E-marketing

By BylineTin Wu on

第一章 网络营销概述——从交易到交互

  1. 电子商务与网络营销的关系：
    电子商务主要是解决交易的问题，具有物流、资金流、信息流三个方面，的本质是提高收入、降低成本以获得更高利润；网络营销是在电子商务的基础上为市场提供经济服务的新模式；电子商务是网络营销的支撑和平台。
  2. 课程配套资源：
    1. 配套教材《网络营销》：自2000年出版以来，改版四次，累计有五十余所高校采用，曾获教育部的高等学校优秀教材二等奖；
    2. 获取网络营销网课课程资源和专门的学习资料，请访问：营销工程与创新研究中心www.whueb.com
    3. 了解营销前沿信息，请关注：微信 “研美MEI营销社”公众号
    4. 试用网络调研，请访问：互助调研 www.ejuster.cn/
    5. 体验数字营销流程，请访问：数字营销仿真实践平fangzhen.ejuster.cn/
    6. 获取企业营销案例，请访问：中国教学案例网 www.cctc.net.cn/
  3. 同质网络主要是互嗨，对提升不大；异质性网络，也就是和不同层面、不同领域、不同年龄的人交朋友，会有更大突破。这也可以解释为什么成功的人往往比较孤独，因为需要不断地交新朋友而没有精力去维护。
  4. 老师一般不会很热情，是因为不想让事情太简单，老师的时间是很少的。所以找老师的时候需要想清楚问题，一定是对于自己很复杂但是老师很简单就可以处理的，一定是自己一定解决不出来的。不要“麻烦老师”，也就是不要让老师帮忙解决问题。一般是第三次才会开始热情。
  5. 情商高是营销的本质——要知道顾客需要什么。营销的起点和终点都是顾客，也即营销的本质是了解、满足顾客的需求。
  6. 老师强调术语的使用，强调本质思维，知其然知其所以然，比如可以用营销思维解释婚恋。
  7. 营销的三个层面：
    1. 需要：人的不满足的状态，有五个层面
      1. 生理需求 （呼吸、睡眠、饮食、性……）
      2. 安全需求 (人身安全、健康保障、财产安全、所有权保障……)
      3. 归属需求（友情、亲情、爱情、团队……）
      4. 被尊重的需求(自尊、受他人尊重和重视、成就、信心……)
      5. 自我实现的需求(理想、解决某类问题、实现某种价值、改变现实…..)
    2. 欲望：有改变的动机
    3. 需求：有能力（钱）去改变
  8. 出现需要，形成欲望，有钱就会形成需求，从而出现4ps。
  9. 黄老师认为营销有11个核心的概念，消费者认知来说：需要、欲望、需求、动机；战略来说：定位、市场导向（顾客导向（用户导向）、竞争导向（容易导致营销近视））；策略的概念：4ps。
  10. 冰山理论：人的行为只是20%的浮出水面的部分，还有80%是需要被挖掘的。也可以解释如何通过可观察的部分推测该用户其他特征。人的行为是多样的，但是人的内心（特质）是稳定的，需要通过行为去推测一个人的内心、偏好（稳定的），从而推测出其他的行为（多变的）。
  11. 营销有三个最核心的部分：企业-战略（营销管理）、消费者（消费者行为学）、营销研究（市场研究），三个部分相互联系形成闭环。
  12. 可以通过一个人的特质去推测一个人的行为并检验，从而提高自己的营销敏感性
  13. 营销的发展三动力：
    1. 顾客需求变化：消费者年龄的变化（包括年代的变化），年轻人成长的过程是一个从母体脱离从而独立的过程（叛逆是必要的，不然容易成为妈宝男，没有独立意识），叛逆的方式就是选择与父母不一样的东西，因此会寻找新技术的出现可以带来的独立感、成就感，由此和技术变革合二为一。因此消费者的需求是不断变化。注意营销要盯着年轻人，因为随着年龄增长消费欲望会下降，即需求会下降。
    2. 竞争对手变化
    3. 技术变革
  14. 25岁是一个坎，一个人25岁之后思维、价值观非常难以改变。因此不要试图改变成年人，不然会两败俱伤、伤痕累累。因为习惯是长期习得形成的，改变就会有不满足的状态，积累久了就很痛苦。想要改变别人最好的办法就是改变自己，他人在与自己的互动之中会有习得性改变。
  15. ABC：情感Affect、行为Behavior、认知Cognotion
    1. 理性模式：CAB，先了解、再产生情感、再行动（25岁以后再采取先讲道理的模式基本没的可能）
    2. 感性模式：ABC，两个人一见钟情、然后结婚、然后发现一堆问题
    3. CBA：初步了解、马上行动、最后形成态度（先讲道理，马上要你干，再干中再去感觉）
    4. BCA/BAC：行动式学习
    5. 干什么都别忘了B，也就是干！！！先做再说。
  16. 技术-产业-经济-社会
  17. 对某一个行业要专业到知道矿泉水瓶有23个触点。
  18. 老师非常强调技术！
  19. 消费旅程：C消费者——D做决定——J开始旅程（比如打开软件看见广告点击进入网页购买）
  20. so社会化 lo场景化 mo移动化——全场景营销
    1. 营销社会化：社会影响-规范影响；商业营销-口碑营销。UCG：用户创造内容。不听广告的，听朋友的。
    2. 场景关联化：需要全场景的跟进和跟踪，以往的营销靠记忆，现在靠关联，跑得了和尚跑不了庙。全场景消费旅程，要应景，要和场景融合。要以口碑、社会传播为主，不能以广告为主；营销要串起来，任何一个环节消费者都可以方便地转换
    3. 时空碎片化：产品的设计和服务的控制要适应消费者时空的碎片化
  21. Solomo是赋能用户的主导性和创造性，网络时代的市场营销是将线下市场和虚拟市场融合形成全景化市场，因此企业需要构建基于产品-场景-用户的三元交互的营销模式，支持用户行为的solomo。
  22. 类型一作业：
    老师对研究方向的建议：
    1. 放大行业视角：从目标人群盯着行业，不要只关注企业。比如讲瑞星咖啡，除了咖啡奶茶，还要看新业态、汽水对其的影响；
    2. 技术赋能：AI、BIG DATA、Cloud，Dock Chain体现somolo（so社会化 lo场景化 mo移动化）；
    3. 关注新新生代，05、00后，再大的用户就不要关注了；
    4. 要有详实的行业的数据资料（几十万字）。进行二手数据的分析和研究。包括专家的意见和行业的数据（可以去投行、统计局、专家、消费者评论等地方找）
    5. 最好自己做一个目标消费者的调查
  23. 定位：在细分市场中区别于其他产品、受消费者喜欢的差异化
  24. 老师给的思考方向：传统行业转型痛，比如云闪付就是推不出去很痛苦
  25. 类型二作业：案例分析的核心是总结战略核心和优点，注意要总结战略差异化的地方（爱奇艺的核心点是什么，价值观、理念、定位是什么。汇报的时候要写一个口号，围绕其分析战略、为什么这样做、未来可不可持续）。注意对象是白嫖的用户而不是付钱的顾客，顾客思维强调交易，要有结果和利益；用户思维强调交互、情感。要一句话说明白，我认为balabala，然后要用营销理论去自圆其说。
  26. 4ps-4c-4e：快乐、体验、启迪、情感。前两个还是顾客思维，4e是用户思维。

