考研英语2011年 TEXT3 翻译

Text 3

From：McKinsey Quarterly 《麦肯锡季刊》

Beyond paid media: Marketing’s new vocabulary

1---The rough guide to marketing success used to be that you got what you paid for. No longer. While traditional ―paid‖ media – such as television commercials and print advertisements – still play a major role, companies today can exploit many alternative forms of media. Consumers passionate about a product may, for example, create ―earned‖ media by willingly promoting it to friends, and a company may leverage ―owned‖ me dia by sending e-mail alerts about products and sales to customers registered with its Web site. In fact, the way consumers now approach the process of making purchase decisions means that marketing’s impact stems from a broad range of factors beyond conventional paid media.

过去市场营销要取得成功的大概指导方针常常是投入多少，收获多少。今非昔比了。虽然传统上的付费媒体仍然还是重要的------比如电视商业广告或广告印刷品------但如今的企业也可以利用许多其他形式的媒体。迷恋某种产品的消费者可能会通过心甘情愿地向朋友宣传该产品，而创建―免费‖媒介；而一家企业可以通过发送电子邮件，提请注意相关产品的情况，并将产品销售给在其网站注册的用户，来利用―自有‖媒介。事实上，现在消费者做出购买决策的方式意味着，市场营销的影响力不仅来自传统付费媒体，更来自于其它广泛的因素。注：付费媒体(Paid Media)、免费媒体(Earned Media)、自有媒体(Owned Media) 、劫持媒体（Hijacked Media）

2---Paid and owned media are controlled by marketers promoting their own products. For earned media, such marketers act as the initiator for users’ responses. But in some cases, one marketer’s owned media become another marketer’s paid media – for instance, when an e-commerce retailer sells ad space on its Web site. We define such sold media as owned media whose traffic is so strong that other organizations place their content or e-commerce engines within that environment. This trend, which we believe is still in its infancy, effectively began with retailers and travel providers such as airlines and hotels and will no doubt go further. Johnson & Johnson, for example, has created BabyCenter, a stand-alone media property that promotes complementary and even competitive products. Besides generating income, the presence of other marketers makes the site seem objective, gives companies opportunities to learn valuable information about the appeal of other companies’ marketing, and may help expand user traffic for all companies concerned.

市场营销商可以控制付费媒介和自有媒介宣传自己的产品。对于免费媒介，这些营销商则要充当用户反应的最初催化剂。但在某些情况下——例如，当一个电子商务零售商出售其网站上的广告空间时——一个营销商的自有媒介就会成为另一个营销商的付费媒介。我们将这种出售媒体定义为一种自有媒介，由于其访问流量如此之大，以至于其他组织也希望将其内容或电子商务引擎放置在该环境中。我们认为，这种趋势目前仍处于起步阶段，它有效地肇始于零售商和旅游服务提供商（如航空公司和酒店），并且无疑在这方面它们将会走得更远。例如，强生公司创建了宝宝中心网（BabyCenter），它是一家独立的媒体性质的网站，用于宣传一些具有互补性甚至竞争性的产品。其他商家的存在除了能产生收入以外，还使该网站显得比较客观，使一些企业有机会了解到关于其他企业营销诉求的有价值信息，而且，该网站可能会帮助所有相关企业增大用户流量。

注：

1. Johnson & Johnson强生公司

2．BabyCenter文章没有说它是网站，但上下文语境中它只能是一个网站。因为上下文强调网站媒体。

3---The same dramatic technological changes that have provided marketers with more (and more diverse) communications choices have also increased the risk that passionate consumers will voice their opinions in quicker, more visible, and much more damaging ways. Such hijacked media are the opposite of earned media: an asset or campaign becomes hostage to consumers, other stakeholders, or activists who make negative allegations about a brand or product. Members of social networks, for instance, are learning that they can hijack media to apply pressure on the businesses that originally created them.

同样是这些为营销人员提供了更多（以及更多样化）沟通选择的重大技术变革，也增大了风险，一些充满激情的消费者将会以更快捷、更明显和更具杀伤力的方式利用这些相同的技术变革，表达他们的意见。这些劫持媒介与免费媒介正好相反：一项资产或一个活动会变为人质，会成为消费者、其他利益相关者，或对一种品牌或产品持否定偏激评论者的―人质‖。例如，各种社交网的成员们正在认识到，他们可以通过劫持媒介，来向当初创建这些媒介的企业施加压力。

4---If that happens, passionate consumers would try to persuade others to boycott products, putting the reputation of the target co mpany at risk. In such a case, the company’s response may not be sufficiently quick or thoughtful, and the learning curve has been steep. Toyota Motor, for example, alleviated some of the damage from its recall crisis earlier this year with a relatively quick and well-orchestrated social-media response campaign, which included efforts to engage with consumers directly on sites such as Twitter and the social-news site Digg.

这种事情如果发生，那么充满激情的消费者就会努力说服其他人来抵制某种产品，从而危及到目标企业的声誉。这种情况下，企业的反应有可能不够迅速，或没有考虑周全，而且一直处于学习阶段。例如，丰田汽车公司在今年早些时候的汽车召回危机中，利用比较快速和精心策划的社交媒介应对活动，包括在一些网站（如Twitter和社会新闻网站Digg）直接与消费者接触的努力，减轻了这次危机造成的一些损害。

注：learning curve指学习曲线，学习曲线可以将学习效果数量化绘制于坐标纸上，横轴代表练习次数（或产量），纵轴代表学习的效果（单位产品所耗时间），这样绘制出的一条曲线，就是学习曲线。学习曲线包括两个阶段：一个是学习阶段一个是标准阶段，学习阶段的线比较陡，标准阶段比较平缓。所以文章中应该取―学习阶段‖的意思。这是管理学的知识。

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