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}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart Pg2}
{\bkmkend Pg2}\par\pard\ql \li1439\sb0\sl-828\slmult0 \par\pard\ql\li1439\sb0\sl-
828\slmult0 \par\pard\ql\li1439\sb0\sl-828\slmult0 \par\pard\ql\li1439\sb552\sl-
828\slmult0 \up0 \expndtw0\charscalex88 \ul0\nosupersub\cf8\f9\fs72 DECLARATION
\par\pard\qj \li1439\sb0\sl-370\slmult0 \par\pard\qj\li1439\sb0\sl-370\slmult0
\par\pard\qj\li1439\sb0\sl-370\slmult0 \par\pard\qj\li1439\sb0\sl-370\slmult0
\par\pard\qj\li1439\ri1238\sb31\sl-370\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf9\f10\fs22 I hereby declare that this report titled \u8220?
Internet Marketing" is a record of independent work \up0 \expndtw0\charscalex100
carried out by me as a part of Final Year Project for the MMS course of Mumbai
University \up0 \expndtw-3\charscalex100 for the period starting from January 2009
to May 2009. \par\pard\ql \li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb0\sl-
253\slmult0 \par\pard\ql\li1439\sb1\sl-253\slmult0 \up0 \expndtw-2\charscalex100
The above project was performed under the guidance of Prof. Kuldip Kawatra.
\par\pard\ql \li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb234\sl-253\slmult0
\up0 \expndtw-2\charscalex100 I declare that the information given in the above
project is true to my knowledge. \par\pard\ql \li1439\sb0\sl-253\slmult0
\par\pard\ql\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb0\sl-253\slmult0
\par\pard\ql\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb0\sl-253\slmult0
\par\pard\ql\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb0\sl-253\slmult0
\par\pard\ql\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb3\sl-253\slmult0
\up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Dr. K. N. Vaidyanathan
\par\pard\ql \li1439\sb127\sl-253\slmult0 \up0 \expndtw-3\charscalex100
Director, \par\pard\ql \li1439\ri3102\sb23\sl-380\slmult0 \up0 \expndtw-
3\charscalex100 Xavier Institute of Management & Research \line \up0 \expndtw-
3\charscalex100 Mumbai University \par\pard\ql \li1439\sb0\sl-380\slmult0
\par\pard\ql\li1439\sb0\sl-380\slmult0 \par\pard\ql\li1439\sb0\sl-380\slmult0
\par\pard\ql\li1439\ri4344\sb381\sl-380\slmult0 \up0 \expndtw-3\charscalex100
Heemanish Midde \line \up0 \expndtw-3\charscalex100 MMS \par\pard\ql
\li1439\ri3102\sb1\sl-380\slmult0 \up0 \expndtw-3\charscalex100 Xavier Institute of
Management & Research \line \up0 \expndtw-3\charscalex100 Mumbai University
\par\pard\ql \li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb42\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 2

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}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart Pg3}
{\bkmkend Pg3}\par\pard\ql \li1439\sb0\sl-828\slmult0 \par\pard\ql\li1439\sb0\sl-
828\slmult0 \par\pard\ql\li1439\sb0\sl-828\slmult0 \par\pard\ql\li1439\sb272\sl-
828\slmult0 \up0 \expndtw0\charscalex87 \ul0\nosupersub\cf8\f9\fs72 ACKNOWLEDGEMENT
\par\pard\qj \li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0
\par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0
\par\pard\qj\li1439\ri1246\sb283\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf9\f10\fs22 The work on this project has been an inspiring, often
exciting, sometimes challenging, but \up0 \expndtw-3\charscalex100 always an
interesting experience. \par\pard\qj \li1439\ri1255\sb281\sl-380\slmult0 \up0
\expndtw0\charscalex107 At the very outset, I wish to thank Mr. Kuldip Kawatra for
giving me the opportunity to \line \up0 \expndtw0\charscalex100 participate in this
interesting research project, that helped me gain insights into the Internet
\line \up0 \expndtw-3\charscalex100 World. \par\pard\qj \li1439\ri1244\sb281\sl-
380\slmult0 \up0 \expndtw-2\charscalex100 He has supported me with his
guidance, insights, encouragement and many a fruitful \up0
\expndtw0\charscalex100 discussion on Internet Marketing. I am grateful to him to
have spared his time and showing \up0 \expndtw-1\charscalex100 the patience to our
answer our queries. The kindness shown by him, in spite of him being so \up0
\expndtw-2\charscalex100 busy with his work, is highly appreciated. \par\pard\qj
\li1439\ri1255\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex104 I would also like
to thank Ms. Aruna Rajan, Mr. Viveck Kumar, Mr. Vaibhav Tandon, Mr. \line \up0
\expndtw0\charscalex103 Vivek Rajan, Dr. Vikas Hiran, Mr. Siddharth Jain, Ms.
Kanchan Bhagat and all my fellow \line \up0 \expndtw0\charscalex106 colleagues who
supported me at all times. This ensured the prompt completion of this \line \up0
\expndtw-3\charscalex100 project. \par\pard\qj \li1439\ri1249\sb289\sl-
370\slmult0 \up0 \expndtw-2\charscalex100 This acknowledgment would be incomplete
without expressing my sincere appreciation to all \up0 \expndtw0\charscalex102 my
friends who spent their precious time in filling up the questionnaires which formed
the \up0 \expndtw-3\charscalex100 base of this research. \par\pard\ql
\li8315\sb0\sl-253\slmult0 \par\pard\ql\li8315\sb0\sl-253\slmult0
\par\pard\ql\li8315\sb0\sl-253\slmult0 \par\pard\ql\li8315\sb0\sl-253\slmult0
\par\pard\ql\li8315\sb0\sl-253\slmult0 \par\pard\ql\li8315\sb0\sl-253\slmult0
\par\pard\ql\li8315\sb189\sl-253\slmult0 \up0 \expndtw-3\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Mr. Heemanish Midde \par\pard\ql \li6458\sb127\sl-
253\slmult0 \up0 \expndtw-3\charscalex100 Xavier Institute Management & Research
\par\pard\ql \li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb156\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 3

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}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart Pg4}
{\bkmkend Pg4}\par\pard\ql \li1439\sb0\sl-828\slmult0 \par\pard\ql\li1439\sb0\sl-
828\slmult0 \par\pard\ql\li1439\sb0\sl-828\slmult0 \par\pard\ql\li1439\sb552\sl-
828\slmult0 \up0 \expndtw0\charscalex86 \ul0\nosupersub\cf8\f9\fs72 EXECUTIVE
SUMMARY \par\pard\qj \li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0
\par\pard\qj\li1439\ri1232\sb123\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 The new millennium has brought us on the brink of the
I.T. Revolution. This revolution has \line \up0 \expndtw0\charscalex105 been aided
by the advent of the Internet in a big way. Internet is fast changing the way \line
\up0 \expndtw-1\charscalex100 people used to do things. Naturally, the same would
have an impact on the advertisers. The \line \up0 \expndtw0\charscalex100 Internet
has been accepted as the most powerful media for advertising due to the absence
\line \up0 \expndtw-2\charscalex100 of geographical barriers. The advent of the
Internet and its subsequent acceptance has once \line \up0 \expndtw-1\charscalex100
again challenged the traditional forms of advertising. Advertisers are trying to
use the 'net' to \line \up0 \expndtw0\charscalex104 advertise their products and
hence 'net' their customers. Thus, with the Internet gaining \line \up0
\expndtw0\charscalex102 prominence, advertising equations are fast changing we
would like to study the impact of \line \up0 \expndtw-2\charscalex100 Internet on
advertising from the customers as well as advertisers point of view.
\par\pard\qj \li1439\ri1206\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex100 There
is no question that the growth of Internet advertising is outpacing offline
advertising. \up0 \expndtw0\charscalex100 As more and more companies realize the
real value in advertising their goods and services \up0 \expndtw-2\charscalex100
online, they are diverting funds from other forms of offline advertising
to compensate. \up0 \expndtw-2\charscalex100 Consequently, the market share of
Internet advertising is continually growing while the \up0 \expndtw-
3\charscalex100 market share of offline advertising mediums stagnates or
declines. \par\pard\qj \li1439\ri1229\sb281\sl-380\slmult0 \up0
\expndtw0\charscalex100 At the current rate of growth, Internet advertising has
already overtaken radio advertising in \line \up0 \expndtw0\charscalex100 spending
and market share. While outdoor advertising is also experiencing growth, it is
not \line \up0 \expndtw-2\charscalex100 growing as rapidly as Internet advertising,
and Internet advertising has already overtaken it. \par\pard\qj
\li1439\ri1243\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex100 The dominant forms
of offline advertising, television, newspapers and magazines, still hold \up0
\expndtw0\charscalex100 the lion share of the market, but their market share is
expected to decrease slowly over the \up0 \expndtw0\charscalex100 next few years.
Some estimations predict Internet advertising will hold as much as 10% of \up0
\expndtw-3\charscalex100 the global advertising market share by 2009.
\par\pard\qj \li1439\ri1257\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex102 The
growth in Internet advertising is due to two different factors, more advertisers
moving \line \up0 \expndtw0\charscalex100 promotions online and the growing
penetration of the Internet itself. Because the Internet is \par\pard\ql
\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb74\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 4

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1\charscalex100 \ul0\nosupersub\cf1\f2\fs22 still a relatively new medium when
compared to other long established advertising mediums \line \up0 \expndtw-
2\charscalex100 like newspapers and television, advertisers have not yet realized
the full potential for gain. \par\pard\qj \li1439\ri1246\sb282\sl-378\slmult0
\up0 \expndtw0\charscalex102 In 2008, if you\u8217?re not on a social networking
site, you\u8217?re not on the Internet. It\u8217?s as true for \line \up0
\expndtw0\charscalex103 advertisers as it is for consumers. Social networking is
the ultimate manifestation of user \line \up0 \expndtw0\charscalex105 generated
content, and as such, holds more potential for growth than any other form of
\line \up0 \expndtw-1\charscalex100 content on the Web today. User Generated
Content (UGC) and Social Networks are \line \up0 \expndtw-1\charscalex100
transforming the media ecosystem. Gone are the days when power rested in the hands
of a \line \up0 \expndtw0\charscalex100 few content creators and media
distributors. Gone are the days when marketers controlled \line \up0 \expndtw-
1\charscalex100 the communication and path between advertisement and
consumer. Today\u8217?s model is \line \up0 \expndtw0\charscalex102
collaborative, collective, customized and shared. It\u8217?s a world in which the
consumer is the \line \up0 \expndtw0\charscalex100 creator, consumer and
distributor of content. Today there are over a billion content creators \line
\up0 \expndtw0\charscalex102 and hundreds of millions of distributors. The
proliferation of quality, affordable technology \line \up0 \expndtw-1\charscalex100
during the past 5 years, one of the most profound social effects of the Internet
has been the \line \up0 \expndtw0\charscalex100 democratization of media. Nowadays,
anybody with a computer and an Internet connection \line \up0
\expndtw0\charscalex105 is ready to start broadcasting to the whole world, for
free. Online tools such as the well \line \up0 \expndtw0\charscalex103 known
Blogger make publishing on the Internet extremely easy and accessible to people
\line \up0 \expndtw-3\charscalex100 with hardly any technical knowledge.
\par\pard\ql \li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb133\sl-253\slmult0
\up0 \expndtw-3\charscalex100 But, at the end of the day, \par\pard\ql
\li1440\sb0\sl-322\slmult0 \par\pard\ql\li1440\sb88\sl-322\slmult0 \up0 \expndtw-
8\charscalex100 \ul0\nosupersub\cf10\f11\fs28 Internet marketing \u8230?.
\ul0\nosupersub\cf11\f12\fs28 Is it there yet? \par\pard\ql \li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-
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276\slmult0 \par\pard\ql\li10336\sb68\sl-276\slmult0 \up0 \expndtw-
4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 5

