The appearance of the Internet and new, rapidly changing emerging online technologies have led to some fundamental changes in marketing -- especially direct marketing. Besides the growing popularity of the Internet, the appearance of databases and one-to-one marketing are challenging traditional marketing methods. This thesis attempts to illustrate how direct marketing techniques can be implemented in an IT company. It starts with an overview of the concepts of direct marketing and its techniques and then provides a brief synopsis of its past as well as possible future trends. The differences between B2B and B2C marketing communications are discussed as is the role of direct marketing in the information technology (IT industry). The last section presents a case study -- concluded with the cooperation of SEAL Communication and Oracle -- which demonstrates how an IT company can effectively use direct marketing in order to achieve its goals and build long-lasting and fruitful customer relationships. For the successful execution of the direct marketing campaign, both Internet based tools and traditional methods were applied, in order to show that both of these technologies can be used together when targeting different groups with different needs.

This diploma work deals with specific business concept and with possibilities of a company promotion on the Internet. The theoretical segment contains a survey of the Internet business models and a synopsis of current individual forms of promotion used on the Internet. There are described advantages and disadvantages of banner advertising, contextual advertising, email marketing, search engine marketing (SEM), social networks and affiliate marketing. The final part of theoretical section of the thesis is dedicated to the possibilities of propagation efficiency measurements. Practical part of the diploma work introduces author's own business concept and its business model. The description of specific methods of propagation realized in congruence with the noted business concept follows.

Nowadays when users navigate in internet they find lots of types of communication scattered across diverse sites. Due to the lack of users’ interests in advertisements, primarily caused by not matching their preferences, today’s advertisements have a low rate of success. Recently, owing to semantic web generation, some companies started to use personalized marketing in communication as a way to turn the conversions around and thus increase customer retention and loyalty. As a matter of fact, the retention and loyalty stages on the internet are, on average, the least crafted of the whole cycle. The customers’ conception of one-to-one marketing is quite ambiguous as they conceive that they need to be more efficient while shopping online but at the same time they feel stalked due to privacy concerns, and oversaturated with non-valuable information. The purpose of this paper is to explore from a holistic view online personalized communication strategies and how they can be implemented in order to increase customer satisfaction thus retaining customers and, in the long-term, gaining their loyalty. The main communication areas the study treats ranges from onsite the online store, where the company wants to sell the product, to offsite advertisements in websites, social media platforms and via email. In the empirical section, the study carried out a quantitative online survey to investigate customers’ perception and complete it with the literature. To answer the research questions, the study identified 19 hypotheses comprising of all primary aspects that define the exploration. The result could be gold dust for e-shop managers to help them maximize the marketing communication factor using personalization. The authors identified potential improvements to motivate customers to register in the online shop, whether communication channels are suited to implementing the strategy or not, and possible aspects to adapt in order to obtain maximal benefits. There were some limitations in terms of an analysis of the companies’ point of view and the necessity to analyze every communication channel more in depth as the study is an initial step.

