...t2 INTERNATIONAL CONFERENCE ON BUSINESS AND ECONOMIC RESEARCH (2 ICBER 2011) PROCEEDING nd nd A STUDY OF THE RELATIONSHIP BETWEEN MARKETING MIX AND CUSTOMER RETENTION FOR HERBAL COFFEE IN MALAYSIA Dr. Shankar a/l Chelliah, School of Management, Universiti Sains Malaysia, 11800 USM, Penang, Malaysia. shankar@usm.my Chin Kok Kwon Open University of Malaysia, Seberang Jaya, Penang, Malaysia kokkwonchin@yahoo.com ABSTRACT Today, the major problem faced in the Tongkat Ali coffee industry is the ease of market entry which is characterized by many new players frequently entering the market. The industry is highly competitive and the producers are faced with the dilemma of whether to continue to produce and sell at low profits or compete with the many players in the fierce environment as they seek to identify and determine the causes and factors that will lead to increased customer retention to guarantee profits. The purpose of this research is to study the relationship between marketing mix and customer retention for Tongkat Ali coffee. In other words, the study will attempt to identify and link the cause and effect relationship between marketing mix and customer retention for Tongkat Ali coffee. Therefore, many questions need to be answered. What are the product’s attributes sought by consumers? Who are the people that consume the product? When and where do they consume it? How frequent? What factors affect repurchase decisions? Why do they continue to consume? For...
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...While Going Global Through Marketing Research 1. Students should search an Internet database using the key words “coffee”, “coffee shops”, “coffee consumption”, etc. to identify the relevant data. They should also visit Starbucks’ web site (http://www.starbucks.com). 2. Starbucks can determine the answers to such questions by conducting qualitative research. Both focus groups and depth interviews can be useful. Focus groups can generate new insights and ideas, while depth interviews can uncover hidden motives, values, and beliefs. Using qualitative research, the company found that consumers are looking for a coffee house experience that elevates coffee drinking to an art form and coffee houses to the place where Americans choose to relax and socialize. Through extensive marketing research studies, Starbucks created a place where you can meet and drink good coffee that did not resemble work or home, but fell somewhere in between. 3. Personal interviews at representative coffee shop locations of Starbucks and other chains could be used to determine the image coffee drinkers have of Starbucks and other coffee shop chains. This method offers several advantages: complex questions can be asked; it is very good for the use of physical stimuli; very good sample control; high quantity of data; and very good response rate. 4. Personal observation method could be used at a sample of Starbucks coffee shops where the new coffee is available for purchase. A trained observer records...
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...While Going Global Through Marketing Research 1. Students should search an Internet database using the key words “coffee”, “coffee shops”, “coffee consumption”, etc. to identify the relevant data. They should also visit Starbucks’ web site (http://www.starbucks.com). 2. Starbucks can determine the answers to such questions by conducting qualitative research. Both focus groups and depth interviews can be useful. Focus groups can generate new insights and ideas, while depth interviews can uncover hidden motives, values, and beliefs. Using qualitative research, the company found that consumers are looking for a coffee house experience that elevates coffee drinking to an art form and coffee houses to the place where Americans choose to relax and socialize. Through extensive marketing research studies, Starbucks created a place where you can meet and drink good coffee that did not resemble work or home, but fell somewhere in between. 3. Personal interviews at representative coffee shop locations of Starbucks and other chains could be used to determine the image coffee drinkers have of Starbucks and other coffee shop chains. This method offers several advantages: complex questions can be asked; it is very good for the use of physical stimuli; very good sample control; high quantity of data; and very good response rate. 4. Personal observation method could be used at a sample of Starbucks coffee shops where the new coffee is available for purchase. A trained observer records...
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...Range 3in1 coffee faced a stiff competition from well established, local and international competitors. The root cause of the product marketing difficulties faced by the company is lack of initial research. Conducting a refined research and planning are vital to ensure that the business idea is viable and to ensure that the product is able to compete in the market and to provide an adequate return to the company. In addition, market research allows the company to get a new insight regarding the market conditions that the company can be benefit from. However, lack of proper market research is the root cause of the key problems faced by this product and as a result, consumers are still not aware about the existing of the brand. Key Marketing Issues Conflict in Branding Brand confusion will create confused customers. The initial business strategy of Inbisco is to become a cost leadership organization by offering affordable and cheap range of products. However, with the introduction of Italian Range 3in1 coffee, the company begins to divert their strategy from being the cost leadership business into producing luxury products which offering at higher pricing cost. This has created brand confusion among the customers, because the consumers’ perceptions and beliefs about that product are inconsistent since they already had their own perceptions towards the company brand, which is cheap and affordable. Consumer confusion towards the brand will amount to consumer dissatisfaction...