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Acknowledgements \line \up0 \expndtw-3\charscalex100 Executive Summary
\par\pard\li1799\sb0\sl-253\slmult0\par\pard\li1799\sb246\sl-253\slmult0\fi0\tx2159
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3\charscalex100 Introduction\par\pard\li1799\sb126\sl-253\slmult0\fi1079\tx9359
\up0 \expndtw-3\charscalex100 Evolution of Marketing\tab \up0 \expndtw-
3\charscalex100 8\par\pard\li1799\sb126\sl-253\slmult0\fi1079\tx9359 \up0 \expndtw-
3\charscalex100 Advertising\tab \up0 \expndtw-3\charscalex100
9\par\pard\li1799\sb126\sl-253\slmult0\fi0\tx2159 \up0 \expndtw-3\charscalex100
2.\tab \up0 \expndtw-3\charscalex100 Internet Marketing\par\pard\li1799\sb127\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 The Advent of the
Internet\tab \up0 \expndtw-3\charscalex100 13\par\pard\li1799\sb126\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 7 P\u8217?s of Internet
Marketing\tab \up0 \expndtw-3\charscalex100 14\par\pard\li1799\sb126\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Understanding the Internet
Customers\tab \up0 \expndtw-3\charscalex100 16\par\pard\li1799\sb126\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Brand Building on the
Internet\tab \up0 \expndtw-3\charscalex100 17\par\pard\li1799\sb129\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Critical Success factors in
Internet Marketing\tab \up0 \expndtw-3\charscalex100 19\par\pard\li1799\sb126\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Benefits of Internet
Marketing\tab \up0 \expndtw-3\charscalex100 21\par\pard\li1799\sb126\sl-
253\slmult0\fi0\tx2159 \up0 \expndtw-3\charscalex100 3.\tab \up0 \expndtw-
3\charscalex100 Internet Advertising\par\pard\li1799\sb126\sl-
253\slmult0\fi1080\tx9359 \up0 \expndtw-3\charscalex100 What is Internet
Advertising\tab \up0 \expndtw-3\charscalex100 22\par\pard\li1799\sb127\sl-
253\slmult0\fi1080\tx9359 \up0 \expndtw-3\charscalex100 Internet Advertising Vs
Traditional Advertising\tab \up0 \expndtw-3\charscalex100
23\par\pard\li1799\sb126\sl-253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100
Internet Advertising Trends\tab \up0 \expndtw-3\charscalex100
28\par\pard\li1799\sb126\sl-253\slmult0\fi0\tx2159 \up0 \expndtw-3\charscalex100
4.\tab \up0 \expndtw-3\charscalex100 Market Research\par\pard\li2879\sb126\sl-
253\slmult0\fi0\tx9359 \up0 \expndtw-3\charscalex100 Purpose and scope of Study\tab
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\up0 \expndtw-3\charscalex100 Research Objectives\tab \up0 \expndtw-3\charscalex100
32\par\pard\li2879\sb129\sl-253\slmult0\fi0\tx9359 \up0 \expndtw-3\charscalex100
Research Methodology\tab \up0 \expndtw-3\charscalex100 32\par\pard\li2879\sb126\sl-
253\slmult0\fi720\tx9359 \up0 \expndtw-3\charscalex100 Research Design\tab \up0
\expndtw-3\charscalex100 32\par\pard\li2879\sb126\sl-253\slmult0\fi720\tx9359
\up0 \expndtw-3\charscalex100 Data Collection\tab \up0 \expndtw-3\charscalex100
32\par\pard\li2879\sb127\sl-253\slmult0\fi720\tx9359 \up0 \expndtw-3\charscalex100
Sample Universe\tab \up0 \expndtw-3\charscalex100 32\par\pard\ql \li10336\sb0\sl-
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Part I\tab \up0 \expndtw-2\charscalex100 33\par\pard\li1799\sb126\sl-
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41\par\pard\li1799\sb126\sl-253\slmult0\fi0 \up0 \expndtw-2\charscalex100 6.
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2\charscalex100 The other side of the coin\tab \up0 \expndtw-2\charscalex100
43\par\pard\li1799\sb126\sl-253\slmult0\fi1079\tx9359 \up0 \expndtw-2\charscalex100
Last Word\tab \up0 \expndtw-2\charscalex100 45\par\pard\li1799\sb126\sl-
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\expndtw-2\charscalex100 7. Social Media Marketing\tab \up0 \expndtw-
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Wii\tab \up0 \expndtw-3\charscalex100 50\par\pard\li1799\sb126\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Case Study II: Barrack
Obama\tab \up0 \expndtw-3\charscalex100 52\par\pard\li1799\sb126\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Case Study III: Casio
Exilim\tab \up0 \expndtw-3\charscalex100 53\par\pard\li1799\sb126\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Case Study IV: Dell
Computers\tab \up0 \expndtw-3\charscalex100 54\par\pard\li1799\sb129\sl-
253\slmult0\fi1079\tx9359 \up0 \expndtw-3\charscalex100 Case Study V: iPod
Touch\tab \up0 \expndtw-3\charscalex100 55\par\pard\li1799\sb0\sl-
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Reference\tab \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf1\f2\fs22
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9\par\pard\li2879\sb127\sl-253\slmult0\fi0\tx9359 \up0 \expndtw-3\charscalex100
Internet Marketing\tab \up0 \expndtw-3\charscalex100 13\par\pard\li2879\sb128\sl-
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253\slmult0\fi0\tx9359 \up0 \expndtw-3\charscalex100 Choice Boards\tab \up0
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18\par\pard\li2879\sb126\sl-253\slmult0\fi0\tx9359 \up0 \expndtw-3\charscalex100
Internet Advertising\tab \up0 \expndtw-3\charscalex100 22\par\pard\li2879\sb126\sl-
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30\par\pard\li2879\sb126\sl-253\slmult0\fi0\tx9359 \up0 \expndtw-3\charscalex100
Greet Hofsted Cultural Dimensions\tab \up0 \expndtw-3\charscalex100
35\par\pard\li2879\sb127\sl-253\slmult0\fi0\tx9359 \up0 \expndtw-3\charscalex100
Reach\tab \up0 \expndtw-3\charscalex100 38\par\pard\li2879\sb126\sl-
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3\charscalex100 Remembrance\tab \up0 \expndtw-3\charscalex100
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Recall\tab \up0 \expndtw-3\charscalex100 41\par\pard\li2879\sb126\sl-
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253\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf13\f14\fs28
mar\ul0\nosupersub\cf14\f15\fs28 \u8901?\ul0\nosupersub\cf13\f14\fs28
ket\ul0\nosupersub\cf14\f15\fs28 \u8901?\ul0\nosupersub\cf13\f14\fs28
ing\ul0\nosupersub\cf15\f16\fs20 \ul0\nosupersub\cf16\f17\fs20
\ul0\nosupersub\cf17\f18\fs22 \u9835?\ul0\nosupersub\cf15\f16\fs20
\ul0\nosupersub\cf16\f17\fs20 Spelled Pronunciation [\ul0\nosupersub\cf18\f19\fs20
mahr\ul0\nosupersub\cf16\f17\fs20 -ki-ting] \par\pard\ql \li2159\sb0\sl-230\slmult0
\par\pard\ql\li2159\sb176\sl-230\slmult0 \up0 \expndtw0\charscalex105 - noun
\par\pard\ql \li2159\sb110\sl-230\slmult0 \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf19\f20\fs20 1. \ul0\nosupersub\cf18\f19\fs20 the act of buying
or selling in a market. \par\pard\qj \li2159\ri1621\sb20\sl-340\slmult0\tx2519 \up0
\expndtw-1\charscalex100 \ul0\nosupersub\cf19\f20\fs20 2.
\ul0\nosupersub\cf18\f19\fs20 the total of activities involved in the transfer of
goods from the producer or seller to the \line\tab \up0 \expndtw-1\charscalex100
consumer or buyer, including advertising, shipping, storing, and selling.
\par\pard\qj \li1439\ri1232\sb267\sl-380\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs22 At the beginning of the century, social life was mostly
local. It was followed by a period in \line \up0 \expndtw-2\charscalex100 which
commodities were produced on a mass scale. Consumer Marketing operated on mass
\line \up0 \expndtw-1\charscalex100 marketing principles and business primarily
concerned itself with how to build the best sales \line \up0
\expndtw0\charscalex104 force. At the end of the century, there is an emerging
global culture. The major driver of \line \up0 \expndtw0\charscalex100 these
changes is technology. Technological change has moved steadily back focusing on
\line \up0 \expndtw0\charscalex100 the individual. These changes shape the
possibility and conduct of business. Marketing is \line \up0
\expndtw0\charscalex103 especially tied to communication and transportation
revolution. As the tools and reach of \line \up0 \expndtw-2\charscalex100 marketing
increase, the job and responsibilities of marketers have evolved with them.
\par\pard\qj \li1439\ri1244\sb281\sl-380\slmult0 \up0 \expndtw-2\charscalex100
Philip Kotler formalized this evolution with his book "Marketing Management". His
key stages \up0 \expndtw-2\charscalex100 are \ul0\nosupersub\cf9\f10\fs22
production\ul0\nosupersub\cf1\f2\fs22 , \ul0\nosupersub\cf9\f10\fs22
sales\ul0\nosupersub\cf1\f2\fs22 and \ul0\nosupersub\cf9\f10\fs22 brand
management\ul0\nosupersub\cf1\f2\fs22 . Each of these is strongly motivated
by \up0 \expndtw-1\charscalex100 technological opportunities, which permit new
methods and new opportunities. A fourth \up0 \expndtw0\charscalex102 stage, a
focus on the \ul0\nosupersub\cf9\f10\fs22 individual
customer\ul0\nosupersub\cf1\f2\fs22 , is also important. As the new technology of
the \up0 \expndtw-2\charscalex100 Internet develops, it reinforces the new
marketing emphasis - which in many ways is a return \up0 \expndtw-3\charscalex100
to business at the turn of the century. \par\pard\ql \li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb14\sl-276\slmult0
\up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 8

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}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart Pg9}
{\bkmkend Pg9}\par\pard\qj \li1439\sb0\sl-377\slmult0 \par\pard\qj\li1439\sb0\sl-
377\slmult0 \par\pard\qj\li1439\ri1243\sb355\sl-377\slmult0 \up0 \expndtw-
2\charscalex100 \ul0\nosupersub\cf1\f2\fs22 In today\u8217?s technology driven
world, a new fast paced digital economy is emerging. Tomorrow \up0 \expndtw-
1\charscalex100 there will be companies that will exist only inside
computer networks. Most business \up0 \expndtw0\charscalex100 transactions will
be made electronically, directly from the producer to the consumer,
\up0 \expndtw-1\charscalex100 bypassing the supply chain. In the digital marketing
environment, the consumer becomes an \up0 \expndtw-2\charscalex100 integral player
in the development of the product. In fact, a consumer might build the product \up0
\expndtw0\charscalex108 himself from a wide array of parts provided by the Company.
It is e-commerce that is \up0 \expndtw0\charscalex102 changing the way products and
services are conceived, manufactured, promoted, priced, \up0
\expndtw0\charscalex100 distributed and sold. The reason being that it is much
cheaper; it allows vast coverage and \up0 \expndtw-3\charscalex100 helps in serving
the customer better. \par\pard\ql \li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb67\sl-322\slmult0 \up0 \expndtw-12\charscalex94
\ul0\nosupersub\cf10\f11\fs28 ADVERTISING \par\pard\ql \li2159\sb0\sl-
322\slmult0 \par\pard\ql\li2159\sb216\sl-322\slmult0\tx4099 \up0 \expndtw-
3\charscalex100 \ul0\nosupersub\cf13\f14\fs28 ad\ul0\nosupersub\cf14\f15\fs28
\u8901?\ul0\nosupersub\cf13\f14\fs28 ver\ul0\nosupersub\cf14\f15\fs28
\u8901?\ul0\nosupersub\cf13\f14\fs28 tis\ul0\nosupersub\cf14\f15\fs28
\u8901?\ul0\nosupersub\cf13\f14\fs28 ing \tab \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf17\f18\fs22 \u9835?\ul0\nosupersub\cf20\f21\fs28
\ul0\nosupersub\cf16\f17\fs20 Show Spelled Pronunciation
[\ul0\nosupersub\cf18\f19\fs20 ad\ul0\nosupersub\cf16\f17\fs20 -ver-tahy-zing]
\par\pard\ql \li2159\sb0\sl-230\slmult0 \par\pard\ql\li2159\sb164\sl-230\slmult0
\up0 \expndtw-2\charscalex100 \u8211?noun \par\pard\ql \li2159\sb110\sl-230\slmult0
\up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf22\f23\fs20 1.
\ul0\nosupersub\cf18\f19\fs20 the act or practice of calling public attention to
one's product, service, need, etc., esp. by \par\pard\qj \li2431\ri1272\sb20\sl-
340\slmult0 \up0 \expndtw-1\charscalex100 paid announcements in newspapers and
magazines, over radio or television, on billboards, \up0 \expndtw-2\charscalex100
etc.: \ul0\nosupersub\cf22\f23\fs20 to get more customers by advertising.
\par\pard\ql \li2159\sb111\sl-230\slmult0 \up0 \expndtw-2\charscalex100 2.
\ul0\nosupersub\cf18\f19\fs20 paid announcements; advertisements. \par\pard\ql
\li2159\sb110\sl-230\slmult0 \up0 \expndtw-2\charscalex100 3. the profession of
planning, designing, and writing advertisements. \par\pard\qj
\li1439\ri1230\sb287\sl-380\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs22 Advertising is a paid form of communication, although
some forms of advertising, such as \up0 \expndtw-1\charscalex100 public service
announcements, use donated space and time. Second, not only is the
\up0 \expndtw0\charscalex100 message paid for, but the sponsor is identified.
Third, most advertising tries to persuade or \up0 \expndtw-2\charscalex100
influence the consumer to do something, although in some cases the point of the
message is \up0 \expndtw-3\charscalex100 simply to make consumers aware of the
product or company \par\pard\qj \li1439\ri1243\sb281\sl-380\slmult0 \up0
\expndtw0\charscalex105 Fourth and fifth, the message is conveyed through many
different kinds of mass media \up0 \expndtw0\charscalex100 reaching a large
audience of potential consumers. Finally, because advertising is a form of \up0
\expndtw-3\charscalex100 mass communication, it also non-personal \par\pard\ql
\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb132\sl-253\slmult0 \up0 \expndtw-
3\charscalex100 A definition of advertising, then, includes all six features
\par\pard\qj \li2159\ri1240\sb303\sl-380\slmult0 \up0 \expndtw0\charscalex103
\ul0\nosupersub\cf9\f10\fs22 Advertising is paid non-personal communication from an
identified sponsor using \up0 \expndtw-3\charscalex100 mass media to persuade or
influence an audience \par\pard\ql \li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb0\sl-276\slmult0
\par\pard\ql\li10336\sb0\sl-276\slmult0 \par\pard\ql\li10336\sb230\sl-
276\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 9

