...1 How Vidal Sassoon could increase its brand awareness on the Danish market? Theory of Science and Methodology Abstract This paper is exploring the brand awareness for Vidal Sassoon in Denmark. The investigation conducted on this subject will touch the following points: brand awareness, characteristics of buying process in Danish market, the role of brand heritage for Danish consumer and the retail position and influences for the customer. 2 The writers will use in the following paper a deductive approach, using different theories explained further in the Methodology Chapter. Using the data collected through interviews and observation studies, we will define the findings and conclusion for the problem formulation. This paper contributes to a better understanding of brand awareness and gives a theoretical framework consisting of definition and qualitative investigation of the Danish consumer. The investigation conducted analysis also the buying process of Danish consumer and the retail environment. The research is using both qualitative and qualitative data collection and it focuses mainly in analysing the brand awareness and how this could be increased in the Danish market. Further investigation is necessary for defining the complete steps for creating and revitalize the brand Vidal Sassoon. This research is useful, as a prior step in creating a different marketing strategy that will help the brand Vidal Sassoon to become a strong competitor in the hair...
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...Introduction to Consumer Behaviour What is Consumer Behaviour? * The study of the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires * An ongoing process * Exchange – 2+ people giving and receiving something of value = an integral part of marketing Consumers’ Impact on Marketing Strategy * Consumers’ needs can be satisfied to the extent that marketers understand the people/orgs that will use what they are trying to sell – better than the competitors * Consumer response is the test of whether a marketing strategy will exceed – knowledge about consumers is important Segmenting Consumers * Marketing segmentation – identifies groups of consumers who are similar to one another in 1+ ways and then devises marketing strategies to appeal to 1+ of these groups * Demographics – measure observable aspects – age, gender, family structure/life stage, social class/income, ethnicity * Psychographics – measure consumers’ personalities, attitudes, values, lifestyles Marketing’s Impact on Consumers * Relationship marketing – making an effort to interact with customers on a regular basis, giving them reasons to maintain a bond with company * Ex: restaurant sending a birthday coupon to consumer every year * Popular culture – music, movies, books, sports, celebs, consumed by mass market – a product of and inspiration for marketers * Consumer-generated...
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...Factors Affecting the Buying Behaviour of the Consumers: Branded vs. Imitation Clothes Mary Jonique M. Enoria Gracil L. Gomez BSBA-MKTG3A \ Abstract The relationship between consumers’ decision-making styles and their choice between imitation and branded clothing is investigated using a sample of Filipino consumers. The objective of this paper is to gauge the factors affecting purchase decision taking comparative perspective as base. Findings are calculated using survey technique and weighted mean method with a sample of 30 participants in Valenzuela. The objective of this paper is to analyze the significance of demographic profile of consumers affecting the purchase decision of branded garments and to observe from comparative perspective of their awareness about different apparel brands available in the Philippines market and also to find out whether there is a significant difference in total expenditure on branded apparels done by male and female. In developing countries, consumers are becoming conscious of fashion brands. The research was directed towards understanding the determinants of clothing involvement of Filipino perspective. A primary research study was conducted on Valenzuela Residents aged between 13 and 22 years using the survey method to know the factors affecting the buying behaviour of fashion clothing in their lives. The scale constructs related to consumption involvement, product involvement, advertising involvement and purchase decision involvement...
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... Why study marketing? * Market orientation firms have better performance * Better profits, sales volume, market share, return on investment * Marketing drives economic growth/stimulates consumer demand * Every employee is a stakeholder in the success of their organisation The Marketing Evolution * Changed from: * Trade * Production orientation * Sales orientation (e.g. black vs. blue) * Market orientation (i.e. what colour do you want, and matching the product) * Societal market orientation (e.g. to stop consumerism) * Used by small and large, those selling goods and services, private, public, profit and non-for-profit Marketing Exchange * Mutually beneficial transfer of offerings of value between buyer and seller * Two or more parties, each with something of value * All must benefit * Exchange must meet expectations of both parties What is value? * “A customers overall assessment of the utility of an offering based on perception of what is received and given” * Refers to the ‘total offering’ What is the market? * Group of customers with heterogeneous (different) needs and wants (e.g. geographic, demographic, product markets) * Customers * Consumers * Clients (customers of non-for-profit) * Partners (all who are involved in activities of...