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...Packaging and purchase decisions ABSTRACT - The importance of packaging design as a vehicle for communication and branding is growing in competitive markets for packaged food products. This research utilized a focus group methodology to understand consumer behaviour toward such products and how packaging elements can affect buying decisions. Visual package elements play a major role, representing the product for many consumers, especially in low involvement, and when they are rushed. Most focus group participants say they use label information, but they would like it if simplified. The challenge for researchers is to integrate packaging into an effective purchasing decision model, by understanding packaging elements as important marketing communications tools. Propositions for future research are proposed which will help in developing better understanding of consumer response to packaging elements. Introduction: packaging at the point of sale Packaging seems to be one of the most important factors in purchase decisions made at the point of sale (Prendergast and Pitt, 1996), where it becomes an essential part of the selling process (Rettie and Brewer, 2000). Packaged food products are moving into ever larger supermarkets and hypermarkets, and there is a proliferation of products, offering consumers vast choice. The competitive context is ever more intense, both in the retail store and household. With the move to self-service retail formats, packaging increases its key characteristic...
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...Green Mountain Coffee Roasters, Inc. (GMCR) Prepared For Gary L. Payne, MBA Sam Houston State University Prepared By Eric Robinson Fall Semester 2013 Part I History The coffee and tea manufacturing industry has become a $70 billion annual global sales commodity (First Research, Industry Overview). Business continues to boom and coffee manufacturers are able to broaden their revenues by reaching new segments and geographic areas through creative marketing initiatives. According to First Research (8/12/2013), the US US coffee and tea manufacturing industry includes about 300 companies with an annual combined revenue of almost $12 billion. That equates to less than one third of the global annual sales. With Starbucks corralling the majority of the upscale retail coffee consumers; Dunkin’ Donuts, the blue-collar, no-frills brand coffee drinker; Green Mountain Coffee Roasters (GMCR) went looking for a way to capture the self-serve specialty coffee consumer in North America and Canada. This customer tends to be a gourmet beverage drinker who doesn’t compromise on taste but likes quickness and convenience. The GMCR state of the art eCommerce portal allows customers to create the ultimate coffee experience in the home, in the office, and in food service environments. GMCR is so committed to the outstanding coffee experience that they purchase some of the highest quality Arabica beans available from the world’s coffee producing regions and match it with the appropriate...
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...Chapter 1 THE PROBLEM AND ITS BACKGROUND Introduction Starbucks has been leading the coffee shop market in more than 40 years now. It has always been the place to find the world's best coffees. Its first store was founded at Pike Place Market in Seattle, Washington, United States. It has given a positive outcome so they serve consumers all over the world. The success of Starbucks coffee had come this far because they expand their operation and services and didn't limit their products. They sell not just coffee but tea, pastries, frappuccino, beverages and smoothies as well. Starbucks is the largest coffee house company in the world ahead of UK rival Costa Coffee, with 22, 551 stores in 65 countries and territories, including 12, 739 in Canada, 1,117 in Japan and 830 in the United Kingdom. From Starbuck' founding in 1971 as Seattle coffee bean roaster and retailer, the company has expanded rapidly. Between 1987 and 2007, Starbucks opened on average two new stores every day. Starbucks had been profitable as a local company in Seattle in early 1980's but lost money on its late 1989's expansion into the Midwest and British Columbia. Its fortune did not reverse until the fiscal year of 1989-1990, when it registered a small profit of $812, 000. By the time it expanded into California in 1991 it had become it trendy. The first store outside the United States or Canada opened in Tokyo in 1996, and overseas stores now constitute almost...
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...Hello Starbucks Robyn Desuza MT459-Consumer Behavior February 17, 2014 Starbuck’s has been established as one of if not currently the most popular coffee house in and out of the United States. A business such as Starbucks needs information in order to introduce its products and services that would create value in their customers’ minds. In order to do this Starbuck’s can use research methods that would give them directions needed on making their marketing decisions. The exploratory design method is used to gather information that would enable firms to see more clearly what problems there may be in their marketing strategy, gather insight on consumer behavior, eliminate unusable ideas or methods, and form new ways to market their products (QuickMBA, 1999-2010). Depth-interviews and focus groups are methods exploratory research. Descriptive Research seeks to gives clarity on the users of specific products, size of population that uses these products, and also to predict the future demand of the products (QuickMBA, 1999-2010). Before surveying consumers, the descriptive research method would first establish who, what, when, and how of the research to be done (QuickMBA, 1999-2010). This method allows for the observation of consumer behavior for things such as brand loyalty. The causal research design method looks for the cause and effect of the correlation between alternatives. This method is used to analyze or experiment on a single market segment by introducing...
