Các Nguồn Phát Tán “Tiếp Thị Truyền Miệng”

KOL Tiếp Thị Truyền Miệng là gì? Hiệu quả tiếp thị truyền miệng

KOL Định Nghĩa Tiếp Thị Truyền Miệng – Word of Mouth

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Các Nguồn Phát Tán “Tiếp Thị Truyền Miệng”

Amazon biến khách hàng trở thành những người quảng bá nhiệt thành

 

Word-of-miệng tiếp thị ( WOMM , WOM marketing ), hay còn gọi là lời quảng cáo miệng , khác với tự nhiên truyền miệng , ở chỗ nó đang tích cực ảnh hưởng hoặc khuyến khích các tổ chức (ví dụ như ‘hạt giống’ một thông điệp trong một mạng đáng làm thường xuyên người tiêu dùng tham gia vào WOM, sử dụng các nhân viên WOM ‘). Trong khi thật khó kiểm soát WOM, nghiên cứu [1]cho thấy rằng có ba cách chung để “quản lý” WOM cho mục đích WOMM: 1. Xây dựng một nền tảng WOM vững mạnh (ví dụ mức độ hài lòng, lòng tin và cam kết đầy đủ), 2. Quản lý WOMM gián tiếp, có nghĩa là chỉ có các nhà quản lý có thể kiểm soát được mức độ vừa phải (ví dụ quảng cáo gây tranh cãi, chiến dịch trêu ghẹo, câu lạc bộ thành viên khách hàng), 3. Quản lý trực tiếp WOMM, có mức kiểm soát cao hơn (ví dụ như các đại lý của WOM ‘trả tiền’, ‘bạn bè có bạn’). Proconsumer WOM đã được đề xuất như là một đối trọng với truyền miệng có động cơ thương mại

Ba mô hình WOM
Khi nghiên cứu sâu hơn về phát triển khái niệm truyền miệng, nhiều mô hình đằng sau chiến lược truyền miệng cũng được phát triển. Các mô hình này bao gồm mô hình ảnh hưởng tiêu cực giữa người tiêu dùng và người tiêu dùng, mô hình ảnh hưởng của nhà tiếp thị tuyến tính và mô hình coproduction mạng.

Khi giao dịch với hình thức truyền miệng ban đầu và đơn giản nhất, Marketing liên quan đến mô hình mô hình ảnh hưởng của người tiêu dùng giữa các bên hữu.   Điều này có nghĩa là các tổ chức không có ý kiến ​​trực tiếp về những gì đang được nói về sản phẩm cụ thể, chỉ có một khách hàng nói chuyện về sản phẩm và / hoặc kinh nghiệm dịch vụ khách hàng. Động cơ chính đằng sau mô hình này là để những người khác cảnh báo và thông báo cho người tiêu dùng tiềm năng của một sản phẩm ngoài lợi ích tốt nhất của họ không vì lợi ích cá nhân. [9] mô hình này được gọi là hữu cơ bởi vì nó xảy ra một cách tự nhiên, có nghĩa là nó không được lên kế hoạch bởi các công ty và xảy ra khi người tiêu dùng muốn chia sẻ kinh nghiệm của họ với một thương hiệu hay sản phẩm nào đó.

Khi nghiên cứu bắt đầu tiến triển, các nhà tiếp thị nhận thấy tầm quan trọng của “người tiêu dùng có ảnh hưởng”. [9] Vì vậy, các mô hình ảnh hưởng trực tiếp tiếp thị đã được thông qua. Mô hình ảnh hưởng của nhà tiếp thị tuyến tính giới thiệu ý tưởng về khách hàng có ảnh hưởng tạo cuộc trò chuyện với khách hàng tiềm năng và người tiêu dùng về cách một sản phẩm nhất định có thể có lợi cho họ để mua hàng. Mô hình này cho phép các tổ chức đảm bảo rằng các nguồn có uy tín đáng tin cậy đang lan truyền từ / thông điệp của tổ chức và trình bày đề xuất giá trị của tổ chức thành công và chính xác cho người tiêu dùng mục tiêu. [9] Điều này có thể được thực hiện thông qua “quảng cáo và quảng cáo được nhắm mục tiêu thông qua các nguồn đáng tin cậy để xem lại sản phẩm”. [9] Các nhà tiếp thị nhận thấy mô hình này là một mô hình tiếp thị truyền miệng hiệu quả và giảm cơ hội để ý kiến ​​và thái độ tiêu cực lan rộng ra về một sản phẩm cụ thể của tổ chức.