Submitted by Carlota Kelly (carlotakelly@hotmail.com) on 2018-08-08T10:46:06Z No. of bitstreams: 1 FGV_EBAPE_Carlota_Kelly_final_version_dissertation_2018_.pdf: 4716025 bytes, checksum: 1169e49f54e77901ef15e05eea835461 (MD5) / Approved for entry into archive by Janete de Oliveira Feitosa (janete.feitosa@fgv.br) on 2018-08-21T12:51:00Z (GMT) No. of bitstreams: 1 FGV_EBAPE_Carlota_Kelly_final_version_dissertation_2018_.pdf: 4716025 bytes, checksum: 1169e49f54e77901ef15e05eea835461 (MD5) / Made available in DSpace on 2018-08-27T17:46:14Z (GMT). No. of bitstreams: 1 FGV_EBAPE_Carlota_Kelly_final_version_dissertation_2018_.pdf: 4716025 bytes, checksum: 1169e49f54e77901ef15e05eea835461 (MD5) Previous issue date: 2018-06-22 / OBJETIVO: Esta tese propõe – se a avaliar a influência de dois tipos de campanhas de e-mail nas vendas online, no contexto de um retalhista na área de moda. A plataforma online do retalhista engloba três conceitos diferentes: LA Woman, LA Kids e LA Loft. Deste modo, o estudo ambiciona entender recorrendo às ferramentas disponíveis, a resposta dos diferentes tipos de campanhas de email ao tráfico gerado e transações no website da marca. METODOLOGIA: Relativamente à abordagem de pesquisa, um estudo de caso foi o método selecionado com ajuda dos dados obtidos das duas plataformas: base de dados interno de email marketing e Google Analytics. Consequentemente, práticas de pesquisa descritiva e explicativa foram conduzidas de modo abordar as perguntas propostas no âmbito desta dissertação. RESULTADOS: As principais conclusões demonstram que campanhas de email de natureza informativa são mais bem-sucedidas atendendo as vendas, enquanto que as campanhas de email com reduções de preço associadas geram um maior número de tráfico no website. Esta primeira descoberta foi reconfirmada, visto que os utilizadores que regressam ao site veem sobretudo através de campanhas de email de origem informativa, que geram maior número de receitas e transações LIMITAÇÕES: A dissertação apresenta algumas limitações associadas à natureza da sua abordagem de pesquisa, bem como aos dados fornecidos pela marca. Desde modo, seria interessante para estudos futuros considerar – se a avaliação os resultados obtidos no ponto de vista de outras empresas do sector da moda, de forma a obter um cenário mais completo. APLICABILIDADE DO TRABALHO: Atendendo aos resultados desta dissertação, a empresa da área da moda, Lanidor, poderá adaptar a sua estratégia digital, de modo a estabelecer e obter uma maior aprovação da sua lista de subscritores. Adicionalmente, este estudo concede a oportunidade de adaptar o tipo de campanhas de email usadas, bem como, o seu conteúdo consoante os seus objetivos e a sua estratégia digital. / PURPOSE: The purpose of this study is to evaluate the impact of two type of email campaigns on e-commerce revenues, in the context of a fashion retailer. This retailer´s e-commerce platform englobes three concepts: LA Woman, LA Kids and LA Loft. Given these circumstances, the study aims to understand under the guidance of the disposable metrics, the response from the different email campaigns to traffic driven and sales conversion on the website. DESIGN/METHODOLOGY: A case study research approach was employed with the support of data obtained from two platforms: in-house email marketing database and Google Analytics. Furthermore, some descriptive and explanatory research was conducted to address the proposed research questions. FINDINGS: The key findings display that informative email campaigns are well succeeded concerning sales conversion, while price reduction email campaigns generate a higher amount of traffic into the website. Moreover, this was reconfirmed as returning visitors to the site come mainly through informative email campaigns generated higher revenues and transactions. RESEARCH LIMITATIONS: The study presented any limitations associated with the nature of the research approach and the organisation of the data provided by the company. Future research can evaluate the results from other companies’ scope and have a more complete overview. PRATICAL IMPLICATIONS: From these results, the fashion brand used to conduct this analysis, Lanidor, can adapt its digital strategy to better address and engage their mailing list. Besides it can adapt the type of email campaigns and content to the different aims beyond their digital marketing strategy.

Communication with the customer plays a crucial role in today's internet marketing. In case we do not communicate with the customer or we let his attention towards our product or service fade away, than the investment into gaining him has not been well used. Email marketing itself is a very good instrument for maintaining and building the relationship with the customer. However, a great number of entrepreneurs and companies does not know how to work with email marketing and they send email just the same way as they would invite their colleagues for a meeting or simply just scan a discount flier. The first part of the master thesis therefore focuses on the definition of email marketing itself and of the features by which emails affect the customers. It than presents the ways how to maintain the customer, how to pamper them by e.g. content marketing and it shows the current trends and possibilities of automatization. The second part of the master thesis than presents and uses email marketing not only as one of the very strong instruments of direct marketing but also as one of the ways to support online education, which has been gaining a lot of popularity both in the Czech Republic and abroad. The thesis shows the possibilities how to use email marketing to promote an education website that is being created concurrently with this thesis and how to teach its visitors. The practical part shows how to set up the path of the customer and the email marketing strategy in order to change the visitors of the website into loyal customers. All that with the highest possible automatization of the process.

I slutet av år 2022 introducerades det nya AI-verktyget ChatGPT, en AI-modell som använder maskininlärning för att generera människoliknande svar i stor skala. ChatGPT:s snabba framväxt medför en ovisshet kring hur AI-verktyget kommer påverka praxis för digital marknadsföring. Denna studie utreder därför vilken roll ChatGPT kommer spela inom olika praxis för digital marknadsföring och ämnar därmed att utreda forskningsfrågan: Hur kommer ChatGPT att påverka praxis för digital marknadsföring? Den valda forskningsstrategin för denna studie är en kartläggning där ansikte-mot-ansikte kartläggning tillämpas. Detta stöds med hjälp av intervjuer som datainsamlingsmetod och vidare appliceras en tematisk analys för att analysera insamlad data. Fem marknadsföringsexperter intervjuades i denna studie och samtliga menade att ChatGPT på något vis påverkar praxis inom digital marknadsföring. Slutsatsen pekar därför mot att ChatGPT, trots dess nya upptäckt, redan börjat påverka processer inom praxis för digital marknadsföring och att det troligtvis i bredare utsträckning kommer fortsätta göra det på olika vis, genom att fortsätta inspirera, effektivisera och optimera. Vidare hade alla respondenter en positiv inställning till att se ChatGPT som ett komplement till dagens marknadsföringspraxis, dock en mer negativ inställning till att se det som ett substitut. / In late 2022, the new AI tool, ChatGPT, was introduced. It is an AI-model that uses machine learning to generate human-like responses on a large scale. The rapid rise of ChatGPT has resulted in a lack of sufficient knowledge about the effect that ChatGPT will have on digital marketing practices. Therefore, this study investigates the role of ChatGPT in different digital marketing practices and aims to address the research question: How will ChatGPT af ect digital marketing practices? The chosen research strategy for this study is a survey strategy, as well as the application of the face-to-face survey. This is supported by the data collection method interviews and then a thematic analysis is applied to analyse the collected data. Five marketing experts were interviewed in this thesis and all believed that ChatGPT will, and already has, in some way influenced digital marketing practices. The conclusion therefore points to the fact that ChatGPT, despite its recent discovery, has already begun to influence processes within the practice of digital marketing. Furthermore ChatGPT will most likely continue to enhance digital marketing in a variety of ways on a wider scale, through continuing to inspire as well as contribute with efficiency and optimisation. In addition, all respondents had a positive attitude towards seeing ChatGPT as a complement to current marketing practices, however a more negative attitude towards seeing it as a substitute.

