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Der Rückgang der Kundschaft und die Vielzahl an digitalen Geschäftsmodellen sorgen für Umsatzeinbrüche und zwingen immer mehr stationäre Stoffeinzelhändler zu Schließungen. burda create! vertreibt in vielen Stoffgeschäften weltweit Schnittmuster, sowie Zeitschriften und ist daher ebenso von dieser Situation betroffen. Ziel der Arbeit ist es zu beantworten, wie der Verkauf von burda style Schnittmustern im stationären Stoffeinzelhandel mithilfe von multisensorischen Konzepten und Maßnahmen wieder gestärkt werden kann. Dabei soll auch beantwortet werden, wie es gelingt mehr Frequenz in Stoffläden zu generieren, welche Faktoren zu einem längeren Verweilen führen und wie der Kunde zu einem Käufer gemacht werden kann.
Auf Grundlage der theoretischen Ausarbeitung wurden Faktoren herausgearbeitet, die für ein kundenzentriertes Design maßgebend sind: das Zusammenwirken der menschlichen Sinne und die Schaffung einer Wohlfühlatmosphäre. Dabei galt es nicht nur den Point of Sale, sondern auch den Point of People zu betrachten. Basierend auf einer qualitativen Befragung, sowie quantitativer Umfragen wurde ermittelt, wie zufrieden bestehende Kunden mit den burda style Katalogen und den stationären Stoffläden sind. Da bestehende burda Kunden einen höheren Altersdurchschnitt haben, wurde eine neue Zielgruppe im Alter von 18 bis 35 Jahren befragt, um herauszufinden wie es gelingen kann, diese als Kunden zu gewinnen. Die Auswertung dieser Umfrage zeigt, dass viele nicht vollkommen zufrieden mit dem Prozess der Schnittmusterauswahl im Stoffladen sind, und die Hälfte kann sich vorstellen, in Zukunft eine andere Marke für ihr Nähprojekt zu verwenden. Diese Ergebnisse unterstreichen die Wichtigkeit von der Konzipierung neuer Konzepte, bei denen der Kunde im Fokus steht.
Angesichts der bereits erforschten Faktoren und Wirkungen und der Ergebnisse der Umfragen, wurden Konzepte und Maßnahmen für den stationären Stoffeinzelhandel entworfen, mit Fokus darauf den Schnittmusterverkauf von burda style zu steigern. Diese wurden mit den Händlern von burda geteilt, damit sie diese umsetzen können und so Erfolge erzielen können.
Die Arbeit stellt die Faktoren, die für einen erfolgreichen Aufbau eines Network Marketing Geschäfts über die sozialen Medien ausschlaggebend sind, dar. Sie zeigt auf, welche Faktoren im Network Marketing und auf den sozialen Medien Erfolg versprechen. Anhand von drei Cases werden Erfahrungen aus der Praxis verschiedener Sichtweisen zusammen geführt. Aus der Betrachtung von Theorie und Praxis werden Erfolgsfaktoren und daraus folgende Handlungsempfehlungen für einen erfolgreichen Geschäftsaufbau durch die sozialen Medien zusammengeführt und veranschaulicht.
Die Musikindustrie hat in den vergangenen Jahrzehnten eine Transformation durchlebt, die zu einer neuen Arbeitsweise von Plattenfirmen, Künstlern und anderen Akteuren der Branche führte. Aufgrund der Digitalisierung veränderten sich nicht nur die Produktion sowie die Ausspielwege von Musikprodukten, auch die Vermarktung von Künstlern und ihrer Musik musste an die neuen Gegebenheiten angepasst werden. In der modernen Musikindustrie spielt Online-Marketing eine immer größer werdende Rolle. Diese wissenschaftliche Arbeit hat daher das Ziel zu identifizieren, wie digitale Medien (vor allem Social Media) als Teil der Marketingkommunikation effektiv in eine Marketingstrategie für Künstler integriert werden können. Dabei gilt es auch mögliche Trends herauszufiltern sowie Werkzeuge zur Messung des Erfolgs abzubilden. Anhand einer Datenbankrecherche wurden die zentralen Bestandteile einer Marketingstrategie, wichtige Elemente der Kommunikation durch digitale Medien und Erfolgsmessung sowie die Chance der Eigenvermarktung und Trends herausgearbeitet. Anschließend wurden die Befunde durch Künstler-Interviews und ein Expertengespräch auf die Praxis bezogen und diskutiert. Die Ergebnisse veranschaulichen die zunehmende Bedeutung sozialer Medien für die Marketingkommunikation von Künstlern der modernen Musikindustrie. Des Weiteren ließen sich WhatsApp, TikTok und Podcasts als Trends im Hinblick auf die Künstlerkommunikation hervorheben.
