The main objective of this thesis is to define the term "trade marketing" and evaluate its role within the Coca-Cola Hellenic Bottling Company. With the use of internal resources and relevant literature, I will describe the use of trade marketing from both theoretical and practical point of view. I will also introduce the Coca-Cola HBC and its position on the carbonated soft drinks market in the Czech republic.

El siguiente trabajo de investigación, se centra en la indagación y proyección de los efectos que traen las estrategias de trade marketing en el canal tradicional minorista del distrito de Villa el Salvador, específicamente en relación a la liquidez y a los efectos económicos que las mismas pueden traer a las bodegas de este distrito limeño. En primer término, se puede encontrar una definición de los aspectos más importantes del trade marketing, así como su división según sus objetivos de rentabilidad y publicitarios. Tras ello, podrá identificarse las estrategias más importantes a trabajar e investigar, las cuales se resumen a descuentos sobre precio de compra, bonificaciones de productos y rebates sobre el total de costo de abastecimiento. Finalmente, tras esta definición se procede a presentar los hallazgos dentro del campo de investigación por medio de encuestas y entevistas a profundidad a los mencionados puntos de venta. Dichos hallazgos, se contrastan con opiniones de renombrados expertos consultados en la materia; los cuales podrán orientar de forma impecable las aplicaciones de tendencias de Trade Marketing dentro del mercado tradicional peruano / The following investigation, focuses in finding and projecting the effects brought by the main strategies behind the Trade Marketing applications in the retail channel located in Villa El Salvador, district of the city of Lima. This strategies are meant to be applied in the buying process of the small retail shops located in the area, and the effects that they may bring in relation to economics. In first term, we can find the definition of the most important aspects of trade marketing, as well as their division in two clear aspects according to the main objectives of the market: Cost effectiveness and advertisement applications in the point of sales. After this, we will be able to find the most relevant strategies in order to investigate their application in the field, such as direct discounts, product bonuses and rebates over the total amount of buying. Finally, after this description and definition, the field investigation interviews and survey results are presented, the ones that will be contrasted with the opinions given by specialists in the field / Trabajo de investigación

This diploma thesis is focused on strategic brand building of brand Signal. A complex research of all important issues has been made. It is an overall overview of oral care market in CZ, set up Signal status in this market.

by Fok Ying-wai, Dereck ; Lee Ho-chi, Dominic. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1991. / Bibliography: leaves 118-120. / FOREWORD --- p.i / EXECUTIVE SUMMARY --- p.ii -iv / ACKNOWLEDGEMENT --- p.v -vi / TABLE OF CONTENT --- p.vii -ix / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / Chapter II. --- DEVELOPMENT OF HONG KONG JEWELLERY INDUSTRY --- p.2-5 / Chapter III. --- FUTURE PROSPECT --- p.6-8 / Chapter IV. --- TRADE ASSOCIATIONS --- p.9 -12 / Hong Kong Jade and Stone Manufacturers Association --- p.9 / Diamond Importers Association --- p.10 / Hong Kong Jewellery Manufacturers Association --- p.10-11 / Hong Kong and Kowloon Gold and Silver Ornaments and Wares Workers General Union --- p.11 -12 / Gemological Association of Hong Kong --- p.12 / Chapter V. --- ABOUT PRECIOUS STONE JEWELLERY --- p.13 -17 / Diamonds --- p.13 -15 / Rubies --- p.16 / Sapphires --- p.16-17 / Emeralds --- p.17 / Chapter VI. --- JEWELLERY RETAILING IN HONG KONG --- p.18 -24 / Development and Classification --- p.18 -19 / Operation of the Retail Outlets and Their Marketing Concepts --- p.19 -24 / Product --- p.19 -20 / Pricing --- p.21 -22 / Advertising --- p.22 -23 / Personal Selling --- p.23 -24 / Shop Display --- p.25 / Chapter VII. --- METHODOLOGY --- p.26 -48 / The Research --- p.26 -27 / Objectives --- p.28-29 / Hypotheses --- p.30 -31 / Cross-sectional Survey --- p.32 -44 / Pilot Interview --- p.32 -33 / Data Collection --- p.34 / Sampling --- p.35 / In-depth Study --- p.36 -40 / Chapter VIII. --- RESEARCH FINDINGS --- p.41 -56 / Survey --- p.41 -51 / In-Depth Study --- p.52 -56 / Chapter IX. --- INTERPRETATION --- p.57-64 / Chapter X. --- RECOMMENDATION --- p.65 -75 / Recommendation to Large Firms --- p.67-71 / Recommendation to Small Firms --- p.72 -75 / APPENDIX --- p.76-117 / BIBLIOGRAPHY --- p.118 -120