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think of marketing we think of advertising although it is just one of
the \up0 \expndtw0\charscalex104 marketing tools. Till now only companies with a
profit motive went in for advertising. But \up0 \expndtw0\charscalex102 today
government bodies as well as non-governmental organizations (NGOs) go for high \up0
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\li1439\ri1243\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex100 Even though each
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decision making is still the main function of advertising. The \up0
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target audience. In the case of \up0 \expndtw-2\charscalex100 purchasing a new
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or service, a habit has been \line \up0 \expndtw0\charscalex100 established
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automobile. Advertising must remind \up0 \expndtw-1\charscalex100 the customer
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The radio might have lost its charm owing \line \up0 \expndtw-2\charscalex100 to
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}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart
Pg12}{\bkmkend Pg12}\par\pard\qj \li1799\sb0\sl-380\slmult0
\par\pard\qj\li1799\sb0\sl-380\slmult0 \par\pard\qj\li1799\ri1233\sb347\sl-
380\slmult0 \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf1\f2\fs22 or even
sports. There is no commercial in the entertainment but the brand or the product
\up0 \expndtw-1\charscalex100 is subtly (or sometimes evidently) showcased in the
entertainment show. \par\pard\ql \li1439\sb0\sl-253\slmult0
\par\pard\ql\li1439\sb112\sl-253\slmult0\tx1799 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf23\f24\fs22 5. \tab \up0 \expndtw-3\charscalex100 Surrogate
Advertising: Advertising Indirectly \par\pard\qj \li1799\ri1242\sb326\sl-
376\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Surrogate
advertising is prominently seen in cases where advertising a particular product
\up0 \expndtw-1\charscalex100 is banned by law. Advertisement for products
like cigarettes or alcohol which are \up0 \expndtw-1\charscalex100 injurious
to heath are prohibited by law in several countries and hence these companies
\up0 \expndtw0\charscalex100 have to come up with several other products that might
have the same brand name and \up0 \expndtw0\charscalex103 indirectly remind people
of the cigarettes or beer bottles of the same brand. Common \up0
\expndtw0\charscalex100 examples include Fosters and Kingfisher beer brands, which
are often seen to promote \up0 \expndtw-3\charscalex100 their brand with the help
of surrogate advertising. \par\pard\ql \li1440\sb0\sl-253\slmult0
\par\pard\ql\li1440\sb133\sl-253\slmult0\tx1800 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf23\f24\fs22 6. \tab \up0 \expndtw-3\charscalex100 Public Service
Advertising: Advertising for Social Causes \par\pard\qj \li1799\ri1244\sb303\sl-
380\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs22 Public service
advertising is a technique that makes use of advertising as an effective \up0
\expndtw0\charscalex100 communication medium to convey socially relevant messaged
about important matters \up0 \expndtw0\charscalex100 and social welfare
causes like AIDS, energy conservation, political integrity, \up0
\expndtw-3\charscalex100 deforestation, illiteracy, poverty and so on. \par\pard\ql
\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb132\sl-253\slmult0\tx1799 \up0
\expndtw-4\charscalex100 \ul0\nosupersub\cf23\f24\fs22 7. \tab \up0 \expndtw-
3\charscalex100 Celebrity Advertising \par\pard\qj \li1799\ri1245\sb303\sl-
380\slmult0 \up0 \expndtw0\charscalex103 \ul0\nosupersub\cf1\f2\fs22 Although the
audience is getting smarter and smarter and the modern day consumer \up0
\expndtw0\charscalex100 getting immune to the exaggerated claims made in a majority
of advertisements, there \up0 \expndtw0\charscalex106 exist a section of
advertisers that still bank upon celebrities and their popularity for \up0
\expndtw-1\charscalex100 advertising their products. Using celebrities for
advertising involves signing up celebrities \up0 \expndtw0\charscalex102 for
advertising campaigns, which consist of all sorts of advertising including,
television \up0 \expndtw-3\charscalex100 ads or even print advertisements.
\par\pard\ql \li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb132\sl-
253\slmult0\tx1799 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf23\f24\fs22
8. \tab \up0 \expndtw-3\charscalex100 Internet Advertising \par\pard\qj
\li1799\ri1250\sb303\sl-380\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Internet promotion is one of the newer types of
advertising and can be accomplished in a \line \up0 \expndtw0\charscalex103 number
of ways. Flash advertising refers to messages that jump onto your computer \line
\up0 \expndtw-2\charscalex100 screen and often move around. They can be hard
to close and are annoying, but \line \up0 \expndtw-1\charscalex100 effective
at gaining your attention. Pop up and scrolling ads are other examples of these
\line \up0 \expndtw0\charscalex102 types of advertising. Pay per click advertising
refers to marketers paying to have their \line \up0 \expndtw0\charscalex102 web
pages placed high on search engine results pages. These are also
called \line \up0 \expndtw-3\charscalex100 sponsored links. \par\pard\ql
\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb58\sl-276\slmult0
\up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 12

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\expndtw0\charscalex97 \ul0\nosupersub\cf12\f13\fs144 2 \par\pard\ql
\li1439\sb0\sl-828\slmult0 \par\pard\ql\li1439\sb320\sl-828\slmult0 \up0
\expndtw0\charscalex89 \ul0\nosupersub\cf8\f9\fs72 INTERNET MARKETING
\par\pard\ql \li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb102\sl-322\slmult0 \up0 \expndtw-12\charscalex95
\ul0\nosupersub\cf10\f11\fs28 THE ADVENT OF THE INTERNET \par\pard\qj
\li1439\ri1241\sb331\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 The new millennium has brought us on the brink of the
I.T. Revolution. This revolution has \up0 \expndtw0\charscalex105 been aided by the
advent of the Internet in a big way. Internet is fast changing the way \up0
\expndtw-1\charscalex100 people used to do things. Naturally, the same would have
an impact on the advertisers. The \up0 \expndtw0\charscalex100 Internet has been
accepted as the most powerful media for advertising due to the absence \up0
\expndtw-2\charscalex100 of geographical barriers. The advent of the Internet and
its subsequent acceptance has once \up0 \expndtw-1\charscalex100 again challenged
the traditional forms of advertising. Advertisers are trying to use the 'net' to
\up0 \expndtw0\charscalex104 advertise their products and hence 'net' their
customers. Thus, with the Internet gaining \up0 \expndtw-3\charscalex100
prominence, advertising equations are fast changing. \par\pard\qj
\li2159\ri1390\sb294\sl-340\slmult0 \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf22\f23\fs20 Internet marketing, also referred to as web
marketing, online marketing, or eMarketing, is the \line \up0 \expndtw-
1\charscalex100 marketing of products or services over the Internet. Internet
marketing ties together creative \line \up0 \expndtw-1\charscalex100 and technical
aspects of the Internet, including design, development, advertising, and sale.
\par\pard\qj \li2159\sb0\sl-343\slmult0 \par\pard\qj\li2159\ri1273\sb15\sl-
343\slmult0 \up0 \expndtw0\charscalex100 The Internet has brought many unique
benefits to marketing, one of which being lower costs \up0 \expndtw0\charscalex103
for the distribution of information and media to a global audience. The interactive
nature of \up0 \expndtw0\charscalex102 Internet marketing, both in terms of
providing instant response and eliciting responses, is a \up0
\expndtw0\charscalex100 unique quality of the medium. Internet marketing is
sometimes considered to have a broader \up0 \expndtw0\charscalex103 scope because
it not only refers to digital media such as the Internet, e-mail, and wireless \up0
\expndtw0\charscalex100 media; however, Internet marketing also includes management
of digital customer data and \up0 \expndtw-2\charscalex100 electronic customer
relationship management (ECRM) systems. \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
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\par\pard\ql\li10202\sb233\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 13
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MARKETING \par\pard\qj \li1439\ri1242\sb331\sl-380\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs22 The four P's - Product,
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1\charscalex100 marketing, but things have changed on the Internet. So along with a
change in the nature of \up0 \expndtw0\charscalex103 the four P\u8217?s there
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\expndtw-3\charscalex100 Presentation, Processes and Personalization.
\par\pard\li1439\sb0\sl-253\slmult0\par\pard\li1439\sb142\sl-253\slmult0\fi0\tx1799
\up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf23\f24\fs22 1.\tab \up0 \expndtw-
3\charscalex100 Product\par\pard\qj \li1799\ri1238\sb293\sl-380\slmult0\fi0 \up0
\expndtw-1\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Product on the Internet
usually changes form online, and the user experiences it \up0
\expndtw0\charscalex103 electronically, in the form of text, images and multimedia.
Physical goods are usually \up0 \expndtw0\charscalex106 presented in the form of a
detailed online catalogue that the customer can browse \up0 \expndtw-
2\charscalex100 through. Technology allows the user to virtually touch and
feel the product on the \up0 \expndtw0\charscalex106 Internet - rotate it,
zoom in or zoom out and even visualize the product in different \up0 \expndtw-
1\charscalex100 configurations and combination. \ul0\nosupersub\cf9\f10\fs22
Content \ul0\nosupersub\cf1\f2\fs22 and \ul0\nosupersub\cf9\f10\fs22 software
\ul0\nosupersub\cf1\f2\fs22 are two avatars of digitized \up0 \expndtw-
1\charscalex100 products that can be even distributed over the Internet. On the
Internet, E-marketing will \up0 \expndtw0\charscalex100 be based more on the
\ul0\nosupersub\cf9\f10\fs22 product qualities\ul0\nosupersub\cf1\f2\fs22 rather
than on the \ul0\nosupersub\cf9\f10\fs22 price\ul0\nosupersub\cf1\f2\fs22 . Every
company will be \up0 \expndtw0\charscalex100 able to bring down the cost of its
products and hence competition will not be on price. It \up0
\expndtw0\charscalex100 will rather be on the uniqueness of the product. To be able
to attract the customers and \up0 \expndtw0\charscalex100 retain them, the company
will have to provide nouvelle and distinct products that forces \up0 \expndtw-
3\charscalex100 the net users to purchase and come back for more.
\par\pard\li1439\sb0\sl-253\slmult0\par\pard\li1439\sb133\sl-253\slmult0\fi0\tx1799
\up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf23\f24\fs22 2.\tab \up0 \expndtw-
3\charscalex100 Price\par\pard\qj \li1799\ri1255\sb302\sl-380\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Price has been drastically
changed over the Internet. It lets the buyer decides the price. \line \up0
\expndtw0\charscalex103 Also it gives the buyers information about multiple sellers
selling the same product. It \line \up0 \expndtw0\charscalex100 leads to best
possible deal for the buyers in terms of price. Pricing is dynamic over the
\line \up0 \expndtw-3\charscalex100 Internet. \par\pard\li1439\sb0\sl-
253\slmult0\par\pard\li1439\sb131\sl-253\slmult0\fi0\tx1799 \up0 \expndtw-
3\charscalex100 \ul0\nosupersub\cf23\f24\fs22 3.\tab \up0 \expndtw-3\charscalex100
Place\par\pard\qj \li1799\ri1237\sb309\sl-373\slmult0 \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Place revolves around setting up of a marketing channel
to reach the customer. Internet \up0 \expndtw0\charscalex104 serves as a
\ul0\nosupersub\cf9\f10\fs22 direct marketing\ul0\nosupersub\cf1\f2\fs22 channel
that allows the producer to reach the customer \up0 \expndtw0\charscalex104
directly. The elimination of the intermediate channel allows the producer to pass
the \up0 \expndtw-3\charscalex100 reduced distribution cost to the customer in the
form of discounts. \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb168\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 14