In this thesis, the following object was addressed: Is employee advocacy an influential component in the war for talents and customers? This thesis collaborates with the company Ambassify. Firstly, all relevant subjects and information regarding this topic were discussed in a literature review. Based on this, a research strategy was created, including all aspects necessary to answer the research question. In order to gather this data and then answer the research question a quantitative study, more precisely an online survey was conducted.
This research examines the impact of social media on consumer behavior, focusing on how consumer behavior and habits change after the use of social media by German and Chinese young consumers. A comparison of the differences between the two groups is also conducted. The study was conducted based on theoretical background and terminology, followed by six hypotheses. Then this research determined the scope, target population, and sample size before using focus groups and online questionnaires as survey methods. While analyzing the questionnaire data, the research tested the hypotheses and demonstrated the effects between the variables. The results indicated partial agreement with existing studies. Browsing time positively correlates with the purchase journey. The duration of online discounts negatively correlates with transaction speed. Young consumers' demand increases with the amount of time they spend browsing product advertisements. However, some findings ran counter to previous investigations. The impact of SMM on young consumers has no adverse effect on the time spent browsing products. Moreover, only in some cases, young consumers' purchase intentions are positively correlated with demand.
Keywords: Young consumers, Social media marketing, Consumer behavior, Purchase journey, Purchase intention, Online time-limited discounts, Demand
Greenwashing in the clothing industry and its impact on the corporate image of consumers in Germany
(2023)
With issues like climate change and the pollution of our planet, more and more clothing companies are following the trend of a sustainable marketing strategy. Greenwashing is often associated with that, as not all companies are honest about their statements. This study examines how greenwashing by a company in the clothing industry impacts the corporate image of 18 to 30-year-old adults in Germany. Studies regarding sustainability, consumer behaviour towards sustainable products, the behaviour in case of greenwashing incidents, and the identification of greenwashing are investigated. For the analysis, online survey data of 244 Hochschule Furtwangen University study participants are examined. The descriptive study provides information about the behaviour of consumers regarding sustainable clothing and their behaviour when it comes to greenwashing. It was found that consumers tend not to consider sustainability when buying clothes. Very few inform themselves about sustainability, and sustainable labels do not seem to influence their shopping decisions. The image of the consumer about the company involved in greenwashing appears to deteriorate. In addition, the willingness to keep buying from the company seems to be stopped or reduced for the majority. A weak positive correlation was found between consumer behaviour concerning the topics of sustainability and greenwashing. It can be summarised that the dishonest behaviour of clothing companies can harm their consumers' corporate image and brand loyalty.
This study focuses on whether users perceive Trust as an essential factor in revisiting Saleduck CHDE to maximize profit. Three major components were identified based on academic literature on online customer behaviour and e-commerce: Perceived Aesthetics, Perceived Usefulness, and Perceived Ease of use. Seven measurable indicators from previous research were used to measure the unobserved components. Also, relevant company data about the German-speaking Switzerland domain were analyzed to outline the relevance of revisiting visitors. According to Google Analytics, the average revisiting visitor generates approximately 4.8 times higher revenues than the average new visitor. The sample consists of 104 students and employed respondents who took part on a five-point Likert scale. The questionnaire also incorporates questions about demographics and target grouping. For assessing the relationship between these three constructs and Trust, Structural Equation Modelling techniques were implemented using IBM SPSS AMOS 28.0. Results show that most participants value Trust highly when using a coupon website. Nevertheless, relationships between Trust and its latent indicators could not be adequately assessed due to suppression effects. Additionally, differences between groups among both measured variables and latent constructs were assessed. The study found that five out of seven indicators in the measurement model significantly reflect the hypothesized components. However, insufficient sample size and a low number of indicators per construct were most likely the reason for the presence of suppression effects. Also, several potential validity issues occurred; the absence of German-speaking respondents from Switzerland, a low number of employed respondents, and a lack of diversity in the samples' age distribution.
