市场营销 外文翻译 外文文献 英文文献 差异化营销策略
市场营销外文翻译外文文献英文文献差异化营销策略差异化营销策略
实施差异化营销策略，首先把科学、缜密的市场调查、市场细分和市场定位作为基础。这是因为，市场调查、市场细分和市场定位能够为企业决策者提供顾客在物质需要和精神需要的差异，准确地把握“顾客需要什么,”在此基础上，分析满足顾客差异需要的条件，要根据企业现实和未来的内外状况，研究是否具有相应的实力，目的是明确“本企业能为顾客提供什么,”这一主题材。如果是耐用消费品，应以产品差异和服务差异为主攻方向;如果是目用消费品、食品饮料则应以建立形象差异为重点。
差异化策略是一个动态的过程。任何差异都有不是一成不变的。随着社会经济和科学技术的发展，顾客的需要也会随之发生变化，昨天的差异化会变成今天的一般化。例如人们以前对手表的选择，走时准确被视为第一标准，而如今在石英技术应用之后，“准”已有成为问题，于是人们又把目光集中在款式上;手机一度被视为高收入阶层的独享之物，今天早已进入寻常百姓的手中。如果手表生产企业再把走时准确作为追求的战略目标，显然是不宜的。手机厂家再把目光瞄准款哥、款姐也断不能取胜。其次，竞争对手也是在变化的，尤其是一些价格、广告、售后服务、包装等方面，是很容易被那些实施跟进策略的企业模仿。任何差异都不会永久保持，要想使用权本企业的差异化战略成为长效药，出路只有不断创新，用创新去适应顾客需要的变化，用创新去战胜对手的“跟进”。
差异化策略是一个系统。以上谈到的各种差异化策略只是在形容问题中的人为分类。在具体操作中，经营者不仅要根据行业内竞争态势，企业产品的生命周期，产品的类型实施相应的差异化策略。更有必要的是要使差异化策略形成一个系统，全面实施。实施产品差异化，要为顾客提供独具一格产品，为对手所不能为。慧中
而秀外，还应该从包装到产品的宣传都显示出明显的差异，在顾客中建立难以忘怀的形象。如果是耐用消费品，提供周到的服务，让顾客处处感到方便、安全，更是不可或缺的。值得指出的是，任何一种差异化策略的实施都要会出一定的代价，如增加售后服务项目就要加大销售成本，加大宣传力度就要支出一大笔广告费用，但只要顺利达到预想的差异化效果，或者能为企业带来长远的利益，这种选择就是值得的
进入二十一世纪，带给我们的是信息时代到注意力时代的转变，有了更多更广更纷繁复杂的信息，信息以爆炸方式激增，而人们有限的注意力,怎样才能吸引人们的注意力保证企业的竞争优势呢,激烈的市场竞争使得企业为了出售其产品，不惜在营销手段和方式上不断出新、出奇，花样百变，夺人耳目。但是，过犹不及也适用于营销，营销
手段用的过度也会产生副作用。各种战术轮番轰炸，让人在初感新奇之后，就会产生疲劳与厌恶感。
如何合理的运用营销策略在注意力经济的环境下显得尤为重要。怎样才能在吸引消费者的眼球，引起注意力的同时又不让人感觉到乏味无聊，甚至是反感，因此我们要合理的运用营销手段。
1 基于注意力经济下的营销策略状况分析
1.1 注意力经济的提出
“注意力经济”这一观点最早见于美国加州大学学者Richard https://www.wendangku.net/doc/4c7741084.html,wbam在1994年发表一篇题为《注意力的经济学》(The Economics of Attention)的文章。
最早正式提出“注意力经济”这一概念的是美国的迈克尔?戈德海伯(Michael H(Goldhaber)1997年在美国发表了一篇题为《注意力购买者》的文章。他在这篇文章中指出，目前有关信息经济的提法是不妥当的，因为按照经济学的理论，其研
究的主要课题应该是如何利用稀缺资源。对于信息社会中的稀缺资源，他认为，当今社会是一个信息极大丰富甚至泛滥的社会，而互联网的出现，加快了这一进程，信息非但不是稀缺资源，相反是过剩的。而相对于过剩的信息，只有一种资源是稀缺的，那就是人们的注意力。
“随着互联网的发展,有价值的不再是信息,而是你的注意力。”
这是诺贝尔经济奖获得者赫伯特?西蒙说过的。的确在这个信息爆炸的时代，如何使自己的信息有效的传达给目标群体就是注意力经济所要研究的问题，同时又要做到适时的切合消费者的心智模式，找到情感上的共鸣。
1.2 营销手段在注意力经济下的例证分析
1.2.1 2008年奥运的超级营销
2008年的夏天，让亿万人铭记，我们国家成功举办了第29夏季奥运会，全世界的目光都集中在了中国北京。在这里是各国体育健儿友谊竞争的舞台，也是我们国家展示国家实力的舞台，更是各个商机蕴含的源泉。不难发现很多企业都用这个舞台实现了企业飞腾。
可口可乐、联想、GE、韩国三星电子等都成为了北京奥运会的全球合作伙伴，这些品牌遍及了全球范围，让各个品牌利用奥运会宣传自己的同时，也让北京奥运会走进了全世界千家万户，让更多的人关注了解北京奥运。不能成为全球的合作伙伴，阿迪达斯、中国石化、海尔、中国网通、搜狐、中国银行等品牌择其次成为了合作伙伴、独家供应
商、赞助商，也借奥运这股风，将品牌影响力带到了各个角落。
1.2.2 过度营销
“送礼就送脑白金”这句话，大家依然熟悉，我们不可忽视它当时带来的轰动效应，大家送礼都送脑白金。铺天盖地的广告，脑白金带了了保养品的销售高潮。脑白金也成功的将消费者的眼球吸引住，成功的达到了注意力经济的目标点。然
而，时隔不久，观众对“脑白金”的“今年过节不收礼，收礼只收脑白金”和“黄金搭档”的“送老师、送亲友、送领导”广告很反感，这就是过度营销带来的后果，太多的广告，太多的观念灌输，缺乏新的吸引点导致了陈旧带来的不良影响，给企业的形象带来弊端。
2 营销手段的合理运用
2.1 建立有竞争力的企业品牌
一个企业保持竞争优势首先在于创立起企业的文化，品牌价值，当企业的文化，品牌价值较高的时候，企业的品牌已是吸引顾客的注意力的有效手段，不再需要过多的广告来进行轰炸式宣传。像我们熟悉的宜家就带展示了经济、环保、方便的家居用品，直接吸引了广大消费之的注意力;在运动品牌里，我们大家会很自然的想到耐克、阿迪达斯这样的国际品牌，因为它们的品牌文化向我们提供了运动的美与健康，吸引着我们的注意力。可见，要在注意力经济下得到消费者的青睐，要长期的保持这样的竞争力，首
先就要有强势的企业品牌，文化底蕴。
2.2 差异化的营销
当产品的同质性越来越强的时候，企业要引起大家的注意力，必然就要体现自己的不同。差异化意味着与众不同、独树一帜、独一无二。差异化策略凸现了产品的优势,差异化才能引起大众的关注,才能掠夺大众的注意力。差异化有多种实现方法,不管是产品包装、功能、价格、广告甚至精神文化理念等,我们都有可能找到差异化的突破点。
比如我们所熟悉的饮料“王老吉”，既是在功能上的创新，也是品牌个性上的创新，一般饮料的功能是解渴，王老吉在其中加入“预防上火”的功能,除了解渴,还能防止上火。王老吉作为第一个预防上火的饮料推向市场，打破了长期以来人们对饮料的观念，新功能的增加，受到了大部分人的认同和喜爱。
在注意力经济时代,企业需要想方设法吸引消费者的眼球，在成功吸引眼球的
同时不能引起大众的反感，企业就要合理的运用营销手段，恰如其分运用好各种营销的战略战术，才能使企业获得企业竞争优势。同时社会是不断发展的,市场环境
也不断变化,消费者、竞争对手也都在不断地变化调整着，自己的差异化竞争优势
也可能明天就被人模
仿，那么企业自身一地要不断的变化，求实创新，保持差异化。
Differentiation marketing strategy
Implementation of differentiated marketing strategy, first of all
the scientific, careful market research, market segmentation and market positioning as a basis. This is because market research, market segmentation and market positioning can provide customers with
enterprise decision-makers in material differences between the needs and spiritual needs, and accurately grasp the "customer needs what?" On this basis, analysis to meet customer needs Tiaojian difference , according
