Search results for: Email marketing
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 295

Search results for: Email marketing

295 Personalized Email Marketing Strategy: A Reinforcement Learning Approach

Authors: Lei Zhang, Tingting Xu, Jun He, Zhenyu Yan, Roger Brooks

Abstract:

Email marketing is one of the most important segments of online marketing. Email content is vital to customers. Different customers may have different familiarity with a product, so a successful marketing strategy must personalize email content based on individual customers’ product affinity. In this study, we build our personalized email marketing strategy with three types of emails: nurture, promotion, and conversion. Each type of emails has a different influence on customers. We investigate this difference by analyzing customers’ open rates, click rates and opt-out rates. Feature importance from response models is also analyzed. The goal of the marketing strategy is to improve the click rate on conversion-type emails. To build the personalized strategy, we formulate the problem as a reinforcement learning problem and adopt a Q-learning algorithm with variations. The simulation results show that our model-based strategy outperforms the current marketer’s strategy.

Keywords: Email marketing, email content, reinforcement learning, machine learning, Q-learning.

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294 Utilizing Innovative Techniques to Improve Email Security

Authors: Amany M. Alshawi, Khaled Alduhaiman

Abstract:

This paper proposes a technique to protect against email bombing. The technique employs a statistical approach, Naïve Bayes (NB), and Neural Networks to show that it is possible to differentiate between good and bad traffic to protect against email bombing attacks. Neural networks and Naïve Bayes can be trained by utilizing many email messages that include both input and output data for legitimate and non-legitimate emails. The input to the model includes the contents of the body of the messages, the subject, and the headers. This information will be used to determine if the email is normal or an attack email. Preliminary tests suggest that Naïve Bayes can be trained to produce an accurate response to confirm which email represents an attack.

Keywords: Email bombing, Legitimate email, Naïve Bayes, Neural networks, Non-legitimate email.

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293 Email Based Global Automation with Raspberry Pi and Control Circuit Module: Development of Smart Home Application

Authors: Lochan Basyal

Abstract:

Global Automation is an emerging technology of today’s era and is based on Internet of Things (IoT). Global automation deals with the controlling of electrical appliances throughout the world. The fabrication of this system has been carried out with interfacing an electrical control system module to Raspberry Pi. An electrical control system module includes a relay driver mechanism through which appliances are controlled automatically in respective condition. In this research project, one email ID has been assigned to Raspberry Pi, and the users from different location having different email ID can mail to Raspberry Pi on assigned email address “[email protected]” with subject heading “Device Control” with predefined command on compose email line. Also, a notification regarding current working condition of this system has been updated on respective user email ID. This approach is an innovative way of implementing smart automation system through which a user can control their electrical appliances like light, fan, television, refrigerator, etc. in their home with the use of email facility. The development of this project helps to enhance the concept of smart home application as well as industrial automation.

Keywords: Control circuit, email, global automation, internet of things, Raspberry Pi.

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292 Analysis of Classifications of Unsolicited Bulk Emails

Authors: Jatinderkumar R. Saini, Apurva A. Desai

Abstract:

In recent times, the problem of Unsolicited Bulk Email (UBE) or commonly known as Spam Email, has increased at a tremendous growth rate. We present an analysis of survey based on classifications of UBE in various research works. There are many research instances for classification between spam and non-spam emails but very few research instances are available for classification of spam emails, per se. This paper does not intend to assert some UBE classification to be better than the others nor does it propose any new classification but it bemoans the lack of harmony on number and definition of categories proposed by different researchers. The paper also elaborates on factors like intent of spammer, content of UBE and ambiguity in different categories as proposed in related research works of classifications of UBE.