Durch das digitale Zeitalter und die starke Vernetzung sind Influencer zu den neuen Superzielen in der Werbebranche geworden. Für die schnelle Vermarktung und den Durchbruch von Produkten, Dienstleistungen und Marken werden so genannte Social-Media-Influencer eingesetzt, die durch ihre Posts, Follower und Likes in den Social-Media-Kanälen ihre Community gezielt beeinflussen können. Als Adressaten von Werbebotschaften von Unternehmen haben Influencer nicht nur ein hohes Potenzial, die Wahrnehmung eines Produkts, einer Dienstleistung und einer Marke zu beeinflussen, sondern auch den Ruf und den wirtschaftlichen Erfolg eines Unternehmens und letztlich den Kaufentscheidungsprozess der Rezipienten.
Diese Arbeit beschäftigt sich mit Social Media Influencer Marketing und der Frage, ob sich erfolgreiche und einflussreiche Werbebotschafter mit Social Media Aktivitäten von Kommunikations- und Schlüsselfiguren im Hinblick auf Luxusgüter typisieren lassen und welche Umsetzungsstrategien sich daraus ergeben.
As a leading medical technology company, KARL STORZ SE & Co. KG continuously wants to bring innovations and applications into the market and expand its existing product portfolio. As strategic initiatives, the company has set priorities and goals to ensure its sustained success. One of those strategic initiatives is to start developing new products in the field of robotic surgery and compete in this segment. To achieve these ambitions, the company decided to spin off its robotic solutions department and establish a new business called KARL STORZ VentureONE Pte. Ltd. With a smaller and more agile structure, the new venture seeks to implement new ways of working and promote innovation.
This new-born company is playing in a fast-growing market that one single competitor has traditionally dominated. However, robotic surgery still has much potential, and existing suppliers have not yet reached different market segments. One segment that has called the attention of the spin-off is the ambulatory surgery centers in the US.
These surgical institutions are growing and gaining relevance in the American surgery landscape. Hence, the company is particularly interested in developing a robotic solution for this segment. Before introducing a product, the company must understand the target customer intended to address. Management at the new venture is also convinced that new business models can be successfully implemented in this segment. Thus, this academic work aims to evaluate the ambulatory surgery center market in the US and propose a suitable business model for this target customer.
For this purpose, this thesis was divided into two main parts. The first aimed to conduct market research on the ambulatory surgery centers in the US by collecting secondary data from articles, reports, and governmental publications. The second part focused on proposing a business model for the ambulatory surgery center segment. To do so, primary data was obtained by interviewing experts in this market.
The research found that the ambulatory surgery centers segment is a growing market where robotic surgery has not yet been fully implemented due to its high cost and reduced reimbursement rates for outpatient procedures. Another barrier to robotic surgery in surgery centers is the high upfront investment needed to buy the technology. Based on these insights, different business models, such as leasing, renting, pay-per-use, and subscription, were assessed. A subscription model was selected and further developed by presenting the most advantages. Using the “Business Model Navigator” methodology, this work defined and documented the target customer, the value proposition, the value chain, and the profit mechanism.
This literature-based bachelor thesis analyzes the MoonSwatch project developed by Swatch X Omega with empirical findings. This bachelor thesis asks, "How does the MoonSwatch launch affect the watch industry, and will this impact affect Omegas luxury brand value through the cooperation with Swatch?" The goal is to determine the effects of luxury and non-luxury collaboration in the watch industry, analyzing the competitors and development in secondary markets.
The MoonSwatch is a co-branding strategy of two completely different positioned brands regarding price ranges and customer groups. The MoonSwatch currently targets the younger and price-sensitive customer group with a retail price of € 250 (~ CHF 248.24).
