Marketing FHS 2

Can you name the Marketing FHS?

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() Academics are RELUCTANT to consider practical problems. In dominant paradigm they start from hypotheses instead of from actual problems.
() Regulation for children hasn't spread to the internet.
() Anta shoes, 'Forge yourself' permeates everything. Inconsistent and confusing brand ideas alienate the community.
() Innovation in services involves collaboration with customers and suppliers.
_ is a non-profit 'cooperation between the academic and business world'. The focus is to use knowledge innovation to support marketing in the FMCG industry.
() Retailers looking to exploit the Long Tail must focus on desigining effective active and passive search systems
() Consumers interact with marketing materials to 'forge a coherent if diversified and often fragmented sense of self'
Brand community is a __ __ __ bound __based on a __ set of __ __ among __ of a brand
() The shared rituals within a BC contribute to a shared experience of the brand
) Customer segmentation conflicts with relationship marketing that emphasises the need to focus on individualisation of customers
A brand reinvents itself by recategorising itself (Subway healthy)
() Cosmopolitans are of two worlds - global and local. Not a conflict between the two.
) Market research processes can be achieved through crowdsourcing. E.g. Walkers create a product
The Service Dominant Logic is based on the idea that operANT resources are superior to operAND.
() Cosmopolitan consumers are open-minded, appreciate diveristy and seek it out through varied and exotic consumption practices
This country banned the use of celebs/cartoon characters to advertise products to children
() There are a range of cosmopolitanism consumers such as those looking to advance their materialism as opposed to those looking to express politics. As such hard for marketers
() 6-14yos watch 25 hours TV/week and see 20k ads per year. (More now? Internet? Parents should restrict)
BC examples: Video Game R.L., Yachts, Motorbikes, German Car, Chinese phone
SDL is essentially a paradigm shift, the father of whom is?
() Asserts that brands haven't been social with social media. They have focused on one-way output instead of harbouring discussion.
() Advocates an anthropological view of consumers to develop a true understanding of social and cultural meaning
Transends national identity - is common to the whole world. Global identity.
Post-modern perspective of consumer theory argues for a ____ view of consumer behaviour
() The added value of brand communities stems from their network structure which creates and propagates the brand. Transcends the firm-consumer dyad.
() 5 dimensions of national culture difference (Hofstede): P_ _, I_ ,M_,U_ _, S__
() Children as socialised as consumers in positive and negative ways by siblings.
() Consumers may actively avoid CRM. Receptiveness depends on controllable and non-controllable factors
() 'we consume meanings' not just objects - (authors) tear open the black box in economics that is preferences
() V young (3) children don't really have preferences but these develop as they get older and children can have as much as a 70% influence on product choice in some categories
() Describes 3 ways that brands can break out of the typical Levittian life cycle
() Conceptualise the 'marketing science value chain': academics produce knowledge, this is converted into tools, tools are applied in practice.
() Brand communities possess the stability of the constant brand symbol. Not dependent on the specific social group.
() Studied Chinese wine consumption and found that it was influenced by 'face and status'
() Brand mythology: tell a story and become an icon e.g. Monster energy and tattoos
() its up to parents to educate children to become ‘discerning consumers’
() Some argue that advertising does children good by helping them become socialised to a modern world of consumption.
() Outlined the 4 areas of CCT research
() Three areas for future of services: nature of services, scope and how they create value
() Treating services as distinct and using IHIP is meaningless from a customer orientation
() Consumers value relationships with companies in order to simplify choices and purchasing tasks and for psychological comfort
__ Experiment: Power of peer pressure
() Consumers make decisions on two axes (degrees of emotional investment and of time/energy involvement)
() Define a 'brand community' as 'a specialized, non‐geographically bound community, based on a structured set of social relationships among admirers of a brand'
() Subcultures of consumption are everywhere: passion for gardening might affect product, retailer, media choices as well as social interactions.
A brand reinvigorates itself by stripping back some expected features and including surprising but effective features (Google, Snapchat)
() Find an increase in the dollar market share of private labels in 86% of retailers' product categories
() mass media invites consumers to 'covet certain lifestyle and identity ideals'
) They found few companies that were sufficiently good at acquiring and using customer data for marketing decisions.
