基于混合定向方式的移动定向广告投放策略研究

以移动广告为研究背景,研究地理定向和消费者产品偏好定向相结合的混合定向方式下企业的定向广告投放策略,同时通过对比企业投放定向广告与大众广告,研究企业的广告策略选择问题。研究发现,企业运用定向广告策略应针对不同的消费者群体提供差异化较大的营销策略:对属于企业近距离范围且偏好企业产品的优势市场,企业应加大广告投放力度并实行高价;为了争取部分远端劣势市场的收益,企业应向其投放一定力度的广告并实行低价;对属于双方的竞争市场,企业应选择中等程度的广告和价格。同时,通过与企业投放大众广告相比较,发现竞争企业使用定向广告策略反而不如使用大众广告策略。     

Regulation as Country‐Specific (Dis‐)Advantage: Smoking Bans and the Location of Foreign Direct Investment in the Tobacco Industry

This paper seeks to examine the relationship between smoking bans and the propensity of tobacco firms to engage in foreign direct investment (FDI). Using international business theory based on the firm‐specific advantage/country‐specific advantage (FSA/CSA) matrix, the authors show that, contrary to what one may expect, smoking bans at home are an important institutional intervention, reducing the propensity for firms to engage in FDI, even to countries without a ban themselves.     

Supply chain coordination through cooperative advertising with reference price effect

Cooperative advertising, which usually occurs in a vertical supply chain, is typically a cost sharing and promotion mechanism for the manufacturer to affect retail performance. Research in the literature, however, rarely considers the important phenomenon that advertising has a positive effect on the consumer's reference price. In fact, when a consumer makes a decision to buy a product or not, a reference price is usually in his mind and plays a determinant role. Taking into account the impact of advertising on the reference price, this paper proposes a dynamic cooperative advertising model for a manufacturer–retailer supply chain and analyzes how the reference price effect would influence the decisions of all the channel members. In our model, both the consumer's goodwill and reference price for the product are assumed to be influenced by the advertising and are modeled in differential dynamic equations. In addition, the advertising level, the consumer's goodwill and the reference price are all assumed to have positive effect on sales. Utilizing differential game theory, this paper formulates the optimal decisions of the manufacturer and the retailer in two different game scenarios: Stackelberg game and cooperative game. Also, this paper proposes a new mechanism to coordinate the supply chain in which both the manufacturer and the retailer share each other's advertising costs.     

消费咨询网络中的虚假观点识别与产品采用研究

消费咨询网络是社会化商务环境中的一类特殊社交网络，商家借助消费咨询网络用户传播产品信息从而形成了社交广告。当网络中传播的社交广告传递高于产品品质的评价，或对竞争对手的产品做出低于真实产品品质的评价，称为虚假评价。基于连续观点和离散行为思想构建了产品采用模型，并在模型中设置了用户观点学习规则，即尚未购买产品的用户优先选择诚信指数较高的用户进行观点学习。借助计算实验方法研究了社交广告、观点学习轮次对观点演化和产品采用的影响。结果表明：产品采用模型能够使得被虚假观点误导从而购买产品的用户比例降低；虚假观点识别机制可以有效识别出"低质高评"和"高质低评"，并降低其导向性；观点学习轮次的增加可以提高虚假观点的识别效果。研究克服了现有产品扩散模型在不区分信息扩散与产品购买、不考虑信息真伪性、不考虑不同采用阶段等方面的局限。     

Computer-aided formulation and optimal control of an integrated production system for competitive products

An integrated production, inventory and advertising system has been formulated based on control engineering principles. In this system, the customer's demand is satisfied from stock, which in turn is replenished from production facilities. But sales reflect the advertising effort, present as well as past. The past effort has been considered as a delay with an assumed delay period. The problem is formulated as a state and observation model. Out of this an augmented model of state and parameters is formed. The parameters describing the model are estimated from MAP discrete filter algorithm. It is shown that sales of product 1 or product 2 at (k + l)th period is effected by sales and advertising of product 1 or product 2 at the kth period, and also by sales and advertising of product 2 or product 1 at (k-θ)th period, where 6 is the delay.     