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...marketing strategy * Segmentation strategy must be consistent with firm’s mission and objectives and with its SWOT Step 2: Profile Segments * Describe different segments with their needs, wants, and characteristics * Helps firms better understand the profile of the customers in each segment, customer similarities within a segment, customer dissimilarities across segments * Benefits consumers derive from the products, break down groups of consumers * Segmentation methods based on: * Geographic * Demographic * Psychographic * Behavioural * Composite 1. Geographic Segmentation * The grouping of consumers on the basis of where they live * Ex. by country, region, province, neighbourhoods, climate, urban, rural * Most useful for companies whose products satisfy needs that vary by region * Can use same product/service just adjust to meet needs of smaller geographic groups * Ex. Loblaws varies by region based on the consumers in that region (asian, Italian) 2. Demographic Segmentation * The grouping of consumers according to easily measured, objective characteristics such as age, gender, income,...
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...ASSIGNMENT No. 1 Total Marks: 100 (Units: 1–5) Pass Marks: 50 Q. 1 (a) Discuss the impact of digital technologies on marketing strategies. (b) Describe the consumer research process in detail. (10+10) Q. 2 Discuss the motivation as a psychological force. Also explain the measurement of motives. (20) Q. 3 What is the concept of personality? Discuss the concept of brand personality in detail. (20) Q. 4 What is meant by attitude? Describe different strategies for attitude change. (20) Q. 5 Explain the elements of consumer learning. Also discuss the cognitive theory of learning (20) ASSIGNMENT No. 2 (Total Marks: 100) This assignment is a research-oriented activity. You are required to submit a term paper and present the same in the classroom prior to the final examination. Presentation component is compulsory for all students. You will have to participate in the activity fully and prepare a paper of about 15 to 20 pages on the topic allotted to you. The students are required to prepare two copies of Assignment No. 2. Submit one copy to your teacher for evaluation and the second copy for presentation in the classrooms in the presence of your resource persons and classmates, which will be held at the end of the semester prior to final examination. Include the following main headings in your report:- a) Introduction to the topic b) Important sub-topics c) Practical aspects with respect to the topic ...
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...“Global Consumer Culture is a beguiling illusion that completely glosses over the hard realities of national, ethnic and religious differences. It is therefore a dangerous fiction for the marketing manager to engage with.” Discuss, with examples. Introduction Globalization has made a more variety of products available for all consumers. In this sense, globalization increases differences, rather than generate homogenization (Lee & Usunier, 2009). Moreover, global influences are adapted to local circumstances; therefore, globalization results in an increasingly cultural diversity. The existence of a global consumer culture does not imply the disappearance of differences; rather, the modern culture results in the sum of these differences (Arnett, 2002). Global consumer culture (GCC) is a new stratum of common culture that superimpose on national cultures (Lee and Usunier, 2009) in the same way in which these overlap local traditions and subcultures existing within national boundaries, given the fact that most countries are already multicultural (Smith, 1991). Notably, it has been argued that culture is the most influential factor on consumer behaviour (Cleveland and Laroche, 2007); consequently, it is important to define the extent to which a modern global culture determine purchasing decisions, and these insights should inform marketing strategies. Therefore, the question is whether a GCC does exist, in which sense it should be interpreted, and how it does affect national cultures...
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...group on conformity and distinctiveness in consumer decision making.” ! Name: Lavinia Rusu Student ID: 4485335 ! ! Table of Contents ! 1. Abstract .....................................................................................2 2. Introduction ................................................................................3 3. Summary of Article ........................................................................3 a. Conformity. Distinctiveness. Interaction within a group .................3 b. Experiment .........................................................................4 c. Structure ............................................................................5 4. Analysis. Conformity vs. Distinctiveness.............................................5 5. Global Business Consumer Behaviour .................................................8 6. Conclusions .................................................................................9 7. References.................................................................................10 8. Bibliography ..............................................................................11 ! ! ! ! ! ! ! ! !1 ! 1. Abstract The following report has the aim of critically analysing the “If I want you to like me, should I be like you or unlike you? The effect of prior positive interaction with the group on conformity and distinctiveness in consumer decision making” consumer behaviour article by Veronika Papyrina, an Assistant...
