing strategies. This can be done through tracking key performance indicators such as customer acquisition cost, customer lifetime value, and return on investment. By analyzing this data, businesses can make informed decisions about where to allocate their marketing resources and make adjustments to their strategies as necessary.In conclusion, developing a strong marketing strategy is essential for any business looking to grow and succeed in a competitive market. By understanding the target market, differentiating the business from its competitors, and reaching and satisfying customers, businesses can position themselves for long-term success.。
市场营销论文中英文外文翻译文献
市场营销论文中英文外文翻译文献中英文外文翻译文献The technical basis of network marketingNetwork marketing is based on the technology infrastructure of computer network technology, as represented by information technology. Computer networks of modern communications technology and computer technology to the product of combining it in different geographic regions and specialized computer equipment for external interconnection lines of communication into a large, powerful networks, thus enabling a large number of computers can easily transmit information to each other, share hardware, software, data and other resources. And network marketing is closely related to the computer network there are three types: the Internet, Extranet and Intranet.[Edit] the theoretical basis for the network marketingTheoretical foundation of network marketing is direct marketing network theory, network theory of relationship marketing, marketing theory and network software to integrate marketing theory.(A) Direct Response Network Marketing TheoryInternet marketing as an effective direct marketing strategy, network marketing that can be tested and measurable and can be evaluated and controlled. Therefore, the characteristics of the use of network marketing, you can greatly improve the efficiency of marketing and marketing decision-making effectiveness of the implementation.Direct marketing theory is the 20th century, one of the 80's the concept of eye-catching. Direct Marketing Association of the United States for its definition is: "a place to produce anymeasurable response and (or) use the Stock Exchange reached one or more advertising media marketing system interaction." Directly Marketing the key to the theory that network marketing is that it can be tested, measurable, can be evaluated, which a fundamental solution to evaluate the effect of the traditional difficulties in marketing and marketing for more scientific decision-making possible.(B) the network theory of relationship marketingRelationship Marketing is a great importance since 1990 by the marketing theory, which mainly includes two basic points: First of all, in the macro level will berecognized that the scope of marketing a wide range of areas, including customer market, the labor market, the supply market , the internal market, the market stakeholders, as well as the affected market (government, financial markets); at the micro level, recognizing that the relationship between business and customers are constantly changing, the core of marketing should be a simple one-time past transactions to a focus on maintaining relations up long-term relationships. Socio-economic system, enterprises are a major subsystem, corporate marketing objectives by many external factors to the impact of marketing activities of enterprises is a consumers, competitors, suppliers, distributors, government agencies and social organizations the process of interaction, the correct understanding of the relationship between the individual and the organization is the core of marketing is also key to business success or failure.The core of relationship marketing is to keep customers, to provide customers with a high degree of satisfaction with the value of products and services, by strengthening the links with customers to provide effective customer service, to maintainlong-term relationship with customers. And long-term customer relations based on the marketing activities to achieve the marketing objectives of companies. The implementation of relationship marketing is not to damage the cost of business interests, according to research, for marketing a new customer costs five times the cost of the old customers, so to strengthen relations with customers and build customer loyalty can bring long-term enterprise interests, it is to promote a win-win strategy for businesses and customers. The Internet as an effective two-way channels of communication between businesses and customers can achieve low-cost communication and exchange costs, which companies build long-term relationships with customers to provide effective protection. This is because, first of all, enterprises can use the Internet to receive customer orders directly, customers can make their own personalized needs. Enterprises in accordance with customer demand for personalized use of flexible production technology to meet the customer needs to maximize customers in the consumer products and services to create more value. Enterprise customers can also understand the market demand, market segments and targetmarkets, minimize marketing costs and increase the reaction rate on the market. Secondly, the use of the Internet companies to provide customers with better services and keep in touch with customers. Internet time and space constraints are not the characteristics of the convenience of our customers to maximize communication with the enterprise, customers can make use of the Internet in the shortest possible time in an easy way to access business services. At the same time, trading via the Internet to the entire enterprise can be achieved from the product quality,quality of service, such as transaction services to the entire process of quality control.On the other hand, enterprises can also be via the Internet with business-related companies and organizations build relationships and achieve win-win development. Internet as a channel of communication between the cheapest, it can help lower costs in the supply of business-to-business yet, distributors such as the establishment of collaborative partnerships. Cases such as in front of the computer company Lenovo, through the establishment of e-business systems and management information systems with the distributors of information sharing, reduce inventory costs and transaction costs, and close cooperation between the two sides. Relating to the application of network theory will be the strategy behind the marketing services network in detail.(C) The network of soft marketing theoryMarketing theory is soft against the industrial economy to the era of mass production for the main features of the "strong sales" of the new theory, the theory suggests that when customers buy products not only meet the basic physiological needs, but also to meet the mental and psychological level demand. Therefore, the soft marketing is one of the main characteristics of the follow netiquette, etiquette on the network through the use of clever marketing to obtain desired results. It emphasizes the marketing activities of enterprises at the same time the need to respect the feelings of consumers and the body read, so that consumers will be able to comfortably take the initiative to receive the marketing activities of enterprises. Traditional marketing activities can best embody the characteristics of a strong marketing promotions are two: thetraditional advertising and marketing staff. In traditional advertising,consumers are often forced to passive reception of advertising messages, "bombing", and its goal is to impart information through continuous means the hearts of consumers impressed, as to whether the consumer was not willing to accept the need for need not be taken into account; marketing personnel, the marketing staff does not consider the object is willing to sell and needs, but according to the marketing staff to determine their own marketing activities carried out forcibly.On the Internet, because information exchange is a free, equal, open and interactive, to stress that mutual respect and communication, on-line users pay more attention to the protection and privacy of personal experience. Therefore, using the traditional means of marketing a strong start in the Internet marketing activities are bound to backfire, such as the American company AOL has forced their users to send E-mail advertising, the results lead to the unanimous opposition of users, many users agreed to AOL at the same time the company server E-mail to retaliate, with the result that AOL's E-mail mail server in a paralyzed state, and finally had to apologize to quell public indignation. Network marketing is just soft from the consumer's experience and needs and take pull-type strategy to attract consumers concerned about the marketing effectiveness of enterprises to achieve. Network on the Internet to carry out marketing activities, in particular promotional activities must follow certain rules of network formation of virtual communities, some also known as "netiquette (Netiquette)". Network marketing is soft netiquette rules to follow based on the clever use of marketing to achieve a subtle effect. Marketing theory onnetwork application software in the network marketing sales strategy specific details.(D) Network Integrated MarketingIn the current post-industrial society, the tertiary industry in the development of the service sector is the major economic growth point, the traditional manufacturing-based to being service-oriented development, new service industries such as finance, communications, transportation and other industries the sun at high noon. Post-industrial society requires the development of enterprises must be based on service-oriented, it is necessary to customers as the center, to provide customers with timely and appropriate manner, as appropriate services, the maximum extent possibleto meet customer demand. Internet time and space as a cross-transmission of "superconductive" media, can provide timely customer service is located at the same time interactivity of the Internet can understand customer needs and provide targeted response, so the Internet era can be said to be the most consumers an attractive marketing tool.Network of integrated marketing theory include the following key points:Network marketing requires, first of all the consumers into the entire marketing process to the needs of their entire marketing process from the beginning.Network marketing distribution system for the enterprise as well as stakeholders to be more closely together.Corporate interests and the interests of customers to integrate together.Internet on the role of marketing, you can through the 4Ps (product / service, pricing, distribution, promotion) play animportant role in binding. The use of the Internet traditional 4Ps marketing mix can be better with the customer as the center of the 4Cs (customer, cost, convenience, communication) to combine.1. Products and services to customers as the centerAs the Internet has a very good interaction and guiding the user through the Internet under the guidance of the enterprise to choose the product or service or specific requirements of enterprise customers to choose based on the timely production and requirements and provide timely service, making Customer inter-temporal and spatial requirements are met by the products and services; On the other hand, enterprises can also keep abreast of customer needs and customer requirements in accordance with the timely production and marketing organizations to provide the production efficiency and marketing effectiveness. Such as the United States PC sales company Dell Inc., or a loss in 1995, but in 1996, their sales via the Internet to computers, the