This paper shows how the use of consumer based equity measures within a discounted cash flow framework can create a means for both finance and marketing to understand the full benefit of past brand building activities. It also shows how impact of future marketing investment strategies can be estimated using the same framework. The author argues that such frameworks should provide the opportunity for finance and marketing to better understand each other and as a result have a more profitable dialogue.
One of the on-going frustrations marketers have expressed about brand tracking research is 'given these results, what action should I take?' In part, this frustration stems from the inability to predict behavior from attitudes and perceptions, but it also comes from the general nature of brand attributes or perceived value measures like trust, reliability, outstanding service, leadership, modernity, etc. McCann Brand Clout Research attempts to take the actionability gap head on. By assessing consumer response to marketing strategy across the complete marketing communications spectrum it provides explicit guidance on where future marketing action would be most beneficial to the brand. In doing so, it addresses the challenges and opportunities of today's multi-channel marketing environment.
This paper advances the debate concerning the future of market research. First, it describes the changing marketing landscape and a revised model of marketing that is emerging as the focus of marketing activity moves from completing transactions to building relationships. This forms the context for discussing the extent to which the implications of this trend have been identified and addressed by the market research industry. The paper concludes by proposing nine rules to guide thought and action in this new marketing landscape.
What belter way to explore new marketing and market research issues such as these than to be given the opportunity to examine recent ESOMAR papers on the subject? I trust I have managed to select a number that you will find both informative and helpful.
This paper proposes that marketing in different product sectors and in different national cultures changes over time in a consistent and predictable way. The progress from commodity selling to post-modern marketing is based on evolutionary principles.
This paper traces the history of characters up to the mid-nineteenth century, and thereafter through five ages of character development. Research is described that regularly plots the popularity of characters among children over a number of years. Differences are noted by demographics of age and sex and between countries. Characters have been increasingly licensed as properties where the character is applied to diverse product fields - the character is the brand and the product takes on its persona. Personalities, especially singers and musicians and sports celebrities are also taking on the nature of marketable properties that can be laterally marketed in varied product fields. Research is used to track popularity trends of heroes, singers and of sports personalities. Case studies are given of Nickelodeon's Rugrats, the amazingly successful group The Spice Girls and of the growth in popularity of football clubs and football celebrities in Britain.
This paper considers developments in international and global marketing communications (marcoms). An international conference held in April 1996 served to identify several issues which appeared to be impacting upon marcoms in a generic sense, and, upon the promotional variable in a specific sense. Following a review of findings derived from academic and practitioner material the paper presents empirical evidence derived from depth interviews with board level marketing executives in ten international/global fast moving consumer goods firms, with headquarters in the United Kingdom. Findings show that the only element of marketing communications to be integrated in any real sense, internationally, is that of advertising. For other promotional elements integration is evident within, but not between, countries. Put another Way, promotional campaigns are integrated nationally but not internationally. Advertising tends to be integrated internationally from a campaign design perspective. Sometimes execution is integrated in terms of standardisation, more often however, it is necessary to adopt a policy of differentiation.
Much is happening in the way firms are (re)organising in order to best manage marketing activity, in how companies are reshaping their marketing departments in the light of a changing marketing landscape, and in the manner they are structuring themselves to deliver first rate marketing. This paper seeks to examine and document some of these developments. The paper first looks at relevant conceptual underpinnings in the changing nature of organisation, the rise of business process redesign and of 'process' approaches to organisation. It then examines the case histories of four diverse firms, and offers guidelines to the marketing manager seeking to understand and manage marketing's new 'deliveryscapes'.
In this paper, we discuss research into marketing in Asia at three different levels, and briefly describe recent studies: Research into Asian markets; e.g. the acceptance of Australian native flowers and protea by Japanese consumers. Research into marketing approaches in Asia; e.g. understanding Chinese business culture and the implications for western marketers doing business with China. Research into the management and operations of marketing companies in Asia; e.g. researching management issues in company operations in Asian countries. Note, under this same heading, we could also have included research into "home company" operations in Australia, and the facilitators and barriers to developing an export culture directed at Asian markets. For each level and study, we briefly describe the objectives and significance of the study, the methodology, certain key results and limitations, and some useful conclusions.
The retailing of new motorvehicles is now in the process of major change, as the principles of lean manufacturing are extended to distribution. New supply systems should transform the selling process. Customer information gathered through the distribution chain will play an increasingly important role in product and marketing strategy. Car companies and dealers will need to rethink how they manage customer information.