to the present and future business conditions inside and outside, whether the corresponding strength of purpose is clear, "the company can provide customers with what?" the subject material. If consumer durables, and services should be based on product differentiation between the main direction; If it is present with the consumer goods, food and beverage
to create the image difference should be the focus.
Differentiation strategy is a dynamic process. Any differences are
not static. With the socio-economic and scientific and technological development, the needs of customers can be changed, the difference yesterday, of today will become generalized. For example, people watch
previous choices, and take the accuracy Pi Shiwei first standards, now
in quartz Jishu applications once and "associate" has become a question, so people focus more on style, on again; phone once regarded as high Shouru exclusive class of objects, and today well into the hands of ordinary people. If the watch manufacturer as the pursuit of accurate time and then the strategic objectives, is clearly inappropriate. Sights on mobile phone manufacturers shall then brother, sister models also can never win. Second, competition is also changing, especially some of the price, advertising, service, packaging and so it is very easy to follow up the implementation of strategies that companies imitate. Any differences will not be permanently maintained, in order to use the power of the company's differentiation strategy as long-acting drugs, the solution is only continuous innovation to meet customer needs with innovative changes, using innovation to beat the "follow-up."
Differentiation strategy is a system. The differences in the above mentioned strategy was describing the problem of human classification. In actual operation, the operator not only according to industry competition, and enterprise product life cycle, the implementation of the appropriate type of product differentiation strategy. More necessary to make the differentiation strategy is a systematic and comprehensive implementation. Implementation of product differentiation, to provide customers with a unique style products, rivals can not. Hui in the show, it also should promote the product from the packaging to show
significant differences are in the customer create an unforgettable image. If consumer durables, to
provide good service for customers everywhere are convenient, safe, it is indispensable. It is worth noting that any differences in the implementation strategy must be a certain price, such as increasing the service project would increase the cost of sales and step up publicity to pay for the cost of a large amount of advertising, but as long as progress was the desired effect of differentiation, or to bring long-term benefits for the enterprise, this option is worth it. Into the twenty-first century is the information age has brought us to the attention of the times change, broader and more complex with more information, the information explosion means to surge, and people with limited attention, how can we attract people attention to ensure the competitive advantage? Intense competition in the market allows companies to sell their products at the way in marketing and constantly new, surprising and amazing tricks, won for them. But too far also applies to marketing, marketing will also have side-effects of excessive use. Bombarded with a variety of tactics, people feel strange at first before we can produce a sense of fatigue and disgust.
