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1、E-MARKETING(From:E-Marketing by Judy Strauss,Adel El-Ansary,Raymond Frost-3rd ed.1999 by Pearson Education pp .G4-G25.)As the growth of G shows, some marketing principles never change.Markets always welcome an innovative new product, even in a crowded field of competitors ,as long as it provides cus

2、tomer value.Also,Googles success shows that customers trust good brands and that well-crafted marketing mix strategies can be effective in helping newcomers enter crowded markets. Nevertheless, organizations are scrambling to determine how they can use information technology profitably and to unders

3、tand what technology means for their business strategies. Marketers want to know which of their time-ested concepts will be enhanced by the Internet, databases,wireless mobile devices, and other technologies. The rapid growth of the Internet and subsequent bursting of the dot-com bubble has marketer

4、s wondering,What next? This article attempts to answer these questions through careful and systematic examination of successful e-mar-keting strategies in light of proven traditional marketing practices.（Sales Promotion;E-Marketing；Internet；Strategic Planning ）1.What is E-MarketingE-Marketing is the

5、 application of a broad range of information technologies for:Transforming marketing strategies to create more customer value through more effective segmentation ,and positioning strategies；More efficiently planning and executing the conception, distribution promotion,and pricing of goods,services,a

6、nd ideas;andCreating exchanges that satisfy individual consumer and organizational customers objectives.This definition sounds a lot like the definition of traditional marketing. Another way to view it is that e-marketing is the result of information technology applied to traditional marketing. E-ma

7、rketing affects traditional marketing in two ways. First,it increases efficiency in traditional marketing strategies.The transformation results in new business models that add customer value and/or increase company profitability.2.Environment,Strategy,and Performance (ESP)E-Marketing flows form the

8、organization s overall e-business strategies and selected business environment,where legal,technological,competitive,marketrelated,and other environmental, factors external to the firm create both opportunities and threats. Organizations perform SWOT analyses to discover what strengths and weaknesse

9、s they have to deploy against threats and opportunities. This SWOT analysis leads into e-business and e-marketing strategy. Firms, select e-business strategies and e-business models, and then marketers formulate strategy and create e-marketing plans that will help the firm accomplish its overall goa

10、ls. The final step is to determine the success of the strategies and plans by measuring results. Performance metrics are specific measures designed to evaluate the effectiveness and efficiency of the e-business and e-marketing operations. this is so important in today s e-business climate that media

11、 reports seem to be full of references to ROI and other measures of success for e-business strategies and tactics featured in the model.The esp model might just as easily depict a brick-and-mortar business process -by removing a few e s this underscores the idea that e-businesses are built on sound

12、practices and proven processes but with important e-transformations and emarketing practices, as discussed in this book.This chapter examines the environmental factors in the ESP model, whereas Chapter 4 and Chapter 5 explore these important factors in more depth. Chapter 2 delves into the strategy

13、area, and Chapter 3 discusses the e-marketing planning process.The marketing environment is ever change, providing plenty of opportunities to develop new products, new markets, and new media to communicate whit customers, plus new channels to reach business partners. At the same time, the environmen

14、t poses! Competitive, economic , and other threats. This section introduces three key environmental factors that affect e-marketing : legal, technological, and marketrelated factors.Current and pending legislation can greatly influence e-marketing strategies. Chief among these are laws concerning pr

15、ivacy, digital property, expression, and fraud. Privacy is difficult to legislate, yet it is critically important to consumers who routinely yield personal information over the Internet. One hot issue involves opt-out e-mail. This occurs when users must uncheck a Web page box to avoid being put on a

16、 few users read the Web page carefully enough to notice the opo-out box. Digital property problems began in the Web s early days and continue to puzzle firms and legislators alike. In a medium where content is freely distributed, it can be freely ripped off-not a good thing for the content authors.

