SWOT Analysis of M-zone’s Promotion Strategy in Jiangsu Normal University毕业设计

1、存档日期： 存档编号： 本科生毕业设计（论文）SWOT Analysis of M-zones Promotion Strategy in Jiangsu Normal University论 文 题 目：S江苏师范大学教务处印制Abstract Nowadays, with the rapid development of economy & technology, every person has at least one mobile phone, thus the competition in the communications market becomes more and mor

2、e drastic. On college campuses, the competition among China Mobiles M-zone, China Unicoms UP New Forces and China Telecoms Tian Yi Campus Line is extremely fierce. “M-zone”, as the leader of youth market, how to keep its leader position has been an urgent problem to solve. At this moment, the study

3、of promotion strategy appears especially important. In this paper, the author will take Jiangsu Normal University for example, list a series of M-zones promotion activities in JSNU from the four aspects of personal selling, sales promotion, advertising and public relations. Then the author will make

4、 a SWOT analysis of them based on the psychology of young consumers and match the internal factors(strengths and weaknesses) and the external factors(opportunities and threats) to obtain SO strategy, ST strategy, WO strategy and WT strategy. The strategies may also offer references for other college

5、s.Key Words: M-zone SWOT Analysis Promotion摘要 如今，随着经济、技术的迅速发展，每个人都至少持有一部手机，因此电信市场的竞争变得越来越激烈。在大学校园里，中国移动推出的“动感地带”品牌、中国联通的“UP新势力”以及中国电信的“天翼校园行”之间的竞争也极其激烈。“动感地带”作为青年市场的领先者，如何在残酷的竞争中保持住其领先者的地位是一个迫在眉睫的问题。这时，研究作为四大营销策略之一的促销策略显得尤为重要。在这篇论文中，作者将以江苏师范大学为例，从人员销售，销售促进，广告以及公共关系四个方面列出“动感地带”在江苏师范大学的促销活动，基于青少年消费心理对

6、其进行SWOT分析，并将内部因素（优势和劣势）和外部因素（机会和威胁）进行匹配，得出SO、WO、ST、WT四种战略。作者所得出的战略对“动感地带”在其他高校的促销也有一定的借鉴意义。关键词：动感地带 SWOT分析 促销ContentsAbstractii摘要iiiChapter One Introduction11.1 General Statement of the Paper11.2 Research Objectives and Research Significance21.3 Overall Structure of the Paper3Chapter Two Literature

7、Review42.1 SWOT Analysis42.2 M-zones Promotion Strategy4Chapter Three Theoretical Frame63.1 Introduction of SWOT Analysis63.2 The Matrix of SWOT Analysis6Chapter Four SWOT Analysis on M-zones Promotion Strategy in JSNU94.1 A Series of Promotion Activities in JSNU94.2 Analysis of M-zones Promotion St

8、rategy in JSNU with the Tool of SWOT114.2.1 Internal Strengths114.2.2 Internal Weaknesses124.2.3 External Opportunities134.2.4 External Threats134.3 Matrix of the above SWOT Analysis144.4 Brief Summary15Chapter Five Conclusion16References17SWOT Analysis of M-zones Promotion Strategy in Jiangsu Norma

9、l UniversityChapter One Introduction1.1 General Statement of the Paper “M-zone” is one of the three brands (M-zone, Easy-own and Go Tone) of China Mobile. In March of 2003, considering the fact that communications in China did not have a market segment for people aged 15 to 25, China Mobile launched

10、 “M-zone” with the main elements of “novelty, fashion and fun” throughout China. Then, “M-zone” came up with the slogan “My site, listen to me!” and was resolved to make it a fashionable brand standing for youth culture. M-zones users had been over 20 million in only 15 months. In other words, a new

11、 user appeared every three seconds. M-zone has become the leader in the youth market. With the rapid development of science technology, mobile phones have been a necessity for communication. People, whether rich or poor, old or young, have at least one mobile phone. Therefore, the competition in com