    但要注意，网络营销的支撑点还是4p，只是在定位的方向、模式上有所改变。从4c、4p转向4e的愿意是因为原来消费者还是靠记忆来进行购买，所以企业为了抢占消费者的心智资源，会不断重复广告刺激消费者，即垂直势能营销，强调质量、价格、渠道、广告刺激；但是现在消费者选择多了，对被动广告十份排斥，因此发展出水平关联型，喜欢沟通、不喜欢说服。所以要从说服走向对消费者的赋能和支持。
  27. 水平关联营销的基石：激发并利用社群的交互社会性
  28. 科特勒90岁了，离年轻人太远了。写出来的营销5.0也是换汤不换药，看起来是这么回事但是实际上没有抓住精髓。
  29. 学术研究要归纳凝练科学问题。
    1. 要提出好的问题，以往的研究没有做过
    2. 要提出好的理论，找到新的变量就是为企业找到新的思路
  30. 原来的现实场景是分离的，AIDMA，为了联系各个环节需要消费者记忆；
    AISAS，所以需要曝光、流量
  31. 网络营销策略的转变：
  32. 生态系统思维：不需要所有产品都赚钱
  33. 互联网红利消失：阿里巴巴垄断稀缺流量，广告费用高企。比如依靠线上平台的企业上市之后，销售额从70亿到100亿，但是利润下降了1亿，是因为为了销售额的提升，边际流量成本急剧上升。
  34. 双边市场：当一个平台连接了两个使用群体的时候，双边市场就产生了。比如银泰吸引商铺交租金，吸引用户来消费。
  35. 网络效应：价值=用户数量的平方，当用户数量越多价值急剧增长，达到一定数量用户之间互动，就会出现涌现。该效应又分为内部的网络效应，比如商场里面又有吃的又有玩的，相互引流；溢出效应（外部效应），比如这个商场人多了，其他商超人就少了。

第二章 网络营销的战略分析——做正确的事

  1. 幽默搞笑背后的理论是良性冲突
  2. 移动是用来玩的，产品的三大属性，由于现在物质丰富，功能价值边际价值下降，体验价值有即时性，需求很强烈，满足功能价值后就需要得到符号价值。现在互联网产品应该注意符号价值和体验价值，符号价值需要连接用户，即社群。
  3. pest宏观分析是和swot联系在一起的，在判断机会和威胁时就需要从宏观、消费者、竞争者几个方面来看。对于网络营销，pest主要从技术方面分析。

  4. sor模型：企业做任何事情首先需要刺激消费者、通过消费者和用户心理的一系列反应影响他们的行为，达成企业目的。理想情况下消费者应该经历这样的过程：首先消费者注意，然后形成知晓度，再形成对消费者的态度和评价，当这二者到一定程度就会形成意向，导致消费者的行为，比如重购和议价。我们强调和消费者的融合，融合消费者会给企业贡献和帮助。





