Why?
Wednesday, January 19, 2011
Social Media Marketing
ณัฐพัชญ์ วงษ์เหรียญทองProduct & Service Marketing ManagerRS DigitalBlogger:• Appreview.in.th • Barkandbite.net• Dramalessons.net
Twitter: @nuttaputch (4,236 Followers)
Fan Page:•Appreview •Barkandbite•Drama Arts Chula•... and 7 more
What is Social Media?
What is Social Network?
What is Social Commerce?
The importance of being social
Wednesday, January 19, 2011
Wednesday, January 19, 2011
Wednesday, January 19, 2011
750 Million Users
Social Network History
Social Media
Social media are media for social interaction.
6
Social MediaOnline tools for sharing and
discussing information
16
Social Media is changing media users into media producers...
...Journalists ...Experts ...DJs
...Broadcasters ...Publishers ...Critics
...Editors ...Archivists ...Network Owners
Effect to Business...?
The First Age
Uni-Directional
TV, Radio, OOH
1990-1995
The Second Age
Bi-Directional
Interactive
1995-2002
The Third Age
Multi-Directional
Social Media
2002-Present
Wednesday, January 19, 2011
T THEN THE FUNNEL METAPHORFor years, marketers assumed that consumers started with a large number of potential brands in mind and methodically winnowed their choices until they’d decided which one to buy. After purchase, their relationship with the brand typically focused on the use of the product or service itself.
NOW THE CONSUMER DECISION JOURNEYNew research shows that rather than systematically narrowing their choices, consumers add and subtract brands from a group under consideration during an extended evaluation phase. After purchase, they often enter into an open-ended relationship with the brand, sharing their experience with it online.
Consider & BuyMarketers often overem-phasize the “consider” and
“buy” stages of the journey, allocating more resources than they should to build-ing awareness through advertising and encourag-ing purchase with retail promotions.
Evaluate & AdvocateNew media make the
“evaluate” and “advocate” stages increasingly relevant. Marketing investments that help consumers navigate the evaluation process and then spread positive word of mouth about the brands they choose can be as important as building awareness and driving purchase.
Bond If consumers’ bond with a brand is strong enough, they repurchase it without cycling through the earlier decision-journey stages.
MANY BRANDS
FEWER BRANDS
FINAL CHOICE
BUYBUY
EVALUATE
ENJOYADVOCATE
CONSIDER
BUY
BONDTHE LOYALTY LOOP
THE INTERNET has upended how consumers engage with brands. It is transforming the economics of mar-keting and making obsolete many of the function’s traditional strategies and structures. For marketers, the old way of doing business is unsustainable.
Consider this: Not long ago, a car buyer would methodically pare down the available choices un-til he arrived at the one that best met his criteria. A dealer would reel him in and make the sale. The buyer’s relationship with both the dealer and the manufacturer would typically dissipate after the purchase. But today, consumers are promiscuous in their brand relationships: They connect with myriad brands—through new media channels be-yond the manufacturer’s and the retailer’s control or even knowledge—and evaluate a shifting array of them, often expanding the pool before narrowing it. After a purchase these consumers may remain ag-gressively engaged, publicly promoting or assailing the products they’ve bought, collaborating in the brands’ development, and challenging and shaping their meaning.
Consumers still want a clear brand promise and o!erings they value. What has changed is when—at what touch points—they are most open to in"uence, and how you can interact with them at those points. In the past, marketing strategies that put the lion’s share of resources into building brand awareness and then opening wallets at the point of purchase worked pretty well. But touch points have changed in both number and nature, requiring a major adjust-ment to realign marketers’ strategy and budgets with where consumers are actually spending their time.
Block That MetaphorMarketers have long used the famous funnel meta-phor to think about touch points: Consumers would start at the wide end of the funnel with many brands in mind and narrow them down to a final choice. Companies have traditionally used paid-media push marketing at a few well-de#ned points along the funnel to build awareness, drive consideration, and ultimately inspire purchase. But the metaphor fails to capture the shifting nature of consumer engagement.