12、munications market has been more and more intense. In college campus market, the competition among China Mobiles M-zone, China Unicoms UP New Forces and China Telecoms Tian Yi Campus Line is extremely fierce.Under the new situations, for M-zone, how to take advantage of its strengths and opportuniti

13、es to optimize the marketing forms to keep its leader position has been an urgent problem to solve. In this paper, the author will take JSNU for example and focus on the SWOT analysis of M-zones promotion strategy based on the psychology of young consumers. Then, some feasible strategies (SO strateg

14、y, ST strategy, WO strategy and WT strategy) will be obtained through matching the internal factors and external factors of M-zones promotion strategy in JSNU. At last, some advice will be made on M-zones promotion strategy in other colleges.1.2 Research Objectives and Research Significance Research

15、 Objectives: Through the research of M-zones promotion strategies in JSNU, the author tries to find out the strengths, weaknesses, opportunities and threats. Then the author will match the four factors to achieve effective strategies of M-zones promotion strategy in JSNU. At the same time, results o

16、f this paper can be used for reference by other colleges.Research Significance: According to Wu Jianan, a Chinese scholar, Promotion strategy is one of the four marketing strategies. How to correctly make and properly use promotion strategy is a necessity for an enterprise to obtain advantaged produ

17、ction-marketing conditions and significant economic benefits.(Wu, 2007, p.374) For M-zone, if it has the correct promotion strategy, it will be a great success in communications market. While modern college students are the main consumers of M-zone, and if correct promotion activities can be carried

18、 out to attract them to choose M-zone and become long-term users, “M-zone” will have a promising future in college campus market. Therefore, the study of M-zones promotion strategy on college campuses is of certain practical value.1.3 Overall Structure of the Paper The paper is divided into five cha

19、pters. Chapter one is an introduction, including the general statement of the paper, the objectives and the practical significance of the study. Chapter two is a literature review, which consists of the predecessors studies of SWOT analysis and M-zones promotion strategy. Chapter three describes the

20、 theoretical frame this paper based on. Chapter four presents a series of M-zones promotion activities in JSNU and the analysis results of these activities. The last chapter summarizes the major findings as well as the limitations of the paper.Chapter Two Literature Review2.1 SWOT AnalysisSWOT analy

21、sis is widely used by enterprises at home and abroad to make marketing strategies and analyze competitors marketing. Through reading many literatures, the author finds that in China, many scholars use SWOT analysis to analyze communications market. Chen Anping(2009), a postgraduate in Xiamen Univers

22、ity, in his thesis “China Mobiles Marketing Strategy in 3G Times”, adopted the tool of SWOT to analyze the strengths, weaknesses, opportunities and threats of China Mobiles marketing business. In the end, he put forward some advice on China Mobiles marketing positioning and implement in 3G times. Li

23、u Shiyu and Sha Kang(2009), took China Mobile Communications Corporation as research samples, made a SWOT analysis of it and designed SO, WO, ST, WT strategies, which offered constructive reference to China Mobiles strategy decision in 3G times. 2.2 M-zones Promotion Strategy Since that M-zones main

24、 market is in China, there have been no broad studies recently. Below are the Chinese scholars studies on M-zones promotion strategy. Duan Yong(2008), a undergraduate of Southwestern University of Finance and Economics, in his paper “How M-zone keeps its continuous competitiveness”, confirmed that “

25、M-zone” had achieved great success in choosing Zhou Jielun as the spokesman and using public relations to promote on one hand, and pointed out its challenges on the other hand. At last, he made conclusions that “M-zone” should be prepared for danger in times of safety and take active steps to keep c

26、ontinuous competitiveness. Zhu Yuxiang(2006), a postgraduate of Dalian University of Technology, in his thesis “The case research of M-zone of Dalian Mobile Communication Corporate”, said that advertising and personal selling were the main promotion forms. After analysis, he pointed out “M-zone” sho

27、uld make its promotion at the forefront of fashion and grasp the key periods to promote. Han Xiaoyang(2006), a postgraduate of University Electronic Science and Technology of China, in his masters thesis “Market development and innovation research of M-zone”, he confirmed the success of M-zones inte

