The aim of the diploma thesis is the analysis of set inbound marketing components and suggestion of a strategical concept with the option of real processing of this web within the bounds of possibility of the set marketing components. In the theoretical part of the thesis, the whole strategy of inbound marketing and its general inbound marketing components are presented. In the practical part of the thesis, the analysis of the website magazine in connection with user behaviour is presented, including visit rate specification towards the specific content, setting up partial SEO factors and organic marketing on social media. In the end of the diploma thesis, the analysed metrics and specific recommendations of the plan are described.

The aim of this thesis is to acquaint the reader with the issue of content marketing for generating leads and information about potential customers, then to analyze and offer some recommendations for its further use among B2B suppliers of educational and consulting services. The theoretical part discusses three key topics: the specifics of the services and B2B sector; content marketing and the reasons for its inclusion in marketing strategy; and the issue of lead generation as a possible metric of content marketing and sales tool. The practical part of the thesis approaches this topic from the perspective of four representatives of service suppliers, complemented by a point of view of the mediate company IVITERA. This company brings together one of the largest B2B communities in the services sector on the Czech market within its (especially online) media projects. Research was conducted through individual interviews with representatives of all five companies and by an analysis of secondary data, leads and keywords provided by the mediate company.

Att säga hur en B2B-webbsidas design ska utformas för att skapa effektivitet är svårt, men i detta arbete undersöks vilka riktlinjer som finns när det gäller vilket innehåll som kan göra en webbsida mer effektiv. Det finns många skillnader mellan B2C- och B2B-företag och en av dem är B2B-företagens strävan efter en stark och långvarig relation till sina kunder. Att med hjälp av innehållsmarknadsföring skapa innehåll som företagets kunder tycker är intressant blir därför både viktigt och effektivt för just B2B-företag. För att undersöka vad dagens B2B-företags webbsidor innehåller genomfördes en mindre visuell innehållsanalys. Undersökningen visade att dagens B2Bföretag behöver bli bättre på att använda sig av innehållsmarknadsföring som är intressant för just deras kunder, istället för att endast dela information kring företagets egna produkter och tjänster. Bra innehåll kan skapas med hjälp av exempelvis fallstudier, sociala medier och ett väl genomtänkt språk. Det visade sig även att B2B-företag med fördel kan använda sig av en mer personlig kommunikation mot sina kunder genom att exempelvis skriva om ämnen som skapar engagemang hos mottagaren och som företaget själva bryr sig om. / It’s difficult to say how a B2B web site should be designed to create efficiency, but this thesis investigates which guidelines exist as to what content can make a website more effective. There are many differences between B2C and B2B companies, and one of them is B2B companies' pursuit of a strong and longterm relationship with their customers. Using content marketing to create content that the company's customers find interesting therefore becomes important and effective for B2B companies. To investigate what B2B companies websites contain, a small visual content analysis was conducted. The survey showed that today's B2B companies need to be better at using content marketing that is interesting to their customers rather than sharing information about the company's own products and services. Good content can be created using case studies, social media and a wellthought- out language. It also showed that B2B companies can benefit from more personal communication with their customers by for example writing topics that the company cares about which create engagement with the recipient.

Digitalization in the music industry and the emergence of social media, has created opportunities to reach more potential music consumers. Companies are increasingly integrating through visual media such as photos and videos into their social media marketing content. The study aims to provide an understanding of the major record labels use of Content Marketing and its role on social media in the marketing of music. To understand how the major record labels work with Content Marketing and marketing music on social media the empirical data and study is based on a qualitative research method with 8 interviews with people working in the Swedish music industry.  Based on the empirical material the study found adaptation, interaction, authenticity and relevance were key attributes when publishing content on social media. Segmentation, Influencer Marketing and Electronic Word of Mouth were the most relevant and important strategies used when marketing and launching new music through social media. Finally, we propose that future research should be conducted using a quantitative research method to study music consumer behaviour and attitudes surrounding  Content Marketing on social media.