Made available in DSpace on 2016-04-25T16:44:40Z (GMT). No. of bitstreams: 1 Elaine Pinheiro Palmeira.pdf: 2845495 bytes, checksum: b4c089dcbd60ef58e06ef6aca9b357d2 (MD5) Previous issue date: 2014-09-12 / This dissertation has as its theme the Trade Marketing. The need for a realignment on distribution channel members relationship towards greater cooperation in achieving goals did the Trade Marketing arise. The implementation of its concepts to the company gives support and guidance to marketing and sales departments, providing better results for the organization and a solid and lasting relationship with the retailer, for that reason Trade Marketing was implemented in large multinationals. However, there is on the market the participation of small industries that, dispite of its strength and importance, must make great efforts to survive in a highly competitive market and to differentiate at the point of sale in order to win the consumer. In this context, the study investigated the implementation of Trade Marketing in small industry and its effects on the relationship with the retailer through SuaviPan case study, in which the analysis was done on the basis of the six variables of Trade Marketing Mix. It was noticed that even without owning a formalized or even know thoroughly the concept of Trade Marketing, the small industry applies its strategies on their way and within their possibilities, reinforcing the essence of Trade Marketing about operate to adjust the strategy, the structure and operation of the company to the distribution channels dynamics, which results in better service and more cost effective to its customers and, therefore, consumers / Esta dissertação tem como tema o Trade Marketing. A necessidade de um realinhamento das relações entre os membros do canal de distribuição no sentido de uma maior cooperação no alcance de objetivos fez surgir o Trade Marketing. A implementação dos seus conceitos aufere à empresa apoio e orientação ao marketing e às vendas, proporcionando melhores resultados para a organização e um relacionamento mais sólido e duradouro com o varejista, e por isso o Trade Marketing foi implantado em grandes multinacionais. Há no mercado, entranto, a participação de pequenas indústrias que, embora possuam força e importância, precisam fazer grandes esforços para sobreviver em um mercado altamente competitivo e se diferenciar no ponto de venda, de modo que conquiste o consumidor. Nesse contexto, o estudo buscou analisar a aplicação do Trade Marketing na pequena indústria e os seus efeitos na relação com o varejista por meio do estudo do caso SuaviPan, no qual a análise se deu em função das seis variáveis do Trade Marketing Mix. Percebeu-se que mesmo sem possuir um departamento formalizado ou até mesmo conhecer a fundo o conceito de Trade Marketing, a pequena indústria aplica suas estratégias, do seu modo e dentro de suas possibilidades, reforçando a essência de Trade Marketing de operar para adequar a estratégia, a estrutura e a operação da companhia à dinâmica dos canais de distribuição, o que resulta em um atendimento melhor e mais rentável a seus clientes e, por conseguinte, aos consumidores