performance of 100 percent growth, due to customers via the Internet, you can design in the company's home page to choose and combination of computers, the company's production department immediately upon request, production, and sent through the postal service company, so companies can achieve zero inventory production, especially in the sharp decline in prices of computercomponents of the era, inventory will not only reduce the inventory costs can be avoided also because of losses brought about by high-priced stock.2. Customer acceptable cost pricingThe cost of traditional production-based pricing in the market-oriented marketing is to be discarded. The price of newcustomers should be based on acceptable cost pricing, and based on the cost to organize the production and marketing. Customer-centric enterprise pricing, customers must be the determination of market demand and the price accepted standards, otherwise the cost to the customer to accept the pricing is a castle in the air. Business on the Internet can be very easy to implement, the customer can be made via the Internet acceptable cost, the cost of business in accordance with customers to provide flexible product design and production program for the user to choose until after the customer agrees to confirm the production and marketing organizations, all All these are clients of the server program in the company under the guidance and does not require specialized services and, therefore, extremely low cost. At present, the United States, General Motors Corp. to allow customers on the Internet through the company's own guidance system of the design and assembly of motor vehicles to meet their needs, users first determine the criteria for acceptable price, and then according to the price limit system to meet the requirements of style show vehicle, the user can also be used for appropriate changes, the company producing the final product just to meet the customer requirements of price and performance.3. Products to facilitate the distribution of customer-orientedNetwork marketing is one-to-one distribution channels, cross-selling of space-time, customers can order anytime, anywhere using the Internet and purchase products. Iron and steel manufacturers in France still a Luolin Zinox for example, the company was founded in 8 years ago, because of the introduction of e-mail and the world order system, so that processing time from 15 days to 24 hours. At present, thecompany is using the Internet to provide better than the opponent and more efficient services. The company's internal network and vehicle manufacturers to establish contact so that they could demand the other party promptly after the production ofsteel to each other online.4. Repressively turn promotions to strengthen communication and contacts with customersIs the promotion of traditional enterprises, through certain media or tools of oppression customers to strengthen the company's customers and product acceptance and loyalty, customers are passive and accept the lack of communication with customers and contacts at the same time The high cost of the company's sales. Internet marketing is a one-on-one and interactive, and customers can participate in the company's marketing activities in the past, so the Internet can strengthen communication with customers and contacts and a better understanding of customer needs, attracted more customers agree . The U.S. company Yahoo's new star (Yahoo!) Company to develop a network in Internet information retrieval tools for classification, as the products are highly interactive, the user can think it is important for their classification information to Yahoo Yahoo The company immediately joined the classification of information products for the use of other users, so no need for advertising their products on well known, and in a short span of two years the company's stock market value of billions of dollars, an increase of as much as several hundred times.The main method of Internet MarketingCommonly used methods of network marketing system(1)Search Engine Marketing(2)Email marketing permission(3)Online Advertising(4)Web resource cooperation(5)Viral marketing(6)A membership-based network marketingCommon method for classification of network marketing:Web-based network marketing businessTo carry out Internet marketing does not necessarily have to have their own web site, in the absence of site conditions, enterprises in the network to carry out effectivemarketing. Free web site marketing mainly depends on the network marketing and e-mail marketing virtual community.Web-based network marketing is the subject of network marketing, it's main problem is the web site planning, construction, maintenance people, as well as with other marketing to promote the integration of methods. If the type of e-commerce website, web-based network marketing will be involved in product, price, and other traditional marketing channels and marketing a range of issues to consider.译文:网络营销的技术依据网络营销是基于技术基础设施的计算机网络营销。
国际市场营销范文_共10篇
★国际市场营销论文范文_共10篇范文一:国际市场营销英文论文[键入文字]**信息工程大学学生姓名:专业班级:论文日期:国际市场营销导向对企业产生的影响TheinfluenceofinternationalmarketingorientationontheenterpriseAbstractInternationalMarketingUndertheinfluenceofeconomicglobalization,InternationalMarketingreferstotheinflowofgoods andservicesofmorethanonecountryinthehandsoftheconsumeroruserprocess.Inotherwords,internationalmarketing**soci alandacross-bordermanagementprocess,enterprisesthroughplanning,pricing,proionandguidance,tocreateandexchangeofproductsandvalueintheinternationalmarkettomeettheneedsofmultinationalcustomersandaccessprofitactivities。
Worldeconomy,technologicaldevelopmentisuneven,especiallytoday’shighlydevelopedscienceandtechnology,nocoun trycan’thavealltheresourcesneededforthenationalecon omy,nottohavealltheadvancedtechnologydevelopmentneeds.Toacceleratethedevelopmentofthenationaleconomy,weneedtoactivelycarryoutinternationalmarketing,domesticproductsintotheinternationalmarket。
与市场营销有关的英文作文
与市场营销有关的英文作文Marketing is all about understanding the needs and desires of consumers and creating products or services that fulfill those needs. It's about connecting with people on a personal level and persuading them to choose your brand over others. In today's competitive market, it's crucial to have a strong marketing strategy in place to stand out from the crowd.One key aspect of marketing is branding. Branding is not just about having a catchy logo or a memorable slogan. It's about creating a unique identity for your brand that resonates with your target audience. A strong brand can evoke emotions and create a sense of loyalty among consumers. It's about creating a story that people can relate to and making your brand a part of their lives.Another important aspect of marketing is market research. Understanding your target market is essential for developing effective marketing strategies. Market researchhelps you identify consumer preferences, trends, and competitors in the market. It allows you to tailor your marketing efforts to meet the specific needs of your target audience. By conducting market research, you can gain valuable insights that can help you make informed decisions and stay ahead of the competition.In today's digital age, online marketing plays acrucial role in reaching and engaging with consumers. Social media platforms have become powerful tools for marketers to connect with their target audience. It allows brands to interact with consumers in real-time, build relationships, and create brand advocates. Online marketing also offers the opportunity to track and measure the effectiveness of marketing campaigns, allowing marketers to make data-driven decisions and optimize their strategies.One effective marketing technique is influencer marketing. Influencers are individuals who have a large following on social media platforms and can sway the purchasing decisions of their followers. Collaborating with influencers can help brands reach a wider audience andbuild credibility. It's about leveraging the influence and trust that influencers have built with their followers to promote your brand or product.Lastly, customer relationship management (CRM) is a vital component of marketing. Building and maintaining strong relationships with customers is crucial for long-term success. CRM involves understanding customer needs, providing personalized experiences, and addressing any concerns or issues promptly. It's about creating a positive customer experience that leads to customer loyalty and advocacy.In conclusion, marketing is a dynamic and multifaceted field that requires a deep understanding of consumer behavior and effective communication strategies. It's about creating a strong brand identity, conducting market research, leveraging online platforms, collaborating with influencers, and prioritizing customer relationships. With the right marketing strategies in place, businesses can effectively connect with their target audience and drive growth.。
市场营销战略论文中英文外文翻译文献
市场营销战略论文中英文外文翻译文献XXXConsumer r studies how individuals。
groups。
and ns choose。
acquire。
use。
dispose of products。
services。
experiences。
and ideas to satisfy their needs and the XXX。
consumer r research has focused on pre-purchase and post-XXX。
XXX view and can help us examine the indirect effects of consumer n-making and the XXX。
companies must offer more value to their target customers than their competitors。
Customer value is the balance of XXX.1.Marketing StrategiesFor each selected target market。
XXX a target market is whether the company can provide higher consumer value compared to XXX strategies。
XXX markets.1.1 ProductA product XXX of their needs。
not the specific material characteristics.1.2 nXXX includes advertising。
personal selling。
public ns。
packaging。
XXX.1.3 PricingPrice is the amount of money consumers must pay to acquire and use a product。
市场营销 英文作文
市场营销英文作文Marketing is all about understanding the needs and wants of customers. It's about creating products and services that people actually want to buy, and then finding ways to let them know about it.In today's digital age, social media plays a huge role in marketing. It's a way for companies to connect withtheir customers on a more personal level, and it allows for instant feedback and interaction.But traditional marketing methods are still important. Things like print ads, TV commercials, and billboards are still effective ways to reach a large audience.One of the most important aspects of marketing is branding. A strong brand can set a company apart from its competitors and create a sense of trust and loyalty among customers.Marketing is also about staying ahead of the curve.It's about keeping up with the latest trends and technologies, and finding new and innovative ways to reach customers.Ultimately, marketing is about creating value for both the customer and the company. It's about finding ways to meet the needs of the customer while also achieving the goals of the business.。
国际营销英文作文
国际营销英文作文International marketing is all about reaching out to customers in different countries and cultures. It's about understanding their needs and preferences, and tailoring your products or services to meet those needs.In today's globalized world, it's crucial for businesses to have a strong international marketing strategy. This means understanding the cultural nuances of different markets, and adapting your marketing efforts accordingly.One of the key challenges in international marketing is language. It's important to ensure that your marketing materials are accurately translated and culturally sensitive. A simple mistranslation can lead to a major marketing blunder.Another important aspect of international marketing is understanding the local laws and regulations. Differentcountries have different rules when it comes to advertising, promotions, and sales. It's crucial to be aware of these regulations to avoid any legal issues.In addition to language and legal considerations, international marketing also requires a deep understandingof the local customs and traditions. What works in one country may not work in another, so it's important totailor your marketing efforts to each specific market.In conclusion, international marketing is a complex and challenging endeavor, but it's also incredibly rewarding.By understanding the cultural, linguistic, and legal nuances of different markets, businesses can successfully reach out to customers around the world.。