) Found that social media are good at specific targeting and engaging with numerous segments in a differentiated way.
() Success is defined differently for marketers and followers of brands
() Belives that the sharing behaviour is crucial but overlooked. Internet has accenuated this
() Competition between private labels and national brands should be good for customers but evidence of collusion
() Cosmopolitanism is hard to measure which has held back research relating to consumption
) Some retailers actively exploit pester power e.g. through store placements.
() Service efficiency is maximised by minimising human involvement
) Not enough theory has considered HOW market segments should be used
() Believe that consumers use consumption as a method of seeking solidarity with others and therefore culture is shaped by consumption
() Rivalry (Holden vs Ford) (PS vs Xbox) can strengthen brand community
___ allowing in store customers to use ___ to unlock hidden content. User experience. Brand relationship
The metric we should care about is time spent reading an article, not the number of clicks.
() In non-brand communities, brands are incidental rather than defining
___ innovated with VR in Westfield. Execution wasn't perfect.
) Service: 'act that one offers to another. Essentially intangible. Does not result in ownership of something'
CCT-1: Consumer identity - relates to how consumers __ with ___ generated materials in order to ___ a sense of ___
() Kimberley Clark have a management structure that ensure local brands fit a flexible framework. So the brand doesn't mean different things to different regions.
() Product managers are often so blind to the consumer's view that they don't even consider their own experience as a consumer
Interpretive perspective of consumer theory tries to examine consumer behaviour on the ____ level
() Younger children take information at face value (Sea Monkeys). Can undermine trust in advertising
Openly admitted to exploiting the receptiveness and pestering of children in marketing communications
() Customers have price references on two axes - time and context (past price of product vs. current lowest priced competitor
Oreo's blackout ad 'won' the Superbowl. Or did it? Only about ___ views. Budweiser TV ad got 50m.
CCT-4: Mass-mediated marketplace ideologies - what are the ___ behaviours that media channels impress on ___ and how are they ___?blindly followed or __ against
() Despite a wealth of quantitative consumer data from surveys, online data, etc, such methods cannot provide a culture-sensitive understanding of local consumers
() The boom in big data and all the tools it has given marketers has contributed to a forgetting of the art of marketing. Need to be anthropologists too.
() Debatable whether it is valid that the relationship concept uses normal interpersonal relationships as an analogy for firm-co. relationships
() The academic development of services marketing was a response to demand from practitioners and involved collaborations.
() Argued that repeated exposure can affect childrens' food preferences - could be used for good
) Commitment and trust are fundamental to the success of marketing relationships.
() GAP model (and SERVQUAL framework)
Only market food to children 6-12 if it meets their nutrition guidelines.
() 'Private labels have unique competitive tools to constrain national brands.
() Ethnography has helped develop an understanding of brand communities, how they form and what they contribute in terms of loyalty, creativity and profitability
() Brands can impose materialistic values on children and become defining aspects of them
Company set up by Pirate Bay + AdBlock designed to pay for content based on how much it is frequented - attempt to displace advertising
Magpie profession: 8% of marketing spend is on social media but 50% of marketing articles (in Australia) talk about it
() Ethnography is better than surveys because it can reveal things that the surveyor didn't think to ask
Controllable factors of CRM receptiveness: __ of __ and added ___
() Children do not have fully developed cognitive skills. Under 8 cannot understand advertising agenda
Criticise Service Dominant Logic as 'neither logically sound nor a perspective to displace others'
Non-controllable factors of CRM receptiveness: __ concerns and __ frequency
() Consumers have not abandoned their national identities and taken up global identities because of globalisation. National-oriented consumers PREFER domestic products.
() BCs are more useful for customer retention then customer acquisition
() Intangibility makes service fundamentally different to goods
() Advergames usher childrens' minds into a false sense of security
CCT-2: Marketplace cultures - How consumers __ rather than __ culture. Shared ___ consumption practices such as getting tattoos shape culture
() Adolescents, through the internet, are becoming more involved in production in the marketplace (e.g. YouTube).
() Managers can use ethnographic storytelling to help an organisation understand its complex consumers.
_-based power: Consumers have more __ which makes them wiser in purchase decisions
() Would advise managers to avoid Western culture centrism
() BCs are an indirect product of globalisation. They have replaced traditional local communities (with cultures) which were replaced by a 'ceaseless quest for personal dist..'