The reasonable use of marketing strategies in the attention economy of the environment is very important. How to attract the attention of consumers, causing people to feel that attention without boring, even offensive, so we have to a reasonable use of marketing.
1 Based on marketing strategy in Attention Economy Analysis
The proposed 1.1 Attention Economy
"Attention Economy" This view was first seen in the University of California scholar Richard A. Lawbam published in 1994 entitled "attention economics" (The Economics of Attention) article.
The first official presentation of the "attention economy" concept
is the United States, Michael ? Gedehaibo (Michael H. Goldhaber) 1997 in the United States published a paper entitled "Attention buyers," the article. In this article he pointed out, the current information economy was not appropriate, because according to economic theory, the main topics of their research should be how to use scarce resources. For scarce resources in the information society, he believes that today's society is a great wealth of information and even run rampant, and the Internet, to speed up this process, information not only not the scarce resource, the opposite is the surplus. The relative excess of information, only one resource is scarce, it is the people's attention.
"With the development of the Internet is not valuable information, but your attention." This is the Nobel Prize-winning economist Herbert ? Simon said. Indeed, in this era of
information explosion, how to effectively communicate their message to the target group is the attention economy to study the issue, at the same time to achieve timely mental models to
meet consumers find the emotional resonance.
1.2 marketing in the example of Attention Economy
1.2.1 The 2008 Olympic super-marketing
The summer of 2008, hundreds of millions of people in mind, our country successfully hosted the 29th Summer Olympic Games, the world's eyes are on China's Beijing. Here is the friendship between athletes competing national stage, but also show our country's national power stage, it is the source of all business opportunities contain. Is not difficult to find a lot of companies are using this stage to achieve the business soar.
Coca-Cola, Lenovo, GE, Samsung and so become a global partner of the Beijing Olympic Games, these brands across the global scope, use the Olympics to promote their various brands, but also for the Beijing Olympics into thousands of households around the world, so that more people are concerned about the Beijing Olympics. Can not become a global partner, adidas, Sinopec, Haier, China Netcom, Sohu, followed by the Bank of China and other brands to become the partner selection, exclusive suppliers, sponsors, and the Olympic Games that shares the wind, the brand brought to all corners of the force.
1.2.2 Over Marketing
"Gifts would send melatonin", that is, we still know, we can not ignore it caused a great sensation, then we have to send a gift melatonin. Omnipresent advertising, melatonin brought an upsurge in sales of skin care products. Melatonin has also successfully attracted the attention of consumers, the success of reaching the goal point attention economy. However, long after that, the audience, "melatonin" and "does not receive this year's festive, gifts received only
melatonin" and the "golden couple" of "sending teachers to send friends and relatives, sent to lead" ads are offensive, and this is over the consequences of marketing, too many ads, too many ideas indoctrination, lack of new attractions has led to the adverse effects of old, to bring the image of corporate malpractice.
2, proper use of marketing tools
2.1 The establishment of a competitive brand
First of all, a company maintain a competitive edge is created from the corporate culture, brand value, when the corporate culture, when a high brand value, corporate branding is to attract the attention of customers an effective means of advertising is no longer required too much bombing-style propaganda. IKEA as we are familiar with shows on the economic, environmental, and convenient household items, large consumption of directly attracting attention; in the sports brand, we thought we would be very natural for Nike, Adidas such international brand, because their brand culture provides us with the beauty and health
campaign to attract our attention. Can be seen in the attention economy to get consumers to maintain such long-term competitiveness, we must first have a strong corporate brand and culture.
Differentiated marketing 2.2
When the growing homogeneity of the product when the market will have everyone's attention, certainly must reflect their different. Differentiation means that different, unique, unique. Product
differentiation strategy highlights the advantages of differentiation
can lead to public concern, to plunder the public's attention. Differentiation has a variety of ways, whether it is product packaging, features, price, advertising and even spiritual and cultural ideas, and we are likely to find differences in the breakthrough point.
For example we are familiar with drink, "Wong Lo Kat", both in functional innovation, innovation is the brand personality, the general function is to drink thirst, which joined the Wong Lo Kat "prevention lit" function, in addition to thirst, but also to prevent the fire. Wong Lo Kat lit prevention as the first beverage market, breaking the long-standing notion people drink, the increase of new features, by most people's recognition and love.
In the attention economy of the times, companies need to strive to attract the attention of consumers, while at attracting eyeballs can not arouse public resentment, enterprises must use reasonable marketing tool, appropriately good use of various marketing strategies and tactics to enable enterprises to competitive advantage. At the same time continuous development of society, and the changing market environment, consumers, competitors are also constantly changing to adjust with, their differentiation competitive advantage may be one tomorrow, imitation, then the business itself to be a constant change , realistic and innovative, to maintain differentiation.