The aim of my diploma thesis was to design a digital campaign for Atos IT Solutions and Services, s.r.o., which offers solutions in the B2B market. In the theoretical part of the thesis I have described the concepts related to marketing, digital marketing, the tools used in this field and the steps that the digital campaign goes through, Market analysis, SWOT analysis, campaign goals, target group, campaign budget. In the analytical part, I introduced Atos IT Solutions and Services, s.r.o. company, which operates in the IT sector and offers digital solutions to other companies that are active on the Czech market. At the beginning of this chapter, I analyzed the company's existing marketing activities so that we could, if necessary, build on the company's current activities.

病毒行銷這個議題雖然主要是行銷理論的探究，但其原理卻是根據較基本的學門整合並配合擴散的現象建立的，因此這些本研究的結果不僅可以供網路行銷者的使用以外，也可以提供文化擴散、廣告行為、語文演變、甚至典範移轉的擴散行為研究之參考。 注射器與載體部份的實驗結果，操縱組與控制組效果差不多，甚至可說更差，但寄主組與進化組的效果則都有9倍以上的效果，可見選擇寄主十分重要，而注射器與載體則要配合寄主的設計才能有效果的發揮。這部份的結論與第四章最後一節的假設相同，因此該節的搭配原則設計方式可信度相當高。 因此綜合本研究的證據，回顧本研究在第二章所類比而得的，病毒行銷的架構假設，如下圖： 其中在如何使寄主消費與製造方面，確實可以類比為病毒在寄主體內的自我複製行為，而傳播則類比為衍生子行為、進化類比為突變子行為。病毒本體除了基因是預設的產品、服務等行銷目的以外，本研究也認為選定目標寄主可以提高病毒行銷的效果，因為以病毒來說，在一個全是可感染寄主的群體中與一個有多種寄主的群體中，當然是在前者的感染效率會較佳。而蛋白質外殼類比為載體相當正確，雖然單一效果不明顯，但其不可或缺性可以在進化部份的實驗以及個案研究中獲得證實。注射器在病毒生態中也是一個不明顯的角色，類比到病毒行銷中也是一個單一設計效果不明顯的部件，而其結構組成跟載體相同則也在某種程度上反應了載體與注射器是一體的兩面，一個專司防禦一個專司攻擊。 回顧一開始本研究所設定的病毒行銷暫時性的操作型定義，「所謂的病毒行銷是可以由行銷者依據行銷目的的不同，而為該目的設計出的一套專屬的、能夠經由自我擴散的方式以完成該特定行銷目的的完整線上行銷策略。」經由到現在的推理結果可以發現該定義可以擴展如下： 所謂的病毒行銷，是可以由行銷者依據不同的行銷目的（基因），根據不同的顧客族群（寄主）特性來選擇與設計的，為完成該特定目的的、專屬的、能夠經由特定管道（注射器）自我擴散的、擁有特定形式（載體）的一套線上行銷策略。 整理本研究重點如下： 1.任何公司都可以採用病毒行銷，用本研究的語言為，基因可以為任何產品、品牌、甚至策略目標。 2.當選擇的行銷目的確定了以後，目標顧客也同時被確定。行銷者的工作是尋找出來並設定為目標。換句話說，基因與目標寄主是成對的。 3.適當選擇或設計行銷目的的表現形式可以提高行銷效果。換句話說，經由適當設計過的載體可以提高病毒行銷的效果。 　4.要影響顧客的行為，必然要先能引起顧客的動機，而引起顧客動機的資訊也要能包含在病毒行銷之中。 　5.每一次的病毒行銷應該都是一套完整的行銷策略，唯有適切操作本研究所談及的四個部件才能發揮完全的功效。 　6.本研究所討論的病毒行銷與直銷、傳播研究所謂的二級傳播理論之差異如下表所示： ┌────┬─────────────┬────┬──────┐ │　　　 │病毒行銷 　　　　　　　│直銷 │二級傳播 　 │ ├────┼─────────────┼────┼──────┤ │傳播者　│包括顧客與傳播的中心點　　│顧客　　│傳播的中心點│ ├────┼─────────────┼────┼──────┤ │績效評估│經設計過後可以被估算 　 │可以 │不行 │ ├────┼─────────────┼────┼──────┤ │應用範圍│本研究中暫時限制為虛擬世界│實體世界│不限 　　　 │ └────┴─────────────┴────┴──────┘ / Viral marketing was first to be mentioned in the article of the fast company web site in december, 1996. In this article, the auther give virus marketing the defination of “a marketing method which spreads itself automatically”, and people who see this article adopted it, too. Although this defination is clear, many people treat viral marketing as another name of ”e-mail marketing”. e-mail marketing means using the e-mail system as a tool of marketing. For the characteristics of e-mail are convenient, cheap, public and “people spread it volunteerly”, most early examples of viral marketing use e-mail as their tool to spread. That’s the main reason the two concepts was confused. Objectives This research tries to reach three main objects： ● Give viral marketing an academic definition ,which means the marketing manager could repeat the approach to get similar result. ● Find the components of viral marketing so that the characters could be descripted ,and the main parts that should be operated could be assured. ● Try to find the relation between the viral marketing locus and the environment where it is happening. Research Structure According to biology theorem, virus’ life cycle was discovered almost completely. That’s the main reason for the research taking virus’ life cycle as a reference of reseach structure. To avoid of lacking any component which is important and to define the main category, the adapting is neccesary and decisive. After