In the June 2009 issue of McKinsey Quarterly, my colleague David Court and three coauthors intro-duced a more nuanced view of how consumers en-gage with brands: the “consumer decision journey” (CDJ). They developed their model from a study of the purchase decisions of nearly 20,000 consumers
SPOTLIGHT ON SOCIAL MEDIA AND THE NEW RULES OF BRANDING
64 Harvard Business Review December 2010
worldmagsworldmags
worldmags
source: Harvard Business Review Dec 2010
In Past....
Wednesday, January 19, 2011
T THEN THE FUNNEL METAPHORFor years, marketers assumed that consumers started with a large number of potential brands in mind and methodically winnowed their choices until they’d decided which one to buy. After purchase, their relationship with the brand typically focused on the use of the product or service itself.
NOW THE CONSUMER DECISION JOURNEYNew research shows that rather than systematically narrowing their choices, consumers add and subtract brands from a group under consideration during an extended evaluation phase. After purchase, they often enter into an open-ended relationship with the brand, sharing their experience with it online.
Consider & BuyMarketers often overem-phasize the “consider” and
“buy” stages of the journey, allocating more resources than they should to build-ing awareness through advertising and encourag-ing purchase with retail promotions.
Evaluate & AdvocateNew media make the
“evaluate” and “advocate” stages increasingly relevant. Marketing investments that help consumers navigate the evaluation process and then spread positive word of mouth about the brands they choose can be as important as building awareness and driving purchase.
Bond If consumers’ bond with a brand is strong enough, they repurchase it without cycling through the earlier decision-journey stages.
MANY BRANDS
FEWER BRANDS
FINAL CHOICE
BUYBUY
EVALUATE
ENJOYADVOCATE
CONSIDER
BUY
BONDTHE LOYALTY LOOP
THE INTERNET has upended how consumers engage with brands. It is transforming the economics of mar-keting and making obsolete many of the function’s traditional strategies and structures. For marketers, the old way of doing business is unsustainable.
Consider this: Not long ago, a car buyer would methodically pare down the available choices un-til he arrived at the one that best met his criteria. A dealer would reel him in and make the sale. The buyer’s relationship with both the dealer and the manufacturer would typically dissipate after the purchase. But today, consumers are promiscuous in their brand relationships: They connect with myriad brands—through new media channels be-yond the manufacturer’s and the retailer’s control or even knowledge—and evaluate a shifting array of them, often expanding the pool before narrowing it. After a purchase these consumers may remain ag-gressively engaged, publicly promoting or assailing the products they’ve bought, collaborating in the brands’ development, and challenging and shaping their meaning.
Consumers still want a clear brand promise and o!erings they value. What has changed is when—at what touch points—they are most open to in"uence, and how you can interact with them at those points. In the past, marketing strategies that put the lion’s share of resources into building brand awareness and then opening wallets at the point of purchase worked pretty well. But touch points have changed in both number and nature, requiring a major adjust-ment to realign marketers’ strategy and budgets with where consumers are actually spending their time.
Block That MetaphorMarketers have long used the famous funnel meta-phor to think about touch points: Consumers would start at the wide end of the funnel with many brands in mind and narrow them down to a final choice. Companies have traditionally used paid-media push marketing at a few well-de#ned points along the funnel to build awareness, drive consideration, and ultimately inspire purchase. But the metaphor fails to capture the shifting nature of consumer engagement.
In the June 2009 issue of McKinsey Quarterly, my colleague David Court and three coauthors intro-duced a more nuanced view of how consumers en-gage with brands: the “consumer decision journey” (CDJ). They developed their model from a study of the purchase decisions of nearly 20,000 consumers
SPOTLIGHT ON SOCIAL MEDIA AND THE NEW RULES OF BRANDING
64 Harvard Business Review December 2010
worldmagsworldmags
worldmags
source: Harvard Business Review Dec 2010
Present...