零售企业营销策略中英文对照外文翻译文献
零售企业营销策略中英文对照外文翻译文献(文档含英文原文和中文翻译)
译文： 零售企业的营销策略 Philip Kotlor 今天的零售商为了招徕和挽留顾客，急欲寻找新的营销策略。过去，他们挽留顾客的方法是销售特别的或独特的花色品种，提供比竞争对手更多更好的服务提供商店信用卡是顾客能赊购商品。可是，现在这一切都已变得面目全非了。现在，诸如卡尔文·克连，依佐和李维等全国性品牌，不仅在大多数百货公司及其专营店可以看到，并且也可以在大型综合商场和折扣商店可以买到。全国性品牌的生产商为全力扩大销售量，它们将贴有品牌的商品到处销售。结果是零售商店的面貌越来越相似。 在服务项目上的分工差异在逐渐缩小。许多百货公司削减了服务项目，而许多折扣商店却增加了服务项目。顾客变成了精明的采购员，对价格更加敏感。他们看不出有什么道理要为相同的品牌付出更多的钱，特别是当服务的差别不大或微不足道时。由于银行信用卡越来越被所有的商家接受，他们觉得不必从每个商店赊购商品。 百货商店面对着日益增加的价格的折扣店和专业商店的竞争，准备东山再起。历史上居于市中心的许多商店在郊区购物中心开设分店，那里有宽敞的停车场，购买者来自人口增长较快并且有较高收入的地区。其他一些则对其商店形式进行改变，有些则试用邮购盒电话订货的方法。超级市场面对的是超级商店的竞争，它们开始扩大店面，经营大量的品种繁多的商品和提高设备等级，超级市场还增加了它们的促销预算，大量转向私人品牌，从而增加盈利。 现在，我们讨论零售商在目标市场、产品品种和采办、服务以及商店气氛、定价、促销和销售地点等方面的营销策略。 一、目标市场 零售商最重要的决策时确定目标市场。当确定目标市场并且勾勒出轮廓时，零售商才能对产品分配、商店装饰、广告词和广告媒体、价格水平等作出一致的决定。如沃尔玛的目标市场相当明确：
英文文献小米手机的发展看市场营销
The marketing of millet phone Chapter I The background of millet Technology Company The millet Company was formally established in April 2010, is an independent research and development to focus on high-end smart phone mobile Internet company. Millet phone, MIUI, m chat millet company's three core businesses. Fever born millet product concept. Millet company pioneered the development of mobile phone operating system with the Internet model, 600,000 enthusiasts to participate in the development and improvement mode. Millet Technology (full name is millet technology limited liability company) set up by the former companies such as Google, Microsoft, Jinshan top players, is a focus on iphone, android, and a new generation of smart phone software development company hot mobile Internet business operations. Officially launched in April 2010, has to obtain the renowned Ambassador investors and venture capital Morningside, the Qiming huge investment. The end of 2010, mobile phone real name Community meters chat launched within six months, registered users exceeded 300 million. In addition, millet company also introduced the CM-based custom mobile operating system MIUI Android dual-core mobile phone millet phone. M chat, miui, millet phone is the the millet technology of three core products. The millet logo is the shape of "MI", is short for Mobile Internet, on behalf of millet is a mobile Internet company. Millet LOGO upside down is a heart word, the means of millet is to let millet user save heart. Millet Pinyin is mi, First Mobile Internet, the millet to do mobile Internet company; Second Mission Impossible, the millet to complete the task can not be completed; course, Lei Jun millet and rifles to conquer the world with his millet team. Chapter II millet phone marketing strategy 2.1 millet mobile phone marketing objectives August 16, 2011, when the millet Technology CEO Lei Jun appeared on the stage of the 798 Art District, Beijing Clubhouse, the presence of rice shouted "Lei Busi" name, this is no doubt that, in the minds of rice flour and look forward to forward Leijun Cheng as the next Steve Jobs, millet hope Apple phone. TechCrunch Disrupt conference held in Beijing on November 1, 2011, the millet Technology CEO Lei Jun said, the the millet technology goal is to become a "world-class" mobile Internet company and successfully broke into the top 500 list of "the rich" Apple iPhone redefined the smart phone and other smart phone products in the past five years, could not keep up with the iPhone for the same reason I launched millet phone. " 2.2 millet mobile product strategy Product strategy companies develop business strategies, we must first clear what products and services to meet the demands of consumers, that is to solve the problem of product strategy. Product strategy is a combination of the core of the marketing 4P, pricing strategy, distribution strategy and promotional strategy based. From the point of view of the socio-economic development, the exchange of products is a necessary prerequisite for the social division of labor, corporate production and social needs of the reunification is achieved through the product, the relationship between the enterprise and the market mainly through the product or service to contact from internal purposes, is the center of the production activities. Therefore, the product strategy is the
