Thesis (MBA)--University of Stellenbosch, 2010. / South Africa is currently not considered a wine-drinking nation. The consumption per capita rate is very low, especially for a wine-producing country. To date, the wine industry has grown due to exports allowed since sanctions were lifted in 1994. With the export market set to decelerate over the next few years, the wine industry will have to develop the domestic market, especially the black consumer market for future growth. The emerging black market of South Africa has materialised as the strongest buying influence in the economy. They have an overwhelming desire to have access to a lifestyle, which in the past was not possible. While they are status and lifestyle orientated, they want products and brands that are aspirational and close to them. Understanding this market and the potential they pose is vital for the wine industry’s future. Wine marketers need to understand this target market’s thoughts and perceptions around wine, as this market is still largely untapped. The emerging black market has had little exposure to wine compared with other alcoholic drinks such as beer, brandy and the ready-to-drink category and the wine industry will have to look at a comprehensive strategy to target them. It is the purpose of this study to provide detailed insights into the emerging black market of South Africa in connection with wine consumption. Initially, a literature review was conducted to investigate this target market and the wine industry’s current situation. Various marketing tools were discussed designed to specifically target the emerging black market. Based on this information, a consumer survey was conducted amongst black MBA students of the University of Stellenbosch Business School (USB). The data was analysed and conclusions were drawn that answered the questions and objectives of this study. The analyses showed that the wine industry should focus on the women segment of the emerging black market, as they are the current group interested in wine. Other main findings included that wine needed to be positioned as an aspirational product; that brand ambassadors in large social networks should be identified; and finally that the wine industry and all its stakeholders should work together to educate the emerging black market and collectively apply the various marketing techniques found to be popular.

Thesis (MBA)--Stellenbosch University, 2011. / ENGLISH ABSTRACT: Objective: The purpose of the present study is to empirically examine the relationship between brand-level alcohol advertising and alcohol consumption in South Africa. The effect that price has on alcohol consumption is also investigated in the analysis. Method: Using secondary quantitative time series data that include observations of brand-level sales volume, segment volume, brand-level market share, brand-level retail selling price (RSP) and brand-level advertising expenditure (spanning a 32 month period), statistical techniques such as tests for stationarity and co-integration were conducted to assess the association between the various constructs. Results: It was found that between January 2007 and August 2009, a period that included an economic downturn, own-brand advertising had little or no effect on brand-level sales volume (or consumption), segment sales volume and brand level market share. Conversely, price had a significant effect on sales volume, explaining between 48% and 56% of the variation in sales volume at brand-level and between 21% and 31% of the variation in brand-level market share. Conclusion: The results suggest that brand-level advertising has no significant immediate effect on consumption levels in the South African liquor industry, while the price of alcoholic beverages does have a significant immediate effect.

Thesis (MBA)--Stellenbosch University, 2012. / ENGLISH ABSTRACT: The medical scheme industry of South Africa has been exposed to fundamental changes during the last decade. We have been witness to various amalgamations and scheme closures as a result of financial pressure and changes to legislation. Never before has it been more important for medical scheme administrators to become more customer focused and find solutions for medical schemes to stay viable into the future. Relationship marketing, a widely acknowledged concept, has been recognised as an appropriate tool to manage relationships and improve customer loyalty over a long-term period. A number of studies have investigated the viability of relationship marketing strategies across different industries. No such studies have however been performed for the medical scheme industry of South Africa. The study therefore aims to investigate how loyalty between medical schemes and their respective administrators is currently maintained. It further aims to determine if the medical scheme industry would benefit from relationship marketing initiatives to encourage long-term loyalty. An in-depth literature study was performed. The underlying aspects under investigation include relationship marketing, customer relationship management (CRM) and customer loyalty. It is thus important to investigate the influence of these three components on the strength of relationships and customer retention. The second phase of the study consisted of in-depth semi-structured interviews with various scheme representatives from the industry. This study is based on an exploratory case and the qualitative data was analysed using pattern finding techniques and qualitative content analysis. The study investigated the factors that have an impact on loyalty in the medical scheme industry. It was determined that relationships between administrators and medical schemes are multilevel and although relationship marketing literature indicates that key account managers are essential for the successful use of relationship based strategies, it was evident that expertise needs to extend beyond only those in key customer management positions. It is evident from the findings of this study that the medical scheme industry of South Africa could benefit hugely from correctly implemented and well researched relationship marketing strategies. This study may therefore be useful to the medical scheme industry in that it provides insight into relationship marketing in the South African context.

