全球营销

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参考教材：全球营销
老师信息：李晓；B442，周四下午老师有时间。

营销专业和老师沟通会有很多，老师欢迎和老师进行沟通，有任何全球营销相关的课程都可以沟通。

3，组小组，三到五个同学

4，international更多地是一只脚跨出去；global是资源在全球的配置。我们是global marketing，研发最强的是什么地方就设在什么地方；什么地方劳动力优质，就去哪里设置工厂。

5，学习框架：理论框架、案例分析、文献翻译、实证论文。也就是最后会有一篇实证的、专业的、符合需要的论文。题目没有通过审核得重新来。

6，不用某一本固定的教材，每一章都会有中英文的论文、PDF、PPT，提取共性学习理论。《全球市场营销》svend hollennsen；7-10篇英文文献；每一章3-5篇中文文献。每小组一篇英文文献的阅读、翻译、读书报道。每周会考察上周的中文文献阅读。

7，课程安排：

第一章：绪论

第二章：原产国品牌营销（如何延伸、反转？）

第三章：先行者全球营销（全球、外国、本土文化定位）

第四章：后来者全球营销（走出去？走进去？走上去？）

第五章：全球客户营销（帮手还是对手？）

第六章：跨文化的消费者行为（正向创新？逆向创新？）

8，全球营销可以概括为跨文化营销。

9，平时成绩：PPT、小组翻译、读书报道、待定（调查），占50%；最后的paper占50%。

10，前几周会稍微慢一点，3/1的时候会加速，开始发放英文论文；一半的时候要开始准备论文；要结束的开始调查、交翻译、交读书报道。

11，每章上完课会布置一个作业，本章的案例分析的PPT，每个小组讲一次。讲完和课代表商量下节课我们讲，自己选案例、制作、互动问答。一般15-30页左右、一定要有小组分工，还要详细（第一页）。

翻译有半个学期准备、一个小组一篇，有20+页英文。有能力还可以重复一遍，copy一篇实验。

读书报道一般4/5页，是否小组未知。

个人课程论文尽量有一个文件夹，有论文、有原始数据，保证论文完整、真实，这是最基本的导向。有同学做26页。一篇论文可以交多个课程，很多课程都打通了。11周之前老师可以给予指导，11周节课后还要继续写paper，到16周左右交。（原话是：正式开始写就不能再有老师参与了。）结论不影响分数，如果辛辛苦苦做了一堆数据结果假设模型不成立还是可能高分。主题有研究的意义、过程真实有效、用实证数据说话就可。

第二章 原产国品牌营销

第一章绪论+第二章.ppt

二。案例讨[论

三。文献

全球营销笔记.docx

1，原产地是指目标市场消费者对产品的原产地或原产国的内在印象，是消费者对该国的总体认知。

2，作业：看案例自己琢磨，下节课过来碰撞观点。以Prada为主，从Prada中国公司和代工厂的角度出发分析，也可以扮演其他类似的品牌、代工厂、电商都行。基于案例进行分析、可以做什么，不要做多了，最多一两个。下次来要自带角色和观点进行整合。然后看一下文献，看个一篇留个印象。周六晚之前小组产生，发给马。

3，原产国效应COO：

品牌原产地影响消费者对品牌的评价，进而影响购买倾向。

原产地效应的影响要大于价格、经销商声誉，甚至品牌名称。

一般是地域+产品类型的组合，不包括公司。

这个要是全球消费者的共同认知是，中国白酒可能就不算。

影响途径：

晕轮效应（光环效应）

首因效应：对产品的初次体验有着深刻印象

品牌效应：品牌不不仅是质量的保证，还有其他广泛的价值和利益，甚至代表某种社会生活方式。

概括效应（总结性效应）：当消费者体验多种品牌后会进行提炼与归纳，将其作为评价该国其他同类产品的依据。

影响因素：

1，原产地因素

A、原产地的个性：基于原产地个性产生的品牌价值、情感感知。

B、原产地的代表品牌和集群品牌

C、原产地经济：分为原产地品牌和原产国品牌

4，原来的产品只有一个制造地；后来出现“杂交”产品，把原产地进一步分为设计地COD和组装地COA；再后来出现“品牌原产地”，指品牌最初是在哪个国家生产和培育的，和总部啥的无关。也有联合利华这种两个国家公司合并的例外。有一类企业你无法把它和国家对应起来，这就是天生的国际企业，一般诞生于网络，且网络产品、服务居多，一开始外贸单多、规模较小、较新。