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\expndtw0\charscalex104 \ul0\nosupersub\cf1\f2\fs22
Promotion\ul0\nosupersub\cf23\f24\fs22 \ul0\nosupersub\cf1\f2\fs22 is extremely
necessary to entice the customer to its website, as there are \line \up0 \expndtw-
2\charscalex100 currently more than one billion web pages. Promoting a website
includes both online and \line \up0 \expndtw-2\charscalex100 offline strategies.
Online strategies include \ul0\nosupersub\cf9\f10\fs22 search engine
optimization, banner ads, \line \up0 \expndtw0\charscalex104 multiple points of
entry, viral marketing, strategic partnership \ul0\nosupersub\cf1\f2\fs22
and\ul0\nosupersub\cf9\f10\fs22 affiliate
marketing\ul0\nosupersub\cf1\f2\fs22 . \line \up0 \expndtw0\charscalex102
Presently, the cyberspace is already cluttered with thousands of sites probably
selling \line \up0 \expndtw0\charscalex100 similar products. For the customers to
know of the Company\u8217?s existence and to garner \line \up0
\expndtw0\charscalex100 information on the kind of products or services that the
company is offering, promotion \line \up0 \expndtw0\charscalex100 has to be carried
out. There can be traded links or banner advertisements for the same. \line \up0
\expndtw-1\charscalex100 Also the traditional mediums like print, outdoor
advertising and television can be used to \line \up0 \expndtw-3\charscalex100
spread awareness. \par\pard\li1439\sb0\sl-253\slmult0\par\pard\li1439\sb147\sl-
253\slmult0\fi0\tx1799 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf23\f24\fs22
5.\tab \up0 \expndtw-3\charscalex100 Presentation\par\pard\qj
\li1799\ri1254\sb289\sl-380\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs22 The presentation of the online business needs to have
an easy to use navigation. The \line \up0 \expndtw0\charscalex104 look and the feel
of the web site should be based on corporate logos and standards. \line \up0
\expndtw0\charscalex104 About 80% of the people read only 20% of the web page.
Therefore, the web page \line \up0 \expndtw0\charscalex100 should not be cluttered
with a lot of information. Also, simple but powerful navigational \line \up0
\expndtw0\charscalex103 aids on all web pages like search engines make it easy for
customer to find their way \line \up0 \expndtw-3\charscalex100 around.
\par\pard\li1439\sb0\sl-253\slmult0\par\pard\li1439\sb142\sl-253\slmult0\fi0\tx1799
\up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf23\f24\fs22 6.\tab \up0 \expndtw-
3\charscalex100 Processes\par\pard\qj \li1799\ri1239\sb293\sl-380\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Customer supports needs to be
integrated into the online web site. A sales service that \up0
\expndtw0\charscalex102 will be able to answer the questions of their customers
fast and in a reliable manner is \up0 \expndtw0\charscalex102 necessary. To further
enhance after sales service, customers must be able to find out \up0 \expndtw-
3\charscalex100 about their order status after the sale has been made.
\par\pard\li1439\sb0\sl-253\slmult0\par\pard\li1439\sb139\sl-253\slmult0\fi0\tx1799
\up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf23\f24\fs22 7.\tab \up0 \expndtw-
3\charscalex100 Personalization\par\pard\qj \li1799\ri1238\sb296\sl-380\slmult0
\up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Using the latest software
it is possible to customize the entire web site for every single \up0 \expndtw-
2\charscalex100 user, without any additional costs. The mass customization allows
the company to create \up0 \expndtw0\charscalex103 web pages products and services
that suit the requirement of the user. A customized \up0 \expndtw0\charscalex106
web page does not only include the preferred layout of the customer but also a
pre \up0 \expndtw-3\charscalex100 selection of goods the customer may be interested
in. \par\pard\ql \li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb166\sl-
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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-12\charscalex93
\ul0\nosupersub\cf10\f11\fs28 UNDERSTANDING THE INTERNET CUSTOMERS \par\pard\qj
\li1439\ri1532\sb331\sl-380\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Now to be able to use the seven P\u8217?s effectively
in order to achieve the predefined goals of \up0 \expndtw-2\charscalex100 any
organization it is imperative to understand the customers. Customization will only
be \up0 \expndtw-3\charscalex100 truly effective if we understand our customers and
their true needs. \par\pard\qj \li1439\ri1197\sb281\sl-380\slmult0\fi0 \up0
\expndtw-7\charscalex100 Before adapting marketing practices to the
Internet, the marketer needs to understand \line \up0 \expndtw-
7\charscalex100 the characteristics of the online customers. The Net
users can be classified into five \line \up0 \expndtw-7\charscalex100
categories depending upon their intention of using the Internet.
\ul0\nosupersub\cf9\f10\fs22 The five categories of \line \up0 \expndtw-
7\charscalex100 users are: \par\pard\qj \li1799\ri1240\sb321\sl-380\slmult0
\up0 \expndtw0\charscalex102 \ul0\nosupersub\cf23\f24\fs22 Directed Information
Seekers:\ul0\nosupersub\cf1\f2\fs22 They require specific, timely and relevant
information \up0 \expndtw-3\charscalex100 about the products and services being
offered. \par\pard\qj \li1799\ri1255\sb32\sl-390\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Undirected Information
Seekers:\ul0\nosupersub\cf1\f2\fs22 These users require something interesting
and \up0 \expndtw0\charscalex103 useful. Something that can give them an edge,
advantage, insight or even a pleasant \up0 \expndtw-3\charscalex100 surprise.
\par\pard\qj \li1799\ri1238\sb39\sl-380\slmult0\fi0 \up0 \expndtw-
2\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Bargain
Hunters:\ul0\nosupersub\cf1\f2\fs22 They are of two kinds: One who look for free
items on the internet and \up0 \expndtw-3\charscalex100 other who are seeking
better deals, higher discounts etc. \par\pard\ql \li1799\ri1232\sb30\sl-393\slmult0
\up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Entertainment
Seekers:\ul0\nosupersub\cf1\f2\fs22 They see the Web as an entertainment medium of
vast breath \up0 \expndtw-2\charscalex100 and potential and want to explore the
medium before the mass gets there. \line \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf23\f24\fs22 Directed Buyers:\ul0\nosupersub\cf1\f2\fs22 They
want to buy something - now. They are sure what they require \up0 \expndtw-
3\charscalex100 and just log on to the Web to purchase the item. \par\pard\ql
\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb80\sl-322\slmult0 \up0
\expndtw-4\charscalex100 \ul0\nosupersub\cf13\f14\fs28 Internet Advertising
Statistics (India) \par\pard\ql \li1439\sb0\sl-230\slmult0
\par\pard\ql\li1439\sb204\sl-230\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf22\f23\fs20 Internet Users: 81,000,000 (as of Nov/08) (as per
ITU) \par\pard\ql \li1439\sb0\sl-230\slmult0 \par\pard\ql\li1439\sb160\sl-
230\slmult0 \up0 \expndtw-2\charscalex100 Penetration: 7.1% (as per ITU)
\par\pard\ql \li1439\sb0\sl-230\slmult0 \par\pard\ql\li1439\sb180\sl-230\slmult0
\up0 \expndtw-2\charscalex100 Broadband Internet connections: 3,130,000 (as of
Mar.31/08) (per TRAI) \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb72\sl-276\slmult0
\up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 16

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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-12\charscalex96
\ul0\nosupersub\cf10\f11\fs28 BRAND BUILDING ON THE INTERNET \par\pard\qj
\li1439\ri1241\sb331\sl-380\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf1\f2\fs22 For the Company on the cyberspace, their web site is
their most important brand. The seven \up0 \expndtw0\charscalex100 P\u8217?s of
internet marketing mentioned earlier not only have to try and make
business \up0 \expndtw-3\charscalex100 successful but also do brand building in the
process. \par\pard\ql \li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb66\sl-
322\slmult0 \up0 \expndtw-8\charscalex100 \ul0\nosupersub\cf11\f12\fs28 Product and
service customization \par\pard\qj \li1439\ri1229\sb352\sl-378\slmult0 \up0
\expndtw-1\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Companies that have
powerful brand awareness on the web all have sites that help \line
\up0 \expndtw0\charscalex100 consumers do something - whether it\u8217?s
configuring a computer system (www.dell.com) on-\line \up0 \expndtw0\charscalex103
line or offering personalized services like suburban railway pass ticket
in Mumbai \line \up0 \expndtw0\charscalex100 (www.rediff.com). Consumer demand and
expectations are forecast to drive made-to-order \line \up0 \expndtw-
1\charscalex100 or customized products with rapidly shrinking lead times.
Products are configured, as \line \up0 \expndtw0\charscalex106 customers want
them to be and provide a high level of reliability, excellent quality, and \line
\up0 \expndtw-1\charscalex100 longer life spans. For e.g. \u8216?Dell\u8217?
computer (www.dell.com) has become a leading company in \line \up0 \expndtw-
2\charscalex100 selling computers because of the customization facility it provided
on its site. The consumers \line \up0 \expndtw0\charscalex100 could build the
own computer by ordering the own configuration. The customization \line
\up0 \expndtw-2\charscalex100 highlights the value-for-money aspect and induces the
consumer to buy a product that meets \line \up0 \expndtw-3\charscalex100 his own
requirement. \par\pard\ql \li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb87\sl-
322\slmult0 \up0 \expndtw-8\charscalex100 \ul0\nosupersub\cf11\f12\fs28 The
Evolving Value Propositions \par\pard\qj \li1439\ri1253\sb331\sl-380\slmult0
\up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs22 The value propositions of
goods and services offered in the physical world differ pointedly \line \up0
\expndtw0\charscalex104 from those in the digital world. The ultimate aim of the
universal marketer is to provide a \line \up0 \expndtw0\charscalex100 complete end-
to-end consumer experience - right from the promise to satisfy his need to its
\line \up0 \expndtw0\charscalex100 delivery. But the physical world offers only
\u8220?Point Solutions\u8221? which is basically a solution of \line \up0
\expndtw0\charscalex103 his needs in terms of functional benefits. A credit card,
for instance, allows consumers to \line \up0 \expndtw0\charscalex104 satisfy the
immediate necessity of setting a transaction. But today\u8217?s consumers are
also \line \up0 \expndtw-1\charscalex100 looking for process and relationship
benefit - book referrals at no extra cost or e-mail \line \up0
\expndtw0\charscalex100 reminders. The physical world is not able to deliver these
benefits because of gaps in time, \line \up0 \expndtw0\charscalex102 space and
memory. The web, on the other hand provides all of these and more (\u8220?
reverse \line \up0 \expndtw0\charscalex104 marketing, for example, where consumers
seek out vendors rather than the other way \line \up0 \expndtw0\charscalex105
around\u8221?) by giving the company the ownership and control over all
interactions with the \line \up0 \expndtw-3\charscalex100 consumer. \par\pard\ql
\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb110\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 17

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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-9\charscalex100
\ul0\nosupersub\cf11\f12\fs28 The Evolving Risk Profiles \par\pard\qj
\li1439\ri1230\sb331\sl-380\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf1\f2\fs22 The on-line customer is not a fickle customer, but he
is a risky proposition nevertheless. This \line \up0 \expndtw-2\charscalex100 is
because all his online experience will influence consumer perceptions about the
brand. If a \line \up0 \expndtw-1\charscalex100 consumer buys a product from a
retailer and is involved in an unhappy purchase experience \line \up0
\expndtw0\charscalex100 at the store, he will punish the store. But if the same
experience were to occur to him at the \line \up0 \expndtw0\charscalex100
company\u8217?s web site, the consequences would be disastrous for the company if
he were to \line \up0 \expndtw0\charscalex100 share his experience though different
user communities using a combination of chat rooms \line \up0 \expndtw-
3\charscalex100 and electronic mails. \par\pard\ql \li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-10\charscalex100
\ul0\nosupersub\cf11\f12\fs28 The Evolving Supply Chain \par\pard\qj
\li1439\ri1231\sb351\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 The transformation being brought about the Web
revolution is not limited to just the \up0 \expndtw0\charscalex102 consumer.
The last few years have seen a flurry of suggested business models for doing
\up0 \expndtw0\charscalex102 business in the Internet era. Will the Internet era
signal the death of the retailer? Or will a \up0 \expndtw0\charscalex100 new
intermediary come into existence? Technological innovations have made possible
two \up0 \expndtw-2\charscalex100 interesting developments - the Choice board
system 2 and the Vertical Portal. \par\pard\qj \li2159\ri1273\sb269\sl-
346\slmult0 \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf22\f23\fs20 Choice
boards are essentially design tools and conduits of information, companies
that \line \up0 \expndtw0\charscalex106 produce the products need not control them.
Dell uses a Choice board system to sell its \line \up0 \expndtw0\charscalex103
computers but there are others like Point.com that uses a Choice board to help
customers \line \up0 \expndtw0\charscalex103 research and buy wireless phones and
accessories. The market information that a Choice \line \up0
\expndtw0\charscalex100 board collects about customer preferences is absolutely
enormous and if the manufacturing \line \up0 \expndtw0\charscalex104 company does
not control it, the site offering the Choice board can emerge as a powerful
\line \up0 \expndtw-2\charscalex100 intermediary. \par\pard\qj
\li2159\ri1214\sb273\sl-348\slmult0 \up0 \expndtw-2\charscalex100 Vertical portals
armed with sophisticated search engines, which specialize in a
particular \up0 \expndtw0\charscalex100 industry or product category, and
provide customized information and promote online \up0 \expndtw0\charscalex100
community development are the next emergent intermediaries. The sophistication and
range \up0 \expndtw0\charscalex102 of information collected on customer preferences
will drive emergent business models. The \up0 \expndtw0\charscalex103 Web will thus
facilitate the transformation of the companies form transaction supporters to
\up0 \expndtw-2\charscalex100 customer relationship managers. \par\pard\ql
\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb36\sl-276\slmult0
\up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 18

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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-12\charscalex92
\ul0\nosupersub\cf10\f11\fs28 CRITICAL SUCCESS FACTORS IN INTERNET MARKETING
\par\pard\qj \li1439\ri1231\sb331\sl-380\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Having observed the evolving paradigms of business in
the Internet era, there are five critical \up0 \expndtw-3\charscalex100 success
factors that the Internet Marketer has to keep in mind. \par\pard\ql
\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-
7\charscalex100 \ul0\nosupersub\cf11\f12\fs28 Attracting the Right Customer
\par\pard\qj \li1439\ri1229\sb352\sl-378\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Attracting the Right
Customer\ul0\nosupersub\cf23\f24\fs22 \ul0\nosupersub\cf1\f2\fs22 is the first
crucial step. Rising digital penetration would mean \line \up0 \expndtw-
1\charscalex100 that the number of customer visiting particular sites would
inevitably go up. While the \line \up0 \expndtw0\charscalex106 number of
eyeballs or page views has so far been conveniently used as a satisfactory \line
\up0 \expndtw0\charscalex105 measure by most web sites, it would be foolish to
cater to the whole spectrum of digital \line \up0 \expndtw0\charscalex100 visitors.
Content has to be very target specific. The digital company has to select its
target \line \up0 \expndtw0\charscalex107 segment by finding out which section of
customers are the most profitable in terms of \line \up0 \expndtw0\charscalex103
revenue transactions and who are the customers who generate the maximum number
of \line \up0 \expndtw0\charscalex104 referrals. Here again it is important to note
that the majority of online customers are not \line \up0 \expndtw0\charscalex100
seeking the \ul0\nosupersub\cf9\f10\fs22 lowest price\ul0\nosupersub\cf1\f2\fs22 .
Rather they are seeking \ul0\nosupersub\cf9\f10\fs22
convenience\ul0\nosupersub\cf1\f2\fs22 above everything else. The \line \up0
\expndtw-1\charscalex100 power of customer referrals has never been so enormous,
since word of the mouse spreads \line \up0 \expndtw0\charscalex106 faster than word
of the mouth. E-Bay attracts more than half of its customers through \line \up0
\expndtw0\charscalex106 referrals. Not only do referred customers cost less to
acquire than those brought in by \line \up0 \expndtw0\charscalex106 advertising or
other marketing tools, they also cost less to support since they use their \line
\up0 \expndtw-2\charscalex100 friends who referred them for advice rather than
using the companies\u8217? own technical desk. \par\pard\ql \li1439\sb0\sl-
322\slmult0 \par\pard\ql\li1439\sb87\sl-322\slmult0 \up0 \expndtw-
8\charscalex100 \ul0\nosupersub\cf11\f12\fs28 Delivering Content Value \par\pard\qj
\li1439\ri1257\sb331\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Delivering Content Value to engage the user\u8217?s
interest\ul0\nosupersub\cf23\f24\fs22 \ul0\nosupersub\cf1\f2\fs22 is the critical
importance in retaining \line \up0 \expndtw0\charscalex100 customer participation.
This is because \ul0\nosupersub\cf9\f10\fs22 content\ul0\nosupersub\cf1\f2\fs22
serves as a \ul0\nosupersub\cf9\f10\fs22 powerful
differentiator\ul0\nosupersub\cf1\f2\fs22 . Content \line \up0 \expndtw-
1\charscalex100 would include Product enhancements \up0 \expndtw-1\charscalex100
(Software patches for glitches), personalized \par\pard\qj
\li1439\ri1249\sb1\sl-380\slmult0 \up0 \expndtw0\charscalex104 interactions
(through customized navigation paths as seen on the web sites of GM and \up0
\expndtw0\charscalex103 Toyota) and Problem Resolution (updates of delivery
schedules and e-mail responses). \up0 \expndtw0\charscalex105 Integral to the
concept of delivering proper content value is innovation. For e.g. \up0
\expndtw-3\charscalex100 www.campareindia.com \par\pard\ql \li1439\sb0\sl-
322\slmult0 \par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-
7\charscalex100 \ul0\nosupersub\cf11\f12\fs28 Ensuring E-Loyalty \par\pard\qj
\li1439\ri1257\sb359\sl-370\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Ensuring E-Loyalty\ul0\nosupersub\cf23\f24\fs22
\ul0\nosupersub\cf1\f2\fs22 is vital to the success of any online venture. This is
because acquiring \line \up0 \expndtw-1\charscalex100 customers on the Internet is
enormously expensive and unless those customers stick round \line \up0 \expndtw-
1\charscalex100 and make lots of repeat purchases over the years, profits will
remain elusive. Contrary to the \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb176\sl-
276\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 19