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...Marketing Function in FMCG Environment Brand Building The Role of Marketing in FMCG Environment The FMCG market is particularly competitive Category Leadership Greater Profitability Higher Investment Growth The Role of Marketing in FMCG Environment The KEY decision outputs recorded are: Market definition / segmentation Category/Brand vision Category drivers of value Business goals Brand/portfolio roles Where we will compete, where not and why Our future intention of what we will be Where our growth will come from Our business target, growth, share or margin Positioning, roles and strategy for the total brand portfolio (global and key regional / local brands) The main strategic actions / objectives / by channel or global strategic Customer How we will win, through specific actions and developing capability: innovation, communication, HR, resource priorities, etc. Metrics and milestones to track progress Must-stops and don’t starts How we will act as a team, our category culture What might destroy our plans Strategic actions Detailed strategies / capabilities Targets / measures What we will not do Team behaviour / culture Key risks Developing a Marketing Strategy for FMCG Case Study: How familiar are you with the Unilever 6P‟s Model? Market dynamics & financial returns Profit Turnover Price Volume Value market size Market growth Volume market size Volume share Value share Buying behaviour Loyalty Penetration Share of purchase Average pack...
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...Differentiation Targeting Segmentation Create Value for the Targeted Customers Decide on a Value Proposition Select Customers to Serve To Design a Customer Driven Strategy: * Select Customers to Serve: * Segmentation: Dividing the market into smaller groups with distinct needs, characteristics or behaviours who might require separate products or marketing mixes * Targeting: The process of evaluating the attractiveness of each segment and selecting one or more segments to enter * Decide on the Value Proposition: * Differentiation: Differentiating the firm’s offering to create a value for the target customers * Positioning: Arranging for a market offering to occupy a clear, distinctive and desirable place relative to competition in customers’ minds. Chapter One: Segmentation: Segmentation is dividing the market into smaller groups with distinct needs, characteristics or behaviours who might require separate products or marketing mixes Requirements for Effective Segmentation: * Accessible * Substantial * Differentiable * Actionable Types of Market Segmentation: * Segmenting Consumer Markets: * Geographic: Divides the market into different geographical units such as nations, regions, states, countries or cities * Demographic: Divides the market into groups based on variables such as age, gender, family size, family life cycle, income, occupation, education, religion, race, generation and...
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...target Positioning. Positioning is an essential component -- and skill - in good marketing. Perceptual maps are used to determine the position of a product, firm, person, service or idea. Positioning maps, or perceptual maps can be simple, yet very effective marketing tools. One definition of Positioning Theory is: the science of perceptual strategy. It is based on a theory that strategy can only be planned in the mind of the consumer, not the marketplace*. It is important to understand the levels of competition because positioning applies at all levels of competition. For example: Product Level (e.g., Pepsi vs. Coke) Category Level (e.g., Cola vs. Root beer) Corporate Level (e.g., Pepsi Inc. vs. Coca Cola Company) Industry Level (e.g., Beverage Industry vs. Snack food Industry) Targeting. What is target?. This is the real goal/objective in market that marketer want to reach. As a simple questions are : What percent of the population uses the product at all? What percent uses your brand? How does that compare to competing brands? What is the demographic profile of the product category? Which media reach the users of this category? The letters "STP" in STP...
