Purpose: The purpose of this thesis is to add empirical findings of IMC strategies utilizing digital- and traditional marketing communication channels to build and maintain brand equity in the FMCG industry. More specifically awareness, associations/image and sales that are said to be critically affected by communication are the focus of the study. Research Question: Are digital marketing communication channels in an IMC strategy effective in creating awareness, associations and sales within the FMCG industry? Methodological approach: An exploratory case study was adopted utilizing a mix of data sources. An interview with the Nordic Marketing Manager at the focal firm combined with multiple-source secondary data was used to give the context of the IMC strategy. A survey was then conducted with 269 respondents, thus the study measures the outcome on an individual level. Findings: The findings show that the digital marketing communication channels have little or no direct effects on awareness, associations and sales. When looking at light – heavy category users it is found that the traditional marketing communication channels have a greater effect on the lightest users. Social media from others than the firm was found to have greater effects on awareness for heavier category users. Synergy effects were found for social media from the focal firm and others. Although the touchpoints that gained synergy effects were unexpected: Seen at work, tasted at work, sample from i.e. friends and family and seen on shelf. Further research is needed. Contribution: This study moves beyond the laboratory setting of most previous research, allowing study of the touchpoints in business practice/part of an IMC strategy. Some touchpoints studied seem to be part of a novel notion not studied in previous research i.e. in store activites. More touchpoints are studied than in most previous research found.

Research report presented to SBL, Unisa, Midrand. / The subject on the role of branding in delivering financial growth has been a debate for most marketers and financial managers. This is because the marketing subject by its nature is intangible and therefore difficult to measure. This misunderstanding has resulted in many authors calling for marketing to be accountable and focus on marketing investments that will deliver long term value for the shareholders. This study explores the role of branding in the South African FMCG industry and three main areas are explored namely whether marketing strategies are focused on increasing sales or future business growth. The second area is whether the inclusion of brand equity measures as part of the financial company reports, will give them the focus that they deserve. Thirdly it explores whether there is a link between brand building initiatives and financial measures. A qualitative research method was used as it gave the researcher an in depth understanding of the role of brand management within the FMCG industry and its impact on financial measures. A total of fifteen employees were interviewed using semi-structured interviews. The findings indicate that companies still focus on measures that drive short term gains instead of long term growth and that brand building activities are compromised by brand harming activities such as regular price cutting. Future research to evaluate the impact of marketing activities that drive short term sales on brand equity and subsequently shareholder value is recommended.

The use of transnational supply chains has been perceived as the “mantra for success” in the ear of globalisation, changing customer demographics and demand. The fast-moving customer goods (FMCG) industry has also joined this bandwagon, along with other industries, such as the high-technology industry, in order gain competitive advantage. However, the trade regimes of developing (emerging) economies have played a significant role in establishing the context for the supply chain originating in a particular country, and therefore in containing the foreseen benefits accruing from supply chains becoming a transnational process. This thesis was focused on identifying issues within selected transnational FMCG supply chains origination in India and South Africa. It also identified the steps that supply chain managers were taking to address these issues. It also proposed a framework for supply chain operating model to address the identified issues. The research used a combination of analytical models to investigate the different aspects of the various transnational supply chains. To examine the underlying aspects of the various FMCG supply chains, a typology model in conjunction with an operational model, a financial model and a governance model were used. Supply chain operations reference (SCOR), an operational analytical model, was used extensively on this thesis. Detailed typology and process flow maps specific to transnational FMCG supply chains were also developed. The collective case study approach was used as the research methodology. A total of four cases spanning two countries – India and South Africa – and dealing with two product segments (packaged food and personal care products) were studied. Data for the study was collected thorough primary sources (in multiple face-to-face interviews) and secondary sources (from case-specific documents and reports). After the data was analysed, it was found that the various supply chains in the FMCG industry displayed similar typologies and issues, some of which were unique to each country. The typology of the transnational supply chains for all four cases was very similar in terms of their distribution structure setup, product life cycle, sourcing models combination, customer relations, marketing methods and degree of globalisation. However, in both countries, the supply chain issues identified in the personal care segment, such as product proliferation and supplier unreliability, were different from those identified in the packaged food segment, such as strict food-related regulatory laws and greater manufacturing complexities. Some of the typical issues affecting local supply chains, such as the bullwhip effect and lower supply chain adaptability, were not evident in the transnational supply chains. The steps supply chain managers were taking to address these issues, such as standardising processes and implementing new technology, were found to be similar in all cases. However, in India, supply chain managers were also focusing on government initiatives, establishing contracts with suppliers and customers, and implementing supply chain policies, while in South Africa they were also focusing on improving supply chain skills, improving branding in transnational markets and implementing foreign exchange controls. The overall conclusion was that there was considerable potential for achieving competitive advantage by setting up transnational supply chains, provided that the problems identified within transnational supply chains were adequately addressed by supply chain managers. However, in some scenarios, the steps taken in terms of available best practice models results in further set of issues arising. The identification of the issues facing supply chain managers and the development of a framework of operating model to address the identified issues with transnational FMCG supply chains were the most significant contributions of this research study.