5，无原产国品牌优势的全球营销：

       适当利用消费者的品牌原产国困惑，回避原产地的负面形象。

              隐藏商标

              异地建立生产基地

              与有声望的零售商合作

       打造自主品牌

       国家品牌战略

       争取TRIPS协议中的地理标志保护

              非来源地的商品不得以任何方式，明示暗示来源地，误导公众

              虽来源地真实，但是误导公众，应禁止使用

在先或善意使用例外。（善意使用，比如说品牌已经非常有名了，使用地理标志反而拔高了标致形象）

              在先善意注册商标的除外。

6，资本市场和商品市场相互交织，上市公司对于股价、年报的追求，会对营销计划形成压力，不可避免地变为快速的、工业的消费品。

7，作业：范围锁定在原产国，通过案例一定要有结论有建议。一句话两句话把结论弄出来。我们的案例要完成三个，是什么（案例描述分析）、结论、 如何做。每篇论文都要认认真真看明白。每个小组要一个从生活中来的问题，并给一个假设。只搞一个。15min。

8，论文思路：

       A—（D）—C——B：

       A影响B吗？（主效应）

       A影响B受D的调节和影响吗？增强还是削弱？

       A如何影响B的？是否是通过C影响B的？

A:品牌定位；B：顾客感知价值；D：产品质量

9，

问题:产品质量对品牌想要实施的原产国困惑策略有影响吗？

我们的假设：在品牌之间和顾客感知价值之间存在调节因素。

10，老师会设坑，比如问这篇论文有没有发现某某某，不应该回答是或否，二是不显著、显著、没有发现……

11，读完论文一定要想一想能不能脱稿说出这篇论文的内容，如果不能那就白读了，因此做阅读时需要做好笔记和总结概括。不要直接把假设的结果往上怼，有的结论是主因素，是论文的主要贡献，有的结论是调节变量；然后除了假设和突破，我们还要关注如何指导实际。

12，这位老师反正会扯回去的，对异议也不是非常欢迎，有不一样的看法不影响授课就可以憋着。

第三章   先行者的全球营销

第一节   标准化战略和本土化战略

第二节 本土VS外国VC全球消费文化

1，标准化战略：把世界看成一个大市场，不必理会国家之间的区别，吧国内销售的产品及营销方法直接带到国际市场，用同样的方法销售同样的商品。

适用产品条件：

质量领先

具有原产地优势

具有民族文化特色

尚未成熟的高新技术产品

全球相似需求的消费品，高层次全球服务项目

2，本土化战略：跨国公司进入某国市场后，将生产、经营、管理、人事等经营要素融入当地文化的过程。

       主要构成：

产品本土化

渠道本土化

定价本土化

促销本土化

更深阶层次的研发本土化

营销人力资源本土化

企业文化本土化

3，glocal

4，作业：看三篇新文献+分析案例宝洁的得与失；第二节的广告、第一节的三篇文献和案例

5，作业：找一个混搭的案例，归纳为什么做得好做不好；有一些产品在不变的情况下做了不同的文化的广告。怎么做混搭，给标准；怎么做逆向创新；产品不变的情况下怎么做文化定位。

6，作业：看完第四章ppt、2020年财富的网页、案例文件夹。暂不需要啊看论文

第四章   后来者的全球营销

1，全球市场的先行者

成本优势：

学习曲线理论：

更多产品–更低成本–更大份额，以此循环。

用户网络效应和顾客资源

品牌效应。

2，先行者不一定能持续领先

缺乏产业化的其它资源,如资金、营销能力、组织结构等

先行者面临更大的不确定性，决策的风险特别高

3，全球市场的后来者

       劣势

较低的原产地和品牌形象。

有限的全球管理经验及资源。

跨国公司的竞争。

优势

       后发优势。

       最新的技术。

       需求变化。

       新的营利模式。

营销战略

零星研究：寻找市场先行者忽略的市场缝隙,采取低成本或者差异化战略。如：汰渍

创牌战略VS贴牌战略

创新战略

贴牌者创新战略

模仿者创新战略

挑战者创新战略

颠覆者创新战略

4，颠覆性创新理论

第一种: 通过锁定现有产品没有服务到的顾客群体从而产生新的市场。

第二种: 竞争现有产品市场上的低端消费者。

特征

(1)非竞争性

不与现有主流市场竞争者争夺用户，而是通过满足新的现有主流产品的“非消费者”来求得生存与发展。

（2）初始阶段的低端性

破坏性创新据以立足的是低端市场，而维持性创新占据的往往是高端市场。

如果破坏性创新一开始就立足于现有的主流市场，那么这种创新就变成了维持性的了，即维持现有市场在位者的创新。

破坏性创新的新进入者才能够避开现有高端市场的激烈竞争，从而成长壮大。

（3）简便性

简便使得使用者变得更为广泛，并使产品的价格更加低廉。

同时，简便也使得现有主流市场的竞争者对破坏性创新不屑一顾。

简便性也为创新的市场扩散提供了良好的条件，操作如果过于复杂将不利于创新在产业中的扩散。

(4)顾客价值导向性

能够帮助顾客创造价值，以顾客价值为导向。

缺少这一点，破坏性创新就失去了存在的价值。

5，持续创新（Sustaining Innovation）：

从市场领导者手中抢夺现有市场

6，解剖案例，要总结出之后别人走的可依赖的路径。

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