The Benefits and Costs Essay Sample

Successful organisations realize that companies desiring to be and make concern productively by supplying clients with the right merchandise. in the right clip. at the right topographic point with a good publicity is really importance


Goals of selling is to excite client. maximise consumer by run intoing customers’ demands and do them experience pleased with merchandises. after-sales services and following benefits of company. Furthermore. client satisfaction is footing for buying once more ; purchase more the same point or more expensive points and puting up trust. trueness for the trade name name and the manufacturer. This consequence is of import because it can take to increased gross revenues and higher net income. If clients are satisfied they may:

• Think this merchandise is the best and most suited for them • Don’t want to alter other trade names
• Use this merchandise for a long clip and stick to merchandise • Buy once more from the same provider
• Buy more of the same material. or more expensive materials • Become a loyal client of company
• Bring a stable turnover / net income for company
• Recommend to their friends about advantages of merchandise

Harmonizing to all this benefits. Canon Inc. Vietnam ever attach particular importance to client attention by opening two client service centres at Ho Chi Minh City and Ha Noi with the chief functions such as providing services before and after gross revenues. professional guarantee services and confer withing for clients. Mr. Mike Asao. Manager of Canon Singapore in Vietnam said: “Our end when puting up the service centres in Vietnam to go on to back up clients and add value for their merchandises. Meet the turning demands of consumers is ever a top precedence of us. ” ( World Wide Web. canon. com. vn )


It is far more expensive to change over a non-buyer ( purchase 0 merchandise ) into an occasional purchaser ( purchase 1 merchandise ) than to turn an occasional purchaser into a frequent purchaser ( purchase from 2 merchandises ) The company should hold a budget to keep a certain sum of clients or run for establishing new merchandises or signifiers of publicity. personal merchandising that non merely pass a batch of money but besides waste clip. Costss possibly affect some or all of following: • Ad

• Personal merchandising
• Initial price reductions
• Agent committee
• Physically transporting

Ad is a signifier of communicating which is paid to execute. Extra advertisement aimed at carrying or act uponing impact on purchasers. Ad messages can be sent to clients in many different media such as newspapers and magazines. wireless. telecasting. cyberspace …to present a new merchandise. convince clients to purchase a new one and derive high net income. Companies have to pass a batch of money for advertisement.

Personal merchandising is unwritten communicating with possible purchasers of a merchandise with the purpose of doing a sale. The personal merchandising may concentrate ab initio on developing a relationship with the possible purchaser. but will ever finally stop with an effort to “close the sale” . The chief disadvantage of personal merchandising is the cost of using a gross revenues force. Gross saless people are expensive. In add-on to the basic wage bundle. a concern needs to supply inducements to accomplish gross revenues ( typically this is based on committee and/or bonus agreements ) and the equipment to do gross revenues calls ( auto. travel and subsistence costs. nomadic phone etc )

Initial price reductions are used to cut down the per centum of money for the mercantile establishments. stores or clients that buy a big sum of goods. It helps to promote purchasing or paying hard currency straight.

The companies need agents to sale their merchandises and have to pay them a committee on whatever gross revenues they make

Transporting between the markets besides take a considerable cost. The cost of physically transporting goods is estimated every bit high as approximately 25 % of the cost of a merchandise.

Almost organisations are utilizing these methods to selling and Canon Inc. is no exclusion

5 – What are the micro and macro environment factors and the effects on Canon’s selling determinations?

The selling environment gathers agents and refers the forces outside of selling that consequence selling direction ability to construct and keep successful relationships with mark clients. The selling environment including both the micro environment and the macro environment

The micro environment

The micro environment consists of factors that affect straight to an organisation and its activities in relation to a specific market and any internal facets of the organisation such as: clients. rivals. providers and mediators.

The chart above describes the indispensable factors of micro environment.

( Suppliers is concerns or organisations that supply the input elements of industry procedure such as machines. equipments. natural stuffs. fuel. work force. finance and so on for the companies and every bit good as the rivals. The providers play an of import function in the production line ; taking a right provider will be related to monetary value. quality of merchandise and the regular class of production as good. Canon Vietnam Co. Ltd. has four big fabricating mills in Hanoi. Bac Ninh and Hung Yen so it is indispensable to happen the suited constituent providers that can run into the rigorous demands of company. Mr. Sachio Kageyama. general manager of Canon Vietnam said: “ Canon has found 90 local providers. a figure is considered compared with seven Vietnam providers in 2001. However. the sums of constituents from these providers merely fulfill 37 % of company’s demands. about units are valuable and non demanding high technique. Canon has to import the balance from China ( 40 % ) . Singapore. and Thailand… We have non found Vietnam providers for some merchandises necessitating an high truth such as circuit boards. motors. metal mold …Many foreign investors follow Canon to Vietnam. but that is non enough” ( hypertext transfer protocol: //www. shtp. hochiminhcity. gov. vn/webshtp/tintuc/default_opennew. aspx? news_id=1210 )

( The mediators possibly are marketing bureaus who help to happen the right markets. right consumers and present the method to near this market. The mediators are besides the jobbers. retail merchants. and agents. The concerns need to utilize the mediators because they can vouch and make many good conditions for clients such as topographic points. clip and process during the procedure of buying points. There are many advantages for hive awaying goods. every bit good as fulfilling clients whenever they need. They besides make many easy conditions to cover a contract. deliver and conveyance merchandises for clients. If an endeavor undertakes all of intermediaries’ work the cost will be highly big and the hazard of capital will be greater. Canon Vietnam Co. Ltd. has 300 authorized service spouses in Vietnam that assume to administer the Canon merchandises throughout state.