17、Spam, offensive content , and other forms of personal expression conflict whit user rights and thus, from an ongoing discussion among legislaer needs? Finally , new technology brings new opportunities for fraud. Although regulatory agencies are working hard to prevent fraud, enforcement is difficult

18、 in a networked world.Technological developments are altering the composition of Internet audiences as well as the quality of material that can be delivered to them. For example, about 20% of the U.S. Population enjoys high-bandwidth connections-primarily cable modems and DSL lines-that enable deliv

19、ery of multimedia content. Some Web sites are beginning to create three forms of content :a high- speed multimedia form, a standard PC offering, and a handheld format for wireless devices such as cell phones. The prolofera-tion of wireless devices creates a new set of design challenges as firms try

20、to squeeze content onto tinier screens. Also important are technology concerns in developing countries. As communication infrastructures improve and more people use handheld devices ,new geographic markets develop. Further ,e-marketing is evolving through software advances. For instance, technologie

21、s that target consumers according to their online behavior are becoming increasingly sophisticated. Incorporating these technologies into Web site design can give a firm a distinct competitive advantage.3.E-Business MarketsSergio Zyman, formerly chief marketing officer of Coca-cola ,has been quoted

22、as saying, marketing is supposed to sell stuff. One way information technology helps sell stuff if they dont identify appropriate markets. Exhibit 15 highlights three important markets that both sell and buy to each other: businesses, consumers, and governments. Although this book focuses on the B2C

23、 markets are where most business activity occurs.The business market is huge because a higher proportion of firms are connected to the Internet than consumers, especially in developing countries. Much of the B2B online activity is transparent to consumers because it involves proprietary networks tha

24、t allow information and database sharing .Consider FedEx, the package delivery firm. This company maintains mation . Its customers can schedule a package pick-up using the Web site, track the package using a PC or handheld Palm Pilot, and pay the shipping bill online. Sometimes the shipping order is

25、 automatically triggered when a mail notification of its delivery progress to the retailer.The Internet is a global market with opportunities existing in unimagined locations, which is why e-marketers must understand consumers in potential geographic segments. For example, with an annual average inc

26、ome of US$300, Vietnamese citizens who opt to spend 28% of their salary on online services do not have much purchasing power. Further, there are waiting lists for automobiles in Vietnam, so an online branding campaign might be a waste of resources . Conversely, Iceland and Denmark are two of the mos

27、t wired countries in the world with over 60% Internet penetration. Also, consumers in many countries pay by the minute for local phone access. This is a tremendous deterrent to the kind of casual surfing practiced by Internet users in developed nations. In addition, the infrastructure in some countr

28、ies does not support high-speed modems. Content delivered to these countries may, therefore, have to be light on bandwidth. Chapters 15 and 16 look at global Internet markets in more detail.4.Strategic PlanningAmazon, like every other marketer on and off the Web, uses strategic planning to get ready

29、 for a profitable and sustainable business future. Strategic planning is the “managerial process of developing and maintaining a viable fit between the organizations objectives”, Two key elements of strategic planning are the preparation of a SWOT analysis and the establishment of strategic objectiv

30、es.the SWOT analysis examines the company s internal strengths and weaknesses with respect to the environment and the competition and looks at external opportunities and threats. Opportunities may help to define a target market or identify new product opportunities, while threats are areas of exposu

31、re. In a parallel fashion, marketing strategy becomes e-marketing strategy when marketers use digital technology to implement the strategy.Strategic e-marketing is the design of marketing strategy that capitalizes on the organizations electronic or information technology capabilities to reach specif

32、ied objectives. In essence, strategic e-marketing is where technology strategy and marketing strategy wed to form the organizations e-marketing strategy. Regardless of whether a customer buys from the stone, the catalog, or the Web site, or whether contact is made by phone, in person, through e-mail

33、, or by postal mail, employees can access the computerized database for up-to-date account activity and information when dealing with customers. Most strategic plans explain the rationale for the chosen objectives and strategies. This is especially true for a single e-business project trying to win

34、its share of corporate resources and top-management support.5.Whats NextRegardless of the current disillusionment with e-business,many solid successes exist today and exciting new growth areas will soon emerge, For-Tune magazine has identified seven trends that will help businesses move forward into

35、 e-marketing during the next few years:Integrating IT software. Twenty-six percent of companies will spend money to integrate all the pieces of corporate technology, such as linking front-end customer service software with back-end order fulfillment system.Boom in Web services. Web services will mor

36、e deeply into finding universal standards for Internet-related software. Microsofts dot-net and Suns Java are two competing architectures, for example.Collaboration software. This allows employees, advisors, consultants, and other team members to work on projects while in different geographic locati

37、ons. For example, ”Napster for Marketers” is peer-to-peer software that one consulting firm uses to collaborate on marketing plans with ad agencies, designers, and others.Dealing with too much date. Better customer relationship management software is helping firms reinforce customer loyalty by analy