Wednesday, January 19, 2011
5
TH
E S
OC
IAL
FE
ED
BA
CK
CY
CL
E
Figure 1.1 shows the classic purchase funnel, connected to the Social Web through “digital word-of-mouth” (aka social media). This loop—from expectation to trial to rating to sharing the actual experience—is now a part of most every purchase or conversion process. Whether consumer-facing, B2B, for-profit or nonprofit, people are turning to people like themselves for the information they need to make smart choices. These new sources of information are looked to by consumers for guidance alongside traditional media; advertising and traditional communications are still very much a part of the overall marketing mix. The result is a new vetting that is impact-ing—sometimes positively, sometimes negatively—the efforts of businesses and organi-zations to grow their markets.
CONSIDERATION
MARKETER-GENERATED USER-GENERATED
PURCHASE USE FORM OPINION TALKAWARENESS
Figure 1.1 The Social Feedback Cycle
Open Access to Information
The Social Feedback Cycle is important to understand because it forms the basis of social business. What the social feedback loop really represents is the way in which Internet-based publishing and social technology has connected people around business or business-like activities. This new social connectivity applies between a business and its customers (B2C), between other businesses (B2B), between customers themselves, as is the case in support communities and similar social applications, and just as well between employees.
As such, this more widespread sharing has exposed information more broadly. Information that previously was available to only a selected or privileged class of indi-viduals is now open to all. Say you wanted information about a hotel or vacation rental property: Unless you were lucky enough to have a friend within your personal social circle with specific knowledge applicable to your planned vacation, you had to consult a travel agent and basically accept whatever it was that you were told. Otherwise, you faced a mountain of work doing research yourself rather than hoping blindly for a good
source: Social Media Marketing, Dave Evans
Wednesday, January 19, 2011
Brand is what..........a) You say
b) Your customer say
20
80% of CEO’s believe their company offers a superior experience...
...8% of their customers agree
Lake Wobegon Effect
What social media can do for Marketing?
Wednesday, January 19, 2011
Wednesday, January 19, 2011
Wednesday, January 19, 2011
Wednesday, January 19, 2011
Wednesday, January 19, 2011
Wednesday, January 19, 2011
1. Advertising & Awareness2. Public Relation 3. Customer Relationship Management4. Social Monitoring5. Market Research
Wednesday, January 19, 2011
Social Commerce
Social commerce is a subset of electronic commerce that involves using social media, online media that supports social interaction and user contributions, to assist in the online buying and selling of products and services
Helping people buy where they connect and connect where they buy
Social commerce is not new... (coined by Yahoo 2005)
3
FTOAF (forward to a friend), referral programs
ratings & reviews
social platforms (forums, blogs,bookmarking)
realtime social shopping, Facebook Connect
Future: mobile,sCRM, curated marketplaces
It’s about people (influencing people), not technology
9
The social psychology of shopping can help
10
The scarcity cue; scarce stuff is good stuff
17
The COOKIE JAR EXPERIMENT 1975
Using the scarcity cue to cue purchase decisions
18
Using the scarcity cue to cue purchase decisions
21
The affinity cue; follow those you like
22
The NIXON KENNEDY DEBATE 1960
Using the affinity cue to cue purchase decisions
26
The consistency cue; be consistent
27
Drive Carefully
The BIG BILLBOaRD EXPERIMENT 1966
Using the consistency cue to cue purchase decisions
29
The authority cue; follow the leader
30
The SHock Box Experiment 1961
Using the authority cue to cue purchase decisions
31
The reciprocity cue; payback favours
34
The COKE AND RAFFLE TICKET EXPERIMENT 1975
Using the reciprocity cue to cue purchase decisions
36
The popularity cue; follow the crowd
38
The 42ND Street Experiment 1969
Using the popularity cue to cue purchase decisions
40
What’s Happening Now?
Slide Credit:
http://www.slideshare.net/paulsmarsden
Social Commerce: by Paul Marsden
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