) The connection between consumer behaviour and company growth is complex and cannot be contained by one variable
The rise of big data will give marketing managers more capability to make impactful decisions
_ is a continuing process whereby an individual acquires a personal identity and learns the norms, values, behavior, and social skills appropriate to his or her social position
() Culture and nationality are distinct. Cultures can vary within nations (20 langs India) and be split across borders (Kurds)
() US regualation of advertising for children includes 'separation principle' - clear boundary between show and ad
The concept that humans have evolved to prefer tribal social structures rather than mass society.
() Customer experience is holistic and service quality is in the eye of the beholder
Aimark founder
___: A facebook group for exchanging streetwear that became more than that.
Brands are a 'viable relationship partner'. A relationship with love, passion and interdependence.
() Consumers are not loyal to brands per se but to the images and symbols associated with them
() Core aspects of a brand should be harmonised across different regions but with room for flexibility elsewhere
By placing operANT resources as primary to operAND resources, a neglection of their complex interrelationship is made
() Describes how the internet will unock the Long Tail and that retailers will 'make everything available'
SDL reflects a culture of 'demateriality' which denies the importance of physical, tangible entities
() Older children (12+, in USA) are more able to understand the abstract nature of brands and their contribution to identities
() Agrees that Long Tail alters the game but believes that internet may reinforce network effects that make block buster strategy effective
CCT-3: Sociohistoric patterning of consumption - Analyses how __ ___ such as class affect consumption behaviour
() Internet and social media has empowered consumers on an individual level and in terms of networks
() Co-creation is bad when service fails (e.g. Ikea) negative satisfaction is intensified
) Brand communities can become strong enough to be brand cults.
() We should treat services like manufacturing
() Strong relationships form because consumers identify with a co. in order to meet a need or contribute to a sense of self
() Study the consumption of sexualised luxury brands by Kuwaiti women. The sex appeal of the brands are combined in outfits that symbolise the modesty of the religion.
() Consumption is central to the adolescent experience, influencing their values, motivation, and attitudes, and ultimately shaping their path toward adulthood
() Nordic school - services should have their own theories, not just be forced into manufacturing mindset
() The internet unlocks supply side advantages that in turn unlock the Long Tail
) Services CAN be conceptualised in a manufacturing framework (e.g. McDonald's)
() Cultures that reject consumerism (materialism) can paradoxically become consumer segments with their own consumption patterns that can be marketed to (e.g. green marketing)
A measure of consumer behaviour that assesses the goodness of word of mouth (sentiment) about a brand/product
___ embody consumer-centrism. New software is released every week and feedback is invited. New product launches are like festivals.
() Brands communities can only be encouraged by ceding control of the brand and its network to customers
___ has followed the beer market by going 'craft'. Meeting the demand for heritage and natural ingredients (health consciousness up)
() Define 'culture' as 'collective programming of the mind' making certain groups distinct from each other
() Ethnography can fix the departure between what people say they do and what they actually do.
() Ethnography can reveal how individuals do not fit the stereotypes we might give them if we used survey or census data. (e.g. Chuck\Carlos)
(Consumers are complex, emotional and connected beings with cultures and identities
) Strong brands are created by using communications to build brands in the memory: to persuade, inform, remind
() sit back and relax replaced by get what you pay for
Brands by definition are not welcome on Twitter
_-based power: The internet has given consumers power through the range of ways that they can demand things.
respond to criticism of SDL by arguing that it is a body of work rather than just one article. New paths are necessary in academia in order for growth and transformation.
Argues that the pursuit of science at the expense of theory and practical relevance has damaged marketing's reputation.
Cognitive perspective of consumer theory assumes consumers make decisions by processing information _
) Brands become icons when they create strong links to culture and can help people navigate harsh realities
Advocating SDominantL leaves no room for other perspectives (perspectivism). Having multiple perspectives gives multiple ways to approach problems.
_-based power: consumer power through connecting with content on social media e.g. empowering in terms of influencing others
() Features like Spotify discovery might help steer people to the long tail
Company founded by Jan-Benedict Steenkamp to bring marketing academia and CPG industry together
() Successful social strategies need to help users improve their relationships and then do free work (e.g. PT6).