38、zing the mountain of data about previous behavior to suggest new products. For example, a flight attendant would be able to ask if a passenger wants coffee with sugar instead of the usual, ”What do you want to drink?”data security. Techies are spending lots of time and money trying to protect data f

39、rom hackers and viruses.Wireless is here to stay. Technologies such ah 802.11 and Bluetooth use shortrange signals to link a variety of computing and handheld devices in homes, offices, and retail stores.growth in portable computing. Inexpensive computer storage and small machines will aid people wh

40、o want to work at home, in the car or train, or virtually anywhere. Devices such as IBMs 9-ounce Metapad hold 5 gigabytes of data and will change the way people work.网络营销G的成长发展说明一些营销原理从来不曾变化，对于一项创新产品，只要它能为顾客提供价值，即使已有众多竞争者，市场也总是乐于接受的。Google的成功表明顾客信任的号品牌好的营销组合战略可以有效的帮助新顾客进入纷繁复杂的市场，然而，企业组织纷纷确定如何更好的利用信息

41、技术获得效益收益，确定技术对企业战略而言意味着什么，市场营销人员需要只奥因特网，数据库，无线移动设备及其他技术能提升哪些经过长时期实践检验的营销理念，面对飞速发展的因特网及其后爆发的com经济泡沫，市场营销人员总会问：“接下来会是什么？”我们将试图依照传统营销惯例，通过对成功的网络营销战略进行详细而系统的说明。1什么是网络营销网络营销通过对信息技术的广泛应用，达到以下目标：第一，通过更为有效的市场细分、目标定位、差异化、渠道策略等方式，转换营销战略，为顾客创造更大价值；第二对网络营销理念、分销策略、促销策略、产品价格、服务及创意等进行更为有效的规划和实施；第三，创造满足个人和组织客户需求的交易

42、。这个定义听上去与传统营销的定义非常类似。从另一个方面，可以把网络营销看做是信息技术应用于传统营销的结果，网络营销从以下两方面营销传统营销：首先网络营销提高了传统营销的效率；其次网络营销技术的应用使得很多营销战略发生变化。这种改变带来了新的业务模式，使顾客价值得以提升，并能提供公司收益。2环境、战略和实施网络营销源于企业电子业务的总体战略以及企业所选择的业务模式，从企业所选择的业务环境开始，法律、技术、竞争、市场及其他企业外部环境因素在为企业创造机会的同时，也带来了威胁。面对这些机会和威胁，企业通过SWOT分析来发现自己的优势和劣势，并制定出电子业务和网络营销战略。公司选择适合自己的电子业务和

43、模式，营销人员对战略进行阐述，并制定出网络营销计划，帮助公司实现其总体目标，最后要通过评估结果确定战略计划是否成功，功能规阵是对电子业务和网络营销的实施效果和效率进行评估的具体方法，站在当前的电子业务时代，媒体报道是评价指标似乎都是ROI及功能矩阵模型中强调的电子业务战略战术的其他成功评论方法，此时，功能矩阵尤显重要。如果去点一些电子，ESP模型描述的就是砖块加砂浆的业务流程。这一点更加强调了电子业务是建立在合理的流程和丰富的实践基础之上的，但重要的是发生了电子化转变和网络营销实践，这将进一进行步讨论。主要将对EPS模型中的环境因素进行讨论说明，其中的重要因素将在技术杠杆和道德和法律问题做进一

44、步阐述。下一节将深入分析战略内容，之后将讨论网络营销计划的制定。营销环境始终处于不断变化的状态，公司有大量的机会通过开发新产新市场、新媒介与客户沟通，通过开拓新的渠道与商业伙伴合作。同时，环境的变化也会形成竞争，带来经济户其他方面的压力。下面主要将法律、环境因素等。网路营销会受到现有法律和正在制定的法律的重大影响，其中主要涉及保密性、数字所有权、表述形式和欺诈方面的法律，保密性方面的立法比较困难，但这对于英特网传输个人信息的消费者又十分重要电子邮件的选择退出功能就是一个麻烦问题，用户必须点击网页上的选择退出复选框才能避免被加入该公司的邮件列表，一些立法者认为，供公司这样做不合法，因为很少有客户