observing about 500 cases for 3 months, components of viral marketing was formed gradually. Under the strict analogy logic molted from the concept of “analogism”, the main components that should be operated was figured out. They are Injector, Carrier, Host, and Evolution. Injector and Carrier are both inside the “virus” which was made by the marketing manager or virus designer. Host is another name of customer. Evolution is an component which only bring obvious effects when the environment element was taked into consideration. Redraw the components’ relation as follows: In this model, there are four action which are not mentioned above. Produce explains where the virus from, Infecting refers to the reason that a virus could influnce host’s behavior, Consuming is the action to complete the full cycle. Spreading and evoluting was co-variating actions that were discussed in the evolution chapter. Case Choice For the different purposes in this research, the types of cases choosed were diversing and the amount was large. Most effort was taked in observing the e-mail everyday. Tracing each email, counting their spread period, and analyzing the success or fail key factors. To analogize the virus’ life cycle, the meanings of components in the real world are required. For this purpose, Hotmail, ICQ, and Ctrl-Mail were chosed as the real world cases of viral marketing. Hotmail and ICQ were both selected as sucessful examples of viral marketing extensively. Ctrl-Mail was chosed for their high technology background and technology-oriented company strategy so that viral marketing will not be misunderstanded as another IT method nor marketing concept but a mixture of concept and method. Research Methodology The first part of this research was based on the ground theory. To build the open category, about 200 cases was studied to defined the main category of viral marketing, and 3 primary cases was analyzied to analogize the structure of the research, using the research methodology of “Right Analogy”. Right Analogy is constructed on the same logic of anlogism, which requires 2 similar objects shall the same but one critical difference, and then the characteristics is analogied possible. Under the logic, the primary category can be constructed, and the theory can be extracted from the cases we observed. Conclusions 1. The definition of viral marketing can be described as follows:“ Viral marketing is an online strategy which is in an particular formation, can spread itself through the paticular chnnels and if marketing managers, designers, or any one who need it can design it personally to reach a particular object.” 2. Virus’ gene can be any product, brand, service, and even a strategy object. 3. When the marketing object was chosen, the target customer was assured at the same time. In another words, gene and host in viral marketing are coupled. 4. Proper represet formation can induce higher marketing effect, that is, a proper designed carrier is better. 5. The differences between viral marketing, direct selling, and second-level communication were showed as follows: ┌──────┬────────────┬───────┬─────────┐ │　　　 │Viral marketing │Direct selling│second-level │ │　　　 │ │ │communication │ ├──────┼────────────┼───────┼─────────┤ │communicator│Customer and the center │Customer │the center of │ │　　　 │of the communication │ │the communication │ ├──────┼────────────┼───────┼─────────┤ │Achievement │Can be estimated after │yes │no │ │estimation │being designed │ │ │ ├──────┼────────────┼───────┼─────────┤ │Applied │Virtual world limited │Real world │No limited │ │situation │in this research │ │ │ └──────┴────────────┴───────┴─────────┘