市场营销英语的促销作文
市场营销英语的促销作文In the dynamic world of market competition, the art of promotion in marketing is akin to a maestro conducting an orchestra. Each element must be in harmony with the others, and the result should be a symphony that resonates with the audience, compelling them to act. 。
Effective promotion begins with understanding the customer. It's about identifying their needs, desires, and pain points. Once you have this insight, you can tailor your message to speak directly to them. This is where the language you use becomes crucial. It should not only inform but also inspire and persuade.Imagine a new smartphone entering the market. The promotion shouldn't just list features like '20MP Camera' or '128GB Storage'. Instead, it should paint a picture: "Capture life's fleeting moments in crystal-clear detail with our 20MP camera" or "Carry your world with you with 128GB of storage." This approach transforms mundane specifications into experiences and benefits that matter to the customer.Promotions must also be timely and relevant. They should leverage current trends, seasons, or events to make the product or service more appealing. For instance, a promotion for an accounting software during tax season could emphasize ease and accuracy: "Navigate tax season with confidence – our software ensures you don't miss a beat."Moreover, the call to action is the crescendo of the promotion. It should be clear, compelling, and easy to follow. Whether it's "Buy now and save 20%" or "Sign up today for a free trial," the call to action should make the next steps obvious and enticing.In crafting promotional content, simplicity is key. The message should be concise and to the point, avoiding jargon or complex language that could confuse the audience. The goal is to make the value proposition so clear that the customer feels they are making an informed and beneficial choice.Finally, consistency across all promotional materials reinforces the message and builds trust. Whether it's a social media post, an email campaign, or a billboard, the language and imagery should be cohesive, strengthening the brand and its promise.In conclusion, the essence of promotion in marketing lies in its ability to connect with the customer on a personal level, using language that is not just heard but felt. It's about creating a narrative that places the customer at the center, showing them how the product or service can enrich their lives. When done right, promotion doesn't just sell; it engages and transforms, leading to lasting relationships and brand loyalty. 。
市场营销英语作文
市场营销英语作文Marketing is all about connecting with your audience in the right place at the right time. It's about understanding the needs and wants of your customers and providing them with the products or services that they desire. In today's fast-paced world, effective marketing is essential for any business to succeed.One of the most important aspects of marketing is identifying your target audience. You need to know who your ideal customers are and what they are looking for. Thiswill help you tailor your marketing efforts to reach the right people with the right message.In addition to identifying your target audience, it's also crucial to have a strong brand presence. Your brand is what sets you apart from your competitors, and it's what makes your customers remember you. Building a strong brand requires consistency in your messaging, imagery, andoverall customer experience.Another key element of marketing is creating compelling content. Whether it's blog posts, social media updates, or videos, your content should be engaging and valuable to your audience. This will not only help you attract new customers but also retain existing ones.In today's digital age, having a strong online presence is essential for any business. This means having a well-designed website, active social media profiles, and a solid search engine optimization strategy. These tools will help you reach a wider audience and connect with potential customers.Finally, it's important to track and analyze your marketing efforts to see what's working and what's not. By measuring your results, you can make informed decisions about where to focus your efforts and allocate your resources more effectively.In conclusion, effective marketing is essential for any business to thrive. By understanding your target audience,building a strong brand, creating compelling content, maintaining a strong online presence, and analyzing your results, you can ensure that your marketing efforts are successful and help your business grow.。
国际市场营销英语
国际市场营销英语International marketing is a crucial aspect of business, as it involves the sale and promotion of goods and servicesin foreign countries. Companies engage in international marketing to expand their customer base, increase profits, and tap into new markets. However, it is not an easy task, as companies need to navigate through different cultures, languages, and regulations.One important factor in international marketing is market segmentation. Companies need to understand the cultural, economic, and social differences among various countries and tailor their marketing strategies accordingly. For example, what works in one country might not work in another, so it is crucial to conduct thorough market research and target the right audience with the right message.Another key aspect of international marketing is branding. Companies need to develop a strong and consistent brand image that resonates with consumers across different countries.This requires careful consideration of cultural differences and preferences, as well as the adaptation of branding and marketing materials to suit each target market.Moreover, pricing and distribution are critical components of international marketing. Companies need to consider factors such as exchange rates, import/export duties, and local pricing strategies when setting prices for their products. Additionally, they need to develop efficient distribution channels to ensure that their products reach consumers in a timely and cost-effective manner.In the digital age, online marketing has become increasingly important in international marketing. Companies can leverage social media, search engine optimization, and online advertising to reach global audiences and engage withpotential customers in different countries. However, they need to be mindful of cultural nuances and language barriers when crafting online marketing campaigns.In conclusion, international marketing is a complex and challenging endeavor, but it offers great opportunities for companies to expand their business and reach new customers around the world. By understanding and adapting to the unique characteristics of each target market, companies can develop successful international marketing strategies and achieve sustainable growth in the global marketplace.。
全球化背景下的市场营销专科论文研究英文版
全球化背景下的市场营销专科论文研究英文版Title: Research on Specialized Papers on Marketing in the Globalization ContextIn today's interconnected world, the field of marketing is constantly evolving to adapt to the challenges and opportunities presented by globalization. As businesses expand their reach beyond local markets, understanding the dynamics of global marketing becomes crucial for success.This specialized paper aims to explore key themes and trends in global marketing, examining how companies can effectively navigate the complexities of international markets. By analyzing case studies and industry reports, the research will provide insights into successful strategies for marketing products and services in a global context.Topics to be covered in the paper include the impact of cultural differences on marketing strategies, the role of technology in reachingglobal audiences, and the importance of sustainability and corporate social responsibility in building brand reputation. Through a comprehensive analysis of these issues, the paper will offer practical recommendations for marketers looking to enhance their global marketing efforts.By delving into the nuances of global marketing, this research aims to contribute to the growing body of knowledge in the field and provide valuable insights for practitioners and academics alike. In an era where borders are becoming increasingly blurred, understanding the intricacies of global marketing is essential for staying competitive in the international marketplace.。
外文文献(市场营销策略)
Marketing StrategyMarket Segmentation and Target StrategyA market consists of people or organizations with wants,money to spend,and the willingness to spend it.However,within most markets the buyer' needs are not identical.Therefore,a single marketing program starts with identifying the differences that exist within a market,a process called market segmentation, and deciding which segments will be pursued ads target markets.Marketing segmentation enables a company to make more efficient use of its marketing resources.Also,it allows a small company to compete effectively by concentrating on one or two segments.The apparent drawback of market segmentation is that it will result in higher production and marketing costs than a one-product,mass-market strategy.However, if the market is correctly segmented,the better fit with customers' needs will actually result in greater efficiency.The three alternative strategies for selecting a target market are market aggregation,single segment,and multiple segment.Market-aggregation strategy involves using one marketing mix to reach a mass,undifferentiated market.With a single-segment strategy, a company still uses only one marketing mix,but it is directed at only one segment of the total market.A multiple-segment strategy entails selecting two or more segments and developing a separate marketing mix to reach segment.Positioning the ProductManagement's ability to bring attention to a product and to differentiate it in a favorable way from similar products goes a long way toward determining that product's revenues.Thus management needs to engage in positioning,which means developing the image that a product projects in relation to competitive products and to the firm's other products.Marketing executives can choose from a variety of positioning strategies.Sometimes they decide to use more than one for a particular product.Here are several major positioning strategies:1.Positioning in Relation to a competitorFor some products,the best position is directly against the competition.This strategy is especially suitable for a firm that already has a solid differential advantage or is trying to solidify such an advantage.To fend off rival markers of microprocessors,Intel unched a campaign to convince buyers that its product issuperior to competitors.The company even paid computer makers to include the slogan,"Intel Inside" in their ads.As the market leader,Coca-Cola introduces new products and executes its marketing strategies.At the same time,it keeps an eye on Pepsi-Cola,being sure to match any clever,effective marketing moves made by its primary competitor.2.Positioning in Relation to a Product Class or AttributeSometimes a company's positioning strategy entails associating its product