针对企业虚假广告宣传的政府监管策略研究

虚假广告是指经营者利用广告虚构事实,造成消费者对其商品或服务的误解,从而获取利益的行为。本文考虑了政府、消费者在企业广告决策中的作用,建立两阶段模型,研究了企业利润最大化目标下政府监管力度、消费者负面口碑效应、产品生产成本等因素对广告策略选择的影响。基于企业在四类广告策略（不进行虚假广告、仅前期进行虚假广告、仅后期进行虚假广告和一直进行虚假广告）中的选择,本文着重分析了政府相应的监管策略。通过详实的数值分析,探究了在不同的市场环境下的企业利润和具体的政府监管策略,最终提出对策和建议来限制企业的虚假广告宣传、提高消费者效益并净化市场环境。     

竞争中的参考价格效应及承诺

消费者的社会感知会影响其对产品和品牌的评价。当消费者进行购买选择时,经常会受到参考价格效应的影响。而广告和价格不仅是企业经常要考虑的重要决策,还会对参考价格产生重要影响。为此,一个值得研究的的问题是：在考虑参考价格效应的情况下,企业该怎样确定其动态广告和价格策略？
为了研究该问题,本文构建了一个广告和价格的动态模型,来研究一个双寡头市场环境下两个寡头企业的价格和广告决策,并以此分析参考价格效应的作用。具体而言,我们假定企业可以采用广告承诺和价格承诺中的一种,其中前者承诺其在一段时间内的广告投入量恒定不变,而后者确保价格不变。两种策略不仅会影响消费者的购买决策,也会影响竞争对手的选择。在上述假定下,我们探讨了两个寡头企业在都采用广告承诺、都采用价格承诺及一个企业采用广告承诺而另一个企业采用价格承诺等三种不同情形下的最优广告和价格决策,并以此分析了三种情形下参考价格效应对最优的广告投入及定价策略的影响。最后,通过数值分析,探讨了不同情形下企业的最优策略选择。     

基于巴斯模型的消费者推荐奖励和广告投入动态定价决策

本文从新产品扩散的过程出发,构建了同时考虑口碑效应和广告效应的产品扩散模型,研究企业推荐奖励和广告投入的动态定价问题。利用汉密尔顿函数和最大值原理得到最优解,并结合多个关键参数对最优解进行了敏感性分析。研究发现:最优推荐奖励呈先减少后增加趋势,最优广告投入则是逐渐减少;对于高价值产品,企业应采取高价格高奖励的策略;企业的推荐奖励策略和广告投入策略会受到推荐奖励效率、广告效率、自发购买比率和传统口碑效的影响。本文的研究结论对企业的推荐奖励和广告策略设计有一定的理论指导意义。     

An advertising effect model

A model of advertising effects has been developed based on a distinction between “persuasion” advertising and “trigger” advertising. The former is designed to induce prospective purchasers to try the product and to establish a “product image”. The latter is aimed at “triggering” a purchase on the part of an individual whose image of the product has already been formed. The distinction has major implications for the type and timing of advertising. The model can be applied to determining an optimum distribution of advertising effort in the introduction of a new product, and the optimum advertising media mix.     

ADVERTISING EXPENDITURE TRAJECTORIES: AN EMPIRICAL STUDY FOR FILTER CIGARETTES 1953–1965

In an advertising strategy, it is preferable to optimize a sequence of periodic decisions, rather than optimizing each period's decision separately. Thus, a dynamic technique such as optimal control, which is used in this study, should be employed. Necessary conditions, as inferred from a parsimonious advertising model, are tested using data from the tobacco industry. Parameter estimation involves the use of non-linear regression. The estimates permit trajectories of optimal advertising expenditures and optimal market shares to be constructed for filter cigarettes. When compared with the actual trajectories, the optimizing trajectories exhibit a striking correspondence to reality. Therefore, interesting results can be obtained using a simple model, provided the optimizing method takes into account the dynamic nature of managerial decision-making and provided powerful methods for estimating model parameters are used.     

