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Why knowing cultural differences in international marketing is important
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A Study of Cultural Barriers in Establishing Brand Names in China
The interest on cross-cultural marketing is becoming increasingly important due to global trade, with a growing focus on the Chinese market. The purpose of the study was to report the problems and issues encountered by a large Australian beer company trying to sell a product in China. The study examines brand establishment, loyalty and longevity in a different cultural setting. It also identifies marketing differences between the Australian and Chinese cultures. Identifying some of these trends may assist other multinational companies to establish and sustain products in a foreign market, particularly in China.
Foster is the largest beverage multinational company in Australia. It is also one of Australia’s largest companies to invest in China. As a beer manufacturer, Foster has much competition in a market that is directed by customer preference. For that reason, it is important for a company to focus on the customer’s preference to sustain success in a foreign market. It is suggested by the authors to investigate key cultural values in order to understand culturally different consumers.
It is proven that a well-developed marketing strategy plays an important role in the company’s success. It is important to understand the central values of Chinese cultures in order to satisfy their needs as customers. A major issue for a researcher is to understand the consumer’s integrated role in the family. In the past, Chinese tradition was such that children purchased alcoholic beverages for visiting parents. The effort was to buy traditional Chinese brands that their parents were familiar. Modern traditions are changing in that the parents are buying drinks that their children prefer in order to encourage them to visit them more often. This changing trend in purchasing modern international brands leaves a lasting influence on sales. What used to be marketing focused on traditional social relationships, the trend is changing to the younger mentality, such as modern image, youth, sports, and affordability.
In the past, Chinese consumers were unable to choose products that they wanted or needed. It was the choice of the government to decide which products were offered to the public based on economic strategy. Therefore, when international merchandise became available, personal experience did not play a role in making a decision. The main goal for the marketing group was then to educate the consumers in order to establish the brand name and loyalty. The development of the brand name helps to create product association and identity.
Mise, J. K., Nair, C., Odera, O., & Ogutu, M. (2013). Determinants of Brand Loyalty and Product Quality of Soft Drink Consumers. Asian Journal of Business and Management , 1 (1), 8-13.
Sociocultural factors embody the various culture aspects in which a business functions. It is of great significance that a firm has the ability to appeal to the culture that they are working within as it reflects their customer knowledge, determining their performance (David & Fahey 2000, pg. 113). One central issue in regards to sociocultural factors playing an important role in a business’ marketing mix is firm’s ability to adapt marketing strategies in regards to demographics. The universal aging population is a clear indicator of marketing strategies for airlines companies to evolve so that it caters to the needs of the population as a whole. In addition, with Qantas operating as a global company and multiculturalism as a universal force, it is crucial to cultivate innovative marketing plans to accommodate the diverse preferences and needs of other cultures (Teo 1994). As cultures differ in their forms of attitudes and behaviours, consumers coming from these diverse cultures, backgrounds and countries are susceptible to dissimilar intensities of service anticipations (Donthu & Yoo 1998).
These examples illustrate the consequences of culture on brands. In all the three examples, the brands were global brands with operations in multiple markets. Nokia and McDonald recognized the different customer needs and adopted the brand to the preferences of customers. Disn...
Webster, C. (1991). Attitudes towards marketing practices: the effects of ethnic identification. The Journal of Applied Business Research, 7(2), 107-116.
It goes without saying, that the influence of cultural on marketing strategies and campaigns is significant. If a company does not or cannot understand fundamental aspects of culture in a market they are launching or operating a promotional campaign, there is the possibility that the objectives of the promotion may not be realized.
“Marketing across cultures”. Various sources will be used to study and analyze the chosen topic including : internet , business magazines, journals, books, etc. From all these , information drawn will help to complete the study of the topic and draw a satisfactory conclusion
Biederman, P. S. (2005). Commentary on exporting a north american concept to asia: Starbucks in china. Cornell Hotel and Restaurant Administration Quarterly, 46(2), 288-290. doi: 10.1177/0010880405275536
Internationalization Phase, during this phase Chinese companies focused on ‘building brand, localization of products and services for new markets, and differentiation of products to support higher margins’ they did what was ‘good enough’ for the market (Teagarden & Cai, 2009:78). An important issue during this phase was to research and develop the products, and to keep the key talent of the company, such as managers and engineers.
Starbucks is famous for its cold and hot drinks that it offers to its consumers. While the product is available and useful to almost everyone, it will be important to base the research on a particular group of people while trying to measure the organization’s brand equity. The best target population will be the men and women from the ages of 25 to 44 because it contains the larger number of the target market. These populations are characterized by relatively high incomes, professional careers and are always keen on their social welfare. The rationale for choosing these people is because they can make a decision on a product they want to use because they can afford without having to ask anyone (Balakrishnan, Shuaib&Marmaya, 2009)
Lastly, brand awareness is a crucial consideration. And It may be thought of as a consumers’ ability to find a brand within a group in adequate detail to make a purchase. It is important to remember that adequate detail does not always need identification of the brand name. Often “brand awareness is no more than a visual image of the package that stimulates a response to the brand.” Moreover, recall of the name is not necessarily required because brand awareness in which can try via brand recognition. According to Emma Macdonald and Byron Sharp (2003), suggested, when a brand is recognized at point of purchase, its brand awareness does not need brand recall. This is a major point in the consideration of brand awareness as the most important communication objective. In fact, the difference is misunderstood by marketing and advertising managers. The difficulty is to relate to the essential difference between recognition and recall, that is extremely important to advertising strategy. Brand recognition and brand recall are two separate types of brand awareness. The difference depends upon the communication effect that occurs primarily in the consumers’ memory.
Global brand is another term marketer’s use. Global brand is the name of the product that has worldwide recognition. It also has been referred to brands where at least 20 percent of the product is sold outside the region and the home country. Marketers have to make sure that there is nothing offensive in terms of the name or packaging in the different cu...
Product is the core of marketing, which including tangible goods like food or drinks or intangible services, as it is the major way to embody customers requirements; and, branding is directly associated with it. In fact, branding is all about decisio ns of products, like brand names or trademarks. Stork (2007) asserted that a brand is a unique business identity which represents the personality, quality or origin of products. And, such a product which added value by branding would appear in every activity of marketing, namely, branding is actually react on the whole marketing system directly and indirectly.
The ability of the management in positioning and establishing the product is a success in any company that operates for marketing and profit acquisition. Furthermore, the ability of the company and its management to complete and maintain a competitive edge among its competitor throughout the product differentiation is another basis to say that is successful. Also, innovation and the constant development on the product lines and the growing number of customers also define the corporate standing of a company. Effective branding strategy and strong brand name are an important part of the profitable business. But, all the strategies and all marketing theories can be worth nothing without the compliance of the desires of consumers.
Branding on consumer purchase decisions. In order to comply with this a questionnaire was prepared and survey has been conducted among 100 respondents and data revealed that brands have strong influence on purchase decision.
Even with commodities, there are quite a few parameters which brands can use to position themselves to capture a place in the consumer’s memory and consequently in their shopping basket. A few of the more widely accepted of them are: Consistency of Product Quality, Customization of the product to the extent possible, Providing a wider range of products, Identifying the most profit generating segments of the market and modifying or adding an offering to cater to their specific needs, Unique packaging, Emotional Branding and even basing branding on building a unique image to the extent of professing to have a brand personality. In fact focusing on getting consumers to build an emotional identification with the brand and its personality has a far longer lasting effect and builds far greater loyalty than focusing on just functional and utility attributes which a competitor would also able to easily match if not surpass.