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\par\pard\qj\li1439\sb0\sl-376\slmult0 \par\pard\qj\li1439\ri1229\sb358\sl-
376\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs22 general view
that Web customers are notoriously fickle, they in fact follow the old rules of
\line \up0 \expndtw-1\charscalex100 customer loyalty. Web customers stick to sites
that they trust and with time consolidate their \line \up0 \expndtw0\charscalex102
purchases with one primary supplier to the extent that purchasing from the
supplier\u8217?s site \line \up0 \expndtw0\charscalex100 becomes part of their
daily routine. The issue of trust is integral to the issues of privacy and \line
\up0 \expndtw0\charscalex100 security. Companies like Amazon.com, which command
amazing levels of consumer trust, \line \up0 \expndtw0\charscalex106 have used a
variety of encryption tools and simple ethical decisions like not accepting
\line \up0 \expndtw-2\charscalex100 money for publishers for independent book
reviews to maintain the trust of its customers. \par\pard\ql \li1439\sb0\sl-
322\slmult0 \par\pard\ql\li1439\sb67\sl-322\slmult0 \up0 \expndtw-
6\charscalex100 \ul0\nosupersub\cf11\f12\fs28 E-Learning to facilitate personalized
interactions \par\pard\qj \li1439\ri1238\sb351\sl-380\slmult0\fi0 \up0 \expndtw-
1\charscalex100 \ul0\nosupersub\cf1\f2\fs22 E-Learning to facilitate
personalized interactions\ul0\nosupersub\cf23\f24\fs22
\ul0\nosupersub\cf1\f2\fs22 with customers has been the biggest \up0
\expndtw0\charscalex103 contribution of the Web to the marketing strategists.
Customers in traditional bricks-and-\line \up0 \expndtw0\charscalex104 mortar
stores leave no record of their behavior unless they buy something. In the
digital \up0 \expndtw0\charscalex100 marketplace, however technology has made the
entire shopping experience a transparent \up0 \expndtw-1\charscalex100 process. For
example, if the customer exits the web-site when the price screen appears, he
\up0 \expndtw-1\charscalex100 is a price sensitive consumer. Such minute
tracking of customer behavior has major \up0 \expndtw0\charscalex103
implications for the world of advertising. The Internet may soon be used as a test
bed for \up0 \expndtw0\charscalex100 testing prototypes of marketing and
advertising campaigns. By monitoring pages selected, \up0 \expndtw0\charscalex102
click throughs, responses generated, and other indicators, the company would be
able to \up0 \expndtw0\charscalex105 discover which parts of a prospective campaign
would work, thus reducing the risk of a \up0 \expndtw0\charscalex102 potential
flop. This would make it possible for the company to modify its product
offerings \up0 \expndtw-3\charscalex100 much earlier than usual in the product life
cycle. \par\pard\ql \li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb66\sl-
322\slmult0 \up0 \expndtw-6\charscalex100 \ul0\nosupersub\cf11\f12\fs28 Providing
Digital value to the evolving consumer through his life cycle \par\pard\qj
\li1439\ri1241\sb331\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Providing Digital value to the evolving consumer
through his life cycle\ul0\nosupersub\cf23\f24\fs22 \ul0\nosupersub\cf1\f2\fs22
has\ul0\nosupersub\cf23\f24\fs22 \ul0\nosupersub\cf1\f2\fs22 become possible
\up0 \expndtw0\charscalex103 because of customized interactions and emerging
business models. These models have \up0 \expndtw0\charscalex103 often disturbed the
traditional status quo and created new rules of business. The sectors \up0
\expndtw0\charscalex106 where new business models will emerge or have emerged are
the music industry, the \up0 \expndtw-2\charscalex100 financial services
industry, the travel industry, the relating segment and the publishing
\up0 \expndtw-1\charscalex100 segment. Digital value is delivered to the consumer
by promising him convenience, allowing \up0 \expndtw-1\charscalex100 the customer
to feel his ownership of the Web experience, and giving the customer a sense
\up0 \expndtw-3\charscalex100 of belonging that traverses the physical
boundaries. \par\pard\ql \li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb234\sl-
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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-12\charscalex95
\ul0\nosupersub\cf10\f11\fs28 BENEFITS OF INTERNET MARKETING \par\pard\qj
\li1439\ri1244\sb331\sl-380\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs22 The reason why internet marketing has become so popular
is because they provide three \up0 \expndtw-3\charscalex100 major benefits to
potential buyers: \par\pard\ql \li1439\ri1251\sb281\sl-380\slmult0\tx1799\tx1799
\up0 \expndtw0\charscalex100 \ul0\nosupersub\cf26\f27\fs22 1.
\ul0\nosupersub\cf23\f24\fs22 Convenience:\ul0\nosupersub\cf1\f2\fs22 Customers
can order products 24 hours a day wherever they are. They \line\tab \up0 \expndtw-
1\charscalex100 don\u8217?t have to sit in traffic, and a parking space, and walk
through countless shops to find \line \tab \up0 \expndtw-3\charscalex100 and
examine goods. \par\pard\qj \li1439\ri1235\sb1\sl-380\slmult0\tx1799 \up0
\expndtw0\charscalex102 \ul0\nosupersub\cf26\f27\fs22 2.
\ul0\nosupersub\cf23\f24\fs22 Information:\ul0\nosupersub\cf1\f2\fs22 Customers
can find reams of comparative information about companies, \line\tab \up0 \expndtw-
2\charscalex100 products, competitors, and prices without leaving their office or
home. \par\pard\qj \li1439\ri1236\sb1\sl-380\slmult0\tx1799 \up0
\expndtw0\charscalex103 \ul0\nosupersub\cf26\f27\fs22 3.
\ul0\nosupersub\cf23\f24\fs22 Fewer hassles:\ul0\nosupersub\cf1\f2\fs22 Customers
don\u8217?t have to face salespeople or open themselves up to \line\tab \up0
\expndtw-2\charscalex100 persuasion and emotional factors; they also don\u8217?t
have to wait in line. \par\pard\ql \li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-6\charscalex100
\ul0\nosupersub\cf11\f12\fs28 Internet marketing also provides a number of benefits
to marketers \par\pard\qj \li1439\ri1243\sb351\sl-380\slmult0\tx1799 \up0 \expndtw-
1\charscalex100 \ul0\nosupersub\cf26\f27\fs22 1. \ul0\nosupersub\cf23\f24\fs22
Quick adjustments to market conditions:\ul0\nosupersub\cf1\f2\fs22 Companies can
quickly add products to their \line\tab \up0 \expndtw-2\charscalex100 offering and
change prices and descriptions. \par\pard\ql \li1439\ri1243\sb0\sl-
390\slmult0\tx1799\tx1799 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf26\f27\fs22 2. \ul0\nosupersub\cf23\f24\fs22 Lower
costs:\ul0\nosupersub\cf1\f2\fs22 On-line marketers avoid the expense of
maintaining a store and the costs \line\tab \up0 \expndtw-1\charscalex100 of rent,
insurance, and utilities. They can produce digital catalogs for much less than
the \line \tab \up0 \expndtw-3\charscalex100 cost of printing and mailing paper
catalogs. \par\pard\qj \li1439\ri1254\sb0\sl-400\slmult0\tx1800 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf26\f27\fs22 3.
\ul0\nosupersub\cf23\f24\fs22 Relationship building:\ul0\nosupersub\cf1\f2\fs22
On-line marketers can dialogue with consumers and learn from \line\tab \up0
\expndtw-3\charscalex100 them. \par\pard\ql \li1440\sb16\sl-253\slmult0 \up0
\expndtw0\charscalex103 \ul0\nosupersub\cf26\f27\fs22 4.
\ul0\nosupersub\cf23\f24\fs22 Audience sizing:\ul0\nosupersub\cf1\f2\fs22
Marketers can learn how many people visited their on-line site and \par\pard\qj
\li1799\ri1251\sb23\sl-380\slmult0 \up0 \expndtw0\charscalex103 how many stopped at
particular places on the site. This information can help improve \up0 \expndtw-
3\charscalex100 offers and ads. \par\pard\qj \li1439\ri1242\sb281\sl-380\slmult0
\up0 \expndtw-1\charscalex100 Clearly, marketers are adding on-line channels
to find, reach, communicate, and sell. \up0 \expndtw0\charscalex100 Internet
marketing has at least five great advantages. First, both small and large firms can
\up0 \expndtw-1\charscalex100 afford it. Second, there is no real limit on
advertising space, in contrast to print and \up0 \expndtw0\charscalex103
broadcast media. Third, information access and retrieval are fast, compared to
overnight \up0 \expndtw0\charscalex103 mail and even fax. Fourth, the site can be
visited by anyone from any place in the world. \up0 \expndtw-3\charscalex100 Fifth,
shopping can be done privately and swiftly. \par\pard\ql \li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb162\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 21

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\expndtw0\charscalex88 \ul0\nosupersub\cf8\f9\fs72 INTERNET ADVERTISING
\par\pard\qj \li2159\sb0\sl-340\slmult0 \par\pard\qj\li2159\sb0\sl-340\slmult0
\par\pard\qj\li2159\sb0\sl-340\slmult0 \par\pard\qj\li2159\ri1258\sb276\sl-
340\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf22\f23\fs20 Marketing
over the years more so recently has started being used interchangeably
with \up0 \expndtw0\charscalex100 advertising. Now since the explosion of the
internet; advertising paradigms have been \up0 \expndtw-2\charscalex100
constantly changing. \par\pard\qj \li2159\ri1275\sb272\sl-350\slmult0 \up0
\expndtw0\charscalex102 The first Web advertisement was placed on the Hot Wired web
site in October 1994. AT&T, \up0 \expndtw0\charscalex100 MCI, Sprint, Volvo, Club
Med, ZIMA were the first to try it out and the Internet advertising has \up0
\expndtw-2\charscalex100 come a long way since then. \par\pard\ql \li1439\sb0\sl-
322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-
322\slmult0 \par\pard\ql\li1439\sb188\sl-322\slmult0 \up0 \expndtw-
12\charscalex95 \ul0\nosupersub\cf10\f11\fs28 WHAT IS INTERNET ADVERTISING?
\par\pard\qj \li1439\ri1243\sb331\sl-380\slmult0 \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Online advertising is a form of promotion that uses the
Internet and World Wide Web for the \up0 \expndtw0\charscalex103 expressed purpose
of delivering marketing messages to attract customers. Examples of \up0
\expndtw0\charscalex100 online advertising include contextual ads on search engine
results pages, banner ads, Rich \up0 \expndtw0\charscalex102 Media Ads, Social
network advertising, online classified advertising, advertising networks \up0
\expndtw-3\charscalex100 and e-mail marketing, including e-mail spam.
\par\pard\qj \li1439\ri1232\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex104
Online video directories for brands are a good example of interactive advertising.
These \line \up0 \expndtw0\charscalex100 directories complement television
advertising and allow the viewer to view the commercials \line \up0
\expndtw0\charscalex102 of a number of brands. If the advertiser has opted for a
response feature, the viewer may \line \up0 \expndtw0\charscalex100 then choose to
visit the brand\u8217?s website, or interact with the advertiser through other
touch \line \up0 \expndtw0\charscalex100 points such as email, chat or phone.
Response to brand communication is instantaneous, \line \up0 \expndtw-
1\charscalex100 and conversion to business is very high. This is because in
contrast to conventional forms of \line \up0 \expndtw-1\charscalex100 interruptive
advertising, the viewer has actually chosen to see the commercial. \par\pard\ql
\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb210\sl-276\slmult0 \up0
\expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 22