  6. 注意企业类型、规模与市场地位、企业产品处于的阶段的调节作用
  7. 社会资源是有连接，但是人不一定能够帮你；社会资本是投入关系之中，得到回报。
  8. 基本上任何一个业态生命时间基本只有10年，因为20年一代人，且用户衰减的速度是两倍速。
  9. 交易思维：顾客-品牌资产-忠诚
    交互思维：用户-品牌认同-契合
    因此营销需要借力用户创造、相互支持、相互迭代
  10. DSP企业产生需求 SSP社会化媒体提供渠道 DMP数字化平台进行画像 RTB电子竞标平台进行竞标，整个过程0.2秒，每个人打开app就会产生一个广告位。
  11. 经济关系对情感关系有挤出效应，因此经济需要处在次要地位。
  12. 交易关系-交互关系。
  13. 营销科学学报、南开管理评论。问题的重要性、研究的严谨性。
  15. 管理研究是一个科学研究过程，它:
    1. 描述或解释
    2. 个体(Individual)、群体(Group)以及组织(Organization)
    3. 在某些特定条件下
    4. 作出的行为和决策
    5. 目的是为了预测产出或者结果
  16. 计划行为理论：意向（你情我愿）、个人感知行为的控制性（有钱有房有车）、主观规范性（父母祝福）
  17. 三种关系从弱到强：相关关系，但是可能存在伪相关；或然解释关系，也许是这样的；因果关系。
  18. 先找框架，搞不清楚就看测量题项；还是看不懂看假设。

第三章 营销信息系统——数字化营销的支撑

互联网时代的宝藏：大数据

  1. 大：大数据的四个特点（4V）：
  2. 数：大数据的数据来源：
    1. 大数据与传统数据的本质区别：传统数据主要是交易数据/结果数据，主要是围绕资金进行，服务于管理。而移动互联网时期更加强调用户的互动和交互的数据，包括人与人货场，不一定导致交易。所以以往的数据系统为结果导向，强调效率，而现在的数据强调对人的理解，从而产生本质不同。
    2. 大数据主要来源于互联网和物联网。
    3. 数据是所有网络营销的基础和保证。
  3. 据：运用大数据进行决策
    1. 数据不再缺乏，需要多维分析。
    2. 不能只关注相关，更要透过现象看本质，避免错误结论。因此不能完全抛弃小数据。
  4. 大数据可以通过四个层级对未来决策做一个参考。需要与用户互动、实时、场景化，而且要求研究和策略迭代，营销要工程化、实时化：
    1. 描述性分析：数据是什么样的
    2. 诊断分析：在描述的基础上，对那些好哪些不好有一个基本的判断
    3. 预测分析：在诊断的基础上对未来进行预测
    4. 预见分析：对规律的把握和洞察，算出在未来的某一个时刻，应该是什么样的

大数据的管理：云计算

  1. 云计算的三个层级：
    1. saas：最上层，通过互联网提供按需付费的应用程序
    1. paas：中间层，平台层面的服务，提供开发、测试、管理的服务
    2. iaas：最底层，提供计算资源
  2. 云计算为人工智能提供条件：

    智能感知目前比较强，但是认知智能还很弱。目前用的比较多的叫做机器学习，比如其中最受欢迎的一种叫做深度学习，深度学习又有强化学习和监督学习。

营销信息系统

  1. 有了ABC的技术，还需要营销信息系统将技术融合，为业务服务。打通了上游的供应链管理和下游的用户关系管理，实现信息流、资金流、物流三流合一。
  2. 有了上述基础，就可以利用数据进行数字化，即把业务自动化，靠数字驱动而不是人来驱动，这是和原来管理模式的本质不同。
  3. 营销信息化原来是IT技术，现在是DT技术，从信息系统走向数据系统。其本质区别为IT是为管理者服务的，强调管理和控制；DT是为用户服务的，强调消费者的体验，满足用户需求，是一种流程化的驱动。
  4. 原来的营销是大众标准化的，现在的营销是个性化的，需要随时随地地做精准化营销。原来的决策一年做一次可以让领导做决策，有时间调整；但现在根本不可能靠人，因此需要营销工程化、自动化、实时化，这就需要数据、需要与用户进行交互。从帮助领导理解，转向对用户的快速响应。
  5. 互联网时期企业要和用户互动就需要营销的站点，可根据企业的定位和需要分为五种类型、六大功能。

社会网络分析

  1. 社会网络分析将人看成一个个体，而这些个体是被网络连接起来的。人与人之间有各种各样的关系，比如交易关系、兴趣关系、人际关系。社会网络是理解消费者交互关系的重要工具。
  2. 社会网络的测量：
    1. 度数：一个节点链接了多少其他的节点
    2. 中心度：度数越高、中心度越强，传播力更强
    3. 度分布：网络中度数的分布，一般来说是正态分布，即每个成员影响力差不多；但是微博可能是偏态分布，少数人影响了大部分用户。
  3. 移动互联网、5G、物联网推动数据的产生——云计算为数据管理提供虚拟化的资源支撑——人工智能提升对数据挖掘、利用的效率。有了这些工具就可以建立以用户过程为中心的实时化的营销信息系统。

第四章 网上消费行为——SOLOMO

  5. 形成flow体验的原因：
  6. 流体验根据用户的行为可分为目的导向型、体验型。两种行为可以相互转换，但是企业需要根据不同的目的进行设计。
  7. 网络消费者的需求和心理动机与马斯洛的需求金字塔密切相关：

  8. 营销需要在不同的社区根据需要和定位进行营销。比如用户在交易社区更强调公平、在兴趣社区更强调爱好、在关系社区强调情感、在幻想型社去强调个人价值的实现。
  9. 用户不同的购买动机：
  10. 顾客、用户、粉丝的区别：
  11. 购买行为的分类：