考虑延时效应的供应链动态合作广告策略研究

广告的延时效应是供应链广告过程中的普遍现象,对供应链合作广告策略的制定具有重要影响.文章研究当产品品牌信誉受广告延时效应影响时供应链的合作广告策略问题,建立了含有时间延迟的品牌信誉动态模型和考虑品牌信誉的产品销售量模型.运用极大值原理,得到了制造商和零售商在分散式决策和集中式决策下的最优广告投入、品牌信誉和利润,以及分散式决策下制造商的最优合作广告参与率.研究发现:在集中式决策下制造商和零售商的最优广告投入和产品销售量均高于分散式决策下的相应值;延迟时间存在一个阈值,当延迟时间低于该阈值时,集中式决策下的供应链利润较高,反之则分散式决策下的供应链利润较高.研究结果为供应链合作广告策略的制定及供应链决策机制的选择提供了一定的参考.最后,通过数值算例分析了广告延迟时间对供应链最优广告策略及决策机制的影响.     

具广告效应的闭环供应链协调性能研究

构建了一个具广告效应的闭环供应链博弈模型,研究广告效应对闭环供应链节点企业决策,以及闭环供应链协调性能的影响。首先,在集中决策、分散决策和广告合作决策三种决策模式下,分别探讨了节点企业的广告投入量、回收率和广告分担率决策,然后,分析了广告效应对各决策变量和利润的影响,最后,运用数值方法,从渠道效率和制造商/零售商收益分配比两方面考察了广告合作对闭环供应链的协调性能。主要结论为:1)广告合作可以增加广告投入量、回收率和节点企业的利润,从而实现闭环供应链的协调;2)节点企业的最优广告投入量、广告分担率、回收率和利润均与广告效应正相关;3)广告合作策略极大地提升了闭环供应链的渠道运作效率,降低了制造商/零售商的收益分配比。随着广告效应的增大,渠道运作效率会逐渐降低,而制造商/和零售商的收益分配比会逐渐升高。     

How to Use Technical Terms in Ads? An FCB Grid Perspective

Research on the optimal use of technical terms in advertising can help sponsors effectively communicate complex technical concepts to consumers. This study therefore examined how technical terms, and the extent to which they are explained, influence advertising effectiveness for four product types in the FCB grid. The sample comprised 436 college students. The analytical results of this study indicate that using two technical terms together with detailed explanation of the terms improves consumer attitudes towards the ad and consumer evaluation of the advertised product for thinking (products meeting consumer utilitarian needs) and high involvement products. For thinking and low involvement products, using two technical terms together with detailed/rough explanation improves consumer attitudes towards the ad and consumer evaluation of the advertised product. Moreover, using two unexplained technical terms improves consumer attitudes towards the ad for feeling (those providing consumer gratification, social acceptance and sensory satisfaction) and high involvement products. Using no technical terms improves consumer attitudes towards the ad for feeling and low involvement products. Finally, theoretical and managerial implications and future research directions are discussed.     

考虑异质消费者的线下到线上供应链合作广告契约设计

本文针对一个拥有线上渠道的制造商和一个零售商组成的线下到线上(O2O)供应链,考虑渠道产品差异化策略下零售商为制造商线上渠道进行广告引流,刻画消费者对产品的异质性需求,分别设计对称信息和不对称信息下制造商的最优合作广告契约,通过对比两种情形中最优决策及利润的变化分析信息不对称的影响,并进一步探讨不对称信息下消费者渠道转换的麻烦成本、单位不匹配成本等重要参数对合作广告契约设计和供应链成员利润的影响。研究发现:不对称信息下,制造商可以策略性选择三种不同策略以最大化自身利润,其中不甄别零售商真实信息的混同均衡在某些条件下是制造商的最优策略;尽管信息不对称会给制造商带来利润损失,但制造商通过策略选择可缓和信息不对称的不利影响,某些条件下信息不对称并不损害供应链总体的利润;麻烦成本的变化会改变制造商不对称信息下最优合作广告契约的策略选择,某些条件下麻烦成本的增高对制造商利润反而存在正影响。最后,通过数值仿真对上述研究结果进行直观考察和说明。     

