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Writing Assignment 5
IMC Considerations in the Marketing Program
Getting Started:
Considering Lesson 2 and Lesson 5 in the assigned article, “How Chinese Retailers are Reinventing
the Customer Journey”, select the lesson that is most interesting to you. Then, use that lesson to provide responses
to these 3 tasks.
1.
Task 1 [identify a lesson that interests you]: (a) Identify the lesson you are focusing on and (b) summarize what, according to the article, companies in China have begun doing in this area. In lesson 5 “Always Stay Close to the Customer” the author describes the emphasis that China has placed on retaining repeat customers. The article highlights four main ways that China does this. First off Chinese retailers
offer free returns, sometimes for produce and other perishable goods, within 7 days of purchase. The retailers even offer the customers the option to set a time and date for the retailer to come and pick up the products in question free of charge. Customers can get in touch with retailers’ customer support through chatbots or 24/7 phone call hotlines. Secondly, China has extensive loyalty programs that offer coupons and “digital red envelopes” (pg. 92). These red envelopes are typically physically exchanged between friends and family during times of celebration in Chinese culture. On top of coupons and the digital red envelopes, Chinese retailers offer discounts during certain hours of the day to those who have successfully recommended someone to a specific retailer. This is a great marketing strategy because it promotes repeat customers acquiring new customers for a retailer. Thirdly, China piggybacks off KOLs (key opinion leaders) to help being awareness and increase sales of goods/ services. China noticed that many consumers are loyal to certain influencers instead of certain brands. So, they decided to use these influencers to market their goods. Most notably, the influencer Viya sold over $4.5 billion in goods/services in 2020. Lastly, China uses fan marketing to increase repeat customers. For instance, Xiaomi, a popular electronics company, has such a large fan base that will purchase any and all of their products. Because of this Xiaomi effectively created an online ecosystem for their customers by partnering with roughly 300 producers to sell their products. 2.
Task 2 [explore example from article]: For the lesson you have identified, select a topic in the article that you find interesting (e.g., a specific company, specific technology, specific person, specific app, etc.). Find more information about the topic (an internet search may be the easiest way to do this) and report the following about what you learn. (a) Identify the topic you select (and the page number it is on); (b) Provide a citation for
the source(s) you consulted (if it is a website, you can paste a web link); (c) Provide a clear summary (at least 3-4 sentences or bullet points) of information you learned (or found interesting) about this example from your research.
Lesson 5 mentions the name Viya when talking about KOLs. Viya is a 36-year-old popular influencer in China with over 18 million followers on Weibo and 80 million followers on Taobao (streaming services). She streams and markets various products by either showing you how they work or simply describing them. She most notably talked about Kim Kardashian’s fragrance in 2021. This fragrance then sold out in China within a couple of days of the stream going live. She also was fined $210 million by the US for evading taxes on a “space rocket launch service” that she sold on one of her live streams.
https://www.scmp.com/magazines/style/celebrity/article/3160684/who-viya-chinas-live-streaming-queen-
millennial?campaign=3160684&module=perpetual_scroll_0&pgtype=article
3.
Task 3 [give your own example]: Considering the article’s “Options for the West” for the lesson you have identified, give an example of how a specific company in the West (perhaps one you work for or one you want
to work for) might be able to implement (or at least pursue implementing) something specific from this lesson. For full credit, (a) identify the specific concept/technology/tactic (CTT) from this lesson the company could implement (or pursue implementing), (b) clearly state how this specific concept/technology/tactic (CTT)
would benefit the company, and (c) provide a brief analysis (minimum of 3 sentences or bullet points) of how long it may take for the company to implement this concept/technology/tactic (CTT).
Guidance: If you select a specific technology, it is okay if you do not know of a specific brand of technology that the company could use. When you identify the specific CTT from the article, be sure to cite the page number where this CTT is discussed. The purpose of asking you to analyze the time it takes to implement the CTT is to encourage you to think realistically about the opportunity. This is essentially a reflection/application task
.
I believe that Aldi could use a similar tactic as described in the “Integration across entry points” portion of the article. The author tells us that Chinese retailers would offer a discount to those customers who refer more business to the retailer. I believe that Aldi could incorporate a similar style of loyalty program. Aldi currently has no loyalty or membership programs running. This new tactic would offer Aldi more repeat customers (those
taking advantage of the referral discounts) and more new customers (the referrals). I believe that Aldi could implement this new tactic almost immediately. Aldi would simply have to market their new loyalty program through social media and other online platforms. I would recommend that Aldi gives this program a trial run in large market Midwest cities such as Chicago, Saint Louis, or Indianapolis. After about a month trial period I believe Aldi would be able to have worked out all the kinks for the new program and would be ready for a full scale launch.
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Related Questions
1 (a) From the perspective of the Marketing department and a Tactical assistant marketing manager, discuss the effect of the PESTLE.
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answer number 3 only
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5.
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6.
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a)
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【Introduction】
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4 companies offering similar goods or services to the same set of customers
5 a short and easily memorized phrase used in advertising
6 the division of a market into submarkets according to the needs or buying habits of different groups of potential customers
7 a small and specific market segment
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9 a business's total sales revenue
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