“Партизанський” маркетинг у міжнародних корпораціях

Abstract

Проаналізовано використання нетрадиційного, або “партизанського” маркетингу. Зокрема наведено аналіз сутності, основних принципів, підвидів цього виду маркетингу та розглянуто їх практичне застосування для утримання та залучення клієнтів. Поняття “партизанський” маркетинг визначено як нетрадиційну концепцію маркетингу, яка дає змогу при порівняно невеликому бюджеті максимально впливати на цільову аудиторію товару/послуги. “Партизанському” маркетингу властиві гнучкість, мобільність та маловитратність. У “партизанському” маркетингу використовуються тільки оригінальні способи просування товару, коли головними ресурсами є час, енергія та винахідливість, а результатом – прибуток. Наведено приклади використання такого маркетингу відомими міжнародними корпораціями. Розглянуто основні інструменти “партизанського” маркетингу (масового, локального та цільового впливу) та особливості й результати їх використання, що дасть змогу сформулювати чітке уявлення про доцільність застосування цього важливого виду маркетингу. Описано ризики, що можуть виникати при неефективній організації кампаній “партизанського” маркетингу. Trends in international business show that successful companies are increasingly using in their work non traditional business methods. One of these ways to enhance the competitiveness of enterprises is the “guerrilla marketing” – marketing concept, which aims to find your marketing niche, reject competing with powerful competitors and non-traditional but effective ways to advertise and promote their products and services. Today there is a tendency to increase the proportion of guerrilla marketing in the general budget of international companies. It is an extremely promising modern approach to advertising for Ukrainian companies as well because it does not require significant resources and time. This paper examines the use of unconventional or “guerrilla” marketing. In particular, the analysis of the nature, the basic principles of sub-species of this type of marketing is done and their practical application in retaining and attracting customers is considered. The concept of guerrilla marketing is defined as a non-traditional marketing concept that allows firms with a relatively small budget make the maximum impact on the target audience of the goods / services. Guerrilla marketing is characterized by flexibility, mobility and low expenditures. The “guerrilla marketing” uses only original ways of selling goods, while the main resources are time, energy and creativity, and the result is – profit. Examples of the usage of such marketing by international corporations are presented. Although guerrilla marketing initially was positioned as a tool for small and medium-sized businesses forced to use it due to lack of funds, today in a highly competitive environment guerrilla marketing techniques are used by large companies such as IBM, Microsoft, Volvo, Mercedes, Adobe, American Express, Procter & Gamble, Nissan. For example, “Procter & Gamble” spends up to 35% of its advertising budget for “guerillamarketing”. Currently, “guerrilla marketing” is taught at more than 30 universities in America. Key terms of usage of guerrilla marketing are: 1) instead of expensive advertising media low-cost advertising are used; 2) instead of large-scale market research own independent market research are used; 3) target audience is carefully chosen; 4) instead of direct competition, links with other businesses, which allow joint operations, are established; 5) gained experience and previous achievements, designed to make profit are not emphasized, while competitive advantages in a specific niche ensuring and customer loyalty increase are the keys to success. The basic tools of guerrilla marketing (mass, local and target effects) and features the results of their use are described, which help to formulate a clear idea of the feasibility of this important type of marketing. the Risks that may occur when guerrilla marketing campaigns are not organized efficiently are described. It should be emphasized that guerrilla marketing is an art, – it is built on creativity. The desired direction of promoting goods may be prompted by customers themselves, and success will depend on marketers’ willingness and ability to realize their wishes. Guerrilla method allows working with a specific, often narrow audience, bringing information designed just for it. However, to avoid the risks of the campaign it must be well thought out. Specific features of the audience should be critically examined, as the important role is played by the nationality of citizens, their mentality, attitudes, consumption habits and other popular features.