with(or distancing it from)a product class or attributes.Some companies try to place their products in a desirable class,such as"Made in the USA."In the words of one consultant,"There is a strong emotional appeal when you say,'Made in the USA'".Thus a small sportswear manufacturer,Boston Preparatory Co.is using this positioning strategy to seek an edge over large competitors such as Calvin Klein and Tommy Hilfiger,which don't produce all of their products in the U.S..3.Positioning by Price and QualityCertain producer and retailers are known for their high-quality products and high prices.In the retailing field,Sake Fifth Avenue and Neiman Marcus are positioned at one end of the price-quality continuum.Discount stores such as Target and Kmart are at the other.We're not saying,however,that discounters ignore quality;rather, they stress low prices.Penney's tired—and for the most part succeeded in—repositioning its stores on the price-quality continuum by upgrading apparel lines and stressing designer names.The word brands is comprehensive;it encompasses other narrower terms.A brand is a name and/or mark intended to identify the product of one seller or group of sellers and differentiate the product from competing products.A brand name consists of words,letters,and/or numbers that can be vocalized.A brand mark is the part of the brand that appears in the form of a symbol, design,or distinctive color or lettering.A brand mark is recognized buy sight bu cannot be expressed when a person pronounces the brand name.Crest,Coors,and rider for Ralph Lauren's Polo Brand.Green Giant(canned and frozen vegetable products)and Arm&Hammer(baking soda)are both brand names and brand marks.A trademark is a brand that has been adopted by a seller and given legal protection.A trademark includes not just the brand mark,as many people believe,but also the brand name.The Lanham Act of 1946 permits firms to register trademarks with the federal government to protect them from use or misuse by othercompanies.The Trademark Law Revision Act,which took effect in 1989,is tended to strengthen the the registration system to the benefit of U.S. Firms.For sellers,brands can be promoted.They are easily recognized when displayed in a store or included in advertising.Branding reduces price comparisons.Because brands are another factor that needs to be considered in comparing different products,branding reduces the likelihood of purchase decision based solely on price.The reputation of a brand also influences customer loyalty among buyers of services as well as customer goods.Finally,branding can differentiate commodities(Sunkist oranges,Morton salt,and Domino sugar,for example).PricingPricing is a dynamic process,Companies design a pricing structure that covers all their products.They change this structure over time and adjust it to account for different customers and situations.Pricing strategies usually change as a product passes through its life cycle.Marketers face important choice when they select new product pricing strategies.The company can decide on one of several price-quality strategies for introducing an imitative product.In pricing innovative products,it can practice market-skimming pricing by initially setting high prices to"skim"the maximum amount of revenue from various segments of the market.Or it can use market penetration pricing by setting a low initial price to win a large market share.Companies apply a variety of price-adjustment strategies to account for differences in consumer segments and situations.One is discount and allowance pricing,whereby the company decides on quantity,functional,or seasonal discounts,or varying types of allowances. A second strategy is segmented pricing, where the company sellers a product at two or more prices to allow for differences in customers, products, or locations. Sometimes companies consider more than economics in their pricing decisions,and use psychological pricing to communicate about the product's quality or value.In promotional pricing,companies temporarily sell their product bellow list price as a special-event to draw more customers,sometimes even selling below cost.With value pricing, the company offers just the night combination of quality and good service at a fair price. Another approach is geographical pricing, whereby the company decides how to price distant customers, choosing from alternative as FOB pricing,uniform delivered pricing, zone pricing, basing-point pricing, and freight-absorption pricing. Finally, international pricing means that thecompany adjusts its price to meet different world markets.Distribution ChannelsMost producers use intermediaries to bring their products to market.They try to forge a distribution channel—a set of interdependent organizations involved in the process of marking a product or service available for use or consumption by the consumers or business user.Why do producers give some of the selling job to intermediaries?After all,doing so means giving up some control over how and to whom the products are sold.The use of intermediaries results from their greater efficiency in marking goods available to target markets.Through their contacts, experience, specialization, and scales of operation,intermediaries usually offer the firm move value than it can achieve on its own efforts.A distribution channel moves goods from producers to customers.It overcomes the major time, place, and possession gaps that separate goods and services from those who would use them. Members of the marketing channel perform many functions. Some help to complete transactions:rmation.2.Promotion.3.Contact:finding and communicating with prospective buyers.4.Matching:fitting the offer to the buyer's needs, including such activities as manufacturing and packaging.5.Negotiation:reaching an agreement on price and other terms of the offer so that ownership or possession can be transferred.Other help to fulfill the completed transferred.1.Transporting and storing goods.2.Financing.3.Risk taking:assuming the risk of carrying out the channel work.The question is not whether these functions need to be performed, but rather who is to perform them. All the functions have three things in common:They use up scarce resource, they often can be performed better through specialization, and they can be shifted among channel members.To the extent that the manufacturer performs these functions, its costs go up and its prices have to be higher. At the same time, when some of these functions are shifted to intermediaries, the producer's costs and prices may be lower, but the intermediaries must charge more to cover the costs of their work. In dividingthe work of the channel, the various functions should be assigned to the channel members who can perform them most efficiently and effectively to provide satisfactory assortments of goods to target consumers.Distribution channels can be described by the number of channel levels involved. Each layer of marketing intermediaries that performs some work in brining the product and its ownership closer to the final buyer is a channel level. Because the producer and the final consumer both perform some work, they are part of every channel.When selecting intermediaries, the company should determine what characteristics distinguish the better ones. It will want to evaluate the the channel member's years in business, other lines carried, growth and profit record, co-operativeness, and reputation. If the intermediaries are sales agents, the company will want to evaluate the number and character of the other lines carried, and the size and quality of the sales force. If the intermediary is a retail store that wants exclusive or selective distribution, the company will want to evaluate the store's customers, location, and future growth potential.Understanding the nature of distribution channels is important, as choosing among distribution channels is one of the most challenging decisions facing the firm. Marketing intermediaries are used because they provide greater efficiency in marking goods available to target markets. The key distribution channel function is moving goods from producers to consumers by helping to complete transactions and fulfill the completed transaction. Distribution channels can be described by the number of channel levels, which can include no intermediaries in a direct channel, or one to several intermediaries in indirect channels.PromotionPromotion is one of the four major elements of the company's marketing mix. The main promotion tools——advertising, sales promotion, public relations, and personal selling——work together to achieve the company's communications objectives.People at all levels of the organization must be aware of the many legal and ethical issues surrounding marketing communications. Much work is required to produce socially responsible marketing communicating in advertising, personal selling, and direct selling. Companies must work hard and proactively at communicating openly, honestly, and agreeably with their customers and resellers.市场营销策略一、市场细分和目标市场策略具有需求,具有购买能力并愿意花销的个体或组织构成了市场。
市场营销英文论文
1. Executive summaryApple's new computer could erode sales of netbooks and tablet devices sold by PC makers, analysts say.Apple’s (APPL) new iPad, a lightweight device that browses the Web and delivers media, may serve as an alternative to netbooks and pose a threat to PC makers.Here are some of the markets in recent years about the situation iPad, marketing strategy and marketing mix.2. Situational analysis2.1 SWOT analysis2.1.1 Weaknesses:1. There are no facilities: Web Cam, so the limited support activities chat with your community.2. Operating System is not based on Mac Operating System, so questionable in terms of program development.3. Memory storage is too small. With a maximum capacity of 32 GB is too small for data storage for the needs of design, entertainment, and so forth, so that can not be said equivalent to a MacBook in terms of ability.4. with the number of applications over 140 items so extravagant in its users, and in addition it is also difficult to remove the battery.5. Multitasking capability is limited in; the more proves that iPad not synchronized with the notebook, because it is limited to the functional, so that it can be said iPad not a Smartphone, and not a notebook.6.Screen size is too small only 24.8 x18, 97×1, 34 cm, making uncomfortable when used for playing videos and reinforced by the lack of an HDMI port.2.1.2 Strengths:1.Sun screen effect: Many people are concerned about this, I specifically tested, the transferred to half brightness, almost no impact on reading, such as Transferred to the brightest, estimated effects will be much better, perfectly acceptable. Although the sun was not the kind of extreme midday sun, but the Asus notebook screen out a place to see do not have to read …2. batteries: batteries, do not know why some people say that the battery less than satisfactory, in fact, I play for a few days, feeling that the battery is very satisfied, continuous use are generally 8 hours or so right, the official data for the 10 hours, with WIFI + high-definition playback, then you may consume a little, feel, is the screen brightness on battery relatively large impact.3. USB charging: iPad directly through the USB connected to the Windows systems will not be charged, In the Mac system may be charged by USB. Some reports say that only under the Apple USB charger. I tested in my MacBook Pro under Windows7 does not work, estimates for the operating system instead of computer hardware, so Apple users can also charge the black bar.Headphones and speakers: iPad is not supplied headphones, and needs its own allocation. Headphone jack is a standard 3.5mm, can be connected to any headphone, and, like Apple'snotebook, iPhone's headphones