mis: razumijevanje potrošača€¦ · 27/5/2018 1 mis: razumijevanje potrošača razumijevanje...
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MIS: Razumijevanje potrošača
RAZUMIJEVANJE POTROŠAČA MARKETING-INFORMACIJSKI SUSTAV
Katedra za marketing, Ekonomski fakultet u Osijeku, Sveučilište Josipa Jurja Strossmayera u Osijeku
Motivacija
Ponašanje
Razumijevanje
Marketing-informacijski sustav 3
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Marketing-informacijski sustav 4
Zatvorenikova dilema
Potrošačka kartica kao IS Mogućnosti informiranja
– Datum i vrijeme, iznos, demografski podaci kao što su starost, zanimanje i mjesto
– Informacije o posjetima hotelima, vremenu kada je obavljena pojedina kupnja, iznosu potrošenom na pojedine grupe proizvoda ili bračnom statusu potrošača, podaci o regionalnoj (geografskoj) mobilnosti ili posjetu potrošača pojedinim dućanima u određeno doba dana.
– Kontaktiranje kupaca SMSom, e-poštom, telefonom
Marketing-informacijski sustav 5
6 Marketing-informacijski sustav
http://upload.wikimedia.org/wikipedia/commons/e/e8/Prisoner's_Dilemma_embezzlement_scenario.pdf
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Stare vrijednosti Novi segmenti
Marketing-informacijski sustav 7
McD: Kombinranje pristupa (1)
McD: Kombinranje pristupa (2)
Poštivanje temeljnog koncepta i osnovne skupine potrošača – Iznimna cjenovna
osjetljivost
– Količina za novac
– Rad 24/7
Stvaranje novog imidža koji rezonira s očekivanjima modernih konzumenata – Organski uzgoj
– Održivost nabave
– Usavršavanje kvalitete proizvoda
Marketing-informacijski sustav 8
McD: Kombinranje pristupa (3)
Marketing-informacijski sustav 9
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OECD Skills Research OECD (the Organisation for Economic Co-
operation and Development)
Istraživanje
– 2011–2015 (objavljeno 2016.)
– 33 zemlje
– 215.942 ispitanika (najmanje 5.000 ispitanika u pojedinoj zemlji)
– Dob 16-65
– 4 razine tehnološke osposobljenosti
Marketing-informacijski sustav 10
4 razine tehnološke osposobljenosti
Ispod razine 1 – 14% – “Delete this email message” in an email app.
Razina 1 – 29% – “Find all emails from John Smith.”
Razina 2 – 26% – “You want to find a sustainability-related document that was
sent to you by John Smith in October last year.”
Razina 3 – 5% – “You want to know what percentage of the emails sent by
John Smith last month were about sustainability.”
Ostatak – 26% – Ne koriste računala
Marketing-informacijski sustav 11
Marketing-informacijski sustav 12
https://www.youtube.com/watch?v=gZeXyVJC-Jg
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Marketing-informacijski sustav 13
Svi lažu, a Google to jako dobro zna https://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitz
Što znači djelić sekunde web-korisnicima? (1)
Polovica korisnika pregledava proizvode i usluge na smartphoneima
– Samo 1/5 kupuje na tim uređajima
Dodatnih
– 0,1 sekundi učitavanja web-sjedišta može smanjiti stopu konverzija za 7%
– 2 sekunde učitavanja može povećati stopu napuštanja (bounce-rate) za 103%
Marketing-informacijski sustav 14
Što znači djelić sekunde web-korisnicima? (2)
53% mobilnih korisnika će napustiti web-sjedište koje se učitava duže od 3 sekunde
– Stope napuštanja su najveće kod kupaca na mobilnim telefonima, a najniže kod kupaca na tabletima
Marketing-informacijski sustav 15
https://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitzhttps://www.theguardian.com/technology/2017/jul/09/everybody-lies-how-google-reveals-darkest-secrets-seth-stephens-davidowitz
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Marketing-informacijski sustav 16
Marketing-informacijski sustav 17
Marketing-informacijski sustav 18
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Personalizirani sadržaj na FB
Facebookov algoritam koristi korisničke reakcije na objave (love, haha, wow, sad i angry) s ciljem određivanja koji tip sadržaja staviti u korisnički News Feed
– Reakcije su značajnije od Likeova
– Nisu ponderirane
Marketing-informacijski sustav 19
Marketing-informacijski sustav 20
Mega influencers VS micro-influencers https://hypebeast.com/2018/4/social-media-influencers-losing-value !
Influencers?