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e\shpbypage\shpwr3\shpwrk0\shpfblwtxt1\shpz1115\shplid253
{\sp{\sn shapeType}{\sv 0}}{\sp{\sn fFlipH}{\sv 0}}{\sp{\sn fFlipV}{\sv 0}}{\sp{\sn
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{\sp{\sn pVerticies}{\sv 8;4;(0,5);(4,5);(4,0);(0,0)}}
{\sp{\sn pSegmentInfo}{\sv 2;10;16384;45824;1;45824;1;45824;1;45824;24577;32768}}
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}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart
Pg24}{\bkmkend Pg24}\par\pard\ql \li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-6\charscalex100
\ul0\nosupersub\cf11\f12\fs28 Objectives of Internet Advertising \par\pard\qj
\li1439\ri1231\sb331\sl-380\slmult0\fi0 \up0 \expndtw0\charscalex104
\ul0\nosupersub\cf23\f24\fs22 Advertising:\ul0\nosupersub\cf1\f2\fs22 As far as
advertising on the Internet goes, all advertisements will serve to \up0 \expndtw-
2\charscalex100 attract the user's attention and draw him to the company, which is
advertising. \par\pard\qj \li1439\ri1238\sb281\sl-380\slmult0 \up0
\expndtw0\charscalex102 \ul0\nosupersub\cf23\f24\fs22 Build brand
awareness:\ul0\nosupersub\cf1\f2\fs22 Direct or indirect methods can be used on
the websites to build \up0 \expndtw0\charscalex103 brand awareness of the different
brands of a company. This is where the Internet scores \up0 \expndtw-
3\charscalex100 traditional media and methods as explained below. \par\pard\qj
\li1439\ri1247\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex105
\ul0\nosupersub\cf23\f24\fs22 Stimulate direct action:\ul0\nosupersub\cf1\f2\fs22
Visitors to a company's web site should get involved with the \up0
\expndtw0\charscalex102 offerings on the site. Valuable customer information can
also be captured and tracked for \up0 \expndtw-3\charscalex100 future marketing
initiatives. \par\pard\qj \li1439\ri1235\sb281\sl-380\slmult0 \up0 \expndtw-
1\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Promote its
brands:\ul0\nosupersub\cf1\f2\fs22 Promotional give - away or contests
generate excitement while \up0 \expndtw-3\charscalex100 simultaneously promoting
your brands online, aiding off - line sale. \par\pard\qj \li1439\ri1254\sb281\sl-
380\slmult0 \up0 \expndtw0\charscalex104 \ul0\nosupersub\cf23\f24\fs22 Building a
culture around its brands:\ul0\nosupersub\cf1\f2\fs22 This goes along with that
company's traditional \up0 \expndtw-3\charscalex100 advertising. \par\pard\qj
\li1439\ri1243\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex103
\ul0\nosupersub\cf23\f24\fs22 Surrogate advertising: \ul0\nosupersub\cf1\f2\fs22
This is another means of surrogate advertising of the company, \up0
\expndtw0\charscalex105 where all forms of traditional advertising fail. Surrogate
advertising can be proved to be \up0 \expndtw-3\charscalex100 positive in case of
advertising on the Internet. \par\pard\ql \li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-6\charscalex100
\ul0\nosupersub\cf11\f12\fs28 Features of Internet Advertising \par\pard\qj
\li1439\ri1243\sb331\sl-380\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Advertising on the Internet has certain unique features
that differentiate it from other forms of \up0 \expndtw-3\charscalex100
advertising. They are as follows: \par\pard\qj \li1439\ri1229\sb281\sl-
380\slmult0 \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Member
registration:\ul0\nosupersub\cf1\f2\fs22 Member registration is an efficient tool
that is used by firms to create \line \up0 \expndtw0\charscalex100 their database.
Such a database may be used to design promotional campaigns. Allowing \line \up0
\expndtw-2\charscalex100 registered users to participate in various events can
follow systems of free registration. \par\pard\qj \li1439\ri1228\sb281\sl-
380\slmult0 \up0 \expndtw0\charscalex105 \ul0\nosupersub\cf23\f24\fs22 Online
opinion polls:\ul0\nosupersub\cf1\f2\fs22 Opinion polls are conducted to obtain
the responses from users \up0 \expndtw-2\charscalex100 regarding the firms'
products and services besides including topics of general interest. \par\pard\qj
\li1439\ri1253\sb281\sl-380\slmult0\fi0 \up0 \expndtw0\charscalex103
\ul0\nosupersub\cf23\f24\fs22 Newsletters:\ul0\nosupersub\cf1\f2\fs22 Regular
newsletters are sent especially to registered users. These contain \up0 \expndtw-
1\charscalex100 information about current updations on the site and
activities being performed by the \up0 \expndtw-3\charscalex100 company.
\par\pard\ql \li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb138\sl-
276\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 24

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{\sp{\sn pSegmentInfo}{\sv 2;10;16384;45824;1;45824;1;45824;1;45824;24577;32768}}
{\sp{\sn fFillOK}{\sv 1}}{\sp{\sn fFilled}{\sv 1}}{\sp{\sn fillColor}{\sv
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{\sv 1}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn lineColor}{\sv 0}}
}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart
Pg25}{\bkmkend Pg25}\par\pard\qj \li1439\sb0\sl-373\slmult0
\par\pard\qj\li1439\sb0\sl-373\slmult0 \par\pard\qj\li1439\ri1246\sb366\sl-
373\slmult0 \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Contests
and sweepstakes:\ul0\nosupersub\cf1\f2\fs22 Contests are useful in attracting new
users to websites. They \up0 \expndtw0\charscalex100 may be for simple things
depending on the product or service being advertised. The prizes \up0
\expndtw0\charscalex102 offered are in a wide range and usually have the logo of
the company and the homepage \up0 \expndtw-3\charscalex100 address displayed
prominently. \par\pard\qj \li1439\ri1227\sb282\sl-380\slmult0 \up0
\expndtw0\charscalex102 \ul0\nosupersub\cf23\f24\fs22
Content:\ul0\nosupersub\cf1\f2\fs22 The content of the advertisement can be
regularly updated with news regarding \line \up0 \expndtw0\charscalex103 the
activities of the firm. A fact-based section showing the manufacturing processes of
a \line \up0 \expndtw-2\charscalex100 company may also be included. The use of
multimedia tools can make this more interactive. \par\pard\qj
\li1439\ri1251\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex105
\ul0\nosupersub\cf23\f24\fs22 E-cards:\ul0\nosupersub\cf1\f2\fs22 Users send free
cards via e-mail from the site of the company advertising the \up0 \expndtw-
1\charscalex100 product. The card prominently displays the logo or the baseline of
the brand. The cards may \up0 \expndtw0\charscalex100 be for different occasions
such as birthdays, festivals, birthdays, etc. These cards are used \up0
\expndtw0\charscalex100 to reinforce brand identity. Star endorsers of the brand
may also be included in the picture \up0 \expndtw-3\charscalex100 postcard
themes. \par\pard\qj \li1439\ri1231\sb281\sl-380\slmult0\fi0 \up0 \expndtw-
1\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Downloads:\ul0\nosupersub\cf1\f2\fs22
Downloads may include various utilities for the computer such as
icons, \up0 \expndtw0\charscalex100 desktop patterns, screensavers, themes,
etc. Registered users get the opportunity of \up0 \expndtw-2\charscalex100
downloading software. Charts and other informative articles may also be
included. \par\pard\qj \li1439\ri1235\sb281\sl-380\slmult0 \up0
\expndtw0\charscalex102 \ul0\nosupersub\cf23\f24\fs22
Coupons:\ul0\nosupersub\cf1\f2\fs22 Coupons are used to promote sales off-line.
Sending discount coupons for the \up0 \expndtw-3\charscalex100 products and
services of the company on special occasions can do this. \par\pard\ql
\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-
6\charscalex100 \ul0\nosupersub\cf11\f12\fs28 Types of Internet Advertising
\par\pard\qj \li1439\ri1227\sb351\sl-380\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf23\f24\fs22 E-mail advertising: \ul0\nosupersub\cf1\f2\fs22
Legitimate Email advertising or E-mail marketing is often known as "opt\up0
\expndtw-3\charscalex100 in e-mail advertising" to distinguish it from spam.
\par\pard\qj \li1439\ri1257\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex104
\ul0\nosupersub\cf23\f24\fs22 Affiliate Marketing: \ul0\nosupersub\cf1\f2\fs22
Affiliate marketing is a form of online advertising where advertisers \line \up0
\expndtw0\charscalex100 place campaigns with a potentially large number of small
(and large) publishers, whom are \line \up0 \expndtw0\charscalex100 only paid media
fees when traffic to the advertiser is garnered, and usually upon a specific
\line \up0 \expndtw-1\charscalex100 measurable campaign result \up0
\expndtw0\charscalex100 (a form, a sale, a sign-up, etc). Today, this is
usually \par\pard\ql \li1440\sb105\sl-253\slmult0 \up0 \expndtw-3\charscalex100
accomplished through contracting with an affiliate network. \par\pard\qj
\li1440\ri1229\sb319\sl-360\slmult0 \up0 \expndtw-2\charscalex100 The online
retailer used its program to generate low cost brand exposure and provided at
the \up0 \expndtw-3\charscalex100 same time small websites a way to earn some
supplemental income. \par\pard\qj \li1440\ri1256\sb276\sl-390\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Contextual advertising:
\ul0\nosupersub\cf1\f2\fs22 Many advertising networks display graphical or text-
only ads that \line \up0 \expndtw-1\charscalex100 correspond to the keywords of an
Internet search or to the content of the page on which the \line \up0 \expndtw-
1\charscalex100 ad is shown. These ads are believed to have a greater chance of
attracting a user, because \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb209\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 25

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{\sp{\sn shapeType}{\sv 0}}{\sp{\sn fFlipH}{\sv 0}}{\sp{\sn fFlipV}{\sv 0}}{\sp{\sn
geoRight}{\sv 29}}{\sp{\sn geoBottom}{\sv 281}}
{\sp{\sn pVerticies}{\sv 8;4;(0,281);(29,281);(29,0);(0,0)}}
{\sp{\sn pSegmentInfo}{\sv 2;10;16384;45824;1;45824;1;45824;1;45824;24577;32768}}
{\sp{\sn fFillOK}{\sv 1}}{\sp{\sn fFilled}{\sv 1}}{\sp{\sn fillColor}{\sv
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{\sv 1}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn lineColor}{\sv 0}}
}}\par\pard\sect\sectd\fs24\paperw11900\paperh16840\pard\sb0\sl-240{\bkmkstart
Pg26}{\bkmkend Pg26}\par\pard\qj \li1439\sb0\sl-373\slmult0
\par\pard\qj\li1439\sb0\sl-373\slmult0 \par\pard\qj\li1439\ri1235\sb366\sl-
373\slmult0 \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf1\f2\fs22 they tend to
share a similar context as the user's search query. For example, a search query
\up0 \expndtw-2\charscalex100 for "flowers" might return an advertisement for a
florist's website. Another newer technique is \up0 \expndtw0\charscalex100
embedding keyword hyperlinks in an article which are sponsored by an advertiser.
When a \up0 \expndtw-3\charscalex100 user follows the link, they are sent to a
sponsor's website. \par\pard\qj \li1439\ri1243\sb282\sl-380\slmult0\fi0 \up0
\expndtw-1\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Behavioral targeting:
\ul0\nosupersub\cf1\f2\fs22 In addition to contextual targeting, online advertising
can be targeted \up0 \expndtw-1\charscalex100 based on a user's past click stream.
For example, if a user is known to have recently visited \up0 \expndtw-
2\charscalex100 a number of automotive shopping / comparison sites based on click
stream analysis enabled \up0 \expndtw0\charscalex103 by cookies stored on the
user's computer, that user can then be served auto-related ads \up0 \expndtw-
3\charscalex100 when they visit other, non-automotive sites. \par\pard\qj
\li1439\ri1237\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex103
\ul0\nosupersub\cf23\f24\fs22 Pay per Click: \ul0\nosupersub\cf1\f2\fs22 Search
engines place your website on their front page and you pay a set \up0
\expndtw0\charscalex100 amount per click-through. Sites like Overture also run bids
for certain keywords - the more \up0 \expndtw0\charscalex102 you bid, the higher
your site appears on the first page of the search results. Properly run, \up0
\expndtw-3\charscalex100 these campaigns can bring a lot of extra traffic to your
website. \par\pard\qj \li1439\ri1237\sb281\sl-380\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Search Engine
Optimization: \ul0\nosupersub\cf1\f2\fs22 This is an online advertising service
provided by many web \up0 \expndtw-2\charscalex100 media companies. They will look
at your target audience, your competitors and the keywords \up0
\expndtw0\charscalex100 for your business and optimize your website content so that
it has a much better chance of \up0 \expndtw-2\charscalex100 appearing on the first
page of the search results. You will pay a fee to the consultants for this \up0
\expndtw0\charscalex100 service. Studies have shown that many searchers
prefer to use the "natural" listings \up0 \expndtw-3\charscalex100 provided by
the search engines, rather than the paid-for listings. \par\pard\qj
\li1439\ri1235\sb281\sl-380\slmult0\fi0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf23\f24\fs22 Sponsorships: \ul0\nosupersub\cf1\f2\fs22 Website
sponsorship can come in two formats; regular sponsorship where \up0
\expndtw0\charscalex102 the advertiser has a space to place the logo and
company message, and content \up0 \expndtw0\charscalex102 sponsorship where the
advertiser has limited control and submits their own content to the \up0
\expndtw0\charscalex100 site as well as having an advert on the page. These
sponsorships will be for fixed periods, \up0 \expndtw-3\charscalex100 and need to
be on targeted websites to reach the right audience. \par\pard\qj
\li1439\ri1243\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf23\f24\fs22 Online Directories: \ul0\nosupersub\cf1\f2\fs22 The
online equivalent of Yellow Pages, or Industry Directories, these \up0
\expndtw0\charscalex100 give you basic or enhanced listings on the website. Your
details will come up if your sector, \up0 \expndtw-2\charscalex100 location or
company name is searched for. Enhanced listings will allow users to click-
through \up0 \expndtw0\charscalex104 to your site. Online directory listings are
often offered in conjunction with an entry in the \up0 \expndtw-3\charscalex100
printed version of the directory. \par\pard\qj \li1439\ri1257\sb281\sl-
380\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf23\f24\fs22 Banner
Ads: \ul0\nosupersub\cf1\f2\fs22 Banner advertising was the first kind of
advertising ever done on the net. A \line \up0 \expndtw-1\charscalex100 banner can
highlight your product/service/offer and by clicking on it the user will be taken
to \line \up0 \expndtw-1\charscalex100 your website, where you can create a
suitable landing page to provide his further \par\pard\ql \li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb134\sl-
276\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 26