Made available in DSpace on 2016-04-25T16:45:18Z (GMT). No. of bitstreams: 1 Renata Borovina Josko.pdf: 1320408 bytes, checksum: b7a008a9ef45034bcd6a440a089906ff (MD5) Previous issue date: 2009-06-04 / About fifteen years ago, a phenomenon of retail concentration, an important and already consolidated movement in some European countries, started to occur in the Brazilian market. As a consequence, manufacturer s structures and relationships with retailers suffered great alterations. In relation to structure, there has been an increasing number of Trade Marketing departments in the companies and, investment in point of sale actions is growing steadily and has a significantly larger share in the total amount of brands investments. The manufacturer-retail relationship has become a zone of greater conflict and there has been a shift of power from the hands of manufacturers to those of retailers. Every year the market absorbs more and more brands and their extensions. The consumer is impacted by several product messages sent by expensive media, transforming brand equity maintenance or building into a constant challenge for the manufacturers. In addition to this situation there is a growing pressure for short term results, at precisely the moment in which investment in brand building, usually related to Advertising, is migrating to point of sale activities or is related to Trade Marketing. The main objective of the research is to acquire knowledge on the impact of Trade Marketing actions on Brand Equity. In order to achieve this objective, the case study methodology was used for an important external sanitary napkin brand in the Brazilian market. As a result, it was verified that the increasing amounts invested in Trade Marketing actions as opposed to amounts invested in advertising, have not helped maintenance and differentiate brand awareness and its associations in two different periods of the study / Há cerca de quinze anos teve início no mercado brasileiro o fenômeno de concentração do varejo, movimento expressivo e consolidado em alguns países da Europa. Como decorrência, a estrutura dos fabricantes e o relacionamento com os varejistas sofreram grandes alterações. No que se refere à estrutura, o número de empresas com departamentos de Trade Marketing é cada vez maior e, o investimento voltado para ações no ponto de venda cresce e representa cada vez mais no valor de investimento das marcas. A relação varejo - fabricante tornou-se mais conflituosa e o poder inverteu-se para das mãos dos fabricantes para a do varejista. O mercado absorve a cada ano cada vez mais marcas e extensões das mesmas. O consumidor é impactado por inúmeras mensagens de produtos através das dispendiosas mídias existentes, tornando a manutenção ou construção do patrimônio de marca um desafio constante para os fabricantes. Soma-se a situação da pressão por resultados no curto prazo, momento em que muitas vezes os valores de investimentos na construção de marcas, geralmente relacionados à Propaganda, migram para atividades no ponto de venda ou relacionadas ao Trade Marketing. O objetivo central da pesquisa é conhecer o impacto das ações de Trade Marketing sobre o patrimômio ou Brand Equity das marcas. Para alcançar este objetivo, foi utilizada a metodologia de estudo de caso com uma marca de absorventes externos atuante no mercado brasileiro. Como resultado verificou-se que o incremento das ações de Trade Marketing em detrimento à propaganda, não auxiliou na manutenção e diferenciação das associações da marca entre dois períodos distintos

A research report submitted to the Faculty of Humanities, University of the Witwatersrand, Johannesburg, in partial fulfilment of the requirements for the degree of Master of Arts(Arts and Culture Management) 2017 / American film producer, Jason Berman reminds us that music is something the rest of the world wants to listen to; our job is to make sure they pay for it (Matzukis, 2013). When a piece of music is written, a legal right to it comes alive and is vested in the songwriter (author), but if that piece of music is later recorded, a totally different copyright vested in the record company comes alive (Matzukis, 2013). Unfortunately, it appears that the majority of local music role players, particularly composers, producers and performers, are not sufficiently equipped with legal knowledge and common understanding of the music trade’s secrets, its ecosystem or the music industry value chain. The lack of knowledge and exposure is attributed to historically manifested control of the music markets by record companies owned by foreign multinational conglomerates. As a result, a large number of famous and popular local musicians have died penniless. This scenario is painted vividly in an online article titled “Why do our artists die poor?”, which cites Brenda Fassie and Simon Mahlathini Nkabinde as examples of artists who died poor because of bad decisions they made in their career, despite their fame and wealth of music compositions. (www.you.co.za/entertainment/why-do-artists-die-poor/#) In South Africa, the major constraints on the launching of a musical career are access to trade knowledge and the means of production, such as recording facilities (Jordan, 2009).The Southern African Music Rights Organization’s empirical research shows that international music still dominates the South African music market, with 74% of music sold and played on broadcasting and public platforms (Samro, Notes, November 2014, p 13). As a result, the majority of local independent music composers, producers and performers are forced to share the remaining 26% of the music market. This situation worsens when widening the scope to include music role players who are located outside of urbanised provinces such as Gauteng and Western Cape, because most of them lack access to adequate and professional recording studios; lack basic knowledge on ownership of compositions and sound recordings rights; lack the skill to interpret the copyright laws; lack understanding of contractual issues between the artist and record company; lack understanding of the exportation trade; lack the means to submit their audiovisual works for airplay and lack adequate resources to build their brands for competitiveness. Since 2006 the South African music industry has seen an increase in government expenditure on and investment in musical institutions, at national and provincial levels, which are defined in this study as “music hubs”. In 2006, the Eastern Cape Audio Visual Centre (ECAVC) was established in East London (Eastern Cape Province); in 2009/2010, the KZN Music House was established in Durban (KwaZulu-Natal) and in 2008, the Downtown Music Hub was established in Johannesburg (Gauteng Province). The rationale to establish these music hubs is to ease access to the means of production for a large number of local music composers, producers and performers. The purpose of this impact analysis study is evaluate to what extent these music hubs are fulfilling their redress and transformation policy mandate to be beacons of hope for the local music industry. The theoretical grounds of this research study are premised on the concepts of transformation to create access for previously marginalized groups and black economic empowerment for local music role players. This research will unpack how these music hubs, in South Africa, can be used as tools for redress and to transform the music industry into an equitable market for all role players. Although government, at national and provincial level, shows commitment to establishing musical institutions that aim to combat the challenges facing the local music role players as outlined above, it is regrettable that the two music hubs (case studies) in the respective provinces are battling to position themselves as provincial music industry center pieces that create a competitive provincial music ecosystem and network to connect and empower local music industry role players. In 2009, the former minister of arts and culture, Pallo Jordan, in his speech at the launch of the Downtown Music Hub, indicated that the purpose of establishing the music hubs was to lower the barrier by making recording facilities, music manufacturing plants, music distribution channels and music stores more accessible to the most qualifying music role players (Jordan, 2009). This means that if these music hubs are understood as the music development trajectory in South Africa and well implemented, they have the potential to help local music industry role players become more competitive and perform on global music market platforms. / XL2018