Influencers Pojedinac koji može izravno ili neizravno utjecati na
mišljenja, stavove i ponašanje svojih „pratitelja” (određene ciljne skupine) – Kroz svoje znanje, autoritet, poziciju ili odnos s drugima
– Aktivna interakcija s ciljnom skupinom
Kategorije – Poznate osobe (celebrities)
– Eksperti i lideri
– Blogeri i stvaratelji sadržaja
– Mikro-influenceri
Marketing-informacijski sustav 21
https://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://hypebeast.com/2018/4/social-media-influencers-losing-valuehttps://www.youtube.com/watch?v=etQ36X37dXo
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TacoBell i Instagram
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Promocija novog proizvoda – viralno putem društvenih mreža
Analiza percepcije potrošača
Razvijanje novih proizvoda
Marketing-informacijski sustav
Marketing-informacijski sustav 23
Marketing-informacijski sustav 24
Podaci koji su promijenili svijet: sve o tebi za 68 likeova
https://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-
helped-trump-win
https://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-winhttps://motherboard.vice.com/en_us/article/mg9vvn/how-our-likes-helped-trump-win
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Marketing-informacijski sustav 25
Kakav psihološki profil imam? https://discovermyprofile.com
Marketing-informacijski sustav 26
Koristimo posebni dio mozga za prepoznavanje lica
Marketing-informacijski sustav 27
https://discovermyprofile.com/https://discovermyprofile.com/
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Marketing-informacijski sustav 28
Korisnici skeniraju ekrane s obzirom na prošla iskustva i
očekivanja
Marketing-informacijski sustav 29
Marketing-informacijski sustav 30
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Marketing-informacijski sustav 31
Marketing-informacijski sustav 32
Testiranje putanje pogleda korisnika
Zadatak: Spojiti zadatak s korespondirajućom putanjom pogleda (gaze plot)
– 1) Koja je haljina najljepša?
– 2) Procijeni prosječnu starost modela.
– 3) Koji je cjenovni raspon haljina?
Marketing-informacijski sustav 33
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Marketing-informacijski sustav 34
A
Marketing-informacijski sustav 35
B
Marketing-informacijski sustav 36
C
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Testiranje putanje pogleda korisnika
Koja je haljina najljepša?
–C
Procijeni prosječnu starost modela.
–B
Koji je cjenovni raspon haljina?
–A
Marketing-informacijski sustav 37
Marketing-informacijski sustav 38
Ljudi vole izbor, ali prevelik izbor može biti ograničavajući
faktor
Marketing-informacijski sustav 39
Zaboravljanje je presudna i nužna karakteristika čovjeka
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Marketing-informacijski sustav 40
Mirisi evociraju emocije i sjećanja
Marketing-informacijski sustav 41
Pažnja je selektivna
Marketing-informacijski sustav 42
Multitasking u pravilu nije moguć
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Marketing-informacijski sustav 43
Najjači apel - preživljavanje
Marketing-informacijski sustav 44
CV u kutiji krafni
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Hvala na pažnji
Marketing-informacijski sustav 46
Korištena literatura i korisne poveznice Ružić, D., Biloš, A., Turkalj, D. (2014). E-marketing, 3. izmijenjeno i dopunjeno izdanje. Osijek: Ekonomski fakultet u
Osijeku. Vranešević, T. (2014). Tržišna istraživanja u poslovnom upravljanju. Zagreb: Accent. Grbac, B., & Meler, M. (2010). Metrika marketinga. Rijeka: Ekonomski fakultet Sveučilišta u Rijeci. Kotler, P., Keller, K., Martinović, M. (2014). Upravljanje marketingom, 14. izdanje. Zagreb: Mate doo. Stair, R., Reynolds, G. (2007). Principles of Information Systems, Eighth Edition. Boston: Course Technology Press. Weinschenk, S. (2011). 100 things every designer needs to know about people. Pearson Education. Javorović, B., Bilandžić, M. (2007). Poslovne informacije i business inteligence. Zagreb: Golden marketing. https://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-
performance-report.jsp https://retail-index.emarketer.com/company/53fb4e4eddb53b4f60ebedfa/mcdonalds https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-
tastes/58ffc07aebd4000a54864b34?ecid=NL1014 https://www.nngroup.com/articles/computer-skill-levels/ http://www.oecd-ilibrary.org/education/skills-matter_9789264258051-en https://www.nngroup.com/articles/eyetracking-tasks-efficient-scanning http://www.boredpanda.com/cv-doughnut-delivery-man-disguise-lukas-yla http://www.huffingtonpost.com.mx/entry/facebook-weighs-your-reactions-more-than-your-
likes_us_58b7044ce4b019d36d0fe13c http://www.businessinsider.com/instagram-powers-taco-bells-innovation-2017-4 https://www.thinkwithgoogle.com/feature/mobile-app-user-demographics/#/
https://influencermarketinghub.com/what-is-an-influencer/
Marketing-informacijski sustav 47
https://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://www.akamai.com/us/en/about/news/press/2017-press/akamai-releases-spring-2017-state-of-online-retail-performance-report.jsphttps://retail-index.emarketer.com/company/53fb4e4eddb53b4f60ebedfa/mcdonaldshttps://retail-index.emarketer.com/company/53fb4e4eddb53b4f60ebedfa/mcdonaldshttps://retail-index.emarketer.com/company/53fb4e4eddb53b4f60ebedfa/mcdonaldshttps://retail-index.emarketer.com/company/53fb4e4eddb53b4f60ebedfa/mcdonaldshttps://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL1014https://retail.emarketer.com/article/mcdonalds-walks-fine-line-between-its-fast-food-roots-consumers-evolving-tastes/58ffc07aebd4000a54864b34?ecid=NL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