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Full-Text Articles in Marketing
Get Organised: The Importance Of Focus In Shopping, Knowledge@Smu
Get Organised: The Importance Of Focus In Shopping, Knowledge@Smu
Knowledge@SMU
Consumer decision making can be conceptualised as a series of stages progressing from the recognition of a need to search for information about alternatives, the formation of a consideration set, a formal evaluation of the choices, and finally, making the purchase. But how much of this process might be affected by a consumer’s style of goal pursuit? According to Hannah Chang, an assistant professor of marketing at SMU, businesses will do well to pay attention to their target customers' decision environments.
Beckon The Dragon: How Businesses Can Attract The Chinese Consumers Through Digital Marketing, Knowledge@Smu
Beckon The Dragon: How Businesses Can Attract The Chinese Consumers Through Digital Marketing, Knowledge@Smu
Knowledge@SMU
The rise of China to the world’s second largest economy has seen a boom in its consumer market with its citizens having more purchasing power. China’s retail market is growing rapidly, including the trend of online shopping with the expansion of the credit card industry. As more and more Chinese citizens get online, the internet is slowly becoming a powerful tool for businesses to reach out to them.
Growing In Asia: P&G Turns To Market Research, Knowledge@Smu
Growing In Asia: P&G Turns To Market Research, Knowledge@Smu
Knowledge@SMU
There are many ways to grow a business in a competitive market. For Procter & Gamble, the parent company of renowned brands such as Gillette, Olay and Pampers, strategic innovation through market research is crucial. To succeed in Asia, however, the company will have to get creative, says Medhee Jarumaneeroj, P&G Asia's male grooming marketing and external relations lead at a SMU Centre of Marketing Excellence lecture.
Global Brand Alignment: Finding And Guarding 'The Force', Knowledge@Smu
Global Brand Alignment: Finding And Guarding 'The Force', Knowledge@Smu
Knowledge@SMU
Branding, done right, can bolster the bottom-line and even turn a floundering company's fortunes around. Running a good brand campaign can, however, be tricky - especially when it involves connecting with audiences all around the world. Sharing their experiences with localising world renowned names, industry practitioners at the Brand Finance Singapore Forum 2011 treaded the tight rope between strong brand guardianship and adaptability.
Beyond Price Tags And Promotions: Investing In Marketing Values, Knowledge@Smu
Beyond Price Tags And Promotions: Investing In Marketing Values, Knowledge@Smu
Knowledge@SMU
Customers today look not only at the product, but also at value - not just economic value, but also, the social, environmental and ethical merits behind every purchase. For companies, particularly small to medium sized enterprises, simply hawking products will not cut it anymore, says marketing expert Gaurav Bhalla. Speaking at a Singapore Management University graduation ceremony, Bhalla shares his thoughts on the role of 'marketing' in attracting and retaining today's sophisticated consumers.
Singapore’S Brand “Keloid”: Going Beyond Canes And Chewing Gums, Knowledge@Smu
Singapore’S Brand “Keloid”: Going Beyond Canes And Chewing Gums, Knowledge@Smu
Knowledge@SMU
With a tip of the hat to names like Michael Fay, Oliver Fricker and Wrigley's, Singapore’s international brand image, as viewed through Western lenses, may be that of a harsh nanny state. But of course, recent megaprojects and events are starting to change perceptions. Yet, even with new coats of polish on an enhanced cosmopolitan brand, blemishes from the past remain – scars that are better left unpicked, says author Koh Buck Song at a Singapore Management University talk.
Turning Market Research's Focus Away From The Shovel And To The Hole, Knowledge@Smu
Turning Market Research's Focus Away From The Shovel And To The Hole, Knowledge@Smu
Knowledge@SMU
Business decisions should be guided by reliable data and research. Enter the market researcher – a professional who is perhaps better known for churning out lengthy reports with lots of tables and charts, than for advising senior executives on strategy. This stereotype frustrates Mike Sherman, an independent consultant in the market research industry, especially because he knows it to be mostly true. Speaking at SMU's Centre for Marketing Excellence, he noted that many market researchers often mistake 'statistical significance' for 'business significance'.
Lohas: Marketing A Green And Sustainable Way Of Living, Knowledge@Smu
Lohas: Marketing A Green And Sustainable Way Of Living, Knowledge@Smu
Knowledge@SMU
What prompted former corporate warriors like Adam Horler and Tay Lai Hock trade their suits for t-shirts and embrace a new way of life with green and sustainability as its central tenet? It is LOHAS, or Lifestyle of Health and Sustainability, described as a “biggest market you’ve never heard of”. In a recent talk at SMU, Horler and Tay share what is their motivation, what is the appeal of LOHAS, and how are they marketing this concept to bring more converts on board.
