近年來國內電影映演呈現多元化發展，不只電影類型、內容日趨豐富，電影的映演方式也更趨多元。而擁有集結映演主題、少廳院、長映期、多功能搭配、選擇不設限、聯票預售等特性的「商業影展」更成為九十年代電影市場中極為盛行的電影行銷方式。 隨著電影觀眾的觀影口味多元使得電影分眾市場確立之故，讓許多不同類型的影片得到出現在市場上的機會，再加上多廳戲院取代了傳統大型戲院，除了因應電影分眾的潮流，還可以接受多一些電影放映。另外，為了能夠和大型電影發行商強大的行銷資源相抗衡，將許多部影片的行銷資源集合起來，再透過影展主題式集結的方式行銷，也成為現今非主流商業影片另謀映演空間的方法。上述種種電影市場的新現象就成為現在商業影展興起的契機。 在競爭愈來愈激烈的影展熱潮中，要如何建立有效的行銷策略將是未來經營影展所必須仔細思考的重要課題之一。因此，本研究旨在以行銷的觀點檢視商業影展的經營運作概況，以現在已存的「絕色影展」做為研究對象，整理、分析與討論其所擬定的行銷策略，並將之與消費者的商業影展消費行為調查結果相互比較，提出對商業影展發展行銷策略上的建議，期望對將來在推行商業影展擬訂行銷策略時能有所助益。 本研究探討的行銷策略包括了目標行銷策略以及行銷組合策略兩部分，得到的研究結論如下： 一、目標行銷策略： 商業影展的目標觀眾仍以愛好電影、常看電影的影痴為主，其中年輕的學生人口仍為主要的目標觀眾。 二、行銷組合策略： 1.產品策略：商業影展影片仍以藝術影片為多，建議在主題的選取上可 以朝向更專業化的設計，提供觀眾更具深度的觀影經驗。另外，配合影展提供相關議題的影評講座或座談活動將可以增加影展產品的附加價值。 2.價格策略：採較低價的定價策略並輔以有條件的價格修正措施將可以吸引更多的觀眾。 3.通路策略：觀眾已漸漸培養出購買預售票以及聯票的習慣，因此提供更為簡單便捷的售票系統，將會促進更多觀眾買票進場的意願。 4.推廣策略：商業影展性質有別於一般院線電影，其所採行的推廣策略並非得要用昂貴的大眾媒體做廣告，反而透過公關報導的形式將影展訊息曝光，再利用影評人作為「意見領袖」的方式影響觀眾，透過口碑的傳播，將影展推銷出去，可以得到更大的宣傳影響力量。另外，透過品牌的建立以及建立與維持和顧客長期的良好關係都是商業影展推廣策略中極重要的一環。 / The main theme of the study focus on the marketing strategy of the commercial film festival. The goals of the study include the following: 1. To know what and how the commercial film festival develop marketing strategy, then to evaluate the effect. 2. To find out the main factor that marketing strategy formulated. 3. To research the consumer behavior of the commercial film festival, and suggest the best marketing strategy of the commercial film festival from the consumer research information. In order to achieve the above goals, the study intends to integrate the qualitative and quantitative data. "Cast study" and "Consumer survey" are conducted. Choosing "Fanciful Film Festival" be the cast of the study, to find out how and what the fanciful film festival develop the marketing strategy, then analysis and discuss them. Simultaneously, using the research to get the quantitative data of commercial film festival consumer behavior. Contrasting both cast qualitative data and quantitative research of consumer survey, and get the marketing strategy suggestion. The results of the study are followed: 1. Target marketing strategy the target audience of commercial film festival is mainly enthusiast about film. Mostly they are the young college students. 2. Product strategy (1) Film category: art film is still the main film category of the commercial film festival. (2) Film subject: the more professional, profounder film subject is suggested. (3) Additional product strategy: it would advantage to use some additional product strategies, such as symposium, film review conference... 3. Price strategy: using the going-rate pricing and the conditioned discount. 4. Place strategy: (1) The consumer has trained the habit of buying the advance ticket and the suit ticket. (2) To supply the more convenient ticket system would encourage consumer. 5. Promotion strategy (1) The main promotional tools still are mass medium, especially the public relations. Using the public report to communicate and advertise the film festival, encourage audience consuming. (2) To pay much attention to the effect of the opinion leader. (3) To place importance on brand management and relationship marketing.