营销工程实验

  1. 信息需求有两大支持系统——内部报告和情报系统,但是依然有信息缺口,因此需要调研系统。信息需求得到满足后形成insight,也就是见解,这种见解可以为营销决策提供支持。
  2. 感知价值理论:感知价值分为功能价值和情感价值,情感价值又分为符号价值和体验价值。
  3. 社会交换理论
  4. 峰终理论:消费者不会记住每一个环节,而是对最独特的环节印象最深刻,而且这个环节越靠后越好。利用在服务营销中则是对每一个环节标准化以节约成本,但是在最后针对不同的顾客提供个性化服务。
  5. 参照点理论:顾客会对商品形成内部参考价格,一般形成一个参考价格需要三次以上的刺激。所以最好让降价没有规律,用不确定性促销,比如降价7折到5折,具体折扣靠抽奖;或者买赠的时候也靠抽签。但是功能性产品一般是理性决策,所以这种策略会降低体验;追求情感性价值的时候由于会增加体验感,因此更有效。
  6. 社会聚焦理论
  7. 调节匹配效应:promotion状态易于购买得到性的广告;provention状态易于购买失去性的广告。比如消费者之前看的是悲惨的新闻,可以推送失去性的广告。

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