Submitted by Filipe dos Santos (fsantos@pucsp.br) on 2018-10-05T12:08:14Z No. of bitstreams: 1 Patricia Betina Grinberg.pdf: 977963 bytes, checksum: ce00a6f6981732275a955f3c7a5fccf3 (MD5) / Made available in DSpace on 2018-10-05T12:08:14Z (GMT). No. of bitstreams: 1 Patricia Betina Grinberg.pdf: 977963 bytes, checksum: ce00a6f6981732275a955f3c7a5fccf3 (MD5) Previous issue date: 2018-08-29 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / In recent years, the way retail trade has been carried out has undergone major changes. With the emergence of the internet and e-commerce, with globalization and new marketing strategies, retailing has suffered consequences in terms of consumer habits, preferences and behavior. The shopping centers, perceived as important retail centers, were affected by these changes. In addition, the accelerated growth in the numbers of malls in large metropolises intensified competition between these centers, which ended up impacting on the volume of sales and the flow of consumers. By means of a theoretical survey and the association of a technique of mixed methods, with the application of a qualitative research carried out with executives of the sector and also the conduction of a quantitative study done with shoppers, this study analyzes the impact of these transformations on the creation of value in shopping malls, aiming to identify the main strategies of this sector in the current scenario for value generation in shopping malls marketing. The results of the quantitative survey shows a consumer who chooses to visit the mall that he/she likes the most and closest to his or her residence; that, in addition to consuming, he/she enjoys going to the mall to eat, stroll and perform leisure activities; and that he/she values aspects such as location, access, security, diversity of stores, variety of food options and items related to the comfort of the environment. This consumer also does not perceive some kind of communication from the mall to him and often buys products on-line, mainly due to the convenience, agility and diversity of options at this disposal. Half of the respondents decreased their visits to the mall after using e-commerce. The analysis of the qualitative study, in turn, shows that the interviewees suggest that the shopping malls become places of coexistence and experience, providing customers, in addition to traditional stores, a diversity of space options for food, leisure and services. With the objective of developing value creation strategies in a shopping center, both researches converge to the need to reinvent shopping malls so that harmony and partnership between physical commerce and the digital universe can be developed / Nos últimos anos, a forma como o comércio varejista é realizado tem sofrido grandes transformações. Com o surgimento da internet e do e-commerce, da globalização e de novas estratégias de marketing, o varejo sofre consequências no que tange a hábitos, preferências e comportamento do consumidor. Os shopping centers, percebidos como fortes centros de compra varejista, foram afetados por essas mudanças. Além disso, o crescimento acelerado do número de shopping centers nas grandes metrópoles intensificou a concorrência entre esses centros, o que impacta no volume de vendas e no fluxo de consumidores. Por meio de um levantamento teórico e pela a associação de uma técnica de métodos mistos, com a aplicação de uma pesquisa qualitativa realizada com executivos do setor e também a condução de um estudo quantitativo feito com frequentadores de shopping, este estudo analisa o impacto dessas transformações na criação de valor em shopping centers, tendo como objetivo identificar as principais estratégias deste setor no atual cenário para geração de valor em marketing de shopping centers. O resultado da pesquisa quantitativa mostra um consumidor que escolhe visitar o shopping que mais gosta e mais próximo de sua residência; que, além de consumir, aprecia ir ao shopping para comer, passear e realizar atividades de lazer; e que valoriza aspectos como localização, acesso, segurança, diversidade de lojas, variedade de opções de alimentação e itens relacionados ao conforto do ambiente. Este consumidor também não percebe algum tipo de comunicação do shopping para com ele e frequentemente compra produtos on-line principalmente em função da comodidade, agilidade e diversidade de opções à sua disposição. Metade dos respondentes diminuiu suas visitas ao shopping após utilizarem o e-commerce. A análise do estudo qualitativo, por sua vez, demonstra que os entrevistados sugerem que os shoppings transformem-se em locais de convivência e experiência, disponibilizando aos clientes, além das lojas tradicionais, uma diversidade de opções de espaços para alimentação, lazer e serviços. Com o objetivo de desenvolver estratégias de criação de valor em shopping centers, ambas as pesquisas convergem para a necessidade da reinvenção dos shoppings, de forma que possa ser desenvolvida a harmonia e a parceria entre o comércio físico e o universo digital