    习惯性购买主要是重复性的购买，用户很少花时间进行产品的衡量；多样性购买容易受到优惠条件的影响；复杂式购买往往比较昂贵、次数也比较少，消费者会花大量的时间进行比较；单一式购买同样复杂、昂贵、不常购买，但是消费者对品牌的选择并不多，价格成为主要因素。
  12. 网络营销的购买过程不太强调消费者的记忆，但是社群的分享十分重要。
  13. solomo在消费旅程中的体现：

  14. 影响消费者的因素
  15. 网络外部性/溢出效应：
  16. 社区只是一群人在一个地方呆着，但是社群还需要产生交互和链接。交互性和互动性是二者的本质区别。
  17. 社会关系的类型：

    根据社群中成员关系的不同，就可以分为不同的社群：关系社群、兴趣社群、交易社群、幻想社群。他们会有不同的特征：

    其中兴趣类社群为中度关系，既可以发展为偏人际的强关系、也可以是偏交易的弱关系，是未来发展的趋势。
  18. 消费者参与社群的动机：
  19. 要通过这三种与用户的互动提高用户对社群的认同，使得用户留存下来
  20. 虚拟品牌社群的社会化策略
    1. 信息反馈：用户可以得到平台的反馈甚至奖励，激励用户、提高归属感
    2. 用户教育：使得用户了解社群规则、使用技巧等
    3. 互动支持：鼓励用户相互交流
  21. 品牌社群的维持需要依靠用户的认同，分为以下几个方面：
  22. 组织认同、品牌认同、品牌社区认同与认同四个维度的关系模型：
    要使得消费者的身份认同与品牌形象高度一致，品牌代表着我、我代表着品牌。
  23. 认同的内在作用机制：

第五章 网络顾客忠诚管理——从顾客关系到用户交互


  1. 支付宝的余额宝借款十分方便，支付宝把资金汇集之后成为银行的超大客户，银行为了留住这个超大客户给出8%的高利率，支付宝将7%还给顾客，自己留1%作为管理费用。这告诉我们对于大客户，可以是一种交易，但是对于小客户应该利用长尾效应、将小客户汇集起来，给企业带来网络溢出效应、网络链接的价值、价值共创的价值。
  2. 忠诚顾客的价值：
    1. 对价格不敏感，给企业溢价的空间
    2. 口碑推荐，降低销售成本
    3. 重复购买，节约营销成本
  3. 互联网时期客户更愿意建立忠诚的原因：
    1. 互联网难以辨别真伪，建立忠诚建立信任，降低风险
    2. 互联网节奏快，消费者往往愿意选择一个合适的企业长期购买，降低选择成本
    3. 可以通过大数据和社交媒体与顾客更好地服务，为顾客提供一对一长期交流提供可能
  4. 经典营销理论中，顾客忠诚的基础是顾客满意，因为消费者会寻求态度和行为的一致：
  5. 忠诚也有很多种类型，只有超值忠诚涉及情绪，被认为是真正的忠诚。
  6. 满意作为一种态度和顾客忠诚的行为并不是完全对应的，还受到一些条件的调节，一般来说购买量越大、风险越大，满意越容易导致忠诚；方便性动机越强，满意对忠诚的影响越弱。
  7. 另外一种推动用户忠忠诚的途径：提高媒体丰裕度，使得用户控制感更强，从而使用户愉悦，从而提高用户忠诚。
  8. 提高用户体验的8c：
  9. 培养顾客忠诚还可以通过顾客个性化、顾客的差异化实现。
  10. 提升顾客忠诚：
    1. 留住已有的顾客：其中尤其注意投诉的顾客不是坏的顾客，因为其认同企业，希望其改进，而不是形成负面口碑传播。
    2. 制造退出障碍：可以利用顾客的损失厌恶
    3. 提高顾客满意度：
  13. 关系营销：用户和企业建立长期互动的营销
  14. 对于不同关系的顾客要采取不同策略的营销活动，以下是根据与用户关系强弱进行的分类：
  15. 什么是客户：
  16. 人际关系凌驾于业务关系之上会给公司带来很大的风险和隐患：
  18. 二八定律与长尾理论的对比：
  19. 客户关系管理系统的好处：
  20. 典型的客户关系管理系统：底部是数据、顶部是与顾客的互动、中间是对数据的分析（中台）
  21. 客户关系管理系统的组成可以用7p来概括：

    传统的客户关系管理是一种支持系统，以销售人员为核心，帮助销售人员更好地销售；现在的系统是一种业务驱动系统，以用户为核心，销售人员于其是协同关系，共同地为顾客提供持续良好的服务。
  22. 购物篮效应：消费者购买时往往不是只购买一种商品，而是一篮子商品，比如不赚钱的剃须刀就是一种诱导商品。因此企业在做决策时要有一种整体思维。
  23. 现在的客户关系管理不仅要管理客户本身，还要管理客户的朋友、朋友的朋友，帮助客户建立圈层：
  24. 如何建立品牌兴趣社群？
    1. 找同好：找到客户共同的爱好：将有相同兴趣爱好的人聚集一起，首先要找到社群内的灵魂人物，通过各种渠道找到社群的人员，这个阶段需要考虑社群的定位、社群的管理模式、情感的方向、产品的方向。
    2. 定结构：确定社群内部结构：职责、规范、规模（150为好）
    3. 产输出：内容的输出：让大家能获得有价值的信息
    4. 巧运营：激发社群的交互、更多人参与：通过活动增加归属感和仪式感，保持社群的活跃度。
    5. 能复制：形成有效的模式，通过社群的裂变复制到更多的领域，实现兴趣社群的动态演化和持续的增长