Keywords: E-mail, Scams, Spam Email, Unsolicited Bulk Email(UBE)

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291 Development of an Ensemble Classification Model Based on Hybrid Filter-Wrapper Feature Selection for Email Phishing Detection

Authors: R. B. Ibrahim, M. S. Argungu, I. M. Mungadi

Abstract:

It is obvious in this present time, internet has become an indispensable part of human life since its inception. The Internet has provided diverse opportunities to make life so easy for human beings, through the adoption of various channels. Among these channels are email, internet banking, video conferencing, and the like. Email is one of the easiest means of communication hugely accepted among individuals and organizations globally. But over decades the security integrity of this platform has been challenged with malicious activities like Phishing. Email phishing is designed by phishers to fool the recipient into handing over sensitive personal information such as passwords, credit card numbers, account credentials, social security numbers, etc. This activity has caused a lot of financial damage to email users globally which has resulted in bankruptcy, sudden death of victims, and other health-related sicknesses. Although many methods have been proposed to detect email phishing, in this research, the results of multiple machine-learning methods for predicting email phishing have been compared with the use of filter-wrapper feature selection. It is worth noting that all three models performed substantially but one outperformed the other. The dataset used for these models is obtained from Kaggle online data repository, while three classifiers: decision tree, Naïve Bayes, and Logistic regression are ensemble (Bagging) respectively. Results from the study show that the Decision Tree (CART) bagging ensemble recorded the highest accuracy of 98.13% using PEF (Phishing Essential Features). This result further demonstrates the dependability of the proposed model.

Keywords: Ensemble, hybrid, filter-wrapper, phishing.

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290 The Impact of Colours on Online Marketing Communications

Authors: Chai-Lee Goi

Abstract:

Colour choice has become a common strategy and correlates highly with marketing. Three broad functions can be identified for colour in a building context especially applied in marketing communications, which are its role as an important parameter in illumination designs, its capacity to influence the visual appearance of a building in a predictable manner and as an aesthetic function. The review of literatures shows that colour has an impact on online marketing communications, and relations between colour, web and marketing communications.

Keywords: Colour, website, marketing communications

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289 Identification of Non-Lexicon Non-Slang Unigrams in Body-enhancement Medicinal UBE

Authors: Jatinderkumar R. Saini, Apurva A. Desai

Abstract:

Email has become a fast and cheap means of online communication. The main threat to email is Unsolicited Bulk Email (UBE), commonly called spam email. The current work aims at identification of unigrams in more than 2700 UBE that advertise body-enhancement drugs. The identification is based on the requirement that the unigram is neither present in dictionary, nor is a slang term. The motives of the paper are many fold. This is an attempt to analyze spamming behaviour and employment of wordmutation technique. On the side-lines of the paper, we have attempted to better understand the spam, the slang and their interplay. The problem has been addressed by employing Tokenization technique and Unigram BOW model. We found that the non-lexicon words constitute nearly 66% of total number of lexis of corpus whereas non-slang words constitute nearly 2.4% of non-lexicon words. Further, non-lexicon non-slang unigrams composed of 2 lexicon words, form more than 71% of the total number of such unigrams. To the best of our knowledge, this is the first attempt to analyze usage of non-lexicon non-slang unigrams in any kind of UBE.

Keywords: Body Enhancement, Lexicon, Medicinal, Slang, Unigram, Unsolicited Bulk e-mail (UBE)

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288 Exploring the Relationships between Experiential Marketing, Customer Satisfaction and Customer Loyalty: An Empirical Examination in Konya

Authors: R. Öztürk

Abstract:

Experiential marketing is one of the marketing approaches that offer an exceptional framework to integrate elements of experience and entertainment in a product or service. Experiential marketing is defined as a memorable experience that goes deeply into the customer’s mind. Besides that, customer satisfaction is defined as an emotional response to the experiences provided by and associated with particular products or services purchased. Thus, experiential marketing activities can affect the level of customer satisfaction and loyalty. In this context, the research aims to explore the relationship among experiential marketing, customer satisfaction and customer loyalty among the cosmetic products customers in Konya. The partial least squares (PLS) method is used to analyze the survey data. Findings of the present study revealed that experiential marketing has been a significant predictor of customer satisfaction and customer loyalty, and also experiential marketing has a significantly positive effect on customer satisfaction and customer loyalty.

Keywords: Customer satisfaction, customer loyalty, experiential marketing.