市场营销价格策略外文翻译文献
市场营销价格策略外文翻译文献(文档含英文原文和中文翻译)
DESIGNING PRICING STRATEGIES All for-profit organizations and many nonprofit organizations set prices on their goods or services. Whether the price is called rent (for an apartment), tuition (for education), fare (for travel), or interest (for borrowed money), the concept is the same. Throughout most of history, prices were set by negotiation between buyers and sellers. Setting one price for all buyers arose with the development of large-scale retailing at the en d of the nineteenth century, when Woolworth’s and other stores followed a “strictly one-price policy” because they carried so many items and had so many employees. Now, 100 years later, technology is taking us back to an era of negotiated pricing. The Internet, corporate networks, and wireless setups are linking people, machines, and companies around the globe, connecting sellers and buyers as never before. Web sites like https://www.wendangku.net/doc/4c7741084.html, and https://www.wendangku.net/doc/4c7741084.html, allow buyers to compare products and prices quickly and easily. On-line auction sites like https://www.wendangku.net/doc/4c7741084.html, and https://www.wendangku.net/doc/4c7741084.html, make it easy for buyers and sellers to negotiate prices on thousands of items. At the same time, new tech- nologies are allowing sellers to collect detailed data about customers’ buying habits, preferences—even spending limits—so they can tailor their products and prices. 1 In the entire marketing mix, price is the one element that produces revenue; the others produce costs. Price is also one of the most ?exible elements: It can be changed quickly, unlike product features and channel commitments. Although price competi- tion is a major problem facing companies, many do not handle pricing well. The most common mistakes are these: Pricing is too cost-oriented; price is not revised often
毕业论文外文文献翻译Brand-Strategy-Research企业品牌战略研究
毕业设计（论文）外文文献翻译 文献、资料中文题目：企业品牌战略研究 文献、资料英文题目：Brand Strategy Research 文献、资料来源： 文献、资料发表（出版）日期： 院（部）： 专业： 班级： 姓名： 学号： 指导教师： 翻译日期： 2017.02.14
Brand Strategy Research Kapferer,J.H Available online 11 June 2010 Economic globalization,how to adapt to international trends,establish,a s trong brand and enhance our competitiveness,have become pressing issues facing enterprises.Based on the analysis of the development of corporate marketing brand strategy in enterprise marketing role.Enterise needs to sue a variety of means of competition to increase brand awarenss, improve brand positioning, an create a good brand image. First, Japanese brands across the board defeat. November 22,2006 morning, NEC announced that it would withdraw from 2G and 2.5mobile phone market ,which means that, following Sharp, Panasonic, Toshiba, Mitsubishi, Sanyo, a Japanese mobile phone manufacturers later withdraw from the Chinese market, Japanese mobile phone has almost all except Kyocera 2G mobile phone market in China out of contention. If we sum up the Chinese household appliance market, today any different from ten years ago,I think the biggest difference is that Japanese c ompanies in China, Japanese home appliance market downturn, the following main reasons: First, rigid enterprise system, decision-making difficult, the reaction was slow, incompatible with the reality of the Chinese market ,it is difficult to adapt to the rapidly changing Chinese market;2 is weak in marketing ,product planning capacity is not strong ,it is difficult to judge according to their marker lacunch to meet