第六章 网络营销产品策略——从企业创造到用户创造

  1. 产品的目的是为了满足用户的需求，消费者需求分为深度需求和多样性需求。单一产品可以满足深度需求，现在相互关联的产品矩阵可以满足多样性需求。更进一步可以形成一种生态系统的模式，多种产品相互协同、各有分工，快速地进行生态循环。
  2. 从信息获取的角度可以把产品分为搜索特性和体验特性；即使体验也无法了解的叫做信任产品；从用户对产品认知的角度做了进一步区分：几何、触觉、机械产品。
  6. 新产品开发强调迭代、用户参与。
  8. 服务的四个特性所带来的挑战：

  9. 服务逻辑驱动：从实体向虚拟的一种服务的逻辑来提升服务质量。比如苹果从硬件产品到服务平台。

第七章 网络营销价格策略——从免费到商业模式

  3. 互联网定价常用低价策略，尤其是产品和服务同质化时，但也会带来恶性竞争的风险。一个有效的方法是定制化生产，通过差异化降低顾客对价格的敏感度；另外也有企业进行动态定价、自动调价、声誉定价
  4. 概率定价的内涵
  6. 盈利模式：

第八章 网络营销渠道策略——从交易达成到场景连接

  2. 营销渠道本质上是解决价值的传递问题。一种是以产品为中心，以物的接触方式，依靠中间商；另外就是依靠人（群体）的方式，通过网红群体来进行传递。
  3. 随着技术的发展，中间商原来关注交易的便利性和管控性，转向提供交互的体验性和服务性。
  4. 未来渠道将会从多渠道向全渠道发展，要关注用户体验，从用户的消费旅程的角度建立触点。为消费者提供一种一体化的营销模式。

第九章 网络营销促销策略——从企业促销到用户沟通

  3. 传统的沟通更多地是企业在说服消费者，企业希望消费者知道它的产品、价格、渠道是最好的，通过广告刺激让消费者记住企业，通过建立知名度和美誉度强化消费者认知和记忆，最终获得消费者忠诚和重复购买。上述过程可以称之为“垂直势能的构建”。而互联网时期的用户更多地水平沟通，对垂直沟通的接受程度不高，且由于用户的记忆资源和能力有限，无法记住企业希望消费者记忆的内容，因此加强与用户的情感链接。
  7. 促销强调互动性，来增加用户对产品的了解和接触，如果促销过余频繁，消费者可能会关注促销本身，而忽略促销的产品。

第十章 网络营销广告——从大众广告到智能广告

  4. 广告类型
    1. 旗帜网络广告：
    2. 电子邮件广告
    3. 搜索广告：搜索引擎广告、搜索引擎优化
    4. 信息流广告

  5. 信息流广告的投放：第一要对用户进行画像；第二要明确投放的场景；第三要确定广告的目标。

第十一章 社会化媒体营销——从企业说服到口碑传播

  3. 注重口碑的五大动机


  4. 社群的分类

    1. 极致思维：交易社群可以通过为消费者提供极致体验，让消费者对企业产生情感
      免费思维：吸引用户参与，在别的地方赚钱
      集体思维：利用群体行动的冲动性

    2. 社会资本：大家为了在未来获取一种社会资源而进行的社会关系的投入
      娱乐思维：让营销好玩
      社交思维：让品牌成为用户社交的载体


    3. 书写标题的4u原则：紧迫性、独特性、具体性、价值性
  5. 四大社交平台的属性
    1. 微博
    2. 微信
    3. 抖音
    4. 小红书