To Be Ahead Of The Game, Consider Game-Based Marketing, Knowledge@Smu
To Be Ahead Of The Game, Consider Game-Based Marketing, Knowledge@Smu
Knowledge@SMU
Games have a way of engaging people in ways that advertisements simply cannot. Many a date, birthday or meeting have been forgotten and disregarded, thanks to the likes of Warcraft and StarCraft – 'sticky' programmes that have caused people to betray their better judgements. Beyond computer gaming, however, consumers have been known to choose a coffee shop, supermarket or airline for reasons that also defy what's rational: to collect stamps, amass points and accumulate 'miles'; all of which have nothing to do with drinking coffee, buying groceries or getting from point A to B. Yet, people play along willingly, in …
Nation Branding: Presenting The Image That Matches National Identity, Knowledge@Smu
Nation Branding: Presenting The Image That Matches National Identity, Knowledge@Smu
Knowledge@SMU
Brand launches are, more often than not, quiet affairs. Attention-hungry marketers might sometimes resort to controversies, so as to leverage on hype. Even then, it may take a fair amount of provocation and amusement just to get the slightest response from the modern-day multi-tasking, attention-deficit consumer. Contrast this with the launch of Singapore's latest tourism brand, YourSingapore, earlier this year – an event that elicited some fervent objections from the public. The people behind those heated responses were not necessarily experts on tourism or marketing. It was a matter that compelled everyday citizens to weigh in with their thoughts. Why, …
Driving Business Performance: Why Marketers Need A Multi-Disciplinary Approach, Knowledge@Smu
Driving Business Performance: Why Marketers Need A Multi-Disciplinary Approach, Knowledge@Smu
Knowledge@SMU
Much has been said about Apple's 'magical' ability to command a following for almost anything that they sell (right down to the cables and power adapter). However, few people understand – much less appreciate – the science behind such 'magic'. Some might say that Apple produces some of the most original products. These people forget that Apple did not invent laptops, MP3 players, smart phones or tablet computers. Is it clever marketing then? Perhaps so, but "marketing", as understood in its traditional sense, would not offer the full picture. According to Rajendra K. Srivastava, Provost and Deputy President for Academic …
Buy Now, Regret Later: Rationalising The Irrational For Shopaholics, Knowledge@Smu
Buy Now, Regret Later: Rationalising The Irrational For Shopaholics, Knowledge@Smu
Knowledge@SMU
Why do we buy things that we don't need? One explanation is that it nourishes our consumerist cravings; that inexplicable sense of satisfaction that comes with the ownership of familiar items, but in a different colour, design, brand, smell, taste – things we tell ourselves to celebrate each euphoric ring on the cash register. What follows, however, are questions of doubt that plague even the most seasoned of shopaholics: Can I afford this? Can I really find good uses for this? Can this new car really fix my hair loss? According to a new study by SMU marketing professor Jane …
Aiming For “Brand Bonuses” In Times Of Budget Cuts, Knowledge@Smu
Aiming For “Brand Bonuses” In Times Of Budget Cuts, Knowledge@Smu
Knowledge@SMU
Branding, perceived by the bean-counters as an expense item, is always among the first to go during recessions. In its place are price cuts and price promotions aimed at delivering value to customers. The common (and predictable) belief is to stimulate demand quickly, so as to sustain production and operations during the trying times. After all, brand equity cannot possibly help close a sale or bring in the cash –- or can it? To answer this question, SMU’s Provost, Rajendra K. Srivastava, examined the financial performance of brands during a downturn in a hunt for the elusive “brand bonus”.
Branding For Airliners In A Web 2.0 World, Knowledge@Smu
Branding For Airliners In A Web 2.0 World, Knowledge@Smu
Knowledge@SMU
In the world of digital social networking, consumers can influence how brands are perceived. Airliners, often besieged with challenges in areas such as service, security, regulations, oil prices, make convenient targets for online critics. While many uncertainties exist in the business of running airliners, one certainty brought about by Web 2.0 is that customer experiences, good and bad, will be reported. That is why Shashank Nigam, CEO of SimpliFlying, an airline brand consultancy, believes that brands within the airline sector need to respond quickly.
Consumer Technology: Professional Versus 'Octopus' Peripherals, Knowledge@Smu
Consumer Technology: Professional Versus 'Octopus' Peripherals, Knowledge@Smu
Knowledge@SMU
Convergence is a popular term in consumer electronics. In recent years, a number of gadgets have evolved to take on different functions, as manufacturers try to out-do one another. Printers are now expected to scan and fax. Mobile phones are moonlighting as cameras. Mp3 players have become mini-television sets. In a paper about technological convergence, SMU marketing professors, Jin Han and Seh-Woong Chung, explore how consumers are really taking to such multi-purpose machines.