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{\sp{\sn shapeType}{\sv 0}}{\sp{\sn fFlipH}{\sv 0}}{\sp{\sn fFlipV}{\sv 0}}{\sp{\sn
geoRight}{\sv 29}}{\sp{\sn geoBottom}{\sv 281}}
{\sp{\sn pVerticies}{\sv 8;4;(0,281);(29,281);(29,0);(0,0)}}
{\sp{\sn pSegmentInfo}{\sv 2;10;16384;45824;1;45824;1;45824;1;45824;24577;32768}}
{\sp{\sn fFillOK}{\sv 1}}{\sp{\sn fFilled}{\sv 1}}{\sp{\sn fillColor}{\sv
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Pg27}{\bkmkend Pg27}\par\pard\qj \li1439\sb0\sl-373\slmult0
\par\pard\qj\li1439\sb0\sl-373\slmult0 \par\pard\qj\li1439\ri1228\sb366\sl-
373\slmult0 \up0 \expndtw0\charscalex107 \ul0\nosupersub\cf1\f2\fs22 information.
Banner spaces are usually sold by impressions, or banner views, but it is \up0
\expndtw-2\charscalex100 sometimes sold by click-thru, when you pay only when the
user clicks on the banner. Usually \up0 \expndtw0\charscalex100 horizontal bars
across the top of a web page, they offer colour, graphics and often
\up0 \expndtw-2\charscalex100 animation, together with the ability to click through
to the advertiser's own website. \par\pard\qj \li1439\ri1241\sb282\sl-
380\slmult0 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Pop-up
Ads: \ul0\nosupersub\cf1\f2\fs22 These are the small windows that appear when you
first get onto a website. \up0 \expndtw0\charscalex100 Pop-ups appear on your
screen in full, pop-downs appear on the bar at the bottom of your \up0 \expndtw-
3\charscalex100 screen and you have to open them to get rid of them.
\par\pard\qj \li1439\ri1245\sb281\sl-380\slmult0 \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf23\f24\fs22 Interstitial Adverts:\ul0\nosupersub\cf1\f2\fs22
These adverts sometimes referred to as Bridge Adverts, pop up as you \up0
\expndtw0\charscalex103 move between pages on a site. You have no choice as to
whether you view them or not, \up0 \expndtw-3\charscalex100 although you can close
them down. \par\pard\qj \li1439\ri1232\sb281\sl-380\slmult0\fi0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Floating Ads:
\ul0\nosupersub\cf1\f2\fs22 These ads appear when you first go to a webpage, and
they "float" over the \up0 \expndtw0\charscalex103 page for five to 30 seconds.
While they are on the screen, they obscure your view of the \up0
\expndtw0\charscalex103 page you are trying to read, and they often block mouse
input as well. These ads appear \up0 \expndtw-2\charscalex100 each time that page
is refreshed. Floating ads are popular for several reasons: \par\pard\ql
\li1799\sb0\sl-253\slmult0 \par\pard\ql\li1799\sb192\sl-253\slmult0 \up0 \expndtw-
3\charscalex100 They grab the viewer's attention and cannot be ignored \par\pard\ql
\li1799\sb167\sl-253\slmult0 \up0 \expndtw-3\charscalex100 They are animated
\par\pard\ql \li1799\sb167\sl-253\slmult0 \up0 \expndtw-3\charscalex100 They have
audio/video content like TV ads \par\pard\qj \li1799\ri1243\sb63\sl-380\slmult0
\up0 \expndtw-1\charscalex100 They can take up the entire screen, therefore from a
branding standpoint, they are much \up0 \expndtw-2\charscalex100 more powerful than
a banner ad or a sidebar ad \par\pard\ql \li1799\sb145\sl-253\slmult0 \up0
\expndtw-3\charscalex100 They have a high click-through rate of about 3 percent
\par\pard\ql \li1440\sb0\sl-253\slmult0 \par\pard\ql\li1440\sb154\sl-253\slmult0
\up0 \expndtw-3\charscalex100 However, many users get highly irritated because of
these ads. \par\pard\qj \li1440\ri1235\sb303\sl-380\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Unicast Ads:
\ul0\nosupersub\cf1\f2\fs22 A unicast ad is basically a TV commercial that runs in
the browser window. It \up0 \expndtw-1\charscalex100 has enriched audio/video
content. The ads can last anywhere from 10 to 30 seconds. These \up0 \expndtw-
1\charscalex100 ads have similar branding power as a TV commercial.
However, a unicast ad offers \up0 \expndtw-2\charscalex100 something that TV
ads cannot -- the ability to click on the ad for more information. These ads
\up0 \expndtw-3\charscalex100 are getting very effective, as the average click-
through rate is 5%. \par\pard\qj \li1440\ri1256\sb281\sl-380\slmult0\fi0 \up0
\expndtw0\charscalex102 \ul0\nosupersub\cf23\f24\fs22 Takeover Ads:
\ul0\nosupersub\cf1\f2\fs22 Viewers visiting the website will see a large ad when
they first come, and \line \up0 \expndtw-1\charscalex100 then the continuity is
maintained by reiterating the same message throughout the site in the \line \up0
\expndtw0\charscalex100 form of banners, side bars or buttons. The approach works
very well for branding because \line \up0 \expndtw0\charscalex102 the brand is
visible to viewers throughout the visit to the site. Click-through rates are
also \line \up0 \expndtw-3\charscalex100 high. \par\pard\ql \li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb14\sl-
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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-12\charscalex94
\ul0\nosupersub\cf10\f11\fs28 INTERNET ADVERTISING TRENDS \par\pard\qj
\li1440\ri1205\sb331\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf1\f2\fs22 There is no question that the growth of Internet
advertising is outpacing offline advertising. \up0 \expndtw0\charscalex100 As more
and more companies realize the real value in advertising their goods and
services \up0 \expndtw-2\charscalex100 online, they are diverting funds from
other forms of offline advertising to compensate. \up0 \expndtw-
2\charscalex100 Consequently, the market share of Internet advertising is
continually growing while the \up0 \expndtw-3\charscalex100 market share of
offline advertising mediums stagnates or declines. \par\pard\qj
\li1440\ri1228\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex100 At the current
rate of growth, Internet advertising has already overtaken radio advertising in
\line \up0 \expndtw0\charscalex100 spending and market share. While outdoor
advertising is also experiencing growth, it is not \line \up0 \expndtw-
2\charscalex100 growing as rapidly as Internet advertising, and Internet
advertising has already overtaken it. \par\pard\qj \li1440\ri1242\sb281\sl-
380\slmult0 \up0 \expndtw0\charscalex100 The dominant forms of offline advertising,
television, newspapers and magazines, still hold \up0 \expndtw0\charscalex100 the
lion share of the market, but their market share is expected to decrease slowly
over the \up0 \expndtw0\charscalex100 next few years. Some estimations predict
Internet advertising will hold as much as 10% of \up0 \expndtw-3\charscalex100 the
global advertising market share by 2009. \par\pard\qj \li1440\ri1227\sb281\sl-
380\slmult0 \up0 \expndtw0\charscalex102 The growth in Internet advertising is due
to two different factors, more advertisers moving \line \up0
\expndtw0\charscalex100 promotions online and the growing penetration of the
Internet itself. Because the Internet is \line \up0 \expndtw-1\charscalex100 still
a relatively new medium when compared to other long established advertising mediums
\line \up0 \expndtw-2\charscalex100 like newspapers and television, advertisers
have not yet realized the full potential for gain. \par\pard\qj
\li1440\ri1234\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex102 Even in developed
markets, ad budgets don\u8217?t even come close to matching consumption \up0
\expndtw0\charscalex100 rates. This shows how much room for growth Internet
advertising really has. While there is \up0 \expndtw0\charscalex100 no way to
guarantee these predictions, the current trends bear them out. Market share for
\up0 \expndtw-2\charscalex100 Internet advertising will surely continue to grow
rapidly over the coming years. \par\pard\qj \li1440\ri1256\sb281\sl-380\slmult0
\up0 \expndtw0\charscalex102 In 2008, if you\u8217?re not on a social networking
site, you\u8217?re not on the Internet. It\u8217?s as true for \line \up0
\expndtw0\charscalex103 advertisers as it is for consumers. Social networking is
the ultimate manifestation of user \line \up0 \expndtw0\charscalex105 generated
content, and as such, holds more potential for growth than any other form of
\line \up0 \expndtw-1\charscalex100 content on the Web today. User Generated
Content (UGC) and Social Networks are \line \up0 \expndtw-1\charscalex100
transforming the media ecosystem. Gone are the days when power rested in the hands
of a \line \up0 \expndtw0\charscalex100 few content creators and media
distributors. Gone are the days when marketers controlled \line \up0 \expndtw-
1\charscalex100 the communication and path between advertisement and
consumer. Today\u8217?s model is \line \up0 \expndtw0\charscalex102
collaborative, collective, customized and shared. It\u8217?s a world in which the
consumer is the \line \up0 \expndtw0\charscalex100 creator, consumer and
distributor of content. Today there are over a billion content creators \line
\up0 \expndtw0\charscalex102 and hundreds of millions of distributors. The
proliferation of quality, affordable technology \line \up0 \expndtw-1\charscalex100
during the past 5 years, one of the most profound social effects of the Internet
has been the \par\pard\ql \li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-
276\slmult0 \par\pard\ql\li10202\sb14\sl-276\slmult0 \up0 \expndtw-
4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 28

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\par\pard\qj\li1439\sb0\sl-375\slmult0 \par\pard\qj\li1439\ri1232\sb361\sl-
375\slmult0 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs22
democratization of media. Nowadays, anybody with a computer and an Internet
connection \up0 \expndtw0\charscalex105 is ready to start broadcasting to the whole
world, for free. Online tools such as the well \up0 \expndtw0\charscalex103 known
Blogger make publishing on the Internet extremely easy and accessible to people
\up0 \expndtw0\charscalex100 with hardly any technical knowledge. The phenomenon of
democratized media results in a \up0 \expndtw-2\charscalex100 landscape of millions
of micro-media, most importantly in the following forms: \par\pard\qj
\li1439\ri1245\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf23\f24\fs22 Weblogs\ul0\nosupersub\cf1\f2\fs22 (or blogs) are in
fact web pages that are extremely easy to update, published by \up0 \expndtw-
1\charscalex100 one person or a group. Blogs typically offer the possibility for
readers to leave comments on \up0 \expndtw-3\charscalex100 posts, which typically
leads to dialogue. \par\pard\qj \li1439\ri1235\sb281\sl-380\slmult0\fi0 \up0
\expndtw0\charscalex102 \ul0\nosupersub\cf23\f24\fs22
Podcasts\ul0\nosupersub\cf1\f2\fs22 (combination of the words iPod and Broadcast)
are essentially radio programs, \up0 \expndtw0\charscalex100 distributed in MP3
format. Creating a podcast is still relatively easy and very cost-effective.
\up0 \expndtw-3\charscalex100 Podcast can be easily downloaded to a portable MP3
player. \par\pard\qj \li1439\ri1252\sb281\sl-380\slmult0 \up0
\expndtw0\charscalex103 \ul0\nosupersub\cf23\f24\fs22
Videocasts\ul0\nosupersub\cf1\f2\fs22 (Video Podcasts) are video files
distributed in MPEG-4 format. Home-made \line \up0 \expndtw-1\charscalex100
videocasts are starting to appear through videocasting, available instantly
to the whole \line \up0 \expndtw-3\charscalex100 world. \par\pard\qj
\li1439\ri1234\sb281\sl-380\slmult0\fi0 \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf23\f24\fs22 Wikis\ul0\nosupersub\cf1\f2\fs22 are types of
websites that enable cooperation (open to the public or within a company \up0
\expndtw0\charscalex103 or group) by allowing people to freely edit all of its
content. The result is a publicly edited \up0 \expndtw-1\charscalex100 website,
with as little top-down control as possible. The best known wiki is Wikipedia.org,
an \up0 \expndtw-1\charscalex100 online encyclopedia that allows all registered
users to improve its articles. \par\pard\qj \li1439\ri1242\sb281\sl-380\slmult0
\up0 \expndtw-1\charscalex100 The first three of these new forms of media come with
a universal technology for distributing \up0 \expndtw0\charscalex100 content over
the Internet: RSS. RSS is a very important part of all three technologies, as it
\up0 \expndtw-3\charscalex100 allows consumers to literally subscribe to
content. \par\pard\qj \li1439\ri1237\sb281\sl-380\slmult0\fi0 \up0 \expndtw-
1\charscalex100 \ul0\nosupersub\cf23\f24\fs22 RSS\ul0\nosupersub\cf1\f2\fs22 (Rich
Site Summary or Really Simply Syndication) facilitates syndication of content.
By \up0 \expndtw-1\charscalex100 subscribing to an RSS feed, content will be
delivered automatically to the subscriber\u8217?s \up0 \expndtw0\charscalex102
computer, rather than him or her going out to a website to find it. This content
can be text \up0 \expndtw0\charscalex100 (weblog or news feed), audio (podcasts) or
video (videocasts). These feeds can we viewed \up0 \expndtw0\charscalex104 in so
called RSS readers, software (web based or stand alone) that receives these RSS
\up0 \expndtw-2\charscalex100 feeds, interprets them, and shows their content
either as articles or as multimedia. New uses \up0 \expndtw-2\charscalex100 for RSS
are being developed constantly and according to many, it will be the future
standard \up0 \expndtw-2\charscalex100 of distributing content on the Internet, in
the broadest sense. \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb170\sl-
276\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf7\f8\fs24 29