Problembakgrund: Content Marketing är ett marknadsföringsverktyg som kan användas i syfte att skapa värde och lojalitet. Digitaliseringen har utformat tekniska konsumenter som är skeptiska till traditionella reklambudskap. Skepticismen beror på mängden information som går att hitta på internet vilket gör att det blir en utmaning för marknadsförare att nå ut med värde till sin målgrupp. Digitaliseringen har dock medfört att konsumenterna blir enklare att nå på grund av den stora användningen av sociala medier vilket kan ge varumärken fördelar gentemot sina konkurrenter. Marknadsförare kan använda Content Marketing för att skapa indirekt försäljning vilket leder till lojalitet och lönsamhet för varumärket. Syfte: Syftet med denna studie är att beskriva hur konsumenter upplever Content Marketing inom kosmetika, kopplat till upplevda värden och hur det kan påverka den upplevda lojaliteten. Teoretisk referensram: Den teoretiska referensramen behandlar Content Marketing, Värde och Lojalitet. Metod: Studien grundar sig i en kvalitativ metod med semistrukturerade intervjuer. Respondenter är kvinnor som är användare på Instagram och är utvalda utifrån dess användande, ålder och kön på Instagram. Resultat: Desto fler värdeaspekter som marknadsförare trycker på inom Content Marketing, desto större chans till lojalitet. Content Marketing trycker på de olika aspekterna av värde genom inspiration, interaktion, information och identifiering. Slutsats: Studiens slutsatser visar att Content Marketing kan skapa värde för konsumenterna vilket i sin tur leder till lojalitet och positiv varumärkesuppfattning. / Content Marketing on social media is a marketing tool which can be used to increase value and create brand loyalty. The emergence of digitalization has led to technical consumers who are skeptical towards traditional advertisement. Considering the skepticism, marketers get a challenge to reach out with brand messages which argues for new marketing tools. Due to the digitalization marketers can easily reach the target group through Social Media which can give them advantage towards the competing brands. Marketers can use Content Marketing to create indirect sales through value creation which leads to brand loyalty and profitability for the organization. The purpose of the study is to describe how consumers experience Content Marketing in the cosmetics industry, towards perceived value and perceived brand loyalty. A qualitative method is used to fulfill the purpose of the study, through semi-structured single interviews. The respondents were selected through suitability considering Instagram usage, cosmetics usage, age and gender. The result of the study indicates that Content Marketing is beneficial by using the different perceived value functions to create loyalty. By using Content Marketing, marketers can reach consumers perceived value by inspiration, interaction, information and identification. The conclusions of the study indicate that Content Marketing creates value to consumers which will lead to brand loyalty and positive brand perception.

El presente proyecto de investigación, “Plan de marketing de contenidos en Instagram para la captación de clientes en la Universidad Católica Santo Toribio de Mogrovejo”, se plantea como objetivo general: proponer un plan de marketing de contenidos en Instagram para la captación de clientes en la USAT. Asimismo, los objetivos específicos que se cumplirán son: analizar el contenido de Instagram de la USAT con el fin de evaluar los mensajes direccionados a la captación de clientes, reconocer los intereses de los estudiantes de 4to y 5to de secundaria en torno a la red social Instagram, identificar las características del público objetivo para la captación de clientes en la USAT y conocer las estrategias de marketing que emplean los especialistas para la captación de clientes. Esta investigación empleará la metodología cualitativa y un enfoque fenomenológico. Los instrumentos que se aplicarán son: una guía de observación para analizar el contenido de Instagram de la USAT, la guía de preguntas para conocer las características del público objetivo, y una guía de entrevista estructurada a expertos para conocer las estrategias de marketing que estos aplican. De acuerdo a ello, se obtuvo que el perfil de Instagram de la USAT debe presentar contenido que evidencie la participación de su comunidad y que los adolescentes de 4to y 5to de secundaria tienen mayor interés por el contenido visual. Finalmente, se concluyó que la universidad debería compartir contenido que cause una gran impresión e invite al público de manera indirecta a formar parte de la institución. / The present research project, "Content marketing plan on Instagram to attract customers at the Santo Toribio de Mogrovejo Catholic University", has as a general objective: to propose a content marketing plan on Instagram to attract customers at the Universidad Católica Santo Toribio de Mogrovejo. WE IN. Likewise, the specific objectives that will be fulfilled are: to analyze the content of the USAT Instagram in order to evaluate the messages aimed at attracting clients, to recognize the interests of the 4th and 5th year high school students around the social network Instagram, identify the characteristics of the public objective for attracting customers in the USAT and learn about the marketing strategies used by specialists to attract customers. This research will use qualitative methodology and a phenomenological approach. The instruments that will be used are: an observation guide to analyze the content of the USAT Instagram, the question guide to know the characteristics of the target audience, and a structured interview guide to experts to know the marketing strategies that they apply. Accordingly, it was obtained that the USAT Instagram profile must present content that evidences the participation of its community and that adolescents in the 4th and 5th grades of secondary school have a greater interest in visual content. Finally, it was concluded that the university should share content that makes a great impression and indirectly invites the public to become part of the institution.

