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Chapter 8

E-marketing

E-marketing

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The definition of marketing is:

‘Marketing is the management process responsible for identifying, anticipating and satisfying customer requirements profitability’

Which e-marketing tools can assist?Web, e-mail, databases, wireless and digital television

Identifying – how can the Internet be used for marketing research to find out customers’ needs and wants

Anticipating – anticipating the demand for digital services

Satisfying – how to achieve customer satisfaction through the electronic channel

Distinguishing e-marketing and e-business

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(a) Electronic business has some degree of overlap with electronic marketing. From the discussion of the marketing concept above we can reject this since both e-marketing and e-marketing are broad topics.

(b) Electronic business is broadly equivalent to electronic marketing. This is perhaps more realistic, and indeed some marketers would consider e-business and e-marketing to be synonymous.

(c) Electronic marketing is a subset of electronic business. It can be argued that this is most realistic since e-marketing is essentially customer-oriented and it has less emphasis on supply chain and procurement activities in comparison with e-business.

5Figure 8.1 The e-marketing plan in the context of other plans

The e-marketing plan in the context of other plans

E-marketing defined

Achieving marketing objectives through use of electronic communications technology

Another similar term is digital marketing

E-marketing planning

A e-marketing plan is needed to detail the specific objectives of the e-business strategy through marketing activities

SOSTAC – a generic framework for e-marketing planning

8   SOSTAC™ – a generic framework for e-marketing planning

SOSTAC

Developed by Paul Smith (1999)Summarizes the different stages that

should be involved in a marketing strategy from strategy development to implementation

10 Inputs to the e-marketing plan from situation analysis

Inputs to the e-marketing plan from situation analysis

Demand analysis

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What percentage of customer businesses have access to the Internet?

What percentage of members of the buying decision in these businesses have access to the Internet?

What percentage of customers are prepared to purchase your particular product online?

What percentage of customers with access to the Internet are not prepared to purchase online, but are influenced by web-based information to buy products offline?

What are the barriers to adoption amongst customers and how can we encourage adoption?

Figure 8.5 Customer demand analysis for the car market

Competitor Analysis

The monitoring of competitor use of e-commerce to acquire and retain customer

Companies should review:Well-known competitorsWell-known international competitorsNew Internet companies locally and worldwide

Intermediary analysis

Identifying relevant intermediaries for a particular marketplace

Identify strategic partners when executing an online advertising campaigns

To consider the way the marketplace is operating

Stages in target marketing strategy development

15  Stages in target marketing strategy development

Online value proposition

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A clear differentiation of the proposition from competitors’ based on product features or service quality.

Target market segment (s) that the proposition will appeal to.

How the proposition will be communicated to site visitors and in all marketing communications. Developing a tag line can help this.

How the proposition is delivered across different parts of the buying process

How the proposition will be delivered and supported by resources – is the proposition genuine? Will resources be internal or external?

Summary of communication models for (a) traditional media (b) new media

17  Summary of communication models for (a) traditional media, (b) new media

Summary of degree of individualization

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Summary of degree of individualization for (a) traditional media (same message), (b) new media (unique messages and more information exchange between

customers)

Channels requiring integration as part of integrated e-marketing strategy

19 Channels requiring integration as part of integrated e-marketing strategy

Channel integration required for e-marketing and mixed-mode buying

20  Channel integration required for e-marketing and mixed-mode buying

The elements of the marketing mix

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 The elements of the marketing mix

Issues with varying the mix online

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Do we vary the mix online or replicate offline? Is the offer clear – brand proposition, online offer Is online differentiation defined? Is online differentiation communicated? Key online mix variables

Product Price Place Promotion Service: People, Process, Physical evidence

Online mix options

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ProductExtend range (Tesco)Narrow range (WH Smith iDTV)Online-only products (banks)Develop new brand (Egg)Migrate existing brand (HSBC)Partner with online brand (Waterstones and

Amazon)

Online mix options

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PriceDifferential pricing:

Reduce online prices due to price transparency and competition (easyJet)

Maintain price to avoid cannibalisation of offline sales (Dixon)

New pricing options (software, music):RentalPay per useReverse auctions (B2B)Dynamic pricing (concert tickets)

Online mix options

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Place = avoiding channel conflictsDisintermediation – sell direct Reintermediation – partner with new

intermediariesCountermediation:

Form new intermediariesPartner with existing intermediariesDistance from intermediaries

(Abbey National)

Online mix options

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PromotionSelective use of new online tools for

different stages of the buying process and customer lifecycle

Online only campaigns Integrated campaigns – incorporating online

tools into communications mix

Online mix options

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ServicePeople

Automate – use web self-service, offer customer choice

ProcessChange process for service – contact strategies

Physical evidenceSite design – differentiate or support brandFulfilment quality