Marketing And Democracy: Similarities And Remedies, Knowledge@Smu
Marketing And Democracy: Similarities And Remedies, Knowledge@Smu
Knowledge@SMU
Marketing and democracy, two key concepts in the different fields of business and politics, share various traits. Political campaigns, like the landmark victory scored by Barack Obama, were increasingly run in a way that will make most marketing professionals proud. For the better or worse, both concepts have been criticised variously for what they are. Nevertheless, the two can learn and benefit from each other, says Harvard business administration professor John Quelch.
Marketing To Customer Networks: The New Way To Build Your Brand, Knowledge@Smu
Marketing To Customer Networks: The New Way To Build Your Brand, Knowledge@Smu
Knowledge@SMU
Digital technologies connect consumers, and as such, customers function not only as individuals but within customer networks. Negative and positive brand experiences can easily be broadcast across customer networks to powerful effect. This significant shift in the producer-consumer dynamic requires businesses to think and act differently. However, according to David Rogers, a speaker at the BRITE Asia ’09 conference, hosted by SMU, many businesses continue to view customer networks as threats rather than opportunities.
A Red Devils-Inspired Parallel In The Re-Branding Of Aig?, Knowledge@Smu
A Red Devils-Inspired Parallel In The Re-Branding Of Aig?, Knowledge@Smu
Knowledge@SMU
AIG’s sponsorship of Manchester United has given the insurance giant a big boost in brand visibility. However, before more value can be extracted from the $107 million deal, the financial crisis hit. Coupled with the on-going outrage over AIG’s legal obligations to pay bonuses to the Financial Products division -- the same business unit that caused most of its financial issues, the company is suffering from unprecedented damage to its credibility and branding. Steps are being taken to re-brand the company. How can this be more effective?
Decision Support Models For Movies: Making Science Out Of An Art, Knowledge@Smu
Decision Support Models For Movies: Making Science Out Of An Art, Knowledge@Smu
Knowledge@SMU
Can movie exhibitors, distributors and producers predict box office earnings apart from opening numbers, some good hunches, and a lot of luck? At a recent seminar on ‘Researching the Entertainment Industry’ at the Singapore Management University, Josh Eliashberg, Wharton professor of marketing and operations and information management, presented a set of decision support tools developed with an international team of researchers, which could help “to make a science out of an art”.
Book Review: Kfc In China: Secret Recipe For Success By Warren Liu, Knowledge@Smu
Book Review: Kfc In China: Secret Recipe For Success By Warren Liu, Knowledge@Smu
Knowledge@SMU
Colonel Harland Sanders, founder of Kentucky Fried Chicken, did not always enjoy the red carpet treatment in his two decades in China. The American fast food chain -- whose trademark Colonel is sometimes mistaken for Uncle Sam -- had to brave outbursts of Chinese nationalism, a food safety crisis and, sometimes, corrupt employees, according to Warren Liu, author of a new book, KFC in China: Secret Recipe for Success.
Create, Connect, Convince: Jörg Dietzel On Advertising, Branding And Communications, Knowledge@Smu
Create, Connect, Convince: Jörg Dietzel On Advertising, Branding And Communications, Knowledge@Smu
Knowledge@SMU
Advertising veteran, Jörg Dietzel, runs his own company, Jörg Dietzel Brand Consultants, in Singapore and Jakarta. He also teaches classes in branding, advertising and communications at the Singapore Management University, and is currently hosting a four-part TV series, “The Consultant”, produced by Channel News Asia. Knowledge@SMU spoke to Dietzel about his new book, Create l Connect l Convince.
John Davis On Sports Sponsorship And Branding, Knowledge@Smu
John Davis On Sports Sponsorship And Branding, Knowledge@Smu
Knowledge@SMU
Marketing professor John Davis is director of the Centre for Marketing Excellence at the Lee Kong Chian School of Business, Singapore Management University. In his new book, The Olympic Games Effect, to be published by John Wiley in the run up to the Beijing Olympics, Davis examines why companies and even host cities and countries invest so heavily in sports sponsorship and branding. He also offers valuable lessons -- drawn from a rich collection of real-lfe examples -- on the risks involved, and how to maximise returns from these investments should businesses decide to go down this route.
Through The Looking Glass: Singapore’S First Customer Satisfaction Survey, Knowledge@Smu
Through The Looking Glass: Singapore’S First Customer Satisfaction Survey, Knowledge@Smu
Knowledge@SMU
The Institute of Service Excellence (ISES) was established by the Singapore Management University (SMU) and Singapore’s Workforce Development Agency (WDA) in mid-2007. In April 2008, following a survey conducted across various sectors and subsectors, the Institute launched the nation’s first customer satisfaction index, known as the Customer Satisfaction Index of Singapore (CSISG). Singapore scored 68.7 out of 100 in the CSISG, lower than South Korea and the United States which scored 72 and 75 respectively.