Manufacturer encroachment with advertising

This paper studies manufacturer encroachment in a supply chain wherein the manufacturer and/or the retailer should invest in informative advertising. Using a game-theoretic framework, we explore three schemes of advertising and their influences on manufacturer encroachment. First, if the manufacturer controls advertising, encroachment will result in higher advertising intensity relative to the non-encroachment case, sometimes leading to a win-win situation for both the manufacturer and the retailer as the boosted demand flows into the wholesale market under encroachment. Second, if the retailer controls advertising, an encroaching manufacturer should further reduce the wholesale price as compared to the counterpart with no advertising. This downward pressure on wholesale price can benefit the retailer, but might hurt the encroaching manufacturer. Third, we incorporate manufacturer advertising and retailer advertising into a cooperative advertising scheme, where the manufacturer can set a participation rate to adjust the advertising cost for the retailer. Interestingly, an encroaching manufacturer will pay the retailer more to subsidize his advertising cost. Under this scheme, the manufacturer is always better off under encroachment, and the retailer can also gain as a result of advertising cost-sharing from the manufacturer. Our results also apply to the case of persuasive advertising. Although persuasive advertising leads to different prices or advertising decisions, there are always chances for the retailer to benefit from manufacturer encroachment.     

Limited Information and Advertising in the U.S. Personal Computer Industry

Traditional discrete‐choice models assume buyers are aware of all products for sale. In markets where products change rapidly, the full information assumption is untenable. I present a discrete‐choice model of limited consumer information, where advertising influences the set of products from which consumers choose to purchase. I apply the model to the U.S. personal computer market where top firms spend over $2 billion annually on advertising. I find estimated markups of 19% over production costs, where top firms advertise more than average and earn higher than average markups. High markups are explained to a large extent by informational asymmetries across consumers, where full information models predict markups of one‐fourth the magnitude. I find that estimated product demand curves are biased toward being too elastic under traditional models. I show how to use data on media exposure to improve estimated price elasticities in the absence of micro ad data.     

The Competitive Impact of Targeted Television Advertisements Using DVR Technology

Digital video recorders (DVRs) are an emerging technology that is fundamentally changing the competitive landscape in industries that advertise on television. Perhaps the most familiar impact of DVR technology is that it enables consumers to avoid advertisements (ads) by fast forwarding through them. However, this “zipping” of ads is only one aspect of the impact of DVR technology. DVRs also collect a wealth of information at the consumer level that can be used by firms to target their ads more effectively. We examine how this targeting capability moderates the impact of ad avoidance in a competitive setting. Insights are provided on how best to manage this emerging technology in terms of the key managerial decisions of product pricing and advertising efforts, as well as its impact on profits in a competitive (duopoly) marketplace.     

The future of the British breakfast cereals industry

This article discusses the results of a ‘Delphi’ survey undertaken by the author, relating to the U.K. Breakfast Cereals Industry. The effects on this industry of new technologies in production, packaging and distribution functions are here considered together with the likely effects on future sales of: legislation, pricing and advertising policies, quality of product distribution, and rival competition.     

Analysis of advertising lifetime for mobile phone

The market for mobile phones has increased substantially. In an attempt to maintain or increase their market share, mobile phone companies invest a significant amount of their budget on advertising. In this paper, we analyze TV advertising lifetime data of five mobile phone companies in Korea. We identify the distribution of advertising lifetime and model the median life as a function of company-specific fixed effects, type of advertising, the number of new customers signed for the service, and the number of new advertisements placed by the competitors. We show how the fitted lifetime model can be applied to advertising policy such as switching time for new advertisement.