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287 Achieving Performance in an Organization through Marketing Innovation

Authors: Andreea Maier, Diana Nicoară, Dorin Maier, Maria-Mihaela Suărăsan, Alexandra Anastasiu

Abstract:

Innovation is becoming more and more important in modern society. There are a lot of researches on different kinds of innovation but marketing innovation is one kind of innovation that has not been studied frequently before. Marketing innovation is defined as a new way in which companies can market themselves to potential or existing customers. The study shows some key elements for marketing innovation that are worth paying attention to when implementing marketing innovation projects. Examples of such key elements are: paying attention to the neglected market, suitable market segmentatio reliable market information, public relationship, increased customer value, combination of market factors, explore different marketing channels and the use of technology in combination with what? Beside the key elements for marketing innovation, we also present some risks that may occur, such as cost, market uncertainty, information leakage, imitation and overdependence on experience. By proposing a set of indicators to measure marketing innovation, the article offers solutions for marketing innovation implementation so that any organization can achieve optimal results.

Keywords: Innovation, marketing innovation, performance in an organization.

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286 Detecting Email Forgery using Random Forests and Naïve Bayes Classifiers

Authors: Emad E Abdallah, A.F. Otoom, ArwaSaqer, Ola Abu-Aisheh, Diana Omari, Ghadeer Salem

Abstract:

As emails communications have no consistent authentication procedure to ensure the authenticity, we present an investigation analysis approach for detecting forged emails based on Random Forests and Naïve Bays classifiers. Instead of investigating the email headers, we use the body content to extract a unique writing style for all the possible suspects. Our approach consists of four main steps: (1) The cybercrime investigator extract different effective features including structural, lexical, linguistic, and syntactic evidence from previous emails for all the possible suspects, (2) The extracted features vectors are normalized to increase the accuracy rate. (3) The normalized features are then used to train the learning engine, (4) upon receiving the anonymous email (M); we apply the feature extraction process to produce a feature vector. Finally, using the machine learning classifiers the email is assigned to one of the suspects- whose writing style closely matches M. Experimental results on real data sets show the improved performance of the proposed method and the ability of identifying the authors with a very limited number of features.

Keywords: Digital investigation, cybercrimes, emails forensics, anonymous emails, writing style, and authorship analysis

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285 The Marketing Mix in Small Sized Hotels: A Case of Pattaya, Thailand

Authors: Anyapak Prapannetivuth

Abstract:

The purpose of this research is to investigate the marketing mix that is perceived to be important for the small sized hotels in Pattaya. This research provides insights through a review of the marketing activities performed by the small sized hotels. Nine owners & marketing manager of small sized hotels and resorts, all local Chonburi people, were selected for an in-depth interview. The research suggests that seven marketing mixes (e.g. Product, Price, Place, Promotion, People, Physical Evidence and Process) were commonly used by these hotels, however, three types – People, Price and Physical Evidence were considered most important by the owners.

Keywords: Marketing Mix, Marketing Tools, and Small Sized Hotels.

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284 The Role of Female Population as a Consumer in Modern Marketing Strategy and Management

Authors: Jana Aleksić, Marijana Petković

Abstract:

Female population has an increasing role when it comes to purchase. Consequently, the female population has a greater role in modern marketing. Although it is thought that women buy more than men, marketing strategy was not directed specifically towards women. The thing that has changed regarding women’s role in modern marketing is the fact that the female population has a leading position when it comes to decision making in various fields and various sectors, which was not the case in the past. Marketing should be directed towards women but it should be done in the right way. Compared to men, women buy in a different way, and they look for more various advantages in the product itself, than men do. This paper aims to show the importance of the female role in the modern marketing and management and to redirect marketing in some way towards female population through new marketing strategies and management systems. Hypothesis is that women have an important role in marketing, and marketing strategy of modern society could and should be based on and directed towards female population and their tastes when it comes to purchasing. It is necessary and desirable to apply marketing strategy with a special strategy that has an emphasis on women and their purchase or in a word to apply WS- woman strategy. This research was carried out as a random sample research, where were obtained 212 valid surveys whose results serve as a basis for drawing conclusions about the research as well as to verify the formulated hypotheses. The research was carried out during 2011 and 2012. The study has shown a significant role of the female population in the marketing process.

Keywords: Marketing, management, female, purchase, strategy.