They created a watch collection that resembles the moon landing of Omega back in 1969. Since then, Omega has been the official watch for the NASA space program and is praised for its high quality, timeless design, accuracy and precision. The prices for Omega watches can range between € 6.000 to € 25.000 (~ CHF 5.957 – CHF 24.823).
On the other hand, Swatch was made for the mainstream customer with affordable prices between € 60 to € 200 (~ CHF 59:58 – CHF 198.59). Swatch is famous for its colorful, joyful and unique designs.
Both brands belong to the Swiss Swatch Group, which owns eighteen brands in total. Both are icons in their expressions. Omega wrote history for the first watch being on the moon. Swatch is an innovator that saved the Swiss watch industry during the economic crisis in the 1980s.
The brands created the MoonSwatch collection, consisting of eleven models inspired by the moon landing and the space planets. Each watch is designed in a specific color to the planet it represents. The project was released on the 26th of March 2022 and has caused a global sensation. The product creates a natural limitation. In contrast, demand far exceeds supply leading to exorbitant prices in the secondary markets.
This bachelor thesis uses English numerical notation.
Mercedes-Benz Trucks, one of the largest commercial vehicle manufacturers in Europe, will launch the eActros LongHaul, a zero-emission battery-electric commercial vehicle in 2024. As battery-electric commercial vehicles have not been on the market for long, manufacturers face many new challenges when launching new products. Therefore, this thesis investigates which factors influence the product introduction of the eActros LongHaul and how to address them. To this end, the following research questions were posed to evaluate which external factors influence the product introduction of the eActros LongHaul and what difficulties and challenges can be expected during the market launch of the Actros LongHaul and what measures could Daimler Truck take to circumvent these difficulties. Therefore, the external factors that have a potential influence on the market launch of the product were considered. For this purpose, current studies and legal requirements were analyzed. Furthermore, qualitative interviews were conducted with experts from Mercedes-Benz Trucks who are involved in the product launch.The factors that could hinder a successful market launch of the eActros LongHaul were analyzed and evaluated. In addition, measures were proposed to reduce the influence of
these factors.
In recent years, an increasingly technological and digital world, with new opportunities
and communication channels, has seen a power shift between brands and their consumers
in favor of the latter (Hansen et al., 2018). This bachelor's thesis examines the question
of whether there are models that can help companies and their brands to counteract the
change in the power balance while responding to changing consumer behavior.
Method: To answer this question, two models, crowdsourcing, and influencer marketing
were presented, that can also be used in the context of brand management. These were
analyzed from a brand perspective in terms of their possibilities and benefits. In addition,
both were analyzed from the consumer's point of view in terms of their correspondence
with the customers' requirements.
Results: The results show that both crowdsourcing and influencer marketing are suitable
in principle, because they address parts of the new consumer requirements, while at the
same time enabling the brand to act in a more self-determined manner. For a successful
implementation of the models, however, it is essential that there is a strong brand
community that wants to interact with the brand and its partners.
Significance of the results: The results provide some good initial insights into solving the
problem presented, but also clearly point out, that further research is required to better
address the issue of the shifted balance of power between consumers and brands.
Building and further strengthening customer relationships is of vital significance for organizations per diem, as maintaining an existing customer base is proven to be less costly than acquiring new customers. Therefore, customer loyalty programs serve as the ideal foundation to enhance customer-centric businesses in the long-run and reward continuous engaging customer behavior. The B2B automotive aftermarket industry with respect to loyalty programs is a general under-researched area. Thus, this study aims to close the gap.
The objective of this research study was to create a suitable loyalty program for the automotive aftermarket on the example of Parts Trading at Mercedes-Benz AG. In order to achieve that, literature concerning individual factors that compose a loyalty program were reviewed as well as twelve qualitative expert interviews in the German market conducted. The experts provide specific, deep-rooted practical knowledge in the automotive aftersales field and assist in gathering valuable information in terms of desired aspects, challenges and experiences regarding loyalty programs. The results were assigned to six categories which were further used to provide recommended action for a loyalty program in Parts Trading and the general automotive aftermarket.