consumer demand and forecast products, follow the trend has been in a passive situation, can not satisfy market demand; Third, failure to grasp the industry best time to transition is the Japanese home appliance companies lose an important reason for market dominance. Japanese companies come to the edge in the Chinese market is causing companies tothink deeply about our nation ? To make the internanational route and whether the enterprise of“Japanese Company”to the lessons learned behind?Second, the brand strategy implementation in China the Current Situation Many old famous“flash in the pen” Chinese and foreign enterprises in the Chinese market the brand war;just grow up to be a great impact on national brands. The last century, a little-know 80’s brand ,not being registered by trademark, is to be acquired, squeeze, even if the residue is hard going down really developed very limited.Here atypical case, the last
市场营销策略论文中英文资料对照外文翻译
市场营销策略 1 市场细分和目标市场策略 具有需求，具有购买能力并愿意花销的个体或组织构成了市场。然而，在大多数市场中，购买者的需求不一致。因此，对整个市场采用单一的营销计划可能不会成功。一个合理的营销计划应以区分市场中存在的差异为起点，这一过程被称为市场细分，它还包括将何种细分市场作为目标市场。 市场细分使公司能更加有效地利用其营销资源。而且，也使得小公司可以通过集中在一两个细分上场上有效地参与竞争。市场细分的明显缺点是，其导致了比单一产品、单一大市场策略更高的生产和营销成本。但是，如果市场细分得当的话，更加符合消费者的需求，实际上将生产更高的效率。 确定目标市场有三种可供选择的策略，它们是统一市场、单一细分市场和多重细分市场。统一市场策略即采取一种营销组合用到一个整体的、无差异的市场中去。采取单一细分市场策略，公司仍然仅有一种营销组合，但它只用在整个市场的一个细分市场中。多重细分市场策略需要选择两个或更多的细分市场，并且每个细分市场分别采用一种单独的营销组合。 2 产品定位 管理者将注意力集中于一种品牌，并以恰当的方式将其与类似的品牌相区分，但这并不意味着该品牌就一定能够最后赢利。因此，管理者需要进行定位，即塑造与竞争品牌和竞争对手的其他品牌相关的自我品牌形象。 市场营销人员可以从各种定位策略中加以选择。有时，他们决定对某一特定产品采用一种以上的策略。以下是几种主要的定位策略： 2.1与竞争者相关的定位 对一些产品来说，最佳的定位是直接针对竞争对手。该策略特别适用于已经具有固定的差别优势或试图强化这种优势的厂商。为排挤微处理器的竞争对手，Intel公司开展了一项活动使用户确信它的产品优于竞争对手的产品。公司甚至为电脑制造商出钱，让它们在自己的广告中带上“Intel Inside”标志。作为市场领导者，可口可乐公司推出新产品并实施其市场营销策略。同时，它密切注视百事可乐公司，以确保对主要竞争对手的任何一次巧妙、有效的营销举措采取相应的对策。 2.2 与产品类别和属性相关的定位 有时候，公司的定位策略有必要将自己的产品与其类别和属性相联系（或相区别）。一些公司尽力将其产品定位在期望的类别中，如“美国制造”。用一句某顾问的话来说，“当你说‘美国制造’的时候，有一种强烈的感情因素在吸引着你”。因此，一家名为Boston Preparatory的规模不大的运动服制造商正在运用这种定位策略，以期胜过那些并非所有产品都在美国制造的势力强大的竞争对手如Calvin Kiein和Tommy Hilfiger。 2.3 通过价格和质量定位 某些生产者和零售商因其高质量和高价格而闻名。在零售行业，Saks Fifth Avenue和Neiman Marcus公司正是定位于该价格—质量策略的。折扣店Target Kmart则是定位于该策略的反面。我们不是说折扣商店忽视质量，而是说它们更加强调低廉的价格。Penny's公司努力—并且大多获得了成功—通过升级高级服装线和强调设计者的名字将其商店定位于价格—质量策略上。 “品牌”一词是个综合性的概念，它包含其他更狭义的理解。品牌即一个名称和（或）标志，用以识别一个销售者或销售集团的产品，并将之与竞争产品相区别。 品牌名称由能够发音的单词、字母和(或)数字组成。品牌标志是品牌的一部分，它以符号、图案或醒目的颜色、字体的形式出现。品牌标志通过视觉识别，但当人们仅仅读出品牌名称的时候，品牌标志并不能够被表达出来。Crest、Coors、Gillette都是品牌名称。AT&T由醒目的线条构成的地球以及Ralph Lauren's Polo的马和骑手是品牌标志，而Green Giant（罐装冷冻菜蔬产品）和Arm&Hammer（面包苏打）既是品牌名称又是品牌标志。 商标是销售者已经采用并且受到法律保护的品牌。商标不仅包括品牌标志，如许多人所认为的那样，也包括品牌名称。1946年的The Lanham Art法案允许厂商向联邦政府注册商标，以保护它们免受其他厂商的使用或误
外文文献(市场营销策略)
Marketing Strategy Market Segmentation and Target Strategy A market consists of people or organizations with wants,money to spend,and the willingness to spend it.However,within most markets the buyer' needs are not identical.Therefore,a single marketing program starts with identifying the differences that exist within a market,a process called market segmentation, and deciding which segments will be pursued ads target markets. Marketing segmentation enables a company to make more efficient use of its marketing resources.Also,it allows a small company to compete effectively by concentrating on one or two segments.The apparent drawback of market segmentation is that it will result in higher production and marketing costs than a one-product,mass-market strategy.However, if the market is correctly segmented,the better fit with customers' needs will actually result in greater efficiency. The three alternative strategies for selecting a target market are market aggregation,single segment,and multiple segment.Market-aggregation strategy involves using one marketing mix to reach a mass,undifferentiated market.With a single-segment strategy, a company still uses only one marketing mix,but it is directed at only one segment of