Abstract Background – The existing literature on digitalization in the food industry is limited. Meanwhile, the literature suggests that digitalization is an issue that is unavoidable at some point in all industries and that companies must adapt in order to maintain their competitive position. In the food industry, large investments into digital projects are currently focusing on e-commerce, even though it merely stands for 2% of the sales. It could, therefore, be seen as digitalization is only about to start affecting the food industry and thus, exploring how it has affected and what it might mean for the actors in the industry is interesting.   Purpose – The purpose of this thesis is to explore how digitalization affects the food industry in Sweden. The purpose is fulfilled through the answering of two research questions; How is digitalization viewed upon in the food industry in Sweden? And How does the digitalization affect the food industry in Sweden? Through the fulfilment of the purpose, this thesis helps to fill a gap in the existing literature about the subject.   Method – The study is a qualitative study of digitalization in the food industry and includes insights from 13 individuals working in the food industry in Sweden. As the subject does not have any existing theories and there is limited literature on the subject, the study uses an inductive approach where the data is analysed through a thematic analysis in order to be able to derive a conclusion about the subject.   Findings – When concluding this study, it was found that the food industry is lagging behind other industries in terms of digitalization, which in the food industry is closely connected to e-commerce for many. There are several enormous challenges that the industry is facing, and one of the most significant challenges and also a resistance to digitalization in the food industry is profitability. This means that the industry actors have a hard time maintaining profitability when implementing digital solutions, mainly e-commerce solutions. Opportunities are present to solve the challenges of mainly; deliveries and thus finding a solution to the profitability issue.

The overall goal of this thesis is to draw relevant conclusions about the nature, impact and characteristics of sales promotions within the category of ready-to-eat cereals, based on thorough analysis of their effects. It is studied, whether sales promotions are beneficial or not for the long-term sales and how the shopper behaviour is influenced by the sales promotion activities. The effects of sales promotion on the overall consumption in the category are analyzed and other factors influencing the consumption are observed.

AbstractTitleValue Creation of Mobile CouponsBackgroundCoupons have been around for years in traditional paper form where they have for instance been found in grocery stores located directly by the product they offer a discount on. Lately, mobile phones have come to play a greater part of our lives where they are also getting integrated into activities we conduct. This has been of interest for the fast moving consumer goods (FMCG) industry where integration of the mobile phone has arisen to a new phenomenon: mobile coupons that can be transmitted to the mobile phone instead of using traditional paper coupons.PurposeThe purpose of this paper is to examine if and how mobile coupons can create value for Kuponginlösen and its partners.MethodEmpirical data has been collected through interviews, which in turn have been analyzed with a theoretical framework consisting of the Business Model by Amit and Zott (2001).ResultsMobile coupons provide value, not just for Kuponginlösen, but also to its partners consisting of FMCG manufacturers, convenience store chains, food chains, DLF, Mobilab, and GS1. Mobile coupons are an efficient way of distributing offers and complement traditional coupons. Although the popularity of mobile coupons will continue to increase significantly, as for today, they account for a small part of the total coupon market in Sweden.KeywordsMobile coupons, value creation, Kuponginlösen, FMCG industry, m-commerce / AbstraktTitelMobila kupongers värdeskapandeBakgrundKuponger har funnits i åratal i traditionellt pappersformat där de exempelvis funnits i livsmedelsbutiker vid produkter de ämnar rabattera. På senare tid har mobiltelefoner blivit en viktigare del i våra liv där de även integrerats i de aktiviteter vi utför. Detta har varit av intresse för livsmedelsbranschen där integration av mobiltelefoner har lett till ett nytt fenomen: mobila kuponger som kan skickas till mobiltelefonen istället för att använda sig av traditionella kuponger.SyfteSyftet med denna uppsats är att undersöka om och hur mobila kuponger kan skapa värde för Kuponginlösen och dess partners.MetodEmpirisk data har inhämtats genom intervjuer som i sin tur har analyserats med hjälp av modellen ‘the Business Model‘ av Amit och Zott (2001).ResultatMobila kuponger skapar värde, inte bara för Kuponginlösen, utan även för dess partners som består av livsmedelstillverkare, snabbköpskedjor, livsmedelskedjor, DLF, Mobilab och GS1. Mobila kuponger är ett effektivt sätt att distribuera erbjudanden och de kompletterar traditionella kuponger. Även om populariteten av mobila kuponger kommer att öka signifikant utgör de i dagsläget en liten del av den totala kupongmarknaden i Sverige.NyckelordMobila kuponger, värdeskapande, Kuponginlösen, livsmedelsindustrin, mobil handel