The results of this study display that an automotive aftermarket loyalty program is associated with a great deal of effort, as various challenges have to be overcome. These include the issue of data management, specialized rewards that provide high-perceived value that need to be offered in an easy-to-understand scheme, the signif-icant topic of support and accessibility from the company that needs to be ensured before implementing a loyalty program and lastly, the subject of profitability for the organization. Consequently, it is suggested to derive further international studies where quantitative research with a greater sample size is conducted to review whether the results are in alignment along with a long-term study in which the impact on customer buying behavior and profitability of the program with the same experts is evaluated. However, these findings serve as the ideal starting point for Parts Trading with a lot of possibilities to further develop the loyalty program.
The impact of store atmosphere elements on the purchase behaviour and emotions of customers has an important significance in modern marketing. How to design and conceptualize a store atmosphere in such a way that it provides an unforgettable experience for the customer and entices him or her to arouse an interest in the store environment is one of the most fundamental concerns merchants and marketers must ask and think through these days – likewise, the role of culture in connection with store atmosphere is necessary to understand. The goal of this paper is to answer the question on how behavioural and emotional responses to store atmospheric elements such as visual, aural, olfactory, tactile, social, exterior design, interior design and layout & design differ across individualist and collectivist cultures. A cross-cultural analysis between Germans and non-Germans is made in respect to the posed question. A quantitative online survey was conducted, in which a total of 99 valid participants took part, of which 57 were Germans and 42 were non-Germans. This research extended the study of Barros et al. (2019) and added two more separate store atmospheric elements which are the general exterior design and the general interior design. The data was then analyzed, and the findings were ultimately presented. The findings showed that overall store atmosphere elements have similar emotional and behavioural effects on individualist and collectivist cultures with the exception of the general exterior design element, where a significant difference was found. This paper gives a comprehensive overview on the importance of store atmospheric elements in retail and the comparison between Germany which acts as a country that scored relatively high on the Individualism dimension of Hofstede’s national culture model and the countries Turkey, Russia, Portugal, Albania, Bosnia, Romania, Kazakhstan, Vietnam, Sri Lanka and Iraq which serve as a union of cultures that performed high on the Collectivism dimension. Additional research on the topic needs to be done on how culture affects shopper’s emotional and behavioural responses.
This bachelor thesis deals with the topic of how companies can develop a successful marketing strategy in influencer marketing. Influencer marketing is coming under increasing criticism due to negative headlines from influencers. In the theoretical part of the paper, influencer marketing as well as marketing with opinion leaders is presented. Subsequently, the structure of an influencer marketing strategy is presented. In addition, the cooperation between the influencer Pamela Reif and the sports brand Puma is considered, as well as the cooperation between the influencer Anne Wünsche and the sports brand Oceans Apart. Due to the topicality of this subject, the work is particularly interesting for companies to develop an optimal marketing strategy and to achieve its marketing goals optimally.
This paper examines the potential of short videos within the organic marketing of startups. Through a case study, this research looks at the company Choosy UG (haftungsbeschränkt) (henceforth “Choosy” or “Choosy UG”) on the platform TikTok. Firstly, the relevance of short videos in marketing is presented and the specific strengths and possible uses of TikTok are shown in comparison to other platforms. Afterwards, quantitative and qualitative analyses are used to examine what an effective TikTok presence looks like and how the use of short videos affects the organic reach and engagement rate of the Choosy account. In the context of this work, it is elaborated how a good short video content strategy is developed for the platform TikTok and what it looks like particularly for Choosy. The results show that short videos can be an effective tool in organic marketing for startups, especially on platforms like TikTok. However, it is important to develop the right content and consider the specific strengths and weaknesses of the platform in order to realize the full potential of short videos. This paper provides valuable insights for startups looking to use short videos in marketing and shows that using TikTok can prove useful, especially for companies that do not allocate a large budget for marketing activities.