the total market.A multiple-segment strategy entails selecting two or more segments and developing a separate marketing mix to reach segment. Positioning the Product Management's ability to bring attention to a product and to differentiate it in a favorable way from similar products goes a long way toward determining that product's revenues.Thus management needs to engage in positioning,which means developing the image that a product projects in relation to competitive products and to the firm's other products. Marketing executives can choose from a variety of positioning strategies.Sometimes they decide to use more than one for a particular product.Here are several major positioning strategies:
品牌营销战略参考文献和英文文献翻译
品牌营销战略参考文献和英文文献翻译 目录外文文献翻译..............................................................................................1 摘要..........................................................................................................1 1. 品牌战略内涵与其功能意义.......................................................................2 2. 我国企业品牌发展概况..............................................................................3 2.1 国内品牌与国外品牌相比存在着很大的差距............................................3 2.2 品牌发展缺乏整体规划. (4) 2.3 产品质量低下品牌个性不足缺乏创新和发展能力.....................................4 2.4 品牌发展策略存在误区. (4) 3. 企业品牌策略选择..................................................................................6 3.1 树立正确的品牌竞争意识着力提高品牌竞争能力......................................6 3.2 搞好品牌定位培养消费者品牌偏好与品牌忠诚.. (6) 3.3 遵循品牌设计规律注重品牌形
市场营销策略外文文献及翻译
市场营销策略外文文献及翻译 Marketing Strategy Market Segmentation and Target Strategy A market consists of people or organizations with wants,money to spend,and the willingness to spend it.However,within most markets the buyer' needs are not identical.Therefore,a single marketing program starts with identifying the differences that exist within a market,a process called market segmentation, and deciding which segments will be pursued ads target markets. Marketing segmentation enables a company to make more efficient use of its marketing resources.Also,it allows a small company to compete effectively by concentrating on one or two segments.The apparent drawback of market segmentation is that it will result in higher production and marketing costs than a one-product,mass-market strategy.However, if the market is correctly segmented,the better fit with customers' needs will actually result in greater efficiency. The three alternative strategies for selecting a target market are market aggregation,single segment,and multiple segment.Market-aggregation strategy involves using one marketing mix to reach a mass,undifferentiated market.With a single-segment strategy, a company still uses only one marketing mix,but it is directed at only one segment of the total market.A multiple-segment strategy entails
市场营销_外文翻译_外文文献_英文文献_顾客满意策略与顾客满意
顾客满意策略与顾客满意营销 原文来源：《Marketing Customer Satisfaction 》自20世纪八十年代末以来, 顾客满意战略已日益成为各国企业占有更多的顾客份额, 获得竞争优势的整体经营手段。 一、顾客满意策略是现代企业获得顾客“货币选票”的法宝随着时代的变迁, 社会物质财富的极大充裕, 顾客中的主体———消费者的需求也先后跨越了物质缺乏的时代、追求数量的时代、追求品质的时代, 到了20世纪八十年代末进入了情感消费时代。在我国, 随着经济的高速发展,我们也已迅速跨越了物质缺乏时代、追求数量的时代乃至追求品质的时代, 到今天也逐步迈进情感消费时代。在情感消费时代, 各企业的同类产品早已达到同时、同质、同能、同价, 消费者追求的已不再是质量、功能和价格, 而是舒适、便利、安全、安心、速度、跃动、环保、清洁、愉快、有趣等,消费者日益关注的是产品能否为自己的生活带来活力、充实、舒适、美感和精神文化品位, 以及超越消费者期望值的售前、售中、售后服务和咨询。也就是说, 今天人们所追求的是具有“心的满足感和充实感”的商品, 是高附加值的商品和服务,追求价值观和意识多元化、个性化和无形的满足感的时代已经来临。 与消费者价值追求变化相适应的企业间的竞争, 也由产品竞争、价格竞争、技术竞争、广告竞争、品牌竞争发展到现今的形象竞争、信誉竞争、文化竞争和服务竞争, 即顾客满意竞争。这种竞争是企业在广角度、宽领域的时空范围内展开的高层次、体现综合实力的竞争。它包括组织创新力、技术创新力、管理创新力、产业预见力、产品研发力、员工向心力、服务顾客力、顾客亲和力、同行认同力、社会贡献力、公关传播沟通力、企业文化推动力、环境适应力等等。这些综合形象力和如何合成综合持久的竞争力, 这就是CSft略所要解决的问题。CS寸代,企业不再以“自己为中心”,而是以“顾客为中心”；“顾客为尊”、“顾客满意”不再是流于形式的口号, 而是以实实在在的行动为基础的企业经营的一门新哲学。企业不再以质量达标, 自己满意为经营理念, 而是以顾客满意, 赢得顾客高忠诚度为经营理念。企业经营策略的焦点不再以争取或保持市场占有率为主, 而是以争取顾客满意为经营理念。因此, 营销策略的重心不再放在竞争对手身上而是放在顾客身上, 放在顾客现实的、潜在的需求上。