as iPad remote control when the use of songs, seemingly M8 headphones can control it. Tone sounds and the iPhone is very similar to the high quality, there is not more evaluation.4.Data interface and charger: iPad use and iPhone, iPod Touch, like the data line, if you have these products, so congratulations to you, do not have extra time to go out with more than one line. IPod, like the appearance of power and very small, only iPad output current to be bigger, test iPod's power is also possible, but some of charging time president.5. Bluetooth: You can use any Bluetooth keyboard, needs a lot of code where the word is very convenient. Not tested Bluetooth stereo headphones, do not know whether to listen to songs.2.1.3 Opportunities:1. The door to video has been pried wide open—think video, video and more video at all levels of marketing.2. Mobile providers are taking one more step to being pure data providers. They have no choice—data wherever and whenever will be our reality and reaching people will only get easier.3. Advertising will evolve and create new opportunities to develop richer and more connected messaging. Check out Time’s thoughtful video below.4. If you can think of it, there will be an application to help sell it.5. The death march for bookstores will accelerate. Books will be cheaper and easier to access and start to integrate video. Yes my friend, Moby Dick and all your favorite classics will have embedded imagery.6. Words alone will feel naked. Expect commercials in books or contextual product placement.7. Hand out more shovels for the hole being dug for video stores. Just a few more feet to go.8. The movie studio will evolve into something else based on a different access and pay model.9. Look for vertical market applications that redefine entire industries. Start with healthcare.10. And of course, the bi ggest of opportunity of all: the idea that hasn’t be thought of (yet).2.1.4Threats:Besides the threat coming from the Amazons Kindle which has the same ability in the function that is as famous e-book, although in terms of design was mediocre. Amazon Kindle also have done backup on their online media from virus threats. Also in the sales package is cheaper than that sold iPad about $ 399, a book cover, power adapter, USB cable, Kindle Reader.In addition to the Amazon Kindle, iPad will get serious threat from Adam Notion inc in tablet PC format, and also has several advantages that can be claimed as iPad compete with NVIDIA chipset support is very supportive iperasional time so that more efficient, greater resolution is 1080 P compare with iPad only 576P/480P maximum resolution, and Adam tablet support Adobe Flash Player, and based on Android operating system. According to Adam’s plan will launch tablets in February 2010.Viewed from the development will be more interesting to see the Amazon Kindle, despite losing the specifications of the iPad, but by setting a price cheaper than iPad is a breakthrough from the Amazon, whereas the Adam Notion Inc that claims to have capabilities that exceed in the case iPad HDMI resolution, power consumption, to support applications, and operating system is still required proof of Adam’s side to compete with the iPad tablet PC segments. Having seen the development was not in accordance with iPad is heralded. One of themaccording to CEO Steve Jobs as saying Apple iPad is collaboration between the iPhone and the MacBook, just a large version of the iPhone, so that it can be said only iPad as tablet PCs. According iPad plan will be launched globally in March and April 2010. The specifications and from the observations are not in accordance with reality than not compatible with a variety of applications, licensing programs outside Apple, is also the threat from competitors' products.2.2 Industry analysisA company may play multiple roles; iPad current position in the market is mainly the market leaders and market challengers. The face of PC, iPad is the challenger; the face of other systems, Tablet PC, iPad is the leader. The market leader, in order to maintain its top position, can take three actions."Extension of the market: finding new customers develop new uses and improve product usage.Protection of market share: no status quo, innovation is the best defense strategy.Increase market share: product updates, quality strategy, multi-brand strategy, a large number of advertising strategies, strong sales promotion. "The role of challenger in the market does not have the winning conditions, do not easily play. But the market is unpredictable, iPad not necessarily always maintain the leading role, playing the Challenger is inevitable in every business, is the greatest challenge for iPad.2.3 Competitive analysisThe following are the five major competitors to iPad:2.3.1 RIM- PlayBook:About product performance and application, PlayBook may be more advantageous than the Samsung Galaxy Tab and may be the representative of the system configuration in the PC market. Of course, to buy Blackberry products not only its configuration, but also its professional performance in mobile communications and business applications. Especially it will be a right-hand man for business users, which is the largest advantage of PlayBook to competition.A)Strengths:1. Strong overall performance of products.2. The perfect support for Flash and Camera with Two HD-level3. Professional services on the e-mail.B)Weaknesses:1. On building sales channels are not professional.2. There are some limitations on the production is a very small part of the overall product to the mass market. Although PlayBook is not listed, but its hardware configuration is the current PC market to the highest standards, many users are looking forward to its actual performance. As the RIM's CEO Leslie Ball said "PlayBook three to four times faster than iPad."2.3.2 Android- Galaxy Tab:Galaxy Tab was seen as the most powerful and iPad competitive products in the current market. It is a branch of Samsung; Samsung has a strong technical base in the processor, display and production aspects of terminal equipment.A)Strengths:1. There are many alliances and partnerships, and product variety. Consumers have severaloptions for this product2. Wide product sales to attract more developers, the subsequent expansion of a large space.2.3.3 MeeGo:MeeGo have not yet produced the mainstream PC products. N900 listed before is more like a concept cell phone. MeeGo feature is that it implements the Maemo and MeeGo dual boot.A)Strengths:1. Products have a good compatibility and maturity of software and hardware.2. A large number of users of Nokia and the traditional PC industry's position of the Intel is another advantage.B)Weaknesses:1. Systems are imperfect and no actual product launch at all.2. There is no firm stance in improving the technical aspects of the system and lack of follow-up development efforts.3. Ovi without strong competitive platform for other products.2.3.4 WebOS:Although HP is the trump card, but the news spread very little about it with WebOS the PlamPad. HP previously announced that this product will eventually be used "Palm Pre" the trademark. It can be seen as Palm Pre larger version of the phone's screen and can provide a better view and more room for maneuver. Overall, PlamPad also difficult to leveraging iPad's position even more marginalized than MeeGo.A)Strengths:1. HP has great influence and improves the sales channels in the PC, consumer electronics and office equipment field.2. Palm still has a full appeal in the consumer groups.B)Weaknesses:1. It is not a competitive advantage when HP products in the market alone influence and Palm's development efforts.2. HP's product line is too wide to look after each other.2.3.5 Windows:A)Strengths:1. High market share and the user are very familiar to interface and applications.2. A variety of interfaces in the body and have good scalability.3. APP development easier, resources are more abundant.B)Weaknesses:Microsoft has strict rules in terms of design, which requires all devices Windows Phone 7 must have a good camera. One of the conditions, the camera must be at least 5 megapixels.The mobile for Windows Phone 7 limit to restrict camera access to a variety of applications. Thus, developers can not fully utilize the camera function.Although Windows Phone 7 device can record and upload videos and images, developers can not use image sensors to do other fun things like video chat.2.4 Customer analysis:Even though the iPad doesn’t officially become available for another week, awareness is strong among certain key demographic groups, according to a new report by leading market research company The NPD Group. NPD’s Apple iPad: Consumers’ Perceptions and Attitudes report found that awareness is highest among current Apple owners, (82 percent), consumers with $100,000 or greater income (80 percent), and 18-34 year olds (78 percent). Those demographic groups are the ones with the most interest in buying an iPad. Only 18 percent of all consumers surveyed expressed a real interest in owning an iPad while 27 percent of 18-34 year olds and 24 percent of Apple owners said they were extremely or very interested.One of the main reasons Apple owners are interested in the iPad is because it’s an Apple product. Thirty-seven percent cited “liking the Apple brand” as a top reason for their interest in the iPad. That tied with “multi-touch screen”, which was also the number one reason driving interest among 18-34 year olds. The 18-34 year old consumer is also the most likely to play music and access the internet on the iPad.For some consumers, and even among Apple owners, the prospect of spending $500 or more for a new device that doesn’t yet have a clear advantage over their other primary devices is unappetizing. Among the tech-savvy 18-34 year old demographic, 57 percent cited price as the number one reason they aren’t ready to buy; that’s 25 percent more than the overall percentage of non-interested buyers. Among Apple owners, 43 percent felt that the pricing was too expensive. But it’s not the price tag alone that’s making the iPad seem too expensive to these non-interested buyers. The other factor is that they are equating the iPad to a notebook or netbook replacement. Among 18-34 year olds and current Apple product owners “rather use a notebook or netbook instead” was cited by 51 percent and 44 percent respectively of those demographics as a reason not to buy.Even those key demographics who expressed the most interest in the iPad aren’t making a strong commitment to purchase an iPad in the near future and that mirrors what overall consumers are saying. When asked what the likelihood of purchasing an iPad in the next six months was, 9 percent of all consumers surveyed said they were “extremely or very likely” to do so, as did 10 percent of 18-34 years olds and 9 percent of Apple owners. But there were agreater number of consumers who were “not very likely” or “not likely at all” to purchase an iPad in the next six months. Sixty-six percent of both the all consumers surveyed and 18-34 year olds don’t foresee an iPad purchase in their future, and 60 percent of Apple owners felt the same way.2.5 Comments:Apple dominates the digital music market.Consumer focus, superb design and continuous innovation are the keys to Apple’s success.A healthy ecosystem has helped expand iPad’s use and spurred its rapid growth and adoption Content providers and competitive offerings pose a serious threat to iTunes but Apple has leverage to deal with it.Apple is well positioned to become the Entertainment Hub.3. Marketing Strategy3.1 Marketing and product objectivesMost of us who've been in the industry for more than the decade have an image of Mac market share: They're a niche product. Love them or hate them, they're boutique