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Air France Case

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Air France Case Brief
Executive Summary
Rob Griffin, the senior vice president and U.S. director of search for Media contacts, a media consulting firm, is faced with the task of optimizing search engine marketing (SEM) for Air France as the company seeks to compete in the hyper-competitive U.S. market. Even though Griffin is satisfied with the performance of his company, he wants to make the team to remain the leading position and provide the results that Air France wanted. At the time of the case, SEM has become an advertising phenomenon, with North American advertisers spent $ 9.4 billion in the SEM channel, up to 62% in 2005. In the past, Media contacts h had concentrated on Google, Microsoft, and Yahoo for the search engine marketing campaigns, with the emergence of metasearch sites like Kayak.com, Griffin faces new questions: “Should Media Contacts recommend a uniform strategy for Air France across search engine publishers? Or would it be more effective to tailor each publisher strategy to maximize return on investment? How can campaigns be improved to increase overall value gained from investment with a search engine publisher? How should future SEM campaigns be structured?” This report aims to provide answers to the above questions.

Current Situation
E-commerce has emerged as a fast growing sales medium, particularly in travel where the product is intangible. The travel industry comprised three types of online service providers. The direct websites are owned by the individual airlines and provide customer loyalty programs which aim to retain the customers. The aggregator Web sites offer services beyond flight purchase but the airlines could still earn revenue by paying fees to the aggregators. The third type of service provider is metasearch site. The metasearch sites function a similar way as aggregators but do not offer transaction services. Travel

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