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283 Factors Having Impact on Marketing and Improvement Measures in the Real Estate Sector of Turkey

Authors: Ali Ihtiyar, Serdar Durdyev, Syuhaida Ismail

Abstract:

Marketing is an essential issue to the survival of any real estate company in Turkey. There are some factors which are constraining the achievements of the marketing and sales strategies in the Turkey real estate industry. This study aims to identify and prioritise the most significant constraints to marketing in real estate sector and new strategies based on those constraints. This study is based on survey method, where the respondents such as credit counsellors, real estate investors, consultants, academicians and marketing representatives in Turkey were asked to rank forty seven sub-factors according to their levels of impact. The results of Multiattribute analytical technique indicated that the main subcomponents having impact on marketing in real estate sector are interest rates, real estate credit availability, accessibility, company image and consumer real income, respectively. The identified constraints are expected to guide the marketing team in a sales-effective way.

Keywords: Marketing, marketing constraints, Real estate marketing, Turkey real estate sector

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282 International Marketing in Business Practice of Small and Medium-Sized Enterprises

Authors: K. Matušínská, Z. Bednarčík, M. Klepek

Abstract:

This paper examines international marketing in business practice of Czech exporting small and medium-sized enterprises (SMEs) with regard to the strategic perspectives. Research was focused on Czech exporting SMEs from Moravian- Silesia region and their behavior on international markets. For purpose of collecting data, a questionnaire was given to 262 SMEs involved in international business. Statistics utilized in this research included frequency, mean, percentage, and chi-square test. Data were analyzed by Statistical Package for the Social Sciences software. The research analysis disclosed that there is certain space for improvement in strategic marketing especially in a marketing research, perception of cultural and social differences, product adaptation and usage of marketing communication tools.

Keywords: International Marketing, Marketing Mix, Marketing Research, Small and Medium-sized Enterprises (SMEs), Strategic Marketing.

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281 Digital Marketing Maturity Models: Overview and Comparison

Authors: Elina Bakhtieva

Abstract:

The variety of available digital tools, strategies and activities might confuse and disorient even an experienced marketer. This applies in particular to B2B companies, which are usually less flexible in uptaking of digital technology than B2C companies. B2B companies are lacking a framework that corresponds to the specifics of the B2B business, and which helps to evaluate a company’s capabilities and to choose an appropriate path. A B2B digital marketing maturity model helps to fill this gap. However, modern marketing offers no widely approved digital marketing maturity model, and thus, some marketing institutions provide their own tools. The purpose of this paper is building an optimized B2B digital marketing maturity model based on a SWOT (strengths, weaknesses, opportunities, and threats) analysis of existing models. The current study provides an analytical review of the existing digital marketing maturity models with open access. The results of the research are twofold. First, the provided SWOT analysis outlines the main advantages and disadvantages of existing models. Secondly, the strengths of existing digital marketing maturity models, helps to identify the main characteristics and the structure of an optimized B2B digital marketing maturity model. The research findings indicate that only one out of three analyzed models could be used as a separate tool. This study is among the first examining the use of maturity models in digital marketing. It helps businesses to choose between the existing digital marketing models, the most effective one. Moreover, it creates a base for future research on digital marketing maturity models. This study contributes to the emerging B2B digital marketing literature by providing a SWOT analysis of the existing digital marketing maturity models and suggesting a structure and main characteristics of an optimized B2B digital marketing maturity model.

Keywords: B2B digital marketing strategy, digital marketing, digital marketing maturity model, SWOT analysis.

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280 Effective Communication with the Czech Customers 50+ in the Financial Market

Authors: K. Matušínská, H. Starzyczná, M. Stoklasa

Abstract:

The paper deals with finding and describing of the effective marketing communication forms relating to the segment 50+ in the financial market in the Czech Republic. The segment 50+ can be seen as a great marketing potential in the future but unfortunately the Czech financial institutions haven´t still reacted enough to this fact and they haven´t prepared appropriate marketing programs for this customers´ segment. Demographic aging is a fundamental characteristic of the current European population evolution but the perspective of further population aging is more noticeable in the Czech Republic. This paper is based on data from one part of primary marketing research. Paper determinates the basic problem areas as well as definition of marketing communication in the financial market, defining the primary research problem, hypothesis and primary research methodology. Finally suitable marketing communication approach to selected sub-segment at age of 50-60 years is proposed according to marketing research findings.