El marketing de contenidos es una estrategia importante en una organización, dado que esta ofrece un espacio de valor útil y relevante a un determinado público. Dentro de este marco, se cuestiona ¿cómo es el marketing de contenidos en las mypes del sector moda en la ciudad de Chiclayo? A raíz de ello, se planteó analizar el marketing de contenidos en las redes sociales de las mypes del sector moda; así como, examinar el proceso que siguen; determinar los canales de distribución digital; identificar los formatos y tipos de contenidos; y, evaluar la interacción que genera. El estudio estuvo bajo la metodología cualitativa de tipo hermenéutico, usando los instrumentos: análisis de contenido y cuestionario de entrevista. Los sujetos de investigación fueron los representantes de las mypes y seis usuarias de cada marca de moda. El objeto de estudio fue el contenido expuesto por las marcas en sus redes sociales. Se obtuvo que el proceso que siguen es regular por la carencia de lineamientos que implica la estrategia; los canales de distribución usados son los medios propios y ganados; sus formatos más utilizados son las fotos y sus tipos de contenido son el informativo y de entretenimiento; y la interacción que poseen es regular por la poca satisfacción que genera. Así, se concluyó que el marketing de contenidos que se realiza debe mejorar. / Content marketing is an important strategy in an organization, since it offers a space of useful and relevant value to a certain audience. Within this framework, it is questioned how is the content marketing in the mypes of the fashion sector in the city of Chiclayo? As a result of this, it was proposed to analyze the content marketing in the social networks of the mypes of the fashion sector; as well as, examine the process they follow; determine digital distribution channels; identify the formats and types of content; and, evaluate the interaction it generates. The study was under the qualitative methodology of hermeneutical type, using the instruments: content analysis and interview questionnaire. The research subjects were the representatives of the mypes and six users of each fashion brand. The object of study was the content exposed by the brands in their social networks. It was obtained that the process they follow is regular due to the lack of guidelines that the strategy implies; the distribution channels used are owned and earned media; its most used formats are photos and its types of content are informative and entertainment; and the interaction they have is regular due to the little satisfaction it generates. Thus, it was concluded that the content marketing that is carried out must improve.

Syftet med denna uppsats är att skapa en förståelse för hur svenska företag kan använda sig av omnikanal för att skapa en sömlös shoppingupplevelse för sina kunder genom att analysera hur företag kan integrera traditionella och digitala försäljningskanaler, vilka fördelar och nackdelar som integrationen medför, samt hur företag kan använda sig av innehållsmarknadsföring i sitt omnikanalsarbete för att förmedla personliga budskap till sina konsumenter. Med koppling till syftet har vi valt följande forskningsfråga: Hur kan företag inom detaljhandeln använda sig av omnikanal för att skapa en sömlös shoppingupplevelse för sina kunder? Denna uppsats är baserad på en kvalitativ forskningsmetod då vi ville skapa en djupare förståelse kring ämnet omnikanal. Under uppsatsen gång har vi arbetat parallellt med teori och empiri, vilket innebär att vi har haft ett växelspel mellan induktion och deduktion. Informationsinsamlingen har skett genom primärdata och sekundärdata där det empiriska materialet samlades in genom fem semistrukturerade intervjuer. Genom uppsatsens gång har vi insett att digitaliseringen av detaljhandeln är ett obestridligt fenomen. Dock får man inte glömma bort den fysiska butikens viktiga roll, i synnerhet som en marknadsföringskanal för dagens detaljhandlare. Konsumenter har blivit allt mer pålästa och förväntar sig idag en enhetlig shoppingupplevelse som rör sig genom samtliga försäljningskanaler. För att skapa förutsättningar för omnikanaler behöver företag ta till en kundcentrerad strategi där de satsar tid och resurser på strukturella förändringar och tekniska investeringar. Vi ser vidare att företag som inte väljer att anpassa sig till den moderna konsumenten och inte kan erbjuda en sömlös shoppingupplevelse riskerar att hamna på efterkälken. / The purpose of this study has been to create a deeper understanding of how Swedish companies can use omnichannel to create a seamless shopping experience for their customers by analyzing the integration between traditional and digital sales channels, the advantages and disadvantages the integration induce, as well as how companies can use content marketing when working with omnichannel to convey personalized messages to their consumers. In relation to the purpose, we have chosen the following research question: How can companies within retail use omnichannel to create a seamless shopping experience for their customers? This study has a qualitative research methodology due to the fact that we wanted to create a deeper understanding of the subject omnichannel. We have during the process of the study worked in parallel with our theoretical and empirical information, which has led to interplay between induction and deduction. The information has been collected through primary and secondary sources and the empirical material has been collected by conducting five semi-structured interviews. We have, in our analysis, pointed out that while the digitalization of the retail industry is an indisputable phenomenon, there is a need to emphasize that physical stores still play an important role for retailers today, particularly in acting as a marketing channel for their brand. Customers are getting smarter with more access to information and the modern customer expects a seamless shopping experience across all sale channels. To create conditions for an omnichannel outlook, companies need to take on a customer-centric strategy where they invest time and resources in structural changes and technical investments. We also emphasize that companies risk falling behind if they choose not to adapt to the modern customer and are unable to offer a seamless shopping experience.

