University of Macau / Institute of Chinese Medical Sciences

擁有好的生活品質是現代人的生活目標，而面對繁忙的工作及生活上或課業上的壓力，往往無法有效的釋放，因此對於健康飲食及藉由運動來釋放壓力，變成現代人的首要重視的話題。在過去的傳統觀念中，民眾對於飲食只求溫飽，並不過於重視食品的品質要求，近年來，國內食安問題的日益嚴重，造成國人的恐慌及信心的不足，國人重視營養與健康的思維也處處可見，民眾已漸漸養成多方攝取高營養價值食物的習慣，並藉由攝取豐富營養價值的食物，以補充因生活工作或課業中所帶來的壓力。 因此，在現今國人逐漸重視高營養價值的食物中，想進一步的瞭解國內對於水果類的攝取，具有高營養價值的奇異果，其營銷發展的空間為何？在紐西蘭奇異果已開始全面實施綠色系統品質管理的模式下，是否也會為其營銷發展帶來正面的效益。故在這樣的動機的引導下，本研究考慮以綠色系統品質管理模式的導入為範疇，進一步的探討紐西蘭奇異果的品質管理模式對營銷發展的影響。 根據研究分析的結果，本研究獲得下列幾項的研究發現： 一、 紐西蘭奇異果的進口量居全國之冠； 二、 種植與篩選、包裝與分級、檢驗與進出口等三階段的綠色系統是主要品質管理的模式； 三、 綠色系統品質管理模式可以提升奇異果的品質管控； 四、 外部環境應著重在新品種研發之策略上。

近年來台灣各式代理商紛紛跨界經營，媒體代理商開始進行創意，提供品牌整合性服務，傳統廣告公司更是設立活動、數位，甚至社群管理部門拓展服務項目，供應客戶多元發展的相關提案。面對全球數位化的趨勢，媒體代理商產業面臨的是困境還是挑戰，還是新的創新服務，都是現今探討的重要問題。 本研究從媒體代理商的角度出發，先探討媒體代理商功能層級及經營策略，接著探討在數位化趨勢下，媒體代理商在廣告市場中各組織之間的角色與互動關係，透過質性分析深入的推論與分析，以其完整呈現台灣媒體代理商的未來可能走向。 本研究希望利用訪談的方式，瞭解藉由媒體代理商個案公司，對於全球數位化之因應策略的可能方案，並蒐集對該業者公司的問卷，將所有資訊統合整理，調查各業者對其之因應措施，讓本研究得以充分的描繪出可行策略。 因此，從質化問卷的調查資料得到的研究結果，大致可分為三點，面對全球數位化的趨勢，應由媒體代理商從內到外的改革創新做起：新舊媒體相互連動，推向全媒體化成長、數位媒體如何取信廣告主，創造媒體價值是關鍵及運用數位媒體三大優勢：精準、互動、數據管理，並分別對相關企業提出幾項建議，以供未來企業之參考依據。

The aim of this thesis is to formulate a business of a mobile app producing company, while focusing on some key concepts crucial for this kind of business. Especially the new digital environment marketing, freemium monetization concept supporting features and application features for effective customer retention and payment incentives. How is the concept of new digital environment marketing understood in this thesis? New digital environment is seen as the environment created by the mobile device applications, their distribution channels, social media, their users and some of the other online products. Special attention is dedicated to the social media marketing, Freemium monetization concept is a key element of income for many successful application developers and same it shall be in the case of discussed business. These purchases have to be set in such way, that the benefit provided to the user would be a sufficient motivation for him to realize the purchase, while not discouraging the use of application by those who does not pay. The customer retention is being examined in the environment of mobile device rpg game. The principles and features discussed in this relation are generally applicable.

本研究旨在如何透過創新的營銷模式，如電子醫藥行銷及電子醫藥平台，來解決跨國製藥廠在台灣面臨的困境。本研究以個案公司為研究對象，透過傳統策略規劃流程來做策略分析、策略擬定及策略執行。策略分析主要在分析內外部環境，外部環境，先透過五力分析來確認製藥產業的吸引力及哪一項競爭力是跨國製藥廠最需重視的，接著討論醫業環境的演變及對傳統營銷模式的衝擊。內部分析，主要針對個案公司做情勢分析，透過個案公司的組織目標、BCG矩陣分析模型、核心競爭力、品牌權益市場調查、高涉入購買決策過程分析、SWOT分析、商業模式和4C（四種交換成本）處分析來判斷情勢。從分析的結果來確認主要問題及機會，然後根據主要問題及機會來擬定相對策略，最後分析執行行動方案的成效來驗證策略的正確性。 / This study explores how the innovative marketing and sales model (such as eDetailing and Physician Digital Platform) can help to overcome the obstacles that international pharmaceutical company has been facing in Taiwan. This research is a case study for an international pharmaceutical company. The study is mainly focused on Taiwan’s pharma division. They study is structured in 3 major sections – strategy analysis, strategy defining and strategy execution. For the analysis, it focuses on analyzing external and internal environment. For the external environment, first apply the 5-force theory to identify the attractiveness of the industry and which competitive forces should be focused on. Then it discusses the evolution of the pharmaceutical industry in Taiwan and how it impacts the traditional sales model. The internal analysis focuses on the case study of the company. Use tools and models such as BCG Matrix, core competency, brand equity market research, buying process, SWOT, business model and 4 Costs model to analyze the studied company’s situation. Through the analysis, identify the key problem and opportunity and make corresponding strategies. At the final section, validate the strategy’s effectiveness through analyzing the execution of the innovative marketing and sales model initiatives.

無 / This study examines the strategies adopted by the global brand Dorito’s in Taiwan, and contrasts the communicative strategies with those used in Mexican market. The foundation of this analysis resided in Hofstede’s Cultural Dimensions. This research has sampled filmic advertisements used in previous and current campaigns in both countries available in social media and video sharing platforms. Cultural values, marketing appeals, and value paradoxes were analyzed, as well as other elements like product design and packaging have been assessed to understand the implications and the role that national culture plays when creating marketing strategies. Product localization and standardization have their implications in this study. Doritos’ brand communicative strategies have been modified to fit into the taste of Taiwanese buyers, adopting different appeals and values than those utilized in Mexican market. Recurrent use of value paradox, in harmony with Doritos’ brand values is found to be consistent in Mexico and Taiwan. One of the most remarkable value paradoxes adopted in branding is irreverence it extends the reach of campaigns, and brand memorability. Product standardization across markets has been a long-time strategy adopted by Doritos, although, some characteristics like flavor and spiciness level were modified in order to fit Taiwanese buyers’ taste. The data set utilized for the purposes of this study was constrained and dramatically reduced by the availability of video-based advertisements publicly available on social media channels of Doritos in each market. Doritos’ brand communicative strategies have been modified to fit into the taste of Taiwanese buyers, adopting different appeals and values than those utilized in Mexican market. Product standardization across markets has been a long-time strategy adopted by Doritos, although, some characteristics like flavor and spiciness level were modified in order to fit Taiwanese buyers’ taste.