Keywords: Population aging in the Czech Republic, segment 50+, financial services, marketing communication, marketing research, marketing communication approach.

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279 Customers 50+ Behavior in the Financial Market in the Czech Republic

Authors: K. Matušínská, H. Starzyczná, M. Stoklasa

Abstract:

The paper deals with behaviour of the segment 50+ in the financial market in the Czech Republic. This segment could be said as the strong market power and it can be a crucial business potential for financial business units. The main defined objective of this paper is analysis of the customers´ behaviour of the segment 50- 60 years in the financial market in the Czech Republic and proposal making of the suitable marketing approach to satisfy their demands in the area of product, price, distribution and marketing communication policy. This paper is based on data from one part of primary marketing research. Paper determinates the basic problem areas as well as definition of financial services marketing, defining the primary research problem, hypothesis and primary research methodology. Finally suitable marketing approach to selected sub segment at age of 50-60 years is proposed according to marketing research findings.

Keywords: Population aging in the Czech Republic, Segment 50-60 years, Financial services marketing, Marketing research, Marketing approach.

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278 Pay Per Click Attribution: Effects on Direct Search Traffic and Purchases

Authors: Toni Raurich, Joan Llonch-Andreu

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This research focused on the relationship between Search Engine Marketing (SEM) and traditional advertising. The dominant assumption is that SEM does not help brand awareness and only does it in session as if it were the cost of manufacturing the product being sold. The study is methodologically developed using an experiment where the effects were determined to analyze the billboard effect. The research allowed the cross-linking of theoretical and empirical knowledge on digital marketing. This paper has validated that, this marketing generates retention as traditional advertising would by measuring brand awareness and its improvements. This changes the way performance and brand campaigns are distributed within marketing departments, effectively rebalancing budgets moving forward.

Keywords: Search engine marketing, click-through ratios, pay-per-click, marketing attribution.

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277 Exploring the Relationship between Computerization and Marketing Performance Case Study: Snowa Company

Authors: Mojtaba Molaahmadi, Morteza Raei Dehaghi, Abdolrahim Arghavan

Abstract:

The present study aims to explore the effect of computerization on marketing performance in Snowa Company. In other words, this study intends to respond to this question that whether or not, is there any relationship between utilization of computerization in marketing activities and marketing performance? The statistical population included 60 marketing managers of Snowa Company. In order to test the research hypotheses, Pearson correlation coefficient was employed. The reliability was equal to 96.8%. In this study, computerization was the independent variable and marketing performance was the dependent variable with characteristics of market share, improving the competitive position, and sales volume. The results of testing the hypotheses revealed that there is a significant relationship between utilization of computerization and market share, sales volume and improving the competitive position.

Keywords: Computerization, e-marketing information, information technology, marketing performance.

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276 Some Aspects of Social Media Marketing (Georgian Case)

Authors: Nugzar Todua, Charita Jashi

Abstract:

This paper is focusing on the attitude of Georgian consumers toward social media, influence of social media on consumer buying behavior. The purpose of this paper is to explore the usage of social media marketing for small business companies of Georgia. The result of marketing research has revealed that social webs are mostly used by Georgian consumers, but they have little impact on the buying decision. The research method was exploratory and descriptive. Conclusions summarize the research results and offers insight to provide better understandings of consumers demand and implementation of marketing strategy through social media in Georgia.

Keywords: Marketing Research, Purchasing behavior, Social Media Marketing, Small Business, Tourism Industry.

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275 Social Marketing and Nonprofit Organizations

Authors: Marconi Freitas-da-Costa, Watsan C. Silva, Thaís S. Paula, Débora O. Silva, Maria G. Vieira

Abstract:

Today the social marketing was constituted as a tool of significant value in what he refers to the promotion of changes of behaviors, attitudes end practices. With the objective of analyzing the benefits that the social marketing can bring for the organizations that use it the research was of the exploratory and descriptive. In the present study the comparative method was used, through a qualitative approach, to analyze the activities developed by three institutions: the Recovery Center Rosa de Saron, the House of Recovery for addicts and Teen Challenge Institute Children's Cancer of the Wasteland (ICIA), kindred of pointing out the benefits of the social marketing in organizations that don-t seek the profit.