Title: The Battle of the Customers – Does loyalty exist within the FMCG market? Authors: Emmie Thurn 880909, David Gustafsson 870926  Purpose: The purpose with this study is to examine how relationship marketing strategies can enhance companies’ effectiveness, within the FMCG market, in the sense of more satisfied and loyal customers. The 5Qs model will be applied in order to see if there are any critical quality factors that encourage long-term relationship. Methodology: This quantitative study was based upon positivistic assumptions and carried out by a deductive research approach. The data was collected through two questionnaires, which included 200 customers and 15 representatives from three various FMCG stores. Conclusion: In this study the authors have found that RM, as the current theory present it, does not provide any effective strategies to create customer satisfaction and loyalty within the FMCG market. Therefore, the authors raise the question if price is the new customer loyalty program within the FMCG market? Ten quality factors are identified as critical when generating a long-term relationship between FMCG stores and customers.  To create a successful long-term relationship can these quality factors be combined into a PRODSERV offer. Keywords: Relationship marketing, quality, customer satisfaction, customer loyalty, 5Qs model, the FMCG market.

This explanatory study investigated the possible causal relationship between congruent background music and consumer behavior. We studied empirically whether sales of tex-mex products was affected when congruent music was played in conjunction to the tex-mex section of a Swedish grocery store. A field experiment was conducted where stereotypical Mexican music was played in conjunction to the tex-mex section. Previous experiments have tested, and confirmed, the notion that music stereotypically related to a country can prime related knowledge and the selection of certain products if the products fit with that knowledge. Earlier research has also been able to support the notion that consumers tend to spend more money and time in store when congruent music is played. Mexican, Pop, and no music was played during three weekends and sales data on tex-mex products was gathered and analyzed. The results indicate that fewer consumers purchased tex-mex products when Mexican music was played, but those who did spent more money and/or purchased a slightly larger number of tex-mex products. However, the small differences between the music conditions were not statistically significant. The potential reasons for this is discussed in the analysis and lastly, implications for future research as well as managerial implications are discussed.

Bakgrund: En marknad för ekologiska livsmedel har vuxit fram bland annat genom att konsumenter vill vara med och bidra till att skydda miljön. Flertalet livsmedelsbutiker har idag ekologiska livsmedel på sina butikshyllor, men långt ifrån alla kunder väljer att köpa dessa. Därför kan det vara en utmaning för dagligvaruhandeln att framgångsrikt marknadsföra det ekologiska sortimentet.Syfte: Syftet med den här studien är att ta reda på hur dagligvaruhandeln arbetar för att marknadsföra det ekologiska sortimentet. Därutöver ska denna studie utreda kring de drivkrafter och hinder som dagligvaruhandeln kan identifiera gällande dess markandsföring och försäljning av ekologiska livsmedel.Design/metod: Denna studie utgår från en deduktiv ansats. All empirisk data är insamlad från sju stycken intervjuer där respondenterna är butikschefer i varsin livsmedelsbutik. Livsmedelsbutikerna är belägna i Borås och dess närområden.Resultat: Den generella slutsatsen som vi kan dra av vår studie är att det har visat sig att flertalet marknadsföringstekniker inom dagligvaruhandeln är gemensamma bland våra respondenters livsmedelsbutiker. Däremot använder inte alla livsmedelsbutiker exakt samma uppsättning marknadsföringstekniker och inte heller i samma utsträckning. Drivkrafter gällande dagligvaruhandelns försäljning av ekologiska livsmedel har bland annat visat sig vara positiva hälsoeffekter och miljöintresse hos konsumenter. Samtidigt har hinder gällande dagligvaruhandelns försäljning bland annat visat sig vara okunskap hos konsument och högt pris.Originalitet/värde: Denna studie visar hur livsmedelsbutiker arbetar för att främja den ekologiska livsmedelsförsäljningen. Kunskap som tillförs i vår studie kan användas för framtida forskning inom ämnen som berör marknadsföring och försäljning av ekologiska livsmedel inom dagligvaruhandeln. / Background: Consumers want to be involved and help to protect the environment. A reason for this is that a market for ecological products has grown by. Today, most of the conventional stores in the FMCG sector have ecological products on their store shelves, but far from all customers choose to buy these. Therefore, it can be a challenge for the stores in the FMCG sector to successfully market the ecological assortment.Purpose: The purpose of this study is to find out how stores in the FMCG sector work to promote their ecological assortment. In addition, this study identifies the possible motivations and resistance regarding the marketing and the sales of ecological products from the FMCG sector perspective.Design/methodology/approach: This is a Swedish study based on a deductive approach. The empirical data is collected from seven interviews with respondents who are store managers in each grocery store. The stores are located in Borås and the neighboring areas.Findings: The general conclusion we draw from this study is that most marketing techniques in the FMCG sector are common among our respondents' respective stores. However, not everyone uses exactly the same set of marketing techniques, nor to the same extent. Positive health effects and environmental interest of consumers have shown to be motivating consumers mostly. Resistance including proven high price and lack of knowledge of consumers has proved the most sensitive.Originality/value: This study shows how stores in the FMCG sector are working to market the ecological sales. Knowledge from our study can be used for future research in subjects related to ecological sales for stores in the FMCG sector.