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...constructed on the concept of coffee brewing systems, and their focus was to serve high quality, fresh coffee. Keurig's groundbreaking single cup brewing system, presented in 1998, allows people to brew the perfect cup of gourmet coffee in less than a minute, without having to grind beans, measure coffee, handle filters or clean up (The Keurig Story, 2013). In 2002, Green Mountain Coffee Roaster Inc., a Vermont company, paid $14.4 million for 41 percent of Keurig. Four years later, it purchased the remainder of Keurig, selling the brewers at a sensible price and creating money on the K-Cups, which only worked with Keurig machines (Purpose, Mission & Values, 2013) Green Mountain’s vales, which can be found on their website, are; We Partner for Mutual Success, We Innovate with Passion, We Play to Win and We Brew a Better World. In 2008, Keurig made it to the Forbes ‘200 Best Small Companies’ list, but 2011 was the pioneer year. From January to September, sales rose over three hundred percent. This was due to their K-cup agreements with Starbucks and Dunkin Donuts (Badenhausen & Settimi, 2011). Today, the corporation is a leader in specialty coffee and coffee makers, and is known for its award-winning coffees, innovative Keurig Single Cup brewing technology, and publicly respectable business practices. Green Mountain supports local and global communities by “off-setting one hundred percent of its greenhouse gas emissions, investing in sustainably grown coffee and donation at least five...
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...Ah Huat White Coffee – Integrated Marketing Communication Plan Content Page 1. Background Research & Analysis…………………………………………………………………………………......3 2.1 Background of Ah Huat White Coffee…………………………………………….…………….………..….3 2.2 Internal Research & Analysis…………………………………………………………………………………3 2.3 External Research & Analysis.…………………………………......................................................................4 2.4 Consumer Behavior Analysis…………………………………………………………………………………5 2.5 Competitive Analysis…………………………………………………………………………………………6 2.6 Current Brand Item Evaluation……………………………………………………………………………….7 2. SWOT Analysis………………………………………………………………………………………………………...8 3. Key Marketing Problem or Opportunity……………………………………………………………………………….9 4. Marketing Objectives…………………………………………………………………………………………………..9 5.7 Sales, Profit & Market Share…………………………………………………………………………………9 5.8 Enhance Brand Image & Attitude …………………………….……………………………………………...9 5.9 Communication Benefits……………………………………………..………………………….………........9 5.10 Achieve Top of Mind Awareness ……………….……………………………………………….………….10 5. Communication Objectives…………………………………………………………………………………………...10 6.11 Category Need……………………………………………………………………………………………….10 6.12 Brand Awareness……………………………………………………………………………………………10 6.13 Brand Attitude & Preference……………………………………………………………..………………….11 6.14 Brand Purchase/Action Intention ……………………………………………………………………….....
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...Marketing Plan Assignment 2: Goals & Objectives, Customer Analysis, and Target Market & Positioning Nan Zhang, Thai Tran, Hollyann Joyner I. Marketing Goals and Objectives A. Have largest market share in US coffee Industry * Objective 1: opening 3000+ net new stores in America by 2017 Starbucks will open more than 3000 stores in 48 states in US depends on population density. High population area like New York and Washington should open more than other states. And US is the largest market for Starbucks, and it’s brand name is well known, open more stores, and have an intensive distribution, so when consumer thirsty or tired, they can find a Starbucks next to them. * Objective 2: US market revenue grow by 12% in 2014. At least half of the new stores are expected to be in the strong, rapidly growing U.S. market, and in 2012, the new store revenue grew by 9 percent. Starbucks should focus on their loyalty program and advertising activities, so people could always see it in TV or internet. So sale will increase gradually. So Starbucks expect higher revenue 12 percent in 2014 is reasonable and possible. B. China on track become second-largest market in 2014 * Objective 1:opening 1000 new stores in different provinces of China by 2016 China had an 8 percent growth in 2013, almost the same as America, Starbucks has a really good brand name, currently there are more than 3,000 stores in China, and they all located in major big cities, so...
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...MARKETING STRATEGY IN ACTION STARBUCKS – 2006 Starbucks represents something beyond a cup of coffee. Howard Schultz NAME: Krishneel Krishna Reddy STUDENT ID: s11058534 UNIT: MG410 – Consumer Behaviour SEMESTER: Semester 2, 2014 Introduction and Overview Starbucks is undoubtedly the No. 1 brand coffeehouse chain in the world. Starbucks is an American company which was founded at Pike Place market in Seattle on March 30th, 1971. The founders of this coffee giant were Jerry Baldwin, Gordon Bowker and Zev Siegel. From humble beginnings in 1971 Starbucks today has 20,519 stores (as of March 30th, 2014) in over 65 countries. Starbucks this year has opened stores in Brunei and Columbia which just goes to show the massive reach of this coffeehouse chain. The mission of Starbucks is to “inspire and nurture the human spirit – one person, one cup and one neighborhood at a time [1]. Starbucks turned into a public company on June 26th, 1992 at a price of $17 per share and at the closing of the first day share prices rose to $21.50 per share. Starbucks is listed on NASDAQ, under the trading symbol of SBUX. From being a roaster and retailer of whole bean and ground coffee, tea and spices with a single store in 1971, today Starbucks boasts more than 30 blend and single – origin premium coffees, handcrafted beverages (such as Frappuccino and Fresh food (such as baked pastries, salads etc). Starbucks brand portfolio includes Starbucks coffee, Seattle’s best coffee, Teavana...