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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb248\sl-322\slmult0 \up0 \expndtw-12\charscalex95
\ul0\nosupersub\cf11\f12\fs28 Consequences \par\pard\qj \li1439\ri1232\sb331\sl-
380\slmult0 \up0 \expndtw0\charscalex103 \ul0\nosupersub\cf1\f2\fs22 Combinations
of these technologies are leading to a complete democratization of media. \up0
\expndtw0\charscalex100 Individuals find themselves with the same possibilities as
mayor newspapers, groups start \up0 \expndtw-2\charscalex100 weblogs that compete
with global content distributors, and online radio stations emerge. The \up0
\expndtw0\charscalex100 cost of broadcasting has never been so low.
Everybody with a PC and an Internet \up0 \expndtw0\charscalex104 connection
can not only access all \ul0\nosupersub\cf9\f10\fs22 traditional
\ul0\nosupersub\cf1\f2\fs22 media from all over the world, but also the \up0
\expndtw-1\charscalex100 micro-content added to the media landscape by individuals.
Millions of people have evolved \up0 \expndtw-3\charscalex100 from being mere media
consumers to being media producers as well. \par\pard\ql \li2159\sb0\sl-322\slmult0
\par\pard\ql\li2159\sb0\sl-322\slmult0 \par\pard\ql\li2159\sb0\sl-322\slmult0
\par\pard\ql\li2159\sb82\sl-322\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf13\f14\fs28 What is User Generated Content? \par\pard\qj
\li2159\ri1273\sb339\sl-346\slmult0 \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf22\f23\fs20 User Generated Content (UGC), also known as consumer-
generated media (CGM), refers to \line \up0 \expndtw0\charscalex100 any material
created and uploaded to the Internet by non-media professionals, whether it\u8217?s
a \line \up0 \expndtw0\charscalex100 comment left on Amazon.com, a
professional-quality video uploaded to YouTube, or a \line \up0 \expndtw-
1\charscalex100 student\u8217?s profile on Facebook. UGC has been around in one
form or another since the earliest \line \up0 \expndtw0\charscalex100 days of the
Internet itself. But in the past five years, thanks to the growing availability of
high-\line \up0 \expndtw0\charscalex103 speed Internet access and search
technology, it has become one of the dominant forms of \line \up0 \expndtw-
1\charscalex100 global media. It is currently one of the fastest growing forms of
content on the Internet. \par\pard\ql \li2159\sb0\sl-322\slmult0
\par\pard\ql\li2159\sb52\sl-322\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf13\f14\fs28 What is Social Media? \par\pard\qj
\li2159\ri1213\sb339\sl-346\slmult0 \up0 \expndtw-3\charscalex100
\ul0\nosupersub\cf22\f23\fs20 The promise of UGC is now being hyper-realized
with social media. Sites like MySpace, \line \up0 \expndtw0\charscalex100
Facebook, and You-Tube represent the convergence of user commentary with video,
photos, \line \up0 \expndtw0\charscalex100 and music sharing, all presented in a
simple, user-friendly format, allowing participation on a \line \up0 \expndtw-
2\charscalex100 mass scale. \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb116\sl-
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\expndtw0\charscalex85 \ul0\nosupersub\cf8\f9\fs72 MARKET RESEARCH \par\pard\ql
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\par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0
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\ul0\nosupersub\cf30\f31\fs28 Title \par\pard\ql \li1439\sb0\sl-253\slmult0
\par\pard\ql\li1439\sb202\sl-253\slmult0 \up0 \expndtw-3\charscalex100
\ul0\nosupersub\cf1\f2\fs22 A study on the effectiveness of Internet Advertising in
Mumbai \par\pard\ql \li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb88\sl-
322\slmult0 \up0 \expndtw-12\charscalex89 \ul0\nosupersub\cf10\f11\fs28 PURPOSE AND
SCOPE OF STUDY \par\pard\qj \li1439\ri1254\sb331\sl-380\slmult0 \up0 \expndtw-
1\charscalex100 \ul0\nosupersub\cf1\f2\fs22 Advertisers are expected to spend Rs.
22,500 million in internet advertising in the year 2009 \up0
\expndtw0\charscalex104 third only to TV and Print ads, which is around 5257% more
than that in the year 2004, \up0 \expndtw0\charscalex105 compound percentage
increase of 124% over the last 5 years. This is the new age of \up0 \expndtw-
3\charscalex100 advertising. \par\pard\qj \li1439\ri1243\sb281\sl-380\slmult0
\up0 \expndtw0\charscalex100 It is true that people have started realizing that
internet can serve as a one stop point for all \line \up0 \expndtw-2\charscalex100
their needs. Be it communication, entertainment, shopping, information
search, internet \line \up0 \expndtw0\charscalex100 serves as a panacea for all
their requirements. This has led 70% of the ever users to glue \line \up0
\expndtw0\charscalex108 themselves to the Internet and access it on a regular
basis. This is an opportunity for \line \up0 \expndtw0\charscalex102 advertisers to
exploit this revolution. But, is it the end of traditional advertising? Is internet
\line \up0 \expndtw0\charscalex100 advertising effective and efficient compared to
the traditional form?? Does it fulfill the basic \line \up0 \expndtw-
1\charscalex100 objectives of advertising \up0 \expndtw-1\charscalex100 (create
awareness, to generate sales, build positive image, \par\pard\ql
\li1439\sb105\sl-253\slmult0 \up0 \expndtw-3\charscalex100 etc\u8230?)???
\par\pard\qj \li1439\ri1257\sb303\sl-380\slmult0 \up0 \expndtw0\charscalex100 The
problem is that, volumes of consumers are online everyday for their personal work,
but \line \up0 \expndtw-2\charscalex100 do they notice the ads, banners etc.
displayed on that webpage, most important what is their \line \up0
\expndtw0\charscalex100 recall/remembrance value. What about the reach of online
advertising, is it effective across \line \up0 \expndtw0\charscalex100 over all
target groups? We have trusted traditional advertising all these years and
it\u8217?s a \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb270\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 31

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\par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\ri1250\sb347\sl-
380\slmult0 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs22 proven medium
that fulfills all the objectives of advertising, can one have the same trust for
\up0 \expndtw-3\charscalex100 online advertising\u8230? \par\pard\ql
\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-
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\li1799\sb0\sl-380\slmult0 \par\pard\qj\li1799\ri1251\sb11\sl-380\slmult0 \up0
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\up0 \expndtw-2\charscalex100 To find the effectiveness of internet advertising
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reliability of internet advertising (recall and remembrance) \par\pard\ql
\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb59\sl-322\slmult0 \up0 \expndtw-
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\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb136\sl-322\slmult0 \up0 \expndtw-
12\charscalex97 \ul0\nosupersub\cf30\f31\fs28 Research design \par\pard\ql
\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb182\sl-253\slmult0 \up0 \expndtw-
2\charscalex100 \ul0\nosupersub\cf1\f2\fs22 This is a descriptive research as it
will clarify the doubts about online advertising. \par\pard\qj
\li1439\ri1243\sb303\sl-380\slmult0 \up0 \expndtw0\charscalex106 It would give us a
clear picture on the effectiveness and reliability of online advertising \up0
\expndtw-3\charscalex100 compared to the traditional form of advertising.
\par\pard\ql \li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb66\sl-322\slmult0
\up0 \expndtw-8\charscalex100 \ul0\nosupersub\cf30\f31\fs28 Data collection
\par\pard\ql \li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb202\sl-253\slmult0
\up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Secondary data:
\ul0\nosupersub\cf1\f2\fs22 Online reports related to advertising \par\pard\ql
\li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb134\sl-253\slmult0 \up0 \expndtw-
2\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Primary
data:\ul0\nosupersub\cf1\f2\fs22 Questionnaire, Personal Interview, Interview with
Marketing Professional \par\pard\ql \li1439\sb0\sl-322\slmult0
\par\pard\ql\li1439\sb108\sl-322\slmult0 \up0 \expndtw-10\charscalex100
\ul0\nosupersub\cf30\f31\fs28 Sample universe \par\pard\ql \li1439\sb0\sl-
253\slmult0 \par\pard\ql\li1439\sb182\sl-253\slmult0 \up0 \expndtw-
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\li1799\ri2403\sb330\sl-420\slmult0 \up0 \expndtw-2\charscalex100
\ul0\nosupersub\cf1\f2\fs22 Sample should be a user of internet or should have
knowledge about internet \up0 \expndtw-3\charscalex100 50 numbers in all
\par\pard\ql \li1439\sb0\sl-253\slmult0 \par\pard\ql\li1439\sb125\sl-253\slmult0
\up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf23\f24\fs22 Sampling Technique:
\par\pard\qj \li1439\ri1247\sb303\sl-380\slmult0 \up0 \expndtw0\charscalex103
\ul0\nosupersub\cf1\f2\fs22 Judgmental Non Probability sampling can be used to
select the individual units for better \up0 \expndtw0\charscalex104 productivity of
the questionnaire. A well educated person may be able to reason out the \up0
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\ul0\nosupersub\cf12\f13\fs144 5 \par\pard\ql \li1439\sb0\sl-828\slmult0
\par\pard\ql\li1439\sb320\sl-828\slmult0 \up0 \expndtw0\charscalex87
\ul0\nosupersub\cf8\f9\fs72 FINDINGS AND ANALYSIS \par\pard\ql \li1439\sb0\sl-
322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb0\sl-
322\slmult0 \par\pard\ql\li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb202\sl-
322\slmult0 \up0 \expndtw-12\charscalex96 \ul0\nosupersub\cf10\f11\fs28 PART I
\par\pard\ql \li1439\sb0\sl-322\slmult0 \par\pard\ql\li1439\sb136\sl-322\slmult0
\up0 \expndtw-5\charscalex100 \ul0\nosupersub\cf30\f31\fs28 Attitude towards
Advertisements \par\pard\qj \li1439\sb0\sl-360\slmult0
\par\pard\qj\li1439\ri1236\sb7\sl-360\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs22 One can clearly make out that consumers perceive
advertisements as a source of \up0 \expndtw-3\charscalex100 information and
awareness, be it general or towards TV commercials. \par\pard\qj \li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
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1\charscalex100 Not many people find advertisements to be irritating, annoying or
waste of time. This clearly \up0 \expndtw-2\charscalex100 shows a positive attitude
toward them and hence is a good indication for marketers. \par\pard\ql
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\ul0\nosupersub\cf7\f8\fs24 33
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380\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs22 For television
commercials, around 70% of consumers had a positive perception towards \up0
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\par\pard\ql\li1439\sb66\sl-322\slmult0 \up0 \expndtw-7\charscalex100
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\ul0\nosupersub\cf1\f2\fs22 Influencers influence the decision making process of a
potential consumer. Influencers can \up0 \expndtw-2\charscalex100 be
advertisements, friends, relatives, third party or it can be self motivated
also. \par\pard\qj \li1439\ri1245\sb281\sl-380\slmult0 \up0 \expndtw0\charscalex100
In Mumbai (as the target market is Mumbai) we can infer that friends and relatives
are the \up0 \expndtw-3\charscalex100 major influencers behind decision making.
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d9}}}}}\pard\sb0\sl-240{\bkmkstart Pg35}{\bkmkend Pg35}\par\pard\qj \li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0
\par\pard\qj\li1439\ri1248\sb347\sl-380\slmult0 \up0 \expndtw-1\charscalex100
\ul0\nosupersub\cf1\f2\fs22 One can infer from the Geert Hofsted Cultural
Dimensions a possible reason for friends and \up0 \expndtw-3\charscalex100
relatives to be a major influencer. \par\pard\ql \li2159\sb0\sl-322\slmult0
\par\pard\ql\li2159\sb46\sl-322\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf13\f14\fs28 Geert Hofsted Cultural Dimensions \par\pard\qj
\li2159\sb0\sl-340\slmult0 \par\pard\qj\li2159\ri1273\sb24\sl-340\slmult0 \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf22\f23\fs20 Indian culture is
collectivistic. On the collectivist side, we find societies in which people from
\up0 \expndtw0\charscalex103 birth onwards are integrated into strong, cohesive in-
groups, often extended families (with \up0 \expndtw0\charscalex100 uncles, aunts
and grandparents) which continue protecting them in exchange for
\up0 \expndtw-2\charscalex100 unquestioning loyalty. \par\pard\qj
\li2159\ri1273\sb300\sl-340\slmult0\fi55 \up0 \expndtw-1\charscalex100 India is low
on Uncertainty Avoidance, i.e. the culture is more open to unstructured ideas
and \up0 \expndtw-1\charscalex100 situations. The population may have fewer rules
and regulations with which to attempt control \up0 \expndtw-1\charscalex100 of
every unknown and unexpected event or situation \par\pard\qj \li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0 \par\pard\qj\li1439\sb0\sl-
380\slmult0 \par\pard\qj\li1439\sb0\sl-380\slmult0
\par\pard\qj\li1439\ri1241\sb347\sl-380\slmult0 \up0 \expndtw0\charscalex104
\ul0\nosupersub\cf1\f2\fs22 The recommendation of someone else remains the most
trusted sources of information \up0 \expndtw0\charscalex100 when consumers decide
which products and services to buy. And even though new media \up0
\expndtw0\charscalex100 technologies are playing a role in \u8216?
globalizing\u8217? society, many purchasing decisions are still \up0 \expndtw-
3\charscalex100 based on firmly held national and cultural attitudes.
\par\pard\qj \li1439\ri1241\sb289\sl-370\slmult0 \up0 \expndtw0\charscalex104 Being
collectivistic, Indian consumers tend to trust the immediate group of people in the
\up0 \expndtw-1\charscalex100 decision making process. They are open to new
things, but advise, suggestions and \up0 \expndtw-3\charscalex100 comments of
friends and relatives hold more value. \par\pard\ql \li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb0\sl-276\slmult0 \par\pard\ql\li10202\sb0\sl-276\slmult0
\par\pard\ql\li10202\sb48\sl-276\slmult0 \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf7\f8\fs24 35
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