() Country of origin effect is weak because of the availability of other more important information.
Product life cycle: M__ __, G__, M__, D___
() Brand communities on social media are useful for troubleshooting and sharing success stories (e.g. Weight watchers)
Belk on consumers: they are __ __ and __ beings with __ and __
Describes the evolution in marketing thought from 'to market' to 'marketing to' to 'marketing with'
() Ethnography is expensive and time consuming which limits the sample size. It also suffers the Hawthorne effect.
Behavioural perspective of consumer theory looks at how ___ cues in the environment affect consumption behaviour
Solution 2 to bad academia: Make research more ___. This will also increase the respect for the subject
() It's incorrect to think of national and global identity as a case of 'either or'
Aimark has examined e.g. key __ of success for __ prodcuts
Services are ill-defined in SDL. V+L focus on activities in order to be all-encompassing (across goods and services) but services have functions which is neglected.
Brand masturbation
() Consumption doesn't occur in a vacuum. Culture is the context.
Consumption is an expression of symbolic information about values, lifestyles, desires, fears etc.
() Ethnography can reveal unarticulated needs, e.g. writing surface on dialysis machine.
() The internet has to some extent replaced adults as a socializer of children – e.g. seeking out advice from peers on reddit/yahoo answers rather than parents.
Solution 1 to bad academia: Challenge the ___ looking mindset of academics
() country of origin effect – coo of a product forms part of evaluation of the product by consumers.
() 'death of the long tail has been largely exaggerated'
1/4 of the books on the __ top 100 list are independently published (long tail).
() BC members feel connections with other members but distance from outsiders.
() Studied car clubs. Value of BCs is ability to disseminate info quickly, produce feedback and enable engagement with high loyalty consumers.
() Price satisfaction is more important than service quality
() Suggests that value differences can be caused by differences in age, sex and upbringing
() Materialism in advertising teaches children that consumption can help them cope with low life satisfaction – the opposite effect is found in adults
() Service innovation has an organisational change orientation
_-based power: the power of large groups/communities (an aggregation of the other powers)
___ separates itself in the streaming market by avoiding 'exclusives' (e.g. T Swift) and pursuing data-driven personalisation (Discover Weekly). Service-focused.
() Internationlal openness and freedom of information exchange has contributed to global convergence in consumption patterns
() Studied cultural values in IBM employees around the world and found distinct differences by Nationality (such as masculinity)
(___, ___) Product Life Cycle
() BC members feel a moral responsibility to each other - e.g. The Basement
Outline 'Service Dominant Logic' which sees customers as a vital component of value creation
() Identified a growing global consumer culture which he thought would allow homogeneous international marketing
() Private labels differentiate between retailers, can have higher margins than big brands and give bargaining power over suppliers through high volume
Trait perspective of consumer theory tries to explain consumer behaviour as being caused by ___ ____
Any intangible idea (even the pure microprocessor) is rooted in physical entities. There can be no services without goods.
) Nationality is just one source of culture, alongside social class, sex, work, education etc.
___ had to change the way they engaged in the Chinese market due to cultural difference. Rebelliousness (impossible is nothing) wasn't something they could market to that market.
) There are ethical questions with regards to using children in market research
() Facebook BCs are more popular when driven by the community itself.
V&L view marketing as technology that can be learnt and practiced. This is a logical fallacy that leaves no room for marketing creativity
() Test for BC: Would the community follow the brand in a new direction. Apple watch? Yes. LFC tennis squad? No.
() Mother-child (but not father-child) communication had a significant effect on adolescent consumption habits.
() There is a disconnect between marketing education and practice. Academia and education in marketing need to get with the 21st century
() Cosmos are subject to rapid changes in tastes and experiences which can mean they are early adopters.
Aimark: the centre for _ _ _ _
() We need a pluralistic view of consumer behaviour. Cognitive, behavioural, trait, interpretive and post-modern perspectives
() Brand communities are distinct because they form around symbols (as opposed to symbols forming around the community).
Products are chosen for more than practical purposes - consumption is not just economical: it is a cultural ritual
() Retailers fail to acknowledge children as consumers in their own right and encourage them to peste
() Skeptical that we can operationalise the concept of culture in non trivial ways
A brand finds a new market for something in a sneaky way (Football Index)
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