Thesis (MBA)--Stellenbosch University, 2002. / ENGLISH ABSTRACT: The sharp decline in the brandy market since 1997, together with a world wide focus towards the production and marketing of quality wines and brand building, as driven by changing market preferences, served as a wake-up call to South African producers to adjust their strategy to accommodate this international trend. Given the stagnant nature of the domestic market for high price wines in South Africa, growth prospects through the investment in marketing and brand building of higher price wines is very limited in South Africa, and South African wine producers wishing to pursue growth is left with no other option but to embark on an overseas marketing initiative. A large amount of cellars wishing to start focusing on the marketing of their wines outside the borders of South Africa don't possess the knowledge and skills to tackle such an initiative. This study project aims to assist the prospective wine exporter in the process of initiating and executing a strategic export initiative. Specific focus is placed on the importance of the optimisation of the total value chain. / AFRIKAANSE OPSOMMING: Die skerp afname in die brandewyn mark sedert 1997, tesame met 'n wêreldwye fokus op die produksie en bemarking van kwaliteit wyne en die bou van handelsmerke, soos gedryf deur veranderde mark voorkeure, het gedien as bewusmaking vir Suid-Afrikaanse produsente om hul strategieë aan te pas om hierdie internasionale tendens te akkommodeer. Gegewe die stagnante karakter van die binnelandse mark vir hoë prys wyne in Suid-Afrika, is groei vooruitsigte deur die belegging in bemarking en die bou van handelsmerke van hoër prys wyne baie beperk in Suid-Afrika, en Suid- Afrikaanse wyn produsente wat groei wil nastreef, word gelaat met geen ander opsie as om 'n oorsese bemarkings inisiatief te onderneem nie. 'n Groot aantal kelders wat wil begin fokus op die bemarking van hul wyne buite die grense van Suid-Afrika beskik nie oor die kennis en vaardighede om so 'n inisiatief aan te pak nie. Hierdie studieprojek streef daarna om die voornemende wynuitvoerder behulpsaam te wees in die proses van inisiëring en uitvoering van 'n strategiese uitvoer inisiatief. Spesifieke fokus word geplaas op die belangrikheid van die optimalisering van die totale waardeketting.

A research report submitted to the Faculty of Commerce, Law and Management, University of Witwatersrand in partial fulfilment of the requirements for the degree of Master of Management in Strategic Marketing, Wits Business School, Johannesburg 2016 / The proliferation of social platforms in the digital and online space has given voice to millions of social media users and carved careers otherwise unheard of a few years ago, in the form of expert technology reviewers who enjoy mass online following and sponsorship from brands seeking to leverage millions of followers who log in daily. Social media has enabled access to information otherwise previously restricted to user guides and product manuals. Using the theory of planned behaviour, the study examines the effect that online consumer reviews have on product knowledge, social influence, trust, source credibility, brand image and purchase intent among urban South Africans falling in the Generation Y cohort. The methodology involved a self-administered online questionnaire adapted from past studies. A total of 255 questionnaires were collected from the identified sample. The study tested ten hypotheses using Structural Equation Modelling along with SPSS 22 software used for descriptive statistics and IBM Amos 22. Results indicate that all ten hypotheses have significant influence on purchase intent. All hypotheses displayed equally significant relationships per testing as findings revealed that online consumer reviews have a positive effect on product knowledge, trust, social influence, source credibility and brand image. Findings also revealed a significant relationship between product knowledge, trust, social influence, source credibility, brand image, and purchase intent. The study contributes to the literature and theoretical knowledge on online consumer reviews in the local South African context, and can be applied to similar developing markets. The theoretical implications in the study contributes to both limited, and existing research, literature, and knowledge on the effects that online consumer reviews have on the purchase intent of South African consumers. The study broadens knowledge in the ever growing influence of online consumer reviews and the significant theoretical contributions of the study will benefit academia and scholars. Managerial implications highlight that managers cannot afford to ignore the influence of online consumer reviews on intent to purchase, and that even though these reviews are not under the direct influence of organisations, marketers can indirectly influence these by ensuring quality products that meet both the brand and product promises. Recommendations, iii limitations of the study, and future research on the subject of online consumer reviews are also discussed. Keywords: Online consumer reviews, social influence, brand image, product knowledge, purchase intent, source credibility / GR2018