Keywords: Social marketing, organizations of the third section, social changes

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274 Examining Foreign Student Visual Perceptions of Online Marketing Tools at a Hungarian University

Authors: Anita Kéri

Abstract:

Higher education marketing has been a widely researched field in recent years. Due to the increasing competition among higher education institutions worldwide, it has become crucial to target foreign students with effective marketing tools. Online marketing tools became central to attracting, retaining, and satisfying the needs of foreign students. Therefore, the aim of the current study is to reveal how the online marketing tools of a Hungarian university are perceived visually by its first-year foreign students, with special emphasis on the university webpage content. Eye-camera tracking and retrospective think aloud interviews were used to measure visual perceptions. Results show that freshmen students remember those online marketing content more that have familiar content on them. Pictures of real-life students and their experiences attract students’ attention more, and they also remember information on these webpage elements more, compared to designs with stock photos. This research uses eye camera tracking in the field of higher education marketing, thereby providing insight into the perception of online higher education marketing for foreign students.

Keywords: Higher education, marketing, eye-camera, visual perception.

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273 Marketing Management and Cultural Learning Center: The Case Study of Arts and Cultural Office, Suansunandha Rajabhat University

Authors: Pirada Techaratpong

Abstract:

This qualitative research has 2 objectives: to study marketing management of the cultural learning center in Suansunandha Rajabhat University and to suggest guidelines to improve its marketing management. This research is based on a case study of the Arts and Culture Office in Suansunandha Rajabhat University, Bangkok. This research found the Art and Culture Office has no formal marketing management. However, the marketing management is partly covered in the overall business plan, strategic plan, and action plan. The process can be divided into 5 stages. The marketing concept has long been introduced to its policy but not apparently put into action due to inflexible system. Some gaps are found in the process. The research suggests the Art and Culture Office implement the concept of marketing orientation, meeting the needs and wants of its target customers and adapt to the changing situation. Minor guidelines for improvement are provided.

Keywords: Marketing, management, museum, cultural learning center.

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272 Marketing Strategy Analysis of Thai Asia Pacific Brewery Company

Authors: Sinee Sankrusme

Abstract:

The study was a case study analysis about Thai Asia Pacific Brewery Company. The purpose was to analyze the company’s marketing objective, marketing strategy at company level, and marketing mix before liquor liberalization in 2000. Methods used in this study were qualitative and descriptive research approach which demonstrated the following results of the study demonstrated as follows: (1) Marketing objective was to increase market share of Heineken and Amtel, (2) the company’s marketing strategies were brand building strategy and distribution strategy. Additionally, the company also conducted marketing mix strategy as follows. Product strategy: The company added more beer brands namely Amstel and Tiger to provide additional choice to consumers, product and marketing research, and product development. Price strategy: the company had taken the following into consideration: cost, competitor, market, economic situation and tax. Promotion strategy: the company conducted sales promotion and advertising. Distribution strategy: the company extended channels its channels of distribution into food shops, pubs and various entertainment places. This strategy benefited interested persons and people who were engaged in the beer business.

Keywords: Marketing Strategy, Beer, Thai Asia Pacific Brewery Company.

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271 Personnel Marketing as Perceived by HR Managers in Czech Republic: Results of a Qualitative Research Study

Authors: Lukáš Mazánek, Zdeňka Konečná

Abstract:

The article is devoted to the area of personnel marketing. A comprehensive review of scientific literature and articles published predominantly in personnel-oriented journals was carried out, followed by a qualitative exploratory research with the aim to explore and explain the perception of personnel marketing. Due to the lack of research in this field in Czech Republic, we have focused on Czech HR managers, more specifically, on how they understand the tasks of personnel marketing, which tools they use and whether the companies they work for try to be a preferred employer. The answers from our respondents were used to help us determine what is important within this field. All of the respondents strive to be a preferred employer and try to achieve it by using an extensive range of marketing tools. The most frequently used tools are advertising, job fairs presentations, employee care and employer brand promotion.