Osencovas T. (2008). Labdaros rinkodaros paskirties įtaka greito vartojimo prekių patrauklumui. Baigiamasis magistratūros darbas. Vilnius: ISM Vadybos ir Ekonomikos universitetas. Verslo socialinės atsakomybės esmė glūdi tame, kad verslas turi įsipareigojimų prieš visuomenę, kuriuos jis gali vykdyti aukodamas resursus arba pasirinkdamas socialiai atsakingą verslo praktiką. Pastaruoju metu įmonių socialinė atsakomybė tampa ne tik altruistine veikla, tačiau ir viena iš kompetencijų, stiprinančių įmonių konkurencingumą. Viena iš verslo socialinių iniciatyvų yra labdaros rinkodara. Jos esmė glūdi verslo subjekto pasiūlyme vartotojui paaukoti tam tikrą sumą labdarai perkant produktą ar paslaugą. Labdaros rinkodaros veiksmingumą lemia produkto ar paslaugos, su kuriuo vykdoma labdaros rinkodaros kampanija, prekės ženklo žinomumas ir stiprumas, labdaros paskirties artumas vartotojui, prekės ženklo ir labdaros paskirties atitikimas. Darbo tikslas yra identifikuoti kaip skirtingos labdaros rinkodaros paskirtys įtakoja greito vartojimo prekių patrauklumą. Tikslui pasiekti yra iškelti šie darbo uždaviniai: 1. Išnagrinėti požiūrius į verslo socialinės atsakomybės sampratą bei jų raidą. 2. Atskleisti labdaros rinkodaros sąvoką bei identifikuoti labdaros rinkodaros veiksmingumą lemiančius veiksnius. 3. Identifikuoti, kaip Lietuvos vartotojai vertina labdaros rinkodaros paskirtis tipinėje greito vartojimo prekių kategorijoje. 4. Įvertinti empirinio tyrimo metu gautus duomenis lyginant su... [toliau žr. visą tekstą] / Osencovas T. (2008). The Impact of the Cause to the Attractivness of Fast Moving Consumer Goods in Cause Related Marketing. Master thesis. Vilnius: ISM University of Management and Economics. The roots of corporate social responsibility lay in position that business is responsible for society. Such responsibility could be realised through donation of recources or social responsible practice of business. Recently corporate social responsibilty is used not only as an altruistic activity – corporates use it as competence which reinforces their competiveness. One of corporate social initiatives is cause related marketing. It could be characterised as corporate‘s proposal to the customer to donate particular amount while purchasing product or service. The effectivness of cause related marketing depends on the strength of product‘s or service‘s brand, cause familiarity to the customer and brand – cause fit. The aim of this paper is to identify how different causes influence the attractivness of fast moving consumer goods in cause related marketing. To achieve this purpose the following tasks are settled: 1. To analyse standpoints to conception and evolution and corporate social responsibility. 2. To explain the conception of cause related marketing and identify factors that impact effectivness of cause related marketing. 3. Identify how Lithuanian customers value causes in typical fast moving consumer goods‘ category. 4. To compare emprical data with theoretical background. 5... [to full text]