merchandise, with a few percentage points of market share. Macs are 5% of all computers as of January, according to NetMarketShare.However, let's take a closer look at those numbers: Apple's sales are skewed to premium PCs, priced at over $1,000. When you look at premium PCs alone, Apple has an astonishing 90% market share. That's right: Nine out of 10 PCs priced at $1,000 or more are Macs.But what does that do to my conclusion? I said Apple dominates the premium PC market, which is driving excellent revenue and profits, but that domination is dangerous. It doesn't leave Apple much room to grow in premium PCs. Moreover, premium PCs are a risky market to be in, because the growth is in under-$1,000 PCs and netbooks, a market in which Apple doesn't have many products.The iPad represents Apple's entry into the sub-$1,000 PC market, where there is much more room to grow.3.2 Market segmentation:Apple's product strategy is called a classic case of market segments. As far as possible with the traditional products in a different function to add more different is that Apple's strategy for a particular user experience based on user experience design products.When the mobility from the point of view. Similarly, Apple's products also include a variety of devices such as input from the keyboard and mouse to the multi-touch and so on. Apple's iPod player and iTunes use of vertical integration, with 160 million credit card users to establish a consumer relations, and provides a simple discovery, purchase and transfer of consumer experience. This is the key to Apple's market segmentation strategy can spread and coordination.3.5 CommentsGeneral Public is the BuyerApple must continually innovate and increase content to maintain market shareApple must maintain low price point avoid the public’s return to piracy4. Marketing mix4.1 Product:“A product is a bundle of attributes include features, functio ns, benefits and uses that exist for the purpose of exchange to satisfy both customer and organizational objectives. A product can be one or more of a good, an idea, an event, an activity, a person or an experience.”[2] Firms need to focus on the development, require products with a unique selling point.4.1.1 HardwareModel Wi-Fi Wi-Fi + 3G AnnouncementdateJanuary 27, 2010Release date April 3, 2010 April 30, 2010Display9.7 inches (25 cm) multitouch display at a resolution of 1024 ×768 pixels with LED backlighting and a fingerprint and scratch resistant coating.[9]Processor 1 GHz Apple A4 System on a chip Storage Fixed capacity of 16, 32, or 64 GBWireless Wi-Fi (802.11a/b/g/n), Bluetooth 2.1+EDRGeolocationEnvironmental sensors Accelerometer, ambient light sensor, magnetometer (for digitalcompass)Operating iOS 4.2.1systemBattery Built-in lithium-ion polymer battery; (10 hours video, 140 hours audio,1 month standby)Weight 1.5 lb (680 g) 1.6 lb (730 g) Dimensions 9.56 x 7.47 x .5 in (243 × 190 × 13 mm)Mechanicalkeys Home, sleep, volume rocker, screen rotation lock, (mute switch oniOS4.2).4.2 Pricing:Pricing decisions are subject to an incredibly complex array of environmental and competitive forces.Price is most important for a product because it can help producer to attract customer and it can influence customer’s decision because it resembles what the buyer value most.As iPad starting price is only $499,forcing other firm, like ASUS and MSI, to adjust their tablet PC pricing strategy. Previously, Asus and other PC man ufacturers’ pricing strategy is that their Tablet PC price is 20%~30%lower than Apple, and they expected the price of Apple Tablet PC is $ 1,000.4.3 Place:The iPad represents Apple's entry into the sub-$1,000 PC market, where there is much more room to grow.4.4 PromotionWith Every iPad purchased during this road show will enjoy FREE 10GB usage and FREE activation for your YES Huddle. The YES Huddle of course is a mobile Wi-Fi/modem that allows you to create a Wi-Fi hotspot anywhere you are. With 4G spee ds, you’ll be able to surf at 4G speeds!4.5 Comments:In technology today, speed is the key to success in market competition. Of course, there are unanimously of the "vertical", there is the small thinks of the "Lien". Although these companies aim at iPad in the highly competitive and complex market, but there are too many competitors to divide up the market pie.We can best learn from Apple is do not wait until the new thinking about how to market and then sell it. If Steve Jobs said: If you wait until this time thinking about these issues, more than 80% of new products to fail5. Conclusion and Recommendation:Looking back, iPad kinds of problems there pick a piece online: Apple's phone can not play phone, laptop does not take the network cable, desktop can not play games, mp4 not see the video, mp3 sound not, Tablet PC u can not read disk, and these are nothing, nothing. Although exaggerated, but it also tells us the confusion of these non-fruit powderIPad listed on the Tablet PC Market in China is still huge. Mainly manifested in several ways: first, iPad through the influence of the Apple brand, effectively inspired the Chinese consumer, will range between mobile phones and notebook computers of mobile devices in the Chinese market had a literacy; s Second, so that China's Tablet PC business saw this vacancy blue ocean market outlook and situation. iPad after the release of huge sales, the demand that the tablet PC market is still very large; the third, iPad tablet PC market in China boost start. At present, China's Tablet PC market is still in its infancy, iPad appearance, opened the Tablet PC market space in China.References:1. ://wikipedia.jaylee /2. Principles of marketing eleventh edition by Philip Kotler & Gary Armstrong3. Foreign management section 2154. Computer News 47, paragraph 92。
市场营销英文论文
1. Executive summaryApple's new computer could erode sales of netbooks and tablet devices sold by PC makers, analysts say.Apple’s (APPL) new iPad, a lightweight device that browses the Web and delivers media, may serve as an alternative to netbooks and pose a threat to PC makers.Here are some of the markets in recent years about the situation iPad, marketing strategy and marketing mix.2. Situational analysis2.1 SWOT analysis2.1.1 Weaknesses:1. There are no facilities: Web Cam, so the limited support activities chat with your community.2. Operating System is not based on Mac Operating System, so questionable in terms of program development.3. Memory storage is too small. With a maximum capacity of 32 GB is too small for data storage for the needs of design, entertainment, and so forth, so that can not be said equivalent to a MacBook in terms of ability.4. with the number of applications over 140 items so extravagant in its users, and in addition it is also difficult to remove the battery.5. Multitasking capability is limited in; the more proves that iPad not synchronized with the notebook, because it is limited to the functional, so that it can be said iPad not a Smartphone, and not a notebook.6.Screen size is too small only 24.8 x18, 97×1, 34 cm, making uncomfortable when used for playing videos and reinforced by the lack of an HDMI port.2.1.2 Strengths:1.Sun screen effect: Many people are concerned about this, I specifically tested, the transferred to half brightness, almost no impact on reading, such as Transferred to the brightest, estimated effects will be much better, perfectly acceptable. Although the sun was not the kind of extreme midday sun, but the Asus notebook screen out a place to see do not have to read …2. batteries: batteries, do not know why some people say that the battery less than satisfactory, in fact, I play for a few days, feeling that the battery is very satisfied, continuous use are generally 8 hours or so right, the official data for the 10 hours, with WIFI + high-definition playback, then you may consume a little, feel, is the screen brightness on battery relatively large impact.3. USB charging: iPad directly through the USB connected to the Windows systems will not be charged, In the Mac system may be charged by USB. Some reports say that only under the Apple USB charger. I tested in my MacBook Pro under Windows7 does not work, estimates for the operating system instead of computer hardware, so Apple users can also charge the black bar.Headphones and speakers: iPad is not supplied headphones, and needs its own allocation. Headphone jack is a standard 3.5mm, can be connected to any headphone, and, like Apple'snotebook, iPhone's headphones as iPad remote control when the use of songs, seemingly M8 headphones can control it. Tone sounds and the iPhone is very similar to the high quality, there is not more evaluation.4.Data interface and charger: iPad use and iPhone, iPod Touch, like the data line, if you have these products, so congratulations to you, do not have extra time to go out with more than one line. IPod, like the appearance of power and very small, only iPad output current to be bigger, test iPod's power is also possible, but some of charging time president.5. Bluetooth: You can use any Bluetooth keyboard, needs a lot of code where the word is very convenient. Not tested Bluetooth stereo headphones, do not know whether to listen to songs.2.1.3 Opportunities:1. The door to video has been pried wide open—think video, video and more video at all levels of marketing.2. Mobile providers are taking one more step to being pure data providers. They have no choice—data wherever and whenever will be our reality and reaching people will only get easier.3. Advertising will evolve and create new opportunities to develop richer and more connected messaging. Check out Time’s thoughtful video below.4. If you can think of it, there will be an application to help sell it.5. The death march for bookstores will accelerate. Books will be cheaper and easier to access and start to integrate video. Yes my friend, Moby Dick and all your favorite classics will have embedded imagery.6. Words alone will feel naked. Expect commercials in books or contextual product placement.7. Hand out more shovels for the hole being dug for video stores. Just a few more feet to go.8. The movie studio will evolve into something else based on a different access and pay model.9. Look for vertical market applications that redefine entire industries. Start with healthcare.10. And of course, the bi ggest of opportunity of all: the idea that hasn’t be thought of (yet).2.1.4Threats:Besides the threat coming from the Amazons Kindle which has the same ability in the function that is as famous e-book, although in terms of design was mediocre. Amazon Kindle also have done backup on their online media from virus threats. Also in the sales package is cheaper than that sold iPad about $ 399, a book cover, power adapter, USB cable, Kindle Reader.In addition to the Amazon Kindle, iPad will get serious threat from Adam Notion inc in tablet PC format, and also has several advantages that can be claimed as iPad compete with NVIDIA chipset support is very supportive iperasional time so that more efficient, greater resolution is 1080 P compare with iPad only 576P/480P maximum resolution, and Adam tablet support Adobe Flash Player, and based on Android operating system. According to Adam’s plan will launch tablets in February 2010.Viewed from the development will be more interesting to see the Amazon Kindle, despite losing the specifications of the iPad, but by setting a price cheaper than iPad is a breakthrough from the Amazon, whereas the Adam Notion Inc that claims to have capabilities that exceed in the case iPad HDMI resolution, power consumption, to support applications, and operating system is still required proof of Adam’s side to compete with the iPad tablet PC segments. Having seen the development was not in accordance with iPad is heralded. One of themaccording to CEO Steve