Global Business Program: marketing research
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Global Business Program: Marketing Research
!!
By: Gualdi Miriam,
Raduan muhi Samar, Sbarra Stefano,
Tolkacheva Irina, Vagin Andrey
!28th February 2014
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Table of content1. Trends
2. Analysis of international environment
3. Segmentation
4. Customer behavior analysis
5. Competition analysis
6. Marketing mix
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Trends
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Trend of going abroad
0
15000
30000
45000
60000
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
Austria Italy Russia
Source: United Nations data - http://data.un.org/Data.aspx?q=student+abroad&d=UNESCO&f=series%3aED_FSOABS 4
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Students abroadAustria Italy Russia
total number of mobile students
abroad12.721 39.761 49.585
% of global internationally mobile
students0.4 1.1 1.4
outbound mobility ratio 3.7 1.8 0.5
gross outbound ratio 2.3 1.2 0.4
5Source: UNESCO-Institute for Statistics
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Students hosted
Austria Italy Russia
total number of mobile students
hosted668.619 69.905 129.690
% of global internationally mobile
students1.9 2 3.6
inbound mobility rate 19.4 3.3 1.4
6Source: UNESCO-Institute for Statistics
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International environment
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Transnational environment and geocentric orientation
Emphasize interdependencies
Collaborative approach
High integrated network
Global strategy but responsive to regional needs
• Strong(responsiveness((• Weak(standardiza3on(
• Weak(responsiveness(• Weak(standardiza3on(
• Strong(responsiveness(• Strong(standardiza3on(
• Weak(responsiveness(• Strong(standardiza3on(
Global(environment(
Transna3onal(environment(
(Master'Global'
Business'
Mul3domes3c(environment(
Placid(interna3onal(environment(
Strategy: Global objectives with local adaptation8Source: Cullen & Parboteeh (2008); pp.261; Morschett, Schramm-Klein & Zentes (2009); pp.35.
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Segmentation
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Segmentation differences
Austria Italy Russia
21-30 23-28 21-23
Upper Austria, then other regions
only University of Bergamo
HSE, then other universities and
regions
2nd year 2nd year 1st year
business specializations
finance, management
almost every specialization
10Source: hse.ru; jku.at
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Customer behavior
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FCB grid
1
3 4
2High involvement
Low involvement
12Source: Richard Vaughn, 1980
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Main motivations
cross-cultural
cognitive
career enhancement
13Source: Krzaklewska, (2006), pp. 22
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Program benefits
education level
travelling experience
financial support from university
self-check
good CV with international group work experience
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Competition
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Competitors
+ -Master Global Business ACT
• completely global context involving three continents
• much more expensive than Global Business
• Global Business is more focused on finance
Lifelong Learning Programme (LLP), Erasmus and ISEP
Program
• long experience over the years • great variety of countries to
choose
• study plan and exams are not already defined
• Global Business is more targeted and focused on specific subjects
• lower scholarships
Boarding Pass Program
• program tailored to the specific curriculum of the students of the Master MAFIB
• the program does not cover the whole second academic year for the students of MAFIB
• lower scholarships
16Source: IMESS Program Site http://www.imess.eu/; Johannes Kepler Universität Linz Site http://www.jku.at/content; Higher School of Economics Nizhnj Novgorod Site http://nnov.hse.ru/; Università degli Studi di Bergamo Site http://www.unibg.it/
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Competitors
+ -Agreement for double degree
• educational qualification is fully recognized in the foreign country
• clear prospect to find easier a job in that specific country
• just few universities partner available
• the program is very focused on a specific country and not on a global context
• higher costs and lower scholarships
Exchange Opportunities
• long and comprehensive experience abroad
• the exchange opportunities do not show a fixed and detailed program as Global Business
• programs not organized directly by HSE. No continuity with what has been studied during the bachelor degree course
• programs are much more expensive
17Source: IMESS Program Site http://www.imess.eu/; Johannes Kepler Universität Linz Site http://www.jku.at/content; Higher School of Economics Nizhnj Novgorod Site http://nnov.hse.ru/; Università degli Studi di Bergamo Site http://www.unibg.it/
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Marketing mix
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Brand
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• the creation of a unique brand, simple and captivating in order to induce the students to associate immediately the brand with the program in the next years
• the current promotion is not enough appealing:
Country The name of the program
Italy Complementary degree in Global Business
Austria TROIKA or Master Global Business
Russia Global Business
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Video clip
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The main content
• pictures of the three universities
• images of the three cities (including also other cities not directly involved, such as Milan, Vienna and Moscow)
• additional services such as the Raab-Heim dormitory in Linz
• short interviews with the students from the previous years
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Featuresduration: from three to five minutes
the same video for the three universities: split of the costs
promotion in different ways: on the websites and on the Facebook pages of each university, on YouTube and on some students pages on Facebook (ESN, Erasmus Pages)
longer version of the video to show during the open days
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Global Business club
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The main goal - to keep in contact participants
future students students alumni
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Benefits
exchange practical information for future students (living conditions, studying)
problem solving for present participants
alumni association
increasing the luxury of the program and so attract more students
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Online marketing
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Specific targetgender
age
location
income
education
occupation
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Online marketing• target individuals with specific
education background
‣ Italy: very sharp segmentation
• social media as source of information
• like and share with friends
‣ rapid spread with others
• same content in all 3 countries
Economies of scale29
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Search engine marketing
• efficient targeting
‣ students actively searching for indicated keywords
• increases visibility of the Global Business program
• visible on the right side
Benefits:
Austria Russia
Keywords• master program • international business • international management
• глобальный менеджмент • магистратура
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Banners in relevant websites
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Brochures and posters
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• attracting projects
• attracting firms
• famous firms of each country
• personal brochure
• communicate emotions
• branding affect “Global business”
• achieves economies of scales
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The example of poster
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Conclusion
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Conclusion• common brand
• creates uniqueness
• desire of belonging to the Global Business Club
• attracts students with required education background
• advertisings have emotional appeal
• economies of scales
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