Brand Valuation: Why Measuring The Intangibles Makes Business Sense, Knowledge@Smu
Brand Valuation: Why Measuring The Intangibles Makes Business Sense, Knowledge@Smu
Knowledge@SMU
David Haigh, group chief executive of Brand Finance, is a well known author, speaker and authority on brand and intangible asset valuation. Haigh was the featured speaker earlier this year on the topic “Brand Valuation: What does it all mean to companies?” at the Center for Marketing Excellence, Singapore Management University. Haigh spoke to Knowledge@SMU about the concept of brand valuation, how it is carried out, and why companies need to value brands to meet strategic, due diligence and investor relations goals.
International Ad Agencies Early Players In The Globalisation Game, Knowledge@Smu
International Ad Agencies Early Players In The Globalisation Game, Knowledge@Smu
Knowledge@SMU
Long before globalisation became a buzzword, large international advertising agencies had already gone down that road starting in the 1990s by aggressively expanded their domestic and international networks. According to Singapore Management University corporate communications professor Mark Chong, the preference of clients to streamline and integrate their brand communications across countries spurred communication agencies to gain a foothold in the international market under umbrella holding companies rather than individually.
Marketing On A Shoestring In Not-For-Profits: No Pain No Gain, Knowledge@Smu
Marketing On A Shoestring In Not-For-Profits: No Pain No Gain, Knowledge@Smu
Knowledge@SMU
Sarah Mavrinac is the founder and president of not-for-profit financial education organisation, aidha, which started operations in January 2007 in Singapore. aidha offers training courses to women migrant workers, in particular those in domestic service. Mavrinac delivered a talk recently on “Marketing on a Shoestring -- The Challenge of Not-for-Profit Outreach", organised by the Centre for Marketing Excellence of the Lee Kong Chian School of Business, Singapore Management University.
Monitor Group's Go-To-Market Methodology Advocates The 'Outside-In' Approach, Knowledge@Smu
Monitor Group's Go-To-Market Methodology Advocates The 'Outside-In' Approach, Knowledge@Smu
Knowledge@SMU
How can companies, especially those operating in end-consumer industries and saturated markets, become successful? By transforming themselves into truly marketing-led organisations, advises the Monitor Group, a global management services firm. Monitor has developed a finely tuned go-to-market approach which calls for a fundamental shift at the leadership level from an inside-out perspective to an outside-in view of the marketplace.
Prediction Software Identifies Cellphone, Cable And Internet Subscribers Who Are Likely To Defect And When, Knowledge@Smu
Prediction Software Identifies Cellphone, Cable And Internet Subscribers Who Are Likely To Defect And When, Knowledge@Smu
Knowledge@SMU
Winning new customers is expensive. More businesses are acting proactively to forestall losing existing clients by using predictive software to help pinpoint those likely to defect. Singapore Management University marketing professor Andre Bonfrer is working in partnership with George Knox (Tilburg University), Jehoshua Eliashberg (The Wharton School) and Jeongwen Chiang (Cheung Kong Graduate School of Business) to develop a predictive model targeted at the subscription-based service sector.
How Do Word-Of-Mouth Reviews Affect Product Sales? Applying The Stock Market Analogy To Online Stores, Knowledge@Smu
How Do Word-Of-Mouth Reviews Affect Product Sales? Applying The Stock Market Analogy To Online Stores, Knowledge@Smu
Knowledge@SMU
Online word-of-mouth communication -- such as product reviews by consumers -- has become a major information source about product quality. Singapore Management University information systems professor Nan Hu and his team investigated both quantitative and qualitative aspects of online reviews using Amazon.com as their study base. They found that, besides review scores, consumers do pay attention to other contextual information such as a reviewer’s reputation and exposure. Hu’s research also showed that the longer an item is on the market, the smaller the impact of online reviews on sales.
Mapping Better Business Strategies With Gis (Geographic Information Systems), Knowledge@Smu
Mapping Better Business Strategies With Gis (Geographic Information Systems), Knowledge@Smu
Knowledge@SMU
McDonald’s in Japan uses GIS (Geographic Information Systems) to help identify promising new store sites by overlaying demographic information on maps. The value of location as a business measure is fast becoming an important consideration for organisations, and GIS is emerging as a powerful location intelligence tool. Singapore Management University information systems professor Kam Tin Seong is a strong advocate and promoter of GIS for doing better business. Knowledge@SMU talked to Kam about GIS in general, and about his research project using GIS as a tool to better understand Singapore’s sizzling property market.