( A client is the buyer of a merchandise or service. Every individual who enters the concern is a possible client in the hereafter. Even though they may non purchase something today. they may purchase something tomorrow so the company should esteem and fulfill them in the best manner. The clients non merely purchase merchandises of one endeavor but besides purchase of the others hence happening out the customer’s demands and seeking to serve them are the taking mission of each company. There is much different sort of clients with assorted behaviours. The clients buy merchandises for their household. friends. company. gross revenues and themselves. The customer’s demand and preference ever change over clip and infinite so the concern should foretell the factors taking to this alteration and gimmick consuming tendencies. Canon Inc. has captured the changing and produced points which are suited for many different clients in Vietnam and other states. For illustration: the Vietnamese immature people who like the hi-tech merchandises with high serviceability. attractive colourss. fashionable design. convenience. good quality and particularly low monetary value

( Any concerns besides trade in a competitory environment. The concerns should cognize clearly about their markets that they are taking and the rivals in this market. The rivals are non merely enterprises making the same merchandises but in the others. Any organisations that sell merchandises associating to your merchandises or these merchandises attract your possible clients that are your rivals. • The rivals of different industries

• The competition between rivals in the same industry • The competition between different trade name name
The company should acquire the information about their rivals that will guarantee you have a good place in the market. First. happening out the competitors’ activities help to do a right selling determination to last and develop. In add-on. cognizing what the rivals are making in concern. the company can be certain monetary values are competitory. selling schemes are suited and the merchandises attract clients plenty. Second. researching who are company’s rivals and understanding the difference between concerns that help the company attempt to actuate continuously about quality. packaging and following benefits. If the company want to success in their ain concern the merchandises must be different from the same sort of merchandises or have a salient characteristics compared with the others. When a new concern enters the market they will convey new engineerings. new selling attack and invention in their merchandises. Any factors will significantly impact to your company.

As a consequence. this competition will assist the companies grow together and it besides expects the houses must convey out new efficient selling methods and survey to restitute merchandises. Furthermore the clients for themselves ever search to a better pick and they purchase less when there are excessively few options therefore the competition between challengers make great advantages for clients in monetary values. quality. picks and other benefits. In Vietnam. Canon Inc. have rigorous competitions in the hi-tech industry to busy the market portion. The competition from the other companies such as Nikon. Sony. Samsung. and Kodak …occurs drastically everyday. they continuously launch new merchandises with new engineerings and more attractive. Therefore. Canon has to do the intelligent determinations for their goods which offer users non merely convenience. high quality and versatility but besides a alone life style.

( Interest groups are a group or organisation that attention about activities of a concern and affect to accomplish the business’ aims. There are different involvement groups:
• Financial group
• Interest group in media communicating
• Interest group of authorities
• Local communities
• Internal communities

The macro environment

The macro environment includes four key constituents: political / legal. economic. societal / cultural and technological ( PEST factors ) that influence an organisation in broad range and indirect control. The market or environment continuously altering and the company have to be able to accommodate. These factors affect to the organisation determination devising. its schemes and besides merchandise development but that are outside the company’s control so the concern have to research and observe to do timely responses. The consequence of macro environment to company’s selling public presentations that are identified by the chart below [ movie ]

The political factors include:
• Tax policy
• Employment Torahs
• Environmental ordinances
• Trade limitations and duty
• Political stableness
( The political forces are the most of import factor act uponing well on local concerns or foreign concerns that want to establish new merchandises in a state. The institutional. legal factors non merely make the advantages and chances for organisation but besides threaten the viability and growing of a concern. When trading on a new authorities. the organisations will be required to obey the Torahs in this country. The policies can impact straight to merchandise monetary value and selling programs.

( The stabilizing in a political environment of a state is one of the first elements considered by foreign investors. Institutions have a high stabilizing can make good conditions for concern and in the contrast a state is insecure and frequently happening struggle. crisis that will hold inauspicious effects to businesses’ activities on its district. Vietnam was honored as one of the most peaceable states in the universe at the Global Conference of the Peaceful Nations that was organized in Washington. America from 1st to Nov 3rd 2009. Vietnam maintain the peace through by developing the state in all Fieldss. particularly economic system and bettering people‘s life criterion. life status ( hypertext transfer protocol: //www. vnexpress. net/GL/The-gioi/2009/11/3BA1541C/ ) . Vietnam continues to keep the stabilisation of macro-economic policies to pull investing and make the trust of investors to authorities concern policies that is one of the nucleus issues for Canon Inc. decides to put and construct mills in Vietnam. ( hypertext transfer protocol: //www. mofa. gov. vn/vi/nr040807104143/nr040807105039/ns080125095946? b_start: int=10 )

Vietnam is a socialism state which has a assorted economic system runing under the market mechanism and province intercession. The assorted economic system system guarantee the just. equal competition. warrant the customer‘s involvements and besides protect the societal benefits. ( The authorities promulgated a batch of Torahs. regulations. and edicts such as: Corporation jurisprudence. Business jurisprudence. Investment jurisprudence. Banking jurisprudence. Commercial jurisprudence. Tax jurisprudence. Labor jurisprudence. Antidumping law… ( The