题目

  • 如何在双赢模式下构建企业的竞争优势？
    • 巩固公司现有竞争优势，同时加强顾客沟通，将顾客从购买者转变为贡献者，提高用户对企业的长期价值。
    • 为入侵者设置障碍，增强警觉，快速反应，提高竞争门槛。
    • 企业不断的迭代产品和服务，以应对不断变化的顾客需求。
    • 保证上下游企业的良好关系，形成高效业务链，确保企业的竞争优势。
  • 在移动互联网中，关于用户的成长节点描述正确的有哪些？
    • 用户成长的关键节点为0-5%（萌芽-成长期），5%-15%（发展期），15%-45%（成熟期）。
    • 萌芽期风险是比较大的，但对创新企业也才意味着机会。
    • 进入成长期以后，大企业开始考虑投资，中小企业的机会越来越小。
    • 进入成熟期，企业需要更多的去适应、求稳，而不是追求突破。
  • SURE网络营销理论包含哪几个方面的内容？
    • 强调口碑的扩散（Spreading）
    • 关系融合（Unification）
    • 路径营销（Route）或导流
    • 精准营销（Exactness）
  • 菲利浦·柯特勒先生提出的营销4.0更多的强调是：
    • 社会化和大数据
    • 顾客互动
    • 体验
    • 交易
  • 从4P来看，移动互联网时期的新变化正确是：
    • 产品从强调以功能为核心、打造高质量转变为强调满足个人的痛点的需求。
    • 定价从以成本的博弈赚取更大的利润转变为需要让用户提供价值，让用户对产品的价值感知超出其期待。
    • 渠道从强调一种便利性网络转变为强调社会化（圈子和粉丝）。
    • 促销从强调沟通刺激转变为强调传播和分享。
  • 企业如何才能做到生态思维？
    • 打造平台，利用平台的网络效应，越多的吸收用户，用户之间关联的价值就会越高。
    • 运用连接思维，融合头部顾客（大顾客）和长尾顾客（小顾客），通过跨界的异质性带来创新和突破。
    • 开放共享，让更多的人交流和使用，增加网络性，带来更多的价值，形成生态性。
    • 吸收外部的资源来进行快速迭代，聚集用户的力量，注重crowd source（众包）和群体智能，体现众发众创。
  • 网络营销的前沿技术主要有：
    • 大数据、人工智能、云计算
  • 大数据的特点主要有
    • 体量大，增长速度非常快，基本上每隔一两年数据就会翻一倍，而且是非结构数据。
    • 多样性，意味着数据有文本、图像、视频等各种各样的形态，而不仅仅只有一种形态。
    • 数据存储的速度非常快，需要实时的分析。
    • 大数据的价值密度比较稀，但价值量本身非常大。
  • 在移动互联网时期，用户的互动和交互数据包括
    • 人与人的交互
    • 人与物的交互
    • 物与物的交互
    • 人与场景的交互
  • 关于云计算，正确的有
    • PaaS是为开发、测试和管理软件应用程序提供按需开发环境，是平台层面的服务。
    • IaaS向云计算提供商的个人或组织提供虚拟化计算资源，是基础设施层面的服务。
    • SaaS通过互联网提供按需软件付费应用程序，为云计算提供托管和管理软件应用程序，是应用层面的服务。
    • 华为提供IaaS服务，阿里巴巴提供PaaS服务，支付宝则通过SaaS向很多企业提供服务。
  • 根据营销决策分析，我们可以将大数据分析分为以下那几个层次？
    • 描述性分析，即告诉你数据是什么。
    • 诊断分析，在是什么的基础上告诉你哪些好，哪些不好。
    • 预测分析，告诉你未来可能会怎么样。
    • 预见分析，它会通过数据建立一个模型，这个模型通过仿真可以预测未来的变化，通过预见分析就可以知道在确定时间地点事情会是什么样的状态。
  • 关于文本分析方法正确的有
    • 文本分析是指对文本的表示和对其特征项的选取。
    • 文本分析是文本挖掘、信息检索的一个基本问题，它把从文本中抽取出的特征词进行量化来表示文本信息。
    • 文本分析包括很多种，比如中文文本分析就可以拿我们的文本做切词，或者根据词性进行文本分析。
    • 文本分析是在数据收集完成以后，使用得比较多的一种数据处理方法。
  • 关于用户在网络信息空间的访问模式，正确的有
    • 浏览模式，它是一种随机的、非正式性的、没有特定的目的的模式。
    • 探索模式，用户有一个概念领域的目标，但也不是特别确定，需要通过搜索来发现最终需要的信息。
    • 寻找模式，用户有明确的目标去获取有效的信息。
    • 用户的目的性在这三种方式之间存在一种递进关系，从无目标到有模糊目标到有明确的目标。
  • 根据互联网顾客访问目的,我们可以将顾客访问分为以下哪几种？
    • 有购买目的的访问，在这种访问到购买关系的类型中，访问一般都能导致即时购买。
    • 搜寻、考虑性访问，访问常常不伴随有购买行为，甚至也没有购买计划。
    • 观赏性浏览访问，消费者并没有明确的目标，在访问过程中看到合适的产品可能会产生冲动性购买。
    • 知识积累型访问，在这类访问中消费者本来没有购买计划，只是想获得产品知识为以后购买决策提供帮助。
  • 约哈格尔将网络社区分为
    • 交易社区
    • 兴趣爱好型社区
    • 关系型社区
    • 幻想型社区
  • 互联网时期的AISAS模式是
    • 引起注意
    • 发生兴趣
    • 搜索调查
    • 进行购买和共享意见
  • 关于消费者网上购买行为的影响因素正确的有
    • 与产品相关的因素，包括产品的特性、产品价格、购物的便捷性和安全可靠性。
    • 网上信息的影响因素，包括信息内容、信息偏向、信息来源、传播渠道和信息表现。