当企业提供的产品和服务达到了顾客事先的期望值, 顾客就基本满意；如果远远超越顾客的期望值, 且远远高于其他同行, 顾客才真正满意；如果企业能不断地或长久地令顾客满意, 顾客就会忠诚。忠诚的顾客不仅会经常性地重复购买, 还会购买企业其它相关的产品或服务；忠诚的顾客不仅会积极向别人推荐他所买的产品, 而且对企业竞争者的促销活动具有免疫能力一个不满意的顾客会将不满意告诉16-20个人, 而每一个被告知者会再传播给12-15个人。这样, 一个不满意者会影响到二、三百人。在互联网普及的今天, 其影响则更大。据美国汽车业的调查, 一个满意者会引发8笔潜在的生意, 其中至少有一笔会成交。而另一项调查表明, 企业每增加5%的忠诚顾客, 利润就会增长25%-95%。一个企业的80%的利润来自20%的忠诚顾客；而获取一个新顾客的成本是维持一个老顾客成本的6倍。所以,美国著名学者唐?佩 珀斯指出: 决定一个企业成功与否的关键不是市场份额, 而是在于顾客份额。 于是, 企业纷纷通过广泛细致的市场调研、与消费者直接接触、顾客信息反馈等方式来了解顾客在各方面的现实需求和潜在需求。依靠对企业满意忠诚的销售、服务人员, 定期、定量地对顾客满意度进行综合测定, 以便准确地把握企业经营中与“顾客满意” 目标的差距及其重点领域, 从而进一步改善企业的经营活动。依靠高亲和力的企业文化、高效率的人文管理和全员共同努力, 不断地向顾客提供高附加值的产品, 高水准的亲情般的服
品牌国际化外文翻译文献
品牌国际化外文翻译文献(文档含英文原文和中文翻译)
企业品牌战略研究 在经济全球化的今天，如何适应国际化潮流，建立强势品牌，提高竞争能力，已经成为国内企业面临的迫切问题。本文在分析我国企业营销品牌战略发展状况的基础上，从品牌战略的内涵与其功能意义入手，探讨了品牌战略在企业营销中的作用。企业需要综合运用多种竞争手段提高品意，搞好品牌定位，塑造良好品牌形象。 一、日系品牌全线崩溃 2006年11月22日上午，NEC宣布将推出2G及2.5G手机市场，这意味着继夏普、松下、东芝、三菱、三洋之后又一家日本手机厂商退出中国市场，日系手机除京瓷外几乎全部退出中国2G手机市场的争夺。 如果我们总结今天的中国家电市场与十年前有什么不同的话，我想，最大的不同就是，日系企业在中国的繁荣已经渐行渐远。 对于日系手机败退，乃至日系家电走到中国市场的低谷，主要原因有以下几点：一是企业制度呆板，决策困难，反应速度慢，与另市场现实格格不入，难以适应快速变化的中国市场;二是市场营销能力弱，产品规划能力不强，很难根椐自己对市场的判断与预测推出迎合消费需求的产品，一直处于跟风的被动局面，无法满足中国市场的需要;三是未能把握住产业转型最佳时机，是日系家电企业失去市场主导地位的重要原因。 日系企业在中国市场上走到边缘是否引起我们民族企业的深思？欲走国际化路线的企业又是否从“日系企业”的背后吸取教训？ 二、我国企业实施品牌战略的现状分析处 第一，众多昔日名牌“昙花一现”，中外企业在市场上的品牌大战，使刚刚成长起来的民族品牌受到极大的冲击。上世纪80年代稍有知名度的品牌，不是被抢注商标，就是被收购、挤垮，即使残留下来的也是惨淡经营，真正发展起来的极为有限。这里典型的案例，上世纪80年代至90年代初期，曾在空调界创下奇迹的华宝空调，在1998年被科龙收购，其后的品牌形象就一再下滑。 第二，品牌战略已日渐引起国内企业重视，获得政府的扶持。自上世纪80年代改革以来，我国社会主义经济建设取得了令人瞩目的成就，从计划经济时代走向市场经济时代的中国企业，品牌经营无从无到有。
市场营销战略论文中英文外文翻译文献
中英文外文翻译文献 消费者行为与市场营销战略 消费者行为学是研究个体,群体和组织为满足其需要而如何选择,获取,使用,处置产品,服务,体验和想法以及由此对消费者和社会产生的影响.传统上,消费者行为研究侧重于购买前和购买后的有关活动.关于消费者行为学的界定较之传统观点更广泛,它将有助于引导我们从更宽广的视角审视消费者决策的间接影响以及对买卖双方的各种后果.为了在竞争激烈的环境中求得生存,企业必须比竞争者更多地为目标客户提供价值.顾客价值是顾客从整体产品中获得的各项利益扣除各种获取费用后的余额. 1.市场营销战略 对每一选取的目标市场,都应分别制定营销战略.选择目标市场的关键性标准或依据是企业是否有能力提供较竞争品高的消费者价值.消费者价值很大程度上是由营销战略决定,所以公司在评估潜在目标市场时,应当发展一般的营销战略.
1.1 产品 产品是消费者获得和用于满足其需要的任何东西.消费者所购买的或追求的是需要的满足,而不是具体形态的物质特性. 1.2 传播 营销传播包括广告,人员分销,公共关系,包装以及企业提供的关于它自身及其产品的其他信号. 1.3 定价 价格是消费者为获得拥有,使用产品的权利而必须支付的金钱数量.消 费者可以拥有一件产品,也可以仅仅拥有产品的使用权. 1.4 分销 分销实际上是让顾客在需要的时候能买到产品,它对企业的经营成败至关重要.绝大多数情况下,消费者不愿为获得某一特定品牌而伤身费力.很明显,有效地渠道决策应即建立在掌握消费者在何处购买的知识的基础上. 2.市场分析 市场分析要求全面深入地了解企业自身能力,现在和潜在竞争者的实力,潜在消费者的消费过程以及经济的,物质的和技术的环境. 2.1 消费者 不了解消费者,就无法预测其需要与欲望,也无法对其需要做出恰当的 反映.发现消费者现在需要什么是一个复杂的过程,但一般来说,可以通过直接的营销调研予以实现 2.2 公司 每一个公司都必须透彻了解其满足消费者需要的能力.为此,需要评价 公司的各个方面,如财务状况,一般管理技巧,研究和开发能力,技术装
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文献出处：Guzzo T, D’Andrea A, Ferri F, et al. Evolution of Marketing Strategies: From Internet Marketing to M-Marketing[C]//On the Move to Meaningful Internet Systems: OTM 2012 Workshops. Springer Berlin Heidelberg, 2012: 627-636. 原文 Evolution of Marketing Strategies:From Internet Marketing to M-Marketing Tiziana Guzzo, Alessia D’Andrea, Fernando Ferri, and Patrizia Grifoni 1 Introduction Marketing is “the process which creates, communicates, delivers the value to the consumers, and maintains the relationship with consumers. It generates the strategy that underlies sales techniques, business communication, and business developments. It is “an integrated process through which companies build strong consumers relationships and create value for their consumers and for themselves” Marketing strategies have a long history and mainly interested economists and sociologists. The wide use of Internet, pervasiveness of social networks and the evolution of mobile devise are implying a wider involvement of interdisciplinary competences enlarging the interest toward ICT competences. This paper is to describe the evolution of marketing strategies from the advent of the Web (Internet Marketing) - through the advent of Social Networks (Marketing 2.0) - to the evolution of Mobile Social Networks (M-marketing). In particular, the paper analyses the use that Italian people make of mobile devices and the user perception and acceptance of M-marketing.