A research report submitted to the Faculty of Commerce, Law and Management, University of the Witwatersrand, in partial fulfilment of the requirements for the degree of Master of Management in the field of Strategic Marketing Johannesburg, 2016 / South Africa has witnessed a decline in youth voter turnout. Consequently, political parties are integrating social media in their political marketing strategies in order to appeal to the youth voters. Notwithstanding the cumulative research that has been conducted on social media political marketing globally, there is dearth of such research in South Africa. Furthermore, no studies have explored the influence of social media political marketing on voter trust, loyalty and voting intention of the youth in the South African political context. This research intends to contribute to the increasing knowledge on the efficacy of social media political marketing by political parties in South Africa to engage with the youth and improve their election turn out. The two main research objectives the study seeks to achieve are to establish the influence of social media political marketing on voting intention, with voter trust and voter loyalty as mediators and to determine which mediator (voter trust or voter loyalty) has the strongest influence on the outcome variable (voting intention). Using a data set of 250 respondents, between the ages of 18 and 35 years, from Gauteng Province in South Africa, this study explores these relationships. The study outcome is that all five hypotheses are supported. The results denote that the relationship between social media political marketing and voter trust, social media political marketing and voter loyalty, voter trust and voter loyalty, voter trust and voting intention and voter loyalty and voting intention are all positive in a significant way. The research paper deliberates on the implications of the results from an academic, political party, legal and marketers’ perspective. In addition, directions for future research are suggested. / MT2016

Thesis (Ph.D. (Marketing))--University of the Witwatersrand, Faculty of Commerce, Law and Management, School of Economic & Business Sciences, 2017 / The purpose of this research was to study the relationship between firm‟s commitment to green, green marketing capability, green relationship learning, green human resource investments and firm performance for electronics manufacturers in South Africa. Despite the increased focus on on green marketing, there has been little focus on research relating corporate commitment to green and how it relates to green marketing capabilities and firm performance. This study fills this research gap by proposing and testing hypotheses relating firm commitment to green, green marketing capability, green relationship learning, green human capital investment and a firm‟s performance. To answer the research questions, primary data for n=212 respondents covering a range in firm size, gender, race, and age for electronics manufacturers in South Africa was used to test the hypothesis relating corporate commitment to green, green marketing capability, and a firm‟sperformance. The structural equation modeling approach was used to test the model fit and hypothesis testing. The software SPSS 24 was used to analyse the descriptive statistics and AMOS 24 was used to test the research model. The results showed that firm commitment to green was a predictor of firm performance and green marketing capability, green relationship learning, and green human capital investments was found to be mediators in the relationship between firm commitment to green and firm performance. Indeed, the hypotheses stated in this study were found to be true. The main contribution of this study is showing how corporate governance commitment to green can enable firm performance (both marketing and financial) through mediating variables of green marketing capability, green relationship learning and green human capital investment. The study further shows that corporate commitment to green influences green corporate social investment positively. Key words: corporate commitment to green, green marketing capability, green relationship learning, green Human Capital Investment, Green CSI, firm performance / GR2018

Thesis (M.Com.)--University of the Witwatersrand, Faculty of Commerce, Law and Management, School of Business and Economic Sciences, 2017 / With an increase in competition in the political sector, there is a paradigm shift as parties revert to branding to influence voters’ political party brand preference. Political marketing is one of the most important aspects of developing industry which affects institutions, people and the involvement of successful candidates in the modern generation of politics. Therefore, it is of interest to examine how political party branding can enhance brand preference of the voters. Although several studies have explored political marketing and factors influencing university students’ intention to vote using various mediums, few studies have explored distinctive cues as a holistic concept in investigating the effect on youth of brand image and brand preference. More precisely, few studies have explored this topic in a political context among the youth in South Africa. This research purpose is to determine whether political party branding influences voting brand preference among the youth in South Africa, through the means of the proposed conceptual model, brand identity, positive word of mouth and brand authenticity as the predictors, brand image as the mediating variable, and brand preference as the outcome variable. The current study undertakes a quantitative approach, where 379 questionnaires were received from the respondents, (University of the Witwatersrand students), to explore the influence of political party branding on voting brand preference among the youth in South Africa. The data was analysed using structural equation modelling and Amos 23.0. Findings support all five proposed hypotheses. Hence indicating that brand identity, positive word of mouth and brand authenticity, influences brand image and brand preference. The contribution of this study is to provide general information to guide political parties or politics in South Africa in developing marketing / branding strategies based on the concept of brand preference. These contributions will help different types of political parties in having the knowledge of the critical role of brand preference and its implementation in the political marketing context. Theoretically, it is positioned in political marketing and adds to empirical literature that focuses on political branding, branding and voters’ preference in political parties. Lastly, by examining the predictors’ variables and their influence on brand image and brand preference, the findings provide political parties with a better understanding of branding strategies that can be implemented to influence voters’ preference before, during and after a campaign through comprehensive political branding. / XL2018

Thesis (M.Com. (Business Management)) -- University of Limpopo, 2012

M. Tech. Marketing / The focus of this study is on the determinants of positive green-product purchase behaviour of Tshwane youth. Environmental knowledge, environmental concern, social pressure and green-product purchase intentions were identified as determinants of positive green-product purchase behaviour and investigated among a sample of Tshwane youth alongside their green-product purchase behaviour. The differences between the various demographic groups with regard to their positive green-product purchase behaviour were also investigated.