Made available in DSpace on 2016-03-15T19:21:31Z (GMT). No. of bitstreams: 1 Michelle Tavares da Silva.pdf: 1505780 bytes, checksum: 91c007f60f9caf02b7ca8facd751805f (MD5) Previous issue date: 2007-03-07 / Nowadays, the Brazilian economy is passing through a big turbulence, and the retail trade practice is getting more and more crowded. As it is getting worse finding opportunities to differentiate products, prices, promotions and locations, the retail traders are trying to transform their own store into a competitive differentiate, making it more attractive and stimulating. Proofing through market studies, the atmosphere of a store, simultaneous with the desire of the consumer, makes that the consumer himself stays longer there, stimulating him to buy something. The physical presentation of the store, in and outside, must reflect cultural and social elements, being fundamental to find and identify them. This planning action requires a good architecture project and a strong merchandising action, through techniques on the presentation of the goods. In the past, luxury products were restrictedly commercialized in the upper most classes of our society. Over the years, this situation has been changed and today these goods are widely available to the general public. In fact, this is a result of a Marketing Spirit strategy used by large retail companies, where these prime products are made available in large scale (more places, more buyers and lowers prices). In light of the above, it is imperative to understand how to set-up the correct environment for this whole strategy to take place. What is expected from this study is to identify important aspects relative to the design of high-end commercial interiors. Nonetheless the goal is to contribute with the development of better architectonic plans for retail stores. / Sabe-se que a economia brasileira está passando por grandes turbulências, e a prática do varejo torna-se cada vez mais acirrada. Como está cada vez mais difícil encontrar oportunidades de diferenciação a partir dos produtos, dos preços, das promoções e da localização, os varejistas estão buscando transformar a própria loja num diferencial competitivo, tornando-a atraente e estimulante. Comprovadamente, através de estudos mercadológicos, a atmosfera de uma loja, quando em sintonia com o desejo do consumidor, faz com que este permaneça ali por mais tempo, estimulando-o a comprar. A apresentação física da loja, externa e internamente, deve refletir elementos culturais e sociais, sendo fundamental a busca de uma identidade. Tal planejamento requer um bom projeto de arquitetura e uma forte ação de merchandising, ou seja, técnicas de apresentação da mercadoria. Antigamente reservados aos círculos da burguesia rica, os produtos de luxo progressivamente desceram a rua. No momento em que os grandes grupos apelam para o espírito do marketing, é imperativo abrir o luxo ao maior número de pessoas possível e torná-lo acessível através do aumento dos pontos de vendas, por isso torna-se importante compreender como se compõem estes espaços. Pretende-se, através desta pesquisa, identificar aspectos importantes a serem observados durante o planejamento e projeto de interiores comerciais, a fim de auxiliar no desenvolvimento de melhores projetos arquitetônicos de lojas. Neste sentido, este trabalho vem contribuir com os estudos nesta área.

published_or_final_version / abstract / toc / Business Administration / Master / Master of Business Administration