In today's business world, online communication has become increasingly important for companies to communicate quickly and cost-effectively with partners, customers and employees. As companies become more international, the importance of online communication has increased as it allows people to communicate from anywhere at any time. Companies that understand the importance of online communication and prepare for internationalization have a clear competitive advantage, as effective online communication not only strengthens customer loyalty but also improves a company's reputation and revenues.
This Bachelor's thesis focuses on the online communication of uhlsport GmbH, specifically the activity of all uhlsport brand Instagram channels worldwide. The aim is to examine what steps are necessary to initiate further internationalization of online communication. The focus on Instagram is interesting because there are currently many unregistered and inactive uhlsport country channels that do not correspond to the company's CI.
The thesis surveyed five uhlsport subsidiaries in France, Spain, UK, Scandinavia, and Benelux to gain insight into their working methods and impressions and to initiate improvement measures. The main results showed that most subsidiaries would like to engage in online communication, but they lack resources such as personnel, a central guideline for online communication, and training measures for a consistent CI in the entire uhlsport online communication.
The significance of these results lies in the need for a central online communication guideline that everyone must follow, and additionally, the thesis suggests a restructure of the Instagram channel strategy.
Corporate Social Responsibility (CSR) bringt für Unternehmen Herausforderungen in der
dazugehörigen Kommunikation mit sich, welche oft von einem Mangel an Glaubwürdigkeit und Misstrauen geprägt ist. Daher ist es essenziell herauszufinden, wie
man diesen Herausforderungen begegnen kann.
Mit dieser Abschlussarbeit sollen Möglichkeiten aufgezeigt werden, wie ein
Unternehmen das Glaubwürdigkeitsproblem in der CSR-Kommunikation überwinden
kann. Welche Rolle dabei die Berichterstattung in Form eines unabhängigen, nicht-finanziellen Berichts spielt, soll ebenso Gegenstand der Forschung sein. Um die
theoretischen Erkenntnisse zu untermauern, werden zwei Nachhaltigkeitsberichte aus der Praxis analysiert.
Die Forschungsergebnisse geben Aufschluss darüber, welche Strategien Unternehmen
anwenden können, um einen positiven Einfluss auf die Glaubwürdigkeit ihrer CSR-Kommunikation auszuüben. Der CSR-Bericht zählt in dem Zusammenhang als größte
Informationsquelle und kann somit genutzt werden, um über die soziale Verantwortung
von Unternehmen zu berichten und unter Beachtung verschiedener Anforderungen die Glaubwürdigkeit der CSR-Kommunikation zu erhöhen.
Für viele Unternehmen im B2B Bereich wie die SICK AG, stellen Messen und die
dort ausgestellten Exponate eine der wichtigsten Marketinginstrumente dar.
Allerdings befindet sich die Messelandschaft im ständigen Wandel. Nicht nur
technische Innovationen, sondern auch die Corona-Pandemie haben das
Erscheinungsbild von Fachmessen anhaltend geprägt.
Das Ziel der vorliegenden Arbeit ist es zu erforschen, wie Fachmessen in
Deutschland sich in den kommenden Jahren verändern werden und welche
Auswirkungen sich daraus für die Exponatelandschaft der SICK AG ergeben.
Um diese Frage zu beantworten, hat man externe und interne Prognosen mithilfe
von Experteninterviews geprüft. Die Ergebnisse zeigen, dass insbesondere
Präsenzmessen mit spezifischen Fokus für die SICK AG eine führende Rolle
einnehmen werden. In Bezug auf Exponate wird eine Mischung aus Hardware,
virtueller und hybrider Exponate unerlässlich. Besonders wichtig ist es dabei,
dass die Gesamtheit des Messestandes einem Konzept folgt und dabei für den
Kunden relevante Inhalte präsentiert werden.
The aim of this research is to explore social media platform TikTok and how it can be used as a marketing opportunity for brands but at the same time be a challenge for others. A qualitative study has been conducted due to the subjective nature of the topic, as well as a qualitative survey to get better insights of TikTok users’ behaviour. To analyse the data, a content analysis of 4 brands over the time frame of 3 months 01.06.2022 to 25.08.22 has been conducted. The findings can offer researchers and marketers better insights about if and how to implement TikTok into a marketing strategy of a company.