Purpose: The purpose of this paper was to extend the understanding of content marketing, content characteristics and its effects on attitudes towards the advertisement and advertising value on social networking sites. Methodology: This study had an explanatory research design with a quantitative research approach. The data used in this study was gathered through an online questionnaire. Conclusion: The results of this study shows that there is a difference between different SNS and the effects that arises from different content characteristics in SNS advertisements. Different SNS can not be treated the same, these differences need to be addressed when communicating and creating advertisements and when being present on different SNS. Implications: This study contributed to the field by providing additional information on how advertising value is affected by attitudes towards the advertisement. The results of this study also show what effect the different content characteristics have on affective and cognitive responses, and gives information regarding what type of content marketers should emphasize, depending on which of the two SNS investigated in this study they are currently operating on.

Submitted by Victor Ferrari (victorcferrari@hotmail.com) on 2016-03-15T00:21:38Z No. of bitstreams: 1 MPGI FGV - Victor Candeloro Ferrari.pdf: 7966569 bytes, checksum: 75e9044d6742ce8efb110f6d4dea8640 (MD5) / Approved for entry into archive by Ana Luiza Holme (ana.holme@fgv.br) on 2016-03-15T12:55:22Z (GMT) No. of bitstreams: 1 MPGI FGV - Victor Candeloro Ferrari.pdf: 7966569 bytes, checksum: 75e9044d6742ce8efb110f6d4dea8640 (MD5) / Made available in DSpace on 2016-03-15T14:32:12Z (GMT). No. of bitstreams: 1 MPGI FGV - Victor Candeloro Ferrari.pdf: 7966569 bytes, checksum: 75e9044d6742ce8efb110f6d4dea8640 (MD5) Previous issue date: 2016-02-17 / Content marketing refers to marketing format that involves the creation and sharing of media and publishing content in order to acquire customers. It is focused not on selling, but on communicating with customers and prospects. In today world´s, a trend has been seen in brands becoming publishers in order to keep up with their competition and more importantly to keep their base of fans and followers. Content Marketing is making companies to engage consumers by publishing engaging and value-filled content. This study aims to investigate if there is a link between brand engagement and Facebook Content Marketing practices in the e-commerce industry in Brazil. Based on the literature review, this study defines brand engagement on Facebook as the numbers of 'likes' 'comments' and 'shares' that a company receives from its fans. These actions reflect the popularity of the brand post and leads to engagement. The author defines a scale where levels of Content Marketing practices are developed in order to analyze brand posts on Facebook of an ecommerce company in Brazil. The findings reveal that the most important criterion for the company is the one regarding the picture of the post, where it examines whether the photo content is appealing to the audience. Moreover, it was perceived that the higher the level of these criterion in a post, the greater the number of likes, comments and shares the post receives. The time when a post is published does not present a significant role in determining customer engagement and the most important factor within a publication is to reach the maximum level in the Content Marketing Scale. / Marketing de Conteúdo refere-se a qualquer ação de marketing que envolva a criação e o compartilhamento de meios de comunicação e publicação de conteúdo, afim de adquirir clientes. Essa ação não consiste em vender, mas em se comunicar com os clientes. No mundo de hoje, há surgido a tendência de marcas se tornarem editores afim de acompanharem a concorrência e, mais importante, para manter a sua base de fãs e seguidores. O Marketing de Conteúdo está fazendo com que as empresas se envolvam com os consumidores através da publicação de um conteúdo atraente e com valor. Este estudo tem como principal objetivo investigar se existe uma ligação entre engajamento da marca e as práticas de marketing de conteúdo do Facebook no setor de ecommerce no Brasil. Com base na revisão literária, o estudo define engajamento da marca no Facebook a partir da quantidade de número de "curtidas", "comentários" e "compartilhamentos" que uma empresa recebe de seus fãs. Estas ações refletem a popularidade da marca e leva ao engajamento. O autor define uma escala onde os níveis da prática de marketing de conteúdo são desenvolvidos a fim de analisar as mensagens da marca no Facebook de uma empresa de comércio eletrônico no Brasil. Os resultados revelam que o critério mais importante para a empresa é o que diz respeito à imagem do post, onde é examinado se o conteúdo da foto é atraente para o público. Além disso, percebeu-se que quanto maior o nível desse critério em um post, maior será o número de "curtidas", "comentários" e "compartilhamentos" que o post recebe. A hora em que um post é publicado não é significativa na determinação do envolvimento do cliente e o fator mais importante dentro de uma publicação é o alcance do nível máximo na escala de Marketing de Conteúdo.