28、grated marketing through the analysis of its communication tools during three periodspre-sale, in-sale and after-sale. Through literature research, the author finds that recently, there have been few scholars using SWOT analysis to analyze the promotion strategies in communications industry. Therefo

29、re, the paper will take JSNU for example, make a SWOT analysis of M-zones promotion strategies in JSNU based on the psychological features and at last achieve some effective strategies through matching the four factors of strengths, weaknesses, opportunities and threats, which is a creative point an

30、d will enrich the above studies.Chapter Three Theoretical Frame3.1 Introduction of SWOT AnalysisDefinition: SWOT analysis, also called situation analysis, was put forward in the 1980s by Heinz Weihrich(海因茨韦里克), a professor of management at the university of San Francisco. The letters of SWOT respect

31、ively stand for strengths, weaknesses, opportunities and threats. It is a strategic planning method used to evaluate the strengths, weaknesses, opportunities and threats involved in a project or in a business venture. It involves specifying the objective of the business venture or project and identi

32、fying the internal factors (strengths and weaknesses) and external factors (opportunities and threats) that are favorable and unfavorable to achieve that objective. The basic steps of SWOT analysis Heinz Weihrich (p. 117) put forward in the book are as follows: First, analyze the internal strengths

33、and weaknesses of business venture. Second, analyze the external opportunities and threats that may come from the outside environment changes. Third, match the external opportunities and threats with internal strengths and weaknesses to achieve feasible strategies.3.2 The Matrix of SWOT Analysis The

34、 author will respectively list the internal strengths, weaknesses and the external opportunities and threats, then establish a matrix of SWOT analysis. In the matrix, the author will match the four factors and make out four feasible strategies -SO strategy, WO strategy, ST strategy and WT strategy.

35、The basic idea is to use strengths to exploit opportunities, to avoid their weaknesses and to defend against any known threats. The matrix (Weihrich, 2008, p. 118) is in the following:SWOT Matrix for Planning Strategies Internal factorsExternal factorsInternal StrengthsInternal WeaknessesExternal Op

36、portunitiesSO StrategyWO StrategyExternal ThreatsST StrategyWT StrategyHeinz Weihrich also gives the definitions of the four strategies:SO Strategy (Maximal-maximal Strategy): It is the most ideal strategy that grasps the external opportunities and exploits the internal strengths at the same time.(W

37、eihrich, 2008, p. 118)WO Strategy (Minimal-maximal Strategy): It is a strategy to maximize the effects of opportunities and at the same time minimize the influence that weaknesses produce. (p. 119)ST Strategy (Maximal-minimal Strategies): It is a strategy that makes full use of the internal strength

38、s to overcome the external threats in order to maximize the strengths and at the same time minimize the threats. (p. 119)WT Strategy (Minimal-minimal Strategy): It is a strategy that to minimize the negative impacts of internal weaknesses and external threats. (p. 119)Chapter Four SWOT Analysis on M

39、-zones Promotion Strategy in JSNU4.1 A Series of Promotion Activities in JSNUM-zones promotion activities in JSNU are summed up from four aspects of personal selling, sales promotion, advertising and public relations. Below are the concrete contents:First, personal selling. Personal selling is a bid

40、irectional communication between salespeople and customers, including face-to-face communication, telephone communication and networking conference. China Mobile employs some college students as salespeople to promote “M-zone”. These salespeople go to the students dormitories directly to promote “M-

41、zone” in the form of face-to-face communication. They may highlight the flashing points of some new businesses to catch the students eyes and persuade them to become “M-zone” users.Second, sales promotion. Sales promotion is the most common method we can see that China Mobile use to promote “M-zone”

42、. The author lists the forms as follows: For one thing, offering freebies. When every new term begins, “M-zone” always carries out a lot of preferential activities, for example, if you buy a 50-yuan-valued prepaid phone card, you will get extra 300-yuan call charge for free plus a T-shirt, an umbrel

43、la or a delicate lamp for you to choose one from. In addition, you can get a free ticket for the Shanghai World Expo if you recharge 200-yuan one time. If you recharge 100-yuan one time, you can get a free 50-yuan shopping coupon of Wal-mart or Carrefour. For another, bonus points. The points are aw