Jobs as saying Apple iPad is collaboration between the iPhone and the MacBook, just a large version of the iPhone, so that it can be said only iPad as tablet PCs. According iPad plan will be launched globally in March and April 2010. The specifications and from the observations are not in accordance with reality than not compatible with a variety of applications, licensing programs outside Apple, is also the threat from competitors' products.2.2 Industry analysisA company may play multiple roles; iPad current position in the market is mainly the market leaders and market challengers. The face of PC, iPad is the challenger; the face of other systems, Tablet PC, iPad is the leader. The market leader, in order to maintain its top position, can take three actions."Extension of the market: finding new customers develop new uses and improve product usage.Protection of market share: no status quo, innovation is the best defense strategy.Increase market share: product updates, quality strategy, multi-brand strategy, a large number of advertising strategies, strong sales promotion. "The role of challenger in the market does not have the winning conditions, do not easily play. But the market is unpredictable, iPad not necessarily always maintain the leading role, playing the Challenger is inevitable in every business, is the greatest challenge for iPad.2.3 Competitive analysisThe following are the five major competitors to iPad:2.3.1 RIM- PlayBook:About product performance and application, PlayBook may be more advantageous than the Samsung Galaxy Tab and may be the representative of the system configuration in the PC market. Of course, to buy Blackberry products not only its configuration, but also its professional performance in mobile communications and business applications. Especially it will be a right-hand man for business users, which is the largest advantage of PlayBook to competition.A)Strengths:1. Strong overall performance of products.2. The perfect support for Flash and Camera with Two HD-level3. Professional services on the e-mail.B)Weaknesses:1. On building sales channels are not professional.2. There are some limitations on the production is a very small part of the overall product to the mass market. Although PlayBook is not listed, but its hardware configuration is the current PC market to the highest standards, many users are looking forward to its actual performance. As the RIM's CEO Leslie Ball said "PlayBook three to four times faster than iPad."2.3.2 Android- Galaxy Tab:Galaxy Tab was seen as the most powerful and iPad competitive products in the current market. It is a branch of Samsung; Samsung has a strong technical base in the processor, display and production aspects of terminal equipment.A)Strengths:1. There are many alliances and partnerships, and product variety. Consumers have severaloptions for this product2. Wide product sales to attract more developers, the subsequent expansion of a large space.2.3.3 MeeGo:MeeGo have not yet produced the mainstream PC products. N900 listed before is more like a concept cell phone. MeeGo feature is that it implements the Maemo and MeeGo dual boot.A)Strengths:1. Products have a good compatibility and maturity of software and hardware.2. A large number of users of Nokia and the traditional PC industry's position of the Intel is another advantage.B)Weaknesses:1. Systems are imperfect and no actual product launch at all.2. There is no firm stance in improving the technical aspects of the system and lack of follow-up development efforts.3. Ovi without strong competitive platform for other products.2.3.4 WebOS:Although HP is the trump card, but the news spread very little about it with WebOS the PlamPad. HP previously announced that this product will eventually be used "Palm Pre" the trademark. It can be seen as Palm Pre larger version of the phone's screen and can provide a better view and more room for maneuver. Overall, PlamPad also difficult to leveraging iPad's position even more marginalized than MeeGo.A)Strengths:1. HP has great influence and improves the sales channels in the PC, consumer electronics and office equipment field.2. Palm still has a full appeal in the consumer groups.B)Weaknesses:1. It is not a competitive advantage when HP products in the market alone influence and Palm's development efforts.2. HP's product line is too wide to look after each other.2.3.5 Windows:A)Strengths:1. High market share and the user are very familiar to interface and applications.2. A variety of interfaces in the body and have good scalability.3. APP development easier, resources are more abundant.B)Weaknesses:Microsoft has strict rules in terms of design, which requires all devices Windows Phone 7 must have a good camera. One of the conditions, the camera must be at least 5 megapixels.The mobile for Windows Phone 7 limit to restrict camera access to a variety of applications. Thus, developers can not fully utilize the camera function.Although Windows Phone 7 device can record and upload videos and images, developers can not use image sensors to do other fun things like video chat.2.4 Customer analysis:Even though the iPad doesn’t officially become available for another week, awareness is strong among certain key demographic groups, according to a new report by leading market research company The NPD Group. NPD’s Apple iPad: Consumers’ Perceptions and Attitudes report found that awareness is highest among current Apple owners, (82 percent), consumers with $100,000 or greater income (80 percent), and 18-34 year olds (78 percent). Those demographic groups are the ones with the most interest in buying an iPad. Only 18 percent of all consumers surveyed expressed a real interest in owning an iPad while 27 percent of 18-34 year olds and 24 percent of Apple owners said they were extremely or very interested.One of the main reasons Apple owners are interested in the iPad is because it’s an Apple product. Thirty-seven percent cited “liking the Apple brand” as a top reason for their interest in the iPad. That tied with “multi-touch screen”, which was also the number one reason driving interest among 18-34 year olds. The 18-34 year old consumer is also the most likely to play music and access the internet on the iPad.For some consumers, and even among Apple owners, the prospect of spending $500 or more for a new device that doesn’t yet have a clear advantage over their other primary devices is unappetizing. Among the tech-savvy 18-34 year old demographic, 57 percent cited price as the number one reason they aren’t ready to buy; that’s 25 percent more than the overall percentage of non-interested buyers. Among Apple owners, 43 percent felt that the pricing was too expensive. But it’s not the price tag alone that’s making the iPad seem too expensive to these non-interested buyers. The other factor is that they are equating the iPad to a notebook or netbook replacement. Among 18-34 year olds and current Apple product owners “rather use a notebook or netbook instead” was cited by 51 percent and 44 percent respectively of those demographics as a reason not to buy.Even those key demographics who expressed the most interest in the iPad aren’t making a strong commitment to purchase an iPad in the near future and that mirrors what overall consumers are saying. When asked what the likelihood of purchasing an iPad in the next six months was, 9 percent of all consumers surveyed said they were “extremely or very likely” to do so, as did 10 percent of 18-34 years olds and 9 percent of Apple owners. But there were agreater number of consumers who were “not very likely” or “not likely at all” to purchase an iPad in the next six months. Sixty-six percent of both the all consumers surveyed and 18-34 year olds don’t foresee an iPad purchase in their future, and 60 percent of Apple owners felt the same way.2.5 Comments:Apple dominates the digital music market.Consumer focus, superb design and continuous innovation are the keys to Apple’s success.A healthy ecosystem has helped expand iPad’s use and spurred its rapid growth and adoption Content providers and competitive offerings pose a serious threat to iTunes but Apple has leverage to deal with it.Apple is well positioned to become the Entertainment Hub.3. Marketing Strategy3.1 Marketing and product objectivesMost of us who've been in the industry for more than the decade have an image of Mac market share: They're a niche product. Love them or hate them, they're boutique merchandise, with a few percentage points of market share. Macs are 5% of all computers as of January, according to NetMarketShare.However, let's take a closer look at those numbers: Apple's sales are skewed to premium PCs, priced at over $1,000. When you look at premium PCs alone, Apple has an astonishing 90% market share. That's right: Nine out of 10 PCs priced at $1,000 or more are Macs.But what does that do to my conclusion? I said Apple dominates the premium PC market, which is driving excellent revenue and profits, but that domination is dangerous. It doesn't leave Apple much room to grow in premium PCs. Moreover, premium PCs are a risky market to be in, because the growth is in under-$1,000 PCs and netbooks, a market in which Apple doesn't have many products.The iPad represents Apple's entry into the sub-$1,000 PC market, where there is much more room to grow.3.2 Market segmentation:Apple's product strategy is called a classic case of market segments. As far as possible with the traditional products in a different function to add more different is that Apple's strategy for a particular user experience based on user experience design products.When the mobility from the point of view. Similarly, Apple's products also include a variety of devices such as input from the keyboard and mouse to the multi-touch and so on. Apple's iPod player and iTunes use of vertical integration, with 160 million credit card users to establish a consumer relations, and provides a simple discovery, purchase and transfer of consumer experience. This is the key to Apple's market segmentation strategy can spread and coordination.3.5 CommentsGeneral Public is the BuyerApple must continually innovate and increase content to maintain market shareApple must maintain low price point avoid the public’s return to piracy4. Marketing mix4.1 Product:“A product is a bundle of attributes include features, functio ns, benefits and uses that exist for the purpose of exchange to satisfy both customer and organizational objectives. A product can be one or more of a good, an idea, an event, an activity, a person or an experience.”[2] Firms need to focus on the development, require products with a unique selling point.4.1.1 HardwareModel Wi-Fi Wi-Fi + 3G AnnouncementdateJanuary 27, 2010Release date April 3, 2010 April 30, 2010Display9.7 inches (25 cm) multitouch display at a resolution of 1024 ×768 pixels with LED backlighting and a fingerprint and scratch resistant coating.