45、注意阅读时的选择退出，因特网产生的早期就出现了数字所有权问题，现在这个问题仍然使企业和立法者感到困惑。在能够自由发布的内容的媒介上，内容也能被自由的删除这对于作者来说不是一件好事。垃圾邮件攻击性内容以及其他违背用户权利的表述形式成为立法者只能跪在探讨对的问题。政府如何在此之间保持平衡，最后，心技术的产生也带来了心得欺诈机会。虽然管理机构一直在努力防止欺诈，但是难以在网络世界实施。技术的发展不仅改变了网络受众的组成成分而且使传递到用户的信息质量发生变化。例如，20%的美国人喜欢高宽带连接，主要通过电缆调节器和数字技术 接入因特网，她主要是传递信息媒体，一些WEB网站已经开始介入新形式的信息内容“

46、高速多媒体信息，标准PC产品信息和用于移动电话等无线设备的掌上产品信息。无线设备应用的扩大还带来了新的设计上的挑战：公司试图将信息内容压缩到微小的屏幕中，技术的重要性与国家的发展息息相关。网络营销是通过网络技术的提高而发展的。例如，根据在线确定目标客户已变得越来越复杂，如能将这些结合到WEB得站点中，将会给公司带来明显的竞争优势。3电子商务市场可口可乐公司全球经销总监瑟尔资奥斯曼测曾说过：营销就是要把东西卖出去信息技术有助于销售的一种途径是：在交易前后，使公司与潜在客户、客户合作伙伴及供应链成员之间的联系更加便利，但如果营销者没有进行恰当市场定位，即使有新技术也无法帮助销售商品。相互间存在买卖

47、关系的三方：企业消费者和政府。尽管是以B2C为重点，涵盖B2B，但大多电子商务活动将出现B2G,C2C商场中。由于公司链到因特网的你离高于消费者，因此，企业市场更为庞大，这一点在发展中国家尤为明显。由于许多现在交易包含明显共享信息和数据库转悠网络，因此消费者是透明的。美国联邦快递公司拥有一个商业客户货运数据和账务的庞大信息库。消费者可以在WEB站点上制定包裹，利用PC等掌上电脑跟踪包裹，有时消费者在联邦快递消费购买时，可以自动产生订单，随后公司通过邮件通知零售商，告知货运进展情况。因特网是一个全球性的市场，在许多未知领域存在大量机会，这也是众多网络营销商想要掌握潜在地域细分客户的原因，例如在越

48、南，城市年均收入300美元，按28%的薪水用于在线服务计算，购买力不高，而且，越南人都在排队等待购买汽车，因此在线品牌战略很可能是一种资源浪费，与之相反，冰岛和丹麦属于世界上网络连通最发达的国家，连接因特网的比例超过60%，而许多国家的消费者还在按分钟向网络支付话费，这对于偶尔上网冲浪的发达地区客户是一个巨大的障碍，此外，一些国家的基础设施尚不能支付高度调节器，因此发送到这些国家的信息只能少量的利宽带。4战略规划战略规划是在组织的目标技术资源以及不断变化的市场机会之间发展并维护一个可行方式的管理过程，战略规划的两个基本要素是准备SWOT分析和建立战略目标。Swot分析根据公司所处的环境和竞争程

49、度审查了企业内部的有事和劣势，并且看到了 企业外部的机会和威胁，机会可以帮助企业明确市场定位或验证新产品的时机，而威胁是暴露出来的部分。 类似的，当营销人员利用数字技术实施战略时，营销战略就变成了网络营销战略。 战略网络营销是营销战略的设计，它利用组织的电子或信息技术能力来实现特定的目标。从本质上来说，战略网络营销是技术战略和营销战略的结合。 无论客户是从商场、目录栏还是网页购买商品，还是通过电话、面谈、电子邮件或者邮政信件完成联络，雇员处理客户需求时可以进入计算机数据库得到及时更新的账户活动和信息。 大多数的战略计划解释了被选定的目标和战略的合理性。这些对师徒赢得公司资源共享和高级管理层支持的独立电子业务项目来说尤为适用。5 下一步的趋势财富杂志列出了未来纪念的7个发展趋势，将有助于企业步入网络营销：集成IT软件。26的公司将投资对公司全部技术进行集成，如把前端客户服务软件和后端订单处