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...CAFÉ COFFEE DAY (CCD) IN REGARD TO CONSUMER TASTES AND PREFERENCES ACKNOWLEDGEMENT In performing my assignment, I had to take the help and guideline of some respected persons, who deserve my greatest gratitude. The completion of this assignment gives me much Pleasure. I would like to show my gratitude to Mr Anish Yousef, Mentor, Q1410 for giving me a good guideline for assignment throughout numerous consultations. I would also like to expand my deepest gratitude to all those who have directly and indirectly guided me in writing this assignment. In addition, a thank you to Varun Sir, who introduced me to the Methodology of work, and whose passion for research methodology has long lasting effect Many people, especially my classmates and team members itself, have made valuable comment suggestions on this proposal which gave me an inspiration to improve my assignment. I thank all the people for their help directly and indirectly to complete my assignment. AMBUJ VERMA DECLARATION I hereby declare that the project entitled “BRAND PERCEPTION OF CAFÉ COFFEE DAY (CCD) IN REGARD TO CONSUMER TASTES AND PREFERENCES” submitted for the CA 2 is my original work and the project has not formed the basis for the award of any degree, associate ship, fellowship or any other similar titles. (AMBUJ VERMA) Place: Date: Table of Contents INTRODUCTION 5 Literature Review 6 THE DEFENDING CHAMPION 7 UPHILL TASK 8 TREND FORECAST 8 TARGETING DIFFERENT CONSUMERS 8 ...
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...SKU(Diversification) : According to the Marketing Intelligence Service : 36 Flavors * Type: Ice-cream, ice-cream cake, ice moon cake, Milk shake, ice cream sandwich * Taste of ice-cream: Vanilla, Coffee, Tiramisu, Cantaloupe, Strawberries, Lamb grapes, Macadamia, Green tea, Chocolate, Red beans, Caramel milk, Lemon sorbet * Taste of ice-cream cake: Brownie, Chocolate, Coffee, Strawberries, Strawberry Cheesecake, , Macadamia * Creative ice cream: Joyful Party, Flower Blossoms, Royal Monte Carlo, Love Lyric, Banana Split, Lost in Manhatta, Golden Pyramid. Product: Haagen-Dazs ensures to maintain the high quality and luxurious taste ice cream. They also promise that fresh cream is used for a rich creamy flavor, fresh skimmed milk for body and texture and fresh egg yolk for delicate flavor As a matter of differentiation, they advertise that their ice cream is ALL ICE CREAM by ensuring that the ice cream is perfectly rich because it contains no excess air. Further, unlike mass marketed brands, no artificial flavourings or colours are used. Haagen-Dazs prefers to find better natural alternatives and make sure that their customers know about this. And Haagen-Dazs provides different kinds of products to customer. For example, ice cream, ice cream cakes, beverage, crispy sandwich, choc bar multipack, etc. For seasonal products, it has ice cream mooncake and fondue set that launched on 1 Nov. Also, they provide more than 17 flavours for consumer. However, they have a lot of...
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...study in the Australian coffee outlets industry Po-Tsang Chen *, Hsin-Hui Hu Ming Chuan University, Hospitality Management, 5 De-Ming Rd., Gui-Shan, Taoyuan 333, Taiwan A R T I C L E I N F O A B S T R A C T Keywords: Relational benefits Perceived value Customer loyalty Coffee outlets Retaining and cultivating customer loyalty has become increasingly important for coffee outlet marketers and operators due to the highly competitive environment. This study aims to develop and test a model investigating how relational benefits enhance perceived value to win customer loyalty. Using a self-administered questionnaire survey, 949 respondents from coffee outlets were used for this study. The findings show that relational benefits have direct effect on perceived value and customer loyalty. In addition, relational benefits also have indirect effect on loyalty via perceived value. Finally, perceived value positively influenced customer loyalty. The findings suggest that coffee outlet operators with a better understanding of their customers’ perceptions, and help them in developing competitive strategies that differentiate themselves from competitors and win customer loyalty in an aggressive market. ß 2009 Elsevier Ltd. All rights reserved. 1. Introduction Competition in the Australian coffee outlet industry has intensified due to the invasion of international chain coffee outlets in recent years. A report by Parker (2005) predicted that the coffee demand in Australia...
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