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Transcript of Chapter 17- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter...
![Page 1: Chapter 17- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Seventeen Direct and Online Marketing: Building Direct.](https://reader035.fdocuments.in/reader035/viewer/2022070403/56649f2e5503460f94c47ef1/html5/thumbnails/1.jpg)
Chapter 17- slide 1Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall
Chapter Seventeen
Direct and Online Marketing: Building Direct Customer
Relationships
![Page 2: Chapter 17- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Seventeen Direct and Online Marketing: Building Direct.](https://reader035.fdocuments.in/reader035/viewer/2022070403/56649f2e5503460f94c47ef1/html5/thumbnails/2.jpg)
Chapter 17- slide 2Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Direct and Online Marketing: Building Direct Customer Relationships
• The New Direct-Marketing Model• Growth and Benefits of Direct Marketing• Customer Databases and Direct Marketing• Forms of Direct Marketing• Online Marketing• Setting up an Online Marketing Presence• The Promise and Challenges of Online Marketing• Public Policy Issues in Direct Marketing
Topic Outline
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Chapter 17- slide 3Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
The New Direct-Marketing Model
Direct marketing is:
• A marketing channel without intermediaries
• An element of the promotion mix
• Fastest-growing form of marketing
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Chapter 17- slide 4Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Growth and Benefits of Direct Marketing
• Convenience
• Ready access to many products
• Access to comparative information about companies, products, and competitors
• Interactive and immediate
Benefits to Buyers
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Chapter 17- slide 5Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Growth and Benefits of Direct Marketing
• Tool to build customer relationships
• Low-cost, efficient, fast alternative to reach markets
• Flexible
• Access to buyers not reachable through other channels
Benefits to Sellers
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Chapter 17- slide 6Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Customer Databases and Direct Marketing
• Customer database is an organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data
Customer Database
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Chapter 17- slide 7Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
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Chapter 17- slide 8Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
Direct-mail marketing involves an offer, announcement, reminder, or other item to a person at a particular address
• Personalized• Easy-to-measure results• Costs more than mass media • Provides better results than mass media
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Chapter 17- slide 9Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
Catalog direct marketing involves printed and Web-based catalogs
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Chapter 17- slide 10Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
Telephone direct marketing involves using the telephone to sell directly to consumers and business customers
• Outbound telephone marketing sells directly to consumers and businesses
• Inbound telephone marketing uses toll-free numbers to receive orders from television and print ads, direct mail, and catalogs
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Chapter 17- slide 11Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
Direct-response television (DRTV) marketing involves 60- to 120-second advertisements that describe products or give customers a toll-free number or Web site to purchase and 30-minute infomercials such as home shopping channels
• Less expensive than other forms of promotion and easier to track results
Direct-response television
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Chapter 17- slide 12Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
• Kiosk marketing
• Digital direct marketing technologies– Mobile phone marketing– Podcasts– Vodcasts– Interactive TV
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Chapter 17- slide 13Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
Mobile phone marketing includes:
• Ring-tone giveaways
• Mobile games
• Ad-supported content
• Contests and sweepstakes
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Chapter 17- slide 14Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Forms of Direct Marketing
Podcasts and vodcast involve the downloading of audio and video files via the Internet to a handheld device such as a PDA or iPod and listening to them at the consumer’s convenience
Interactive TV (ITV) lets viewers interact with television programming and advertising using their remote controls and provides marketers with an interactive and involving means to reach targeted audiences
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Chapter 17- slide 15Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Internet is a vast public web of computer networks that connects users of all types around the world to each other and to a large information repository
Marketing and the Internet
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Chapter 17- slide 16Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Online Marketing Domains
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Chapter 17- slide 17Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Business to consumer (B2C) involves selling goods and services online to final consumers
Business to business (B2B) involves selling goods and services, providing information online to businesses, and building customer relationships
Online Marketing Domains
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Chapter 17- slide 18Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Consumer to consumer (C2C) occurs on the Web between interested parties over a wide range of products and subjects
Blogs– Offer fresh, original, and inexpensive ways to
reach fragmented audiences– Difficult to control