Mô hình Hợp tác Mạng: Những nhà tiếp thị này đã giới thiệu “một-một chương trình gieo hạt và truyền thông”. [9] mô hình này khuyến khích đối thoại giữa khách hàng về sản phẩm nhất định thông qua phát hành thông tin về một sản phẩm cụ thể. [10] Mô hình truyền miệng này tập trung hơn vào các hoạt động trực tuyến, sử dụng blog và cộng đồng trực tuyến làm nguồn thông điệp của sản phẩm. Mô hình coproduction mạng cho phép các nhà tiếp thị kiểm soát và quản lý hoạt động truyền miệng trực tuyến. [9]

Hạt giống là một ví dụ về cách các nhà tiếp thị sử dụng mô hình coproduction mạng lưới truyền miệng. Với các nhà tiếp thị hạt giống có thể sử dụng nhiều kỹ thuật và phương pháp tiếp cận khác nhau có thể được gián tiếp như kỹ thuật WOM cuộc đàm thoại và phương pháp tiếp cận trực tiếp [10]
Cách tiếp cận kỹ thuật bao gồm các nhà tiếp thị xây dựng các cuộc đối thoại, do đó có nhiều buzz được tạo ra và số lượng các cuộc đối thoại dựa trên một sản phẩm của tổ chức tăng lên. [10]
Cách tiếp cận trực tiếp để gieo hạt đang nhắm đến người tiêu dùng được lựa chọn đặc biệt và cho phép họ lấy mẫu sản phẩm mà một tổ chức có. Điều này cho phép những khách hàng được lựa chọn này trình bày cảm xúc của họ đối với những sản phẩm này thông qua cộng đồng trực tuyến hoặc blog. [10]
Các chiến dịch săn bắt có thể cung cấp cho các nhà tiếp thị khả năng tiếp cận với một bộ khách hàng mới. Nó là hiệu quả nhất khi sản phẩm đang ở giai đoạn đầu của phong cách sống sản phẩm của nó và giúp thiết lập danh tiếng của thương hiệu và sản phẩm vào chuyển động

Các Nguồn Phát Tán “Tiếp Thị Truyền Miệng”

Tiếp thị truyền miện WOM -Buzz  

Tiếp thị buzz hay đơn giản là “buzz” là thuật ngữ được sử dụng trong tiếp thị truyền miệng – sự tương tác giữa người tiêu dùng và người dùng của một sản phẩm hoặc dịch vụ phục vụ để khuếch đại thông điệp tiếp thị ban đầu. [11] Một số mô tả buzz như một hình thức quảng cáo thổi phồng của người tiêu dùng, [12] một mơ hồ nhưng tích cực hiệp hội, phấn khích, hoặc dự đoán về một sản phẩm hay dịch vụ. Thường xuyên “buzz” thường là một mục tiêu tiếp thị lan truyền , quan hệ công chúng và quảng cáo trên các phương tiện truyền thông Web 2.0 . Thuật ngữ này đề cập đến cả việc thực hiện kỹ thuật tiếp thị và tạo ra thiện chí được tạo ra. Ví dụ về các sản phẩm có tiếng tăm tiếp thị mạnh khi giới thiệu là Harry Potter ,Volkswagen New Beetle , Pokémon , Beanie Babies và Dự án Blair Witch .

Tiếp thị truyền miện WOM – Các hiệu ứng viral 

Viral marketing và quảng cáo virus là thuật ngữ thông dụng ám chỉ đến tiếp thị kỹ thuật sử dụng từ trước các mạng xã hội để tạo ra sự gia tăng nhận biết thương hiệu hoặc để đạt được các mục tiêu khác tiếp thị (ví dụ như bán sản phẩm) thông qua tự sao chép của virus quá trình, tương tự như sự lây lan của vi rút hoặc virus máy tính . Nó có thể là truyền miệng hay nâng cao bởi các hiệu ứng mạng lưới của Internet. [13] Các chương trình khuyến mãi của viral có thể dưới hình thức các video clip , trò chơi tương tác Flash , advergames , ebooks ,phần mềm thương hiệu , hình ảnh , hoặc thậm chí cả tin nhắn văn bản . Mục tiêu của các nhà tiếp thị quan tâm đến việc tạo ra các chương trình tiếp thị lan truyền thành công là xác định những cá nhân có tiềm năng mạng xã hội cao và có khả năng bị một đối thủ cạnh tranh khác tạo ra và tạo ra các thông điệp virut thu hút phân khúc này. Thuật ngữ “tiếp thị lan truyền” cũng đã được sử dụng một cách khinh miệt để tham khảo các chiến dịch tiếp thị tàng hình – việc sử dụng không chính xác của astroturfing on-line kết hợp với quảng cáo undermarket ở các trung tâm mua sắm để tạo ấn tượng về sự nhiệt tình quảng cáo tự phát. 

