摘要:在市场经济澎湃发展的今天,各类促销活动不断涌现。促销是营销策略的重要组成部分,是一种基本的营销手段。促销在整个市场运作中起到了积极作用。它能使产品快速进入市场,启动销售;鼓励消费者再次购买产品,形成持续的消费习惯;增加消费量;抵制竞争对手;带动系列产品的销售。由于促销往往提供额外的利益,它能促进短期销售,使得销售绩效获得立竿见影的增长。同时,优秀的、经过创意设计的促销活动,还能对品牌建设起到推动作用。“博客肉品”的促销结合了众多促销方式,对品牌的助力显而易见。本论文对“博客肉品”的诸多促销方式进行了分析,并结合促销与品牌建设的理论基础,得到如何通过促销来建设品牌的方案。事实情况是,消费者对于促销的态度已变得越来越理性,不再对毫无新意的促销活动趋之若骛。而且,拙劣的促销方式会产生消费者心目中的品牌损伤——伴随着额外利益的获得、产品价格的降低,消费者对于品牌的价值会在一定程度上产生怀疑。因此,促销技巧的运用,应当将品牌形象的维护考虑在内。在进行促销设计时,要将创意的运用与品牌建设的出发点相结合。通过对“博客肉品”的案例分析,我们可以获得较佳的解决方案,力求将品牌损伤与价格敏感降至最低。本论文并且对较易产生品牌损伤的促销方式进行了分析,提出了运用此类促销手段所须注意的事项。如何降低品牌损伤,如何在达到促进销售的短期目标的同时进行品牌建设,这些问题在本论文中有较为详细的阐述和思考。
关键词:促销、品牌、品牌建设、博客肉品、品牌损伤、价格敏感
Abstract :Nowadays, with the rapid development of economy, more and more sales promotion activities have been carried out in marketing field. Sales promotion is an important component of the marketing strategy, meanwhile, it is a basic marketing means. Sales promotion plays a positive role in the marketing process. It makes products on sell in a short time, stimulates sales and encourages consumers to buy the products again by forming a continuous consuming habit. Also, it can promote consumption, obtain the superiority over the other competing products, and enhance the sales of other products in the same series. What''s more, sales promotion brings about additional benefit, stimulates sales in a short term, as a result, gives a rapid increase to the sales volume. At the same time, effective sales promotion with originality can build up a good brand image. Proker’s sales promotion, which involves many sales-promoting ways, does a great benefit to brand image. The purpose of writing this article is to work out a project of how to build up a successful brand image in sales promotion way by analyzing Porker''s sales promotion means on the basis of theories of promotion and brand construction. These days, consumers become more and more sober about sales promotion activities, and will not be attracted by unimpressive ones easily any longer. And these activities will only do harm to brand image in the consumers'' mind. With the acquiring of additional benefit and fall of price, consumers will show doubt to the value of the brand. So, when we apply sales promotion skills, maintenance of brand image should be taken into account. When we design a sales promotion project, we should pay more attention to the brand image as well as its originality. In the case of Proker, we may work out a satisfactory solution to modify the bad impact on brand image and price sensitivity. In this article, I also analyze those means that may do harm to brand image, and put forward some suggestions in performing these kinds of activities. How to decrease the bad impact on brand? How to build up brand image when achieving the short-term selling goal? These issues will be delt with in this article.
绪论
在市场经济澎湃发展的今天,各类促销活动如雨后春笋不断涌现。促销作为企业各种营销组合策略的重要组成部分,是企业应对竞争、扩大市场、争夺顾客、树立形象的基本营销手段。毫无疑问,促销在整个市场运作过程中起到了不可替代的积极作用。然而,面对纷至沓来的促销活动,消费者的态度变得越来越理性,除非这个促销活动真的别出心裁、十分吸引人,一般的促销活动,已经不再具有特别大的魅力了。同时,促销如若仅仅停留在比较浅俗的层次,例如,仅仅是盲目的降价行为,事实上又在消费者的心目中留下了不好的印象。品牌损伤,以及价格敏感,都将与那些拙劣的促销形式并存。因此,研究促销与品牌建设的关系,如何将促销可能引起的不良影响减至最低,成为一个迫切的课题。