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...endorsements influence consumer behavior in fast fashion industry? 1. Introduction The fashion industry has come a long way over the past two decades. In the early years, big players such as Marks & Spencer offered a relatively straightforward fashion retail choice. However, with the lower cost of starting a retail outlet, the market has become more crowded since then. So called fast fashion retailers, are by no means the only one who succeeded and grew over the past years. Overall, the fast fashion retailers experienced a greater growth compared to the fashion industry as a whole (Cachon and Swinney, 2011). Such retailers are now ubiquitous and spotting a person on the streets who does not wear at least one fast fashion clothing item is rare. The key point to success lies in their business model; making the trends available to everyone. The rapid global changes have restructured the way fashion retailers do business. In today’s competitive market, using celebrity endorser to promote brands on television is a fairly common practice (Erdogan et al. 2001). Celebrity endorsements is believed to help consumers remember the message of the advertisement and the brand name the celebrity is endorsing. This creates the personality of a brand because when a celebrity is paired with a brand, this image helps shape the image of that brand in the minds of consumers (Argrawal & Kamakura, 1995). Celebrity endorsement is a new strategy in brand selling that affect the...
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...increase the private labels (brand from the retailers) and increase the discount. When you cannot differentiate on the products than you do it on the price. In many markets, this is the most important criteria. In this case, painting is a commodity and it is very difficult to differentiate on the product for commodities. Thus, they will play on the price. 1) DIY - Price sensitive segment - Value : perceived quality = brand DIY Value PRICE SERVICE BRAND mass merchandiser Small shops Mass merchandis * low cost structure * good distribution network * high marketing * mass production (people who know their job) budget * private label -> confidence, proximity DIY buy these products on a non regular basis because they are not everyday products, not FMCG, they are Slow MCG, that a consumer buy every 4/6 years. How this characteristic (SFMG) influence the way the industry brands its products and communicates about the products? What is the impact on the brand and the communication? Customers will forget about the brand. Ex: A survey run for mattresses shows that 30% of the population in Belgium does not remember the brand of the mattress they bought after 3 months. → It depends on the value and implication (linked to the value) BRAND STRATEGY If you want to build...
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...develop a strategy to get Old el paso on consumer shopping lists more often * Challenges * Canadians don’t prepare Mexican good frequently as other meals * 2 obstacles to increase purchase frequency is * There is lack of top of mind awareness of category * Even if ppl do think of them, there strong perception that Mexican meals inconvenient and difficult to prepare given variety of ingredients * Old el paso has 91% market share of Mexican dinner kit market and 70% market share of Mexican component market and 15% share of salsa market * Hard to grow dominant market share because difficult to capture market share from competing brand * Immediate challenge: create 2010 marketing plan and budget and incorporating a LT ustainable strategy brand * Mexican food category divided into meals and sauce * Consumers can buy either complete meal kit or individual components * Old el paso dominant brand in both meal kit and components with market share of 91.2 and 70.4% * Recently there market share declined by 1.8% in meal kit and 0.9% in components * Mexican salsa market * Annual households buying salsa increased by 16% to 36% b/w 1988-1992 * Consumer behaviour * Had a survey and 65% agreed that Mexican makes a fun meal but these people prepare far less then other meals * Consumers prepare tacos 3 times per yr * 2 barriers to consumer purchase frequency * Top of mind...
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...totems beget clans: The brand symbol as the defining marker of brand communities.” Student: Babel Alexey Course: MBA (internal) Subject: Marketing Management. Code: LB5202:03 Subject coordinator and lecturer: Dr. Breda McCarthy April, 2015. Introduction. In the last decade, there has been a vast increase in the number of different varieties of brand communities. There is no doubt, that this aspect has an extremely significant influence on a modern marketing process and the whole business properly. As a consequence, to create the successful business, contemporary managers should bear in mind and take more activities towards brand community. It is a vital necessity to determinate and interact with this communities, because the concept of implementation brand community into the marketing process has a huge positive effect for every firm. What is the brand community? There are many different surveys which give an explanation of the emergence of this fascinating phenomena, but all findings have a similar opinion, that brand communities are formed around “symbol”. As Greg Stratton and Jeremy Northcote (2014) mentioned, the brand community can be seen as a social category consisting of consumers who feel united by a common affiliation to brands (symbols). At the same time, social relations are not the key importance for this community, but a sense of the collaboration and collective interest around the brand always exists. Moreover...
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