[9]Processor 1 GHz Apple A4 System on a chip Storage Fixed capacity of 16, 32, or 64 GBWireless Wi-Fi (802.11a/b/g/n), Bluetooth 2.1+EDRGeolocationEnvironmental sensors Accelerometer, ambient light sensor, magnetometer (for digitalcompass)Operating iOS 4.2.1systemBattery Built-in lithium-ion polymer battery; (10 hours video, 140 hours audio,1 month standby)Weight 1.5 lb (680 g) 1.6 lb (730 g) Dimensions 9.56 x 7.47 x .5 in (243 × 190 × 13 mm)Mechanicalkeys Home, sleep, volume rocker, screen rotation lock, (mute switch oniOS4.2).4.2 Pricing:Pricing decisions are subject to an incredibly complex array of environmental and competitive forces.Price is most important for a product because it can help producer to attract customer and it can influence customer’s decision because it resembles what the buyer value most.As iPad starting price is only $499,forcing other firm, like ASUS and MSI, to adjust their tablet PC pricing strategy. Previously, Asus and other PC man ufacturers’ pricing strategy is that their Tablet PC price is 20%~30%lower than Apple, and they expected the price of Apple Tablet PC is $ 1,000.4.3 Place:The iPad represents Apple's entry into the sub-$1,000 PC market, where there is much more room to grow.4.4 PromotionWith Every iPad purchased during this road show will enjoy FREE 10GB usage and FREE activation for your YES Huddle. The YES Huddle of course is a mobile Wi-Fi/modem that allows you to create a Wi-Fi hotspot anywhere you are. With 4G spee ds, you’ll be able to surf at 4G speeds!4.5 Comments:In technology today, speed is the key to success in market competition. Of course, there are unanimously of the "vertical", there is the small thinks of the "Lien". Although these companies aim at iPad in the highly competitive and complex market, but there are too many competitors to divide up the market pie.We can best learn from Apple is do not wait until the new thinking about how to market and then sell it. If Steve Jobs said: If you wait until this time thinking about these issues, more than 80% of new products to fail5. Conclusion and Recommendation:Looking back, iPad kinds of problems there pick a piece online: Apple's phone can not play phone, laptop does not take the network cable, desktop can not play games, mp4 not see the video, mp3 sound not, Tablet PC u can not read disk, and these are nothing, nothing. Although exaggerated, but it also tells us the confusion of these non-fruit powderIPad listed on the Tablet PC Market in China is still huge. Mainly manifested in several ways: first, iPad through the influence of the Apple brand, effectively inspired the Chinese consumer, will range between mobile phones and notebook computers of mobile devices in the Chinese market had a literacy; s Second, so that China's Tablet PC business saw this vacancy blue ocean market outlook and situation. iPad after the release of huge sales, the demand that the tablet PC market is still very large; the third, iPad tablet PC market in China boost start. At present, China's Tablet PC market is still in its infancy, iPad appearance, opened the Tablet PC market space in China.References:1. ://wikipedia.jaylee /2. Principles of marketing eleventh edition by Philip Kotler & Gary Armstrong3. Foreign management section 2154. Computer News 47, paragraph 92。
市场营销毕业论文中英文文献
Quality service helps a company to maximize benefits and minimize burdens for customers—the essence of delivering value. Because it is important to most customers and defies imita on by compe tors, quality service offers a key compe ve advantage. Indeed, firms in every industry have demonstrated the differen a ng power of excellent service. Yet, despite this, price compe on seems to dominate company efforts to provide value. The meteoric growth of Wal-Mart Stores—and the tendency of many firms to lower prices as a first response to so ening demand—has focused so much marke ng energy on price compe on that it has become difficult not to assume that customers care only about price.
A er ten years, the ques on of course is, Are the lessons s ll relevant? Do they s ll apply to American firms? We believe they do and wish more businesses had heeded them during the past ten years. Indeed, these lessons have stood the test of
国际市场营销英文版
• The enterprises are faced with the problems: the shortages of the natural resoures the pollution of the natural environment
The solution: 1、setting up the green marketing concept 2、sustainable development
• Business cycles and Spending patterns Spending patterns are linked to the business cycle. The level of business activity that moves from prosperity to recession, to recovery. Prosperity production employment demand Recession production employment demand Recovery production employment demand • Consumer Income It influences whether or not consumers buy products
• The people living in a particular society hold many core beliefs and values that tend to persist,and the beliefs are passed on parents,schools,religious,government, business,groups. For example: the government of singapor encourage the people speak mandarin.
市场营销英文版12Positioning and Competition
Positioning
Positioning, a definition: The act of designing a product and its image to occupy a distinct place in the mind of the target customer(s). A good brand positioning clarifies the essence of the brand, what goals that it will help the consumer achieve, and how it helps achieve them in its own unique way. The result of a good positioning is the creation of a “customer focused value proposition”.
Potential competitive strategies: • Market-leader strategies • Market-challenger strategies • Market-follower strategies • Market-Nicher strategies
(see External Environment Analysis)
• Rely on the product descriptors: use the product description(s) to imply or explicitly state category membership.
Positioning
One of the problems with positioning is that many benefits are negatively correlated, meaning you get bad with your good.
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《国际营销》期末论文班级:Z0902 姓名:于涛学号:09The Role of GovernmentAbstract: The purpose of the passage is to describe the role of government in the market.Key words: Government market role developThe word’s markets are overseen by governments. Ideally, those governments set polices based on what they believe will serve the greatest number of their people to the greatest extent.The maintenance of nation borders is the single most important element that separates international trade from domestic trade.While consumers and producers make most decisions that mold the economy, government activities have a powerful effect on the market. Incubate special research, business and development, such as small businesses, space research, job training, unemployment insurance and more.Perhaps most importantly, the federal government guides the overall pace of economic activity, attempting to maintain steady growth, high levels of employment, and price stability. It can slow down or speed up the economy's rate of growth -- in the process, affecting the level of prices and employment.It is supposed to create and administer laws which are fair and equitable. Imagine any team sport without rules or referees. Experience has shown that neither the teams nor the fans find this acceptable. Without an independent referee disputes in a game could not be resolved. Most fans and teams are willing to put up with the occasional bad call rather than no calls at all. The same thing applies in government. Lately there has been a great deal of discussion about the power of the free market to regulate itself or the "invisible hand" to sort things out. Hundreds of years of experience had shown this not to work. Time and again markets have become unstable, either with bubbles such as the famous tulip mania or the "South Sea Island" bubble, or have become overly concentrated such as the standard oil trust. This leads inefficiency, since prices are distorted and resources are diverted from innovation and expansion of socially useful tasks. Without a referee the situation eventually fails anyway, but later and with more social damage than a well regulated society would provide.Modern society is going to continue to have government perform all functions. These have developed because there was a need, and because they worked more often than they failed. Progress will be made when the critics stop trying to turn the clock back to an imaginary past and devote their energies to optimizing what we have. "Liberals" can also do their part by focusing the discussion on the roles listed above and proposing improvements targeted to each sector.In fact, government plans important roles in the market. Government can protect and regulate the sustainable use of natural resources. Enforce and regulate fair and responsible business practices. Included in this is monitoring monetary policy, giving consumer protection and regulating banking practices. Determine and enforce civil laws of property and conduct. This includes the freedoms of the press, religion and rights of property. Provide public goods and services for the well-being of the community as a whole, such as infrastructure, vaccination programs, disaster relief, fireworks shows, public parks, basic healthcare, subsidized housing,public education and public utilities. These are things that the government provides better than private business for the community at large through pooling money and resources. Free markets are supposed to thrive on competition to deliver a product with opposing companies striving to find better methods of production to lower the cost and increasing quality to deliver a better product. So yes, it requires regulation to be effective.Governments ought not to give more incentives to some industries than to others, except to overcome inherent market failure. Inherent market failure is uncommon, even in developing countries. Most apparent market failures are policy induced; they arise from government action or inaction – action to restrict market access, or failure to establish a capital market, for example. The appropriate role of government is therefore to help create and sustain an economic environment in which price signals drive industrial change. This it can do by adopting a neutral policy regime, the core of which is a free trade regime and a small public sector, unable to impose ‘political’ prices. Powerful empirical evidence for the validity of this proposition comes from the contrast between the East Asian developing countries and Japan, on the one hand, and most of the rest of the developing world, on the other. The superior economic performance of the East Asian capitalist countries has gone with a relatively neutral policy regime; the inferior economic performance elsewhere went with varying degrees of distortions. The causality is from distortions, or lack of them, to results.To be fair, change freaks some people out. To be ideological, the people (usually in government) opposed to the instability of the free market just don’t like what other people choose to do with their economic liberty. They find prosperity morally vulgar and are offended by obvious inequality — failing to see that free markets have elevated all people everywhere to standards of living that would have been unimaginable even 100 years agoIf go vernments don’t play their role in creating the foundation of good gover nance, I don’t think we can create the market solution.Strong national governance – enforcement of rule of law, a rule-based economic system, a free judiciary, absence of bribery and corruption and laws to protect advertising claims –are all necessary conditions to attract foreign investors.The private annuity market is plagued by the problem of adverse selection leading to market failure. Potential remedies include government-run compulsory or voluntary life-annuity plans. A compulsory plan, while simple to design, has the drawback that it could actually decrease welfare. In contrast, a voluntary plan is always welfare-increasing, but would seem difficult, if not impossible, to design because it requires the use of private information. The government could actually design such a voluntary plan with considerable accuracyMarketing abroad can be a very risky pursuit as the legal landscape in some countries is extremely fluid. Laws are sometimes uncodified and even when they are, interpretation can be arbitrary. Governments certainly have the right, and in many case the duty, to intervene in businesses or trade being conducted by foreign nationals.Reference: The role of the governmentWhat’s the role of the government in market?《Approaching and Penetrating the International Marketplace》。