44、arded according to the total amount of call charge you use, 1 yuan for 1 point. You can exchange many things with the points. For example, you can exchange for call charge, 500 points for 10 yuan; you can exchange for delicate gifts and value-added businesses; you can also exchange for free tickets

45、of some popular concerts.Third, advertising. M-zones advertising is of two forms. On one hand, television advertising. With Zhou Jielun(Jay Chou), Lin Junjie(JJ) and SHE as its spokesmen, “M-zone” is advertised on television of various kinds to highlight the different attractive features such as its

46、 3G function and distinctive coloring ring back tone. On the other hand, giving out leaflets. Delicately-designed leaflets are often given out to the students to introduce the new businesses and its recent preferential activities to lure them to take part in.Fourth, public relations. A shining point

47、 of M-zones promotion strategy in JSNU is its intense cooperation with communities and the youth league committee of JSNU. Public relations can produce great impact on popularity with low expense. The concrete activities are in the following:For one thing, every freshman of JSNU can find an “M-zone”

48、 phone card in their admission letter. Moreover, 5-yuan call toll in the card can be used charge of free.Then, campus cards in JSNU are designed with M-zones spokesmen Jay Chou, JJ and SHE printed on the back side.Furthermore, “M-zone” sets up an encouragement scholarship for those excellent student

49、s who cannot afford their tuition. In addition, some communities in JSNU are sponsored by “M-zone” to hold activities (sports meeting, singing contest, dancing contest and so on) to enrich college students life.Moreover, the knowledge contest about the Communist Party and the Communist Youth League

50、was held last year through the cooperation between the youth league committee of JSNU and “M-zone”. Every day, the students who took part in the contest received a question through the form of text message and sent the answer through the text message. At last, those students who answered correctly w

51、ould get bonus.Finally, when Xuzhou Normal University was changed into Jiangsu Normal University, M-zone specially designed a coloring ring back tone, which introduces the simple history of the school.4.2 Analysis of M-zones Promotion Strategy in JSNU with the Tool of SWOTThe author will make a SWOT

52、 analysis of M-zones promotion strategy in JSNU based on the psychological features of young consumers. The concrete analysis is as follows:4.2.1 Internal Strengths S1: Sales promotions that “M-zone” use can successfully stimulate the consumers purchasing desire and purchasing behavior. Delicate gif

53、ts (lovely lamps, beautiful umbrellas) are to most girls tastes, while there are much more girls than boys in JSNU. In this form, M-zone can attract most students in JSNU. It can achieve obvious effect in the short-term.S2: M-zones choice of spokesmen is correct. Consumers can experience the uniquen

54、ess with proper image spokesman. (Zhu, 2003, p.66) For the modern college students, Jay Chou is the presentation for fashion and charm. With Jay Chou as the image spokesman and “My site, listen to me!” as the slogan, M-zone completely appeals to the college students.S3: Through the cooperation with

55、the youth league committee of JSNU and some communities, M-zone has been successfully integrated into JSNU. Students are more familiar to M-zone through taking part in some activities sponsored by M-zone.4.2.2 Internal WeaknessesW1: “M-zone” is short of professional salespeople. College students M-z

56、one employed as salespeople are not specially trained, so they cant deliver the information to customers very well, let alone arouse the customers interest. In addition, college students lack experience in the manner of dealing with people. As a result, the customers may feel bored.W2: In JSNU, M-zo

57、ne gives more preference to freshmen than old customers. For example, freshmen recharge 50-yuan can get extra 900-yuan call charge for free, while the old customers can only get extra 300-yuan call charge for free. According to one of the basic assumptions about consumer preferences, Goods are assum

58、ed to be desirable, more is better than less(Robert& Daniel, 2005, p.66), the old customers may be angry through comparison so that they will exit from M-zone and turn to other brands.W3: College students are usually tired of all kinds of leaflets, so the information on the leaflets is easily ignored by them.4.2.3 External Opport