Phân tích WOM 

Người tiêu dùng có thể quảng cáo thương hiệu bằng truyền miệng do các yếu tố xã hội, chức năng và tình cảm.  Nghiên cứu đã xác định được 13 đặc điểm thương hiệu kích thích WOM, cụ thể là:   

Tuổi của thương hiệu trên thị trường: Một lịch sử lâu dài của một thương hiệu hoặc sản phẩm có thể tạo ra một mối quan hệ cảm xúc giữa người tiêu dùng và chính nó. Điều này có thể kích thích WOM nếu thương hiệu được biết đến là đáng tin cậy và hiệu quả hiển nhiên bởi sự tồn tại của vị trí của nó trong một thị trường, điều này có thể có hiệu quả cho các công ty để giao tiếp sức mạnh của họ để đối thủ cạnh tranh khác.
Loại hàng tốt: Tùy thuộc vào loại sản phẩm, kinh nghiệm mà khách hàng có với một sản phẩm có thể có nghĩa là WOM có thể được sử dụng để gợi ý thương hiệu và sản phẩm cho người khác khi ở các hình thức khác nhau. Một ví dụ về điều này có thể là một đối tượng gia đình hoặc vườn.
Tính phức tạp: WOM được sử dụng trong trường hợp này để giúp giải thích việc sử dụng một sản phẩm hoặc hiệu quả của nó cho dù nó sẽ không phục vụ mục đích hoặc nhu cầu của nó.
Kiến thức về thương hiệu: Tương tự như phức tạp, WOM có thể được sử dụng để mô tả hiệu quả của một thương hiệu, lịch sử đằng sau nó và mục đích chính của sản phẩm là gì. WOM cũng được sử dụng để xác định thời tiết trong tương lai của công ty là tích cực hay tiêu cực.
Sự khác biệt: Một trải nghiệm với các sản phẩm khác nhau trong một thị trường có thể có nghĩa là WOM có thể cung cấp các giải pháp cho người khác và giải thích những sản phẩm và thương hiệu nào có thể có hiệu quả hơn những sản phẩm khác khi xem xét các sản phẩm tương tự phục vụ cùng nhu cầu. Người tiêu dùng trước đây có thể giúp mô tả điểm mạnh và điểm yếu của sản phẩm và giúp đưa ra quyết định chính xác.
Sự liên quan của một thương hiệu với một đối tượng rộng
Chất lượng: lòng tự trọng được trao cho một thương hiệu
Phí bảo hiểm: WOM về phí bảo hiểm có thể tham khảo [17] quá nhiều bao bì khác nhau của một sản phẩm nhãn hiệu, ví dụ như trong lễ Phục sinh hoặc lễ Giáng sinh. Các gói và giao dịch khác nhau và thú vị có thể kích thích nguồn thông tin WOM khổng lồ và có thể dẫn đến thương hiệu trở nên cực kỳ phổ biến trong một khoảng thời gian ngắn. Một ví dụ về điều này sẽ là các giao dịch mua bán số lượng lớn của siêu thị trong suốt kỳ nghỉ lễ Giáng sinh.

Khả năng hiển thị

Sự hào hứng: WOM có thể được sử dụng để quảng cáo và đưa ra các sản phẩm dẫn tới một lượng lớn hứng thú. Một ví dụ về điều này có thể là công nghệ mới được phát hành cho công chúng và những tiến bộ trong công nghệ và phương tiện y tế. Những ví dụ này được sử dụng tốt nhất để chứng tỏ sự hưng phấn như là một kết quả của tiếp thị truyền miệng.
Sự thỏa mãn
Nhận thức rủi ro: WOM có thể được sử dụng để cảnh báo người mua tiềm năng khác rằng một sản phẩm không phải là những gì nó tuyên bố. Ví dụ này có thể là mua hàng trực tuyến do chiến lược tiếp thị từ các công ty giả mạo, những người tập trung vào việc sản xuất hàng giả mạo và trông giống như sản phẩm hợp pháp. Một ví dụ của việc này là giả mạo iPhone và quần áo (giày thể thao và giày thể thao).
Sự tham gia
Nghiên cứu này cũng cho thấy rằng mặc dù các trình điều khiển xã hội và chức năng là quan trọng nhất cho việc quảng cáo thông qua WOM trực tuyến, trình điều khiển cảm xúc chiếm ưu thế hơn ngoại tuyến. 

Các Nguồn Phát Tán “Tiếp Thị Truyền Miệng”

Nhân viên FPT luôn vui vẻ, tự hào khi nhắc đến hoạt động và văn hóa của công ty

 

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