    • 社会化影响因素，是指消费者在做决策时会参考其他人的信息，它有两种影响类型，规范性影响和信息化影响。
    • 在社会化影响中，有一个比较有趣的现象叫群体无意识，是指在群体中个体跟随主流意见，不主动思考，做出非本性行为，比如羊群效应。
  • 网络用户之间交互关系的形成有以下哪几种方式
    • 基于相似关系，类似于物以类聚，人以群分，或者是大家处在同样的空间，比如老乡。
    • 社会关系，比如说自己的亲朋好友。
    • 交互关系，比如说大家在兴趣社群中交流之后形成的关系。
    • 流动关系，是由信息的传递，资源的流动带来的关系。
  • 消费者参与社区的动机有
    • 信息性动机和工具性动机
    • 自我实现动机和人际关系动机
    • 社会提升动机
    • 娱乐性动机
  • 虚拟品牌社区如何社会化用户
    • 信息反馈
    • 用户教育
    • 互动支持
  • 根据消费者决策过程，可以将顾客忠诚分为以下哪几类
    • 认知忠诚
    • 情感忠诚
    • 意向忠诚
    • 行为忠诚
  • 关于网络顾客满意与顾客忠诚的关系，正确的有
    • 当顾客对公司的信任程度越高时，满意就越能导致忠诚。
    • 当顾客购买的感知价值越高时，满意就更能导致忠诚。
    • 用户的购买量越大，越有可能产生顾客忠诚。
  • 以下哪些策略可以帮助企业构建用户体验
    • 定制化精准营销；增加互动接触，增强客户粘性。
    • 培养顾客对产品知识的学习来降低产品使用的成本。
    • 关爱自己的顾客，建立情感连接；建立社区，让用户之间进行交流。
    • 提供产品选择，为顾客带来便利；满足用户个性化需求。
  • 企业应该如何建立顾客忠诚：
    • 留住顾客
    • 制造退出障碍，增加顾客离开的转换成本
    • 提升顾客满意度
    • 保证顾客交易的安全和隐私安全
  • 企业如何建立品牌兴趣社群
    • 找到客户共同的爱好，将相同兴趣爱好的客户聚集在一起
    • 确定社群的结构
    • 经常性的内容输出，激励社群成员的参与和交流
    • 通过活动，增强社群成员的仪式感和归属感，保持社群的活跃度
  • 根据消费者决策过程，可以将顾客忠诚分为以下哪几类
    • 认知忠诚
    • 情感忠诚
    • 意向忠诚
    • 行为忠诚
  • 关于网络顾客满意与顾客忠诚的关系，正确的有
    • 当顾客对公司的信任程度越高时，满意就越能导致忠诚。
    • 当顾客购买的感知价值越高时，满意就更能导致忠诚。
    • 用户的购买量越大，越有可能产生顾客忠诚。
  • 以下哪些策略可以帮助企业构建用户体验
    • 定制化精准营销；增加互动接触，增强客户粘性。
    • 培养顾客对产品知识的学习来降低产品使用的成本。
    • 关爱自己的顾客，建立情感连接；建立社区，让用户之间进行交流。
    • 提供产品选择，为顾客带来便利；满足用户个性化需求。
  • 企业应该如何建立顾客忠诚：
    • 留住顾客
    • 制造退出障碍，增加顾客离开的转换成本
    • 提升顾客满意度
    • 保证顾客交易的安全和隐私安全
  • 企业如何建立品牌兴趣社群
    • 找到客户共同的爱好，将相同兴趣爱好的客户聚集在一起
    • 确定社群的结构
    • 经常性的内容输出，激励社群成员的参与和交流
    • 通过活动，增强社群成员的仪式感和归属感，保持社群的活跃度
  • 互联网在定价方面哪些特点：
    • 全球性
    • 价格是高度透明
    • 顾客拥有很强的话语权
    • 低价位定价
  • 互联网上常用的定价策略有
    • 使用定价
    • 概率定价
    • 拍卖定价
    • 低价策略
  • 某品牌的手机有黑色和白色两种颜色，商家采用了概率定价的策略，若消费者愿意接受商家随机发货则可以享受一定的价格折扣。你认为概率定价具有哪些特征？
    • 互动性
    • 新奇感
    • 不确定性
    • 低期望
  • 在淘宝上，不同商家对同一款商品的报价存在价格差异，你觉得原因有哪些？
    • 商家的知名度
    • 价格歧视
    • 产品的不可比较性
    • 公众对商家的信誉度
  • 肯德基会提供免费的无线网络，顾客连接无线时需要进行登陆界面的操作，输入手机号和验证码或关注公众号即可连接免费wifi。关于免费价格策略，你认为以下哪些是正确的？
    • 具有间接收益的特点
    • 商家可以发掘用户的后续商业价值
    • 世界上没有免费的午餐,免费价格策略也面临着风险
    • 具有无形化的特点
  • 关于双边市场，正确的有
    • 对商家来说，当平台获得一定用户后可以用规模经济来降低商家的生产成本；对消费者来说，平台为消费者提供了集体议价的渠道，能够增加消费者信用。所以说这对三方都是有利的。
    • 双边市场是指同时存在两个不同的用户——商家和消费者，双方通过平台来实现交互。
    • 以往的商家直接将商品卖给消费者，这是直接市场。而双边市场下，通过中间平台可以聚集相关信息，降低交易成本。
    • 双边市场最核心的内涵是，当平台向需求双方索取的价格总水平保持不变时，如果任意一方价格的变化都会对平台的总交易量产生直接的影响，那么这个平台市场就被称为双边市场。
  • 社交型电商是新型零售电商的重要类型，你认为社交型电商包括以下哪几种形式？
    • 内容分享型，如小红书
    • 分销型，如云集
    • 社区团购型，如十芸团
    • 拼购型，如拼多多
  • 新零售时代，消费者需求的变化有哪些特点？
    • 实时化
    • 体验化
    • 交互化