Online Marketing Domains
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Chapter 17- slide 19Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Consumer to business (C2B) involves consumers communicating with companies to send suggestions and questions via company Web sites
Online Marketing Domains
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Chapter 17- slide 20Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Types of sites– Corporate Web site– Marketing Web site
Setting Up an Online Marketing Presence
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Chapter 17- slide 21Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Corporate Web site is designed to build customer goodwill and to supplement other channels, rather than to sell the company’s products directly to:
• Provide information
• Create excitement
• Build relationships
Setting Up an Online Marketing Presence
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Chapter 17- slide 22Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Marketing Web site is designed to engage consumers in interaction that will move them closer to a direct purchase or other marketing outcome
Setting Up an Online Marketing Presence
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Chapter 17- slide 23Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• To attract visitors, companies must:– Promote an offline promotion and online
links– Create value and excitement– Constantly update the site– Make the site useful
Designing Effective Web Sites
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Chapter 17- slide 24Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Designing Effective Web SitesThe Seven C’s
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Chapter 17- slide 25Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Forms of online advertising– Display ads– Search-related ads– Online classifieds
Placing Ads and Promotions Online
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Chapter 17- slide 26Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Banners are banner-shaped ads found on a Web site
• Interstitials are ads that appear between screen changes
• Pop-ups are ads that suddenly appear in a new window in front of the window being viewed
• Rich media ads incorporate animation, video, sound, and interactivity
Placing Ads and Promotions Online
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Chapter 17- slide 27Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Search-related ads are ads in which text-based ads and links appear alongside search engine results on sites such as Google and Yahoo! and are effective in linking consumers to other forms of online promotion
Placing Ads and Promotions Online
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Chapter 17- slide 28Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Other forms of online promotion include:
Placing Ads and Promotions Online
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Chapter 17- slide 29Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
Content sponsorships provide companies with name exposure through the sponsorship of special content such as news or financial information
Alliances and affiliate programs are relationships where online companies promote each other
Viral marketing is the Internet version of word-of-mouth marketing and involves the creation of a Web site, e-mail message, or other marketing event that customers pass along to friends
Placing Ads and Promotions Online
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Chapter 17- slide 30Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Social Networks (Web communities) allow members to congregate online and exchange views on issues of common interest
• iVillage.com
Creating or Participating in Social Networks (Web Communities)
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Chapter 17- slide 31Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Marketers are developing enriched messages that include animation, interactivity, and personal messages with streaming audio and video to compete with the cluttered e-mail environment
Using E-mail
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Chapter 17- slide 32Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Spam is unsolicited, unwanted commercial e-mail messages
• Permission-based marketing allows users to opt in or opt out of e-mail marketing
Using E-mail
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Chapter 17- slide 33Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Online Marketing
• Online marketing will remain an important approach in the marketing mix to:– Build customer relationships
– Improve sales
– Communicate company and product information
– Deliver products and services more effectively and efficiently
The Promise and Challenges of Online Marketing
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Chapter 17- slide 34Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Public Policy Issues in Direct Marketing
• Customer irritation, unfairness, deception, and fraud
• Privacy
• Security
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Chapter 17- slide 35Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Public Policy Issues in Direct Marketing
• Irritation includes annoying and offending customers
• Unfairness includes taking unfair advantage of impulsive or less-sophisticated buyers
• Deception includes “heat merchants” who design mailers and write copy designed to mislead consumers
• Internet fraud includes identity theft and financial scams
Irritation, Unfairness, Deception, and Fraud
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Chapter 17- slide 36Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Public Policy Issues in Direct Marketing
• The concern is that marketers may know too much about consumers and use this information to take unfair advantage
• Sale of databases
• Microsoft
Invasion of Privacy
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Chapter 17- slide 37Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall
Public Policy Issues in Direct Marketing
• Can Spam
• California Online Privacy Protection Act (OPPA)
• Children’s Online Privacy Protection Act (COPPA)
• TRUSTe
A Need for Action