Keywords: Czech Republic, personnel marketing, preferred employer, qualitative research study.

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270 Marketing Strategy Analysis of Boon Rawd Brewery Company

Authors: Sinee Sankrusme

Abstract:

Boon Rawd Brewery is a beer company based in Thailand that has an exemplary image, both as a good employer and a well-managed company with a strong record of social responsibility. The most famous of the company’s products is Singha beer. To study the company’s marketing strategy, a case study analysis was conducted together with qualitative research methods. The study analyzed the marketing strategy of Boon Rawd Brewery before the liberalization of the liquor market in 2000. The company’s marketing strategies consisted of the following: product line strategy, product development strategy, block channel strategy, media strategy, trade strategy, and consumer incentive strategy. Additionally, the company employed marketing mix strategy based on the 4Ps: product, price, promotion and place (of distribution).

Keywords: Beer, Boon Rawd Brewery Company, Marketing Strategy.

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269 A Content Vector Model for Text Classification

Authors: Eric Jiang

Abstract:

As a popular rank-reduced vector space approach, Latent Semantic Indexing (LSI) has been used in information retrieval and other applications. In this paper, an LSI-based content vector model for text classification is presented, which constructs multiple augmented category LSI spaces and classifies text by their content. The model integrates the class discriminative information from the training data and is equipped with several pertinent feature selection and text classification algorithms. The proposed classifier has been applied to email classification and its experiments on a benchmark spam testing corpus (PU1) have shown that the approach represents a competitive alternative to other email classifiers based on the well-known SVM and naïve Bayes algorithms.

Keywords: Feature Selection, Latent Semantic Indexing, Text Classification, Vector Space Model.

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268 The Impact of the Economic Crises over Management Marketing Strategies of Romanian B2B Companies

Authors: S. C. Căescu, I. Dumitru

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The main objective of the paper has been represented by the identification of the changes that occurred in the competitive environment and their impact on the strategic marketing management of companies in B2B market. At Romania-s level there has not yet been done a similar research that studies change management in crises on business to business field. In order to answer to the paper-s objectives, a qualitative marketing research (in-depth structured interview) was conducted, within the top management of 27 companies in Romanian business to business field. The main results of the research highlight the necessity of a management of change, as a result of the crises, as follows: changes in the corporate objectives (from development objectives to maintaining objectives), changes market segmentation and in competitive advantages, changes at the level of market strategies and of the marketing mix.

Keywords: change management, competitive environment, marketing management strategies, strategic marketing.

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267 Marketing Segmentation of Students Willing to Study Abroad based on Cluster Analysis

Authors: Kamila Tislerova, Marta Zambochova

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Market segmentation is one of the most fundamental strategic marketing concepts. The better the segment which is chosen for targeting by a particular organisation, the more successful the organisation is assumed to be in the marketplace. Also higher education institutions have to improve their marketing tools for attracting foreign students, particularly when demanding tuition fees. This contribution aims at demonstrating the proper usage of the cluster analysis for segmentation (represented by students' willingness to study abroad) and also, based on large international survey, offers some practical marketing implications.

Keywords: Market Segmentation, Students' Preferences, Study Abroad, Cluster Analysis

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266 Pricing Strategy Selection Using Fuzzy Linear Programming

Authors: Elif Alaybeyoğlu, Y. Esra Albayrak

Abstract:

Marketing establishes a communication network between producers and consumers. Nowadays, marketing approach is customer-focused and products are directly oriented to meet customer needs. Marketing, which is a long process, needs organization and management. Therefore strategic marketing planning becomes more and more important in today’s competitive conditions. Main focus of this paper is to evaluate pricing strategies and select the best pricing strategy solution while considering internal and external factors influencing the company’s pricing decisions associated with new product development. To reflect the decision maker’s subjective preference information and to determine the weight vector of factors (attributes), the fuzzy linear programming technique for multidimensional analysis of preference (LINMAP) under intuitionistic fuzzy (IF) environments is used.

Keywords: IF Sets, LINMAP, MAGDM, Marketing.

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