    • 个性化
  • 当下的移动时代，互联网带来的人口红利已被逐渐淡化，线上用户规模增长减缓，线上流量成本抬高，各大电商也纷纷布局线下零售，京东便利店、天猫小店、苏宁小店等应运而生。你认为线下零售商的优势有哪些？
    • 智能化服务
    • 全景化交互
    • 实时服务
    • 场景化体验
  • 自马云在阿里云栖大会上提出“新零售”的概念后，关于“新零售”的讨论和探索就从未停止过。你觉得新零售出现的原因是什么？
    • 新中产阶级崛起
    • 移动支付等新技术
    • 服务的模式和理念的改变
    • 线上零售遭遇天花板（导流成本高）
  • 关于信息技术在渠道功能方面的改进，正确的有：
    • 在所有权流上，信息技术提供了允许厂商和消费者直接交易的条件，减少中间商
    • 在实物流上，信息技术能够帮助实现及时供货，优化供应链
    • 在促销流上，利用互联网可以实现终端的即时兑付执行；信息处理更为数字化和自动化，在协商流、订货流、支付流、财务流上，降低了工作量，提升信息处理效率
    • 在风险流上，精准的市场数据预测，有助于企业更高速地应对风险，降低库存压力
  • 聚合支付是融合了第三方支付平台、合作银行、合作电信运营商及其他服务商接口等多种支付工具的“包容性”支付工具，无论消费者使用支付宝还是微信支付，或者其他支付工具，都可以进行支付。你认为聚合支付的特征有哪些？
    • 支付数据碎片化
    • 支付渠道和场景碎片化
    • 支付需求多样化
    • 移动端平台碎片化
  • 网络营销促销策略有哪些？
    • 社群营销
    • 定制营销
    • 病毒式营销
    • 口碑营销
  • 企业的营销站点有哪些类型？
    • 信息型
    • 社交型
    • 兴趣型
    • 交易型
  • 企业网站应该如何推广和获取公域流量？
    • 企业运作新媒体导流
    • 线下市场进行推广
    • 门户网站导流
    • 搜索引擎推广
  • 关于互联网促销正确的有？
    • 消费群体和消费行为发生变化，直接参与生产和商业流通的循环，大范围的选择和理性的购买
    • 时空观念发生变化，由具体的物理时空观到虚拟的电子时空观
    • 信息沟通方式发生变化，由单向转变为双向的、快捷的、互不见面的信息传播模式
  • 网络营销促销有哪些作用？
    • 互动功能
    • 告知功能
    • 创造需求和稳定销售功能
    • 说服功能
  • 与传统广告相比，网络广告具有下面哪些特点
    • 网络广告更容易转换为购买行为
    • 广告效果更具有可统计性和准确性
    • 容易突破时间空间限制
    • 宣传方式更加多样化
  • 网络广告的主要形式有哪些
    • 电子邮件广告
    • 旗帜广告
    • 搜索广告
    • 信息流广告
  • 互联网广告更加具有跟踪性和可测量性，所以其广告定价的指标应该有
    • 点击量click，即有多少人点进去看内容
    • 浏览量views，即有多少人看到
    • 访问量visit，即看完内容后有多少人可能被引流去相应网站
    • 行为action，即有多少用户下载或者下单
  • 互联网广告的定价模式有
    • 销售付费
    • 行动付费
    • 时间计费
    • 流量计费
  • 程序化广告的参与者有
    • 数据管理平台DMP，对用户进行管理和分析
    • 广告主方，也叫需求方平台（demand side platform）
    • 广告服务方，包括创意平台、验证平台、监测分析平台等
    • 广告资源的提供方，SSP/AdX等
  • 信息流广告的特点有
    • 原生性，即广告跟内容合在一起，与背景合二为一，没有突兀感
    • 广告内容是动态的，投放也是动态的
    • 广告内容是动态的，投放也是动态的
  • 网络口碑具有哪些特点
    • 口碑是把双刃剑，一方面有利于消费者表达自己，另一方面口碑也会成为消费者宣泄的工具，这会对企业造成伤害
    • 口碑的内容往往多种多样，有文字图片视频，同时口碑也是可跟踪和可测量的
    • 口碑不是一次性的，往往具有很强的长尾效应，具有涟漪效应
    • 互联网时代口碑可以被记录，也可以再传播，所以它的效率更高、影响更大
  • 口碑传播动机包括
    • 社会连结和说服
    • 印象管理
    • 情绪调节
    • 信息获取
  • 根据社群的需要，一般把社群分为
    • 关系社群,以人际关系建立的社群
    • 兴趣社群,因某个共同的兴趣聚集在一起的社群
    • 交易社群,纯粹为商务目的服务的社群
    • 幻想社群,聚在一起参与角色扮演、探索娱乐性的虚拟社群
  • 关于社群与营销策略正确的是：
    • 在交易社群中，要强调公平公正公开，用户以纯粹的交易为目的，更重视销售和购买的效率
    • 在关系社群中，强调维持用户间的情感关系，应做品牌关系内容或促进用户进行交互
    • 幻想社群是一种体验化和虚拟化，需要跟品牌的调性相结合
    • 在兴趣社群中，强调用户的参与和创造
  • 微博营销作为一种弱关系和信息型营销，可以使用下面哪些策略
    • 微博作为媒体，扮演传播渠道的角色，企业需要结合场景等因素进行统一整合
    • 增强消费者与品牌或意见领袖之间的互动，比如鼓励消费者分享自身的体验
    • 强调情感性，情感性的内容更容易吸引互动和被再次传播
    • 企业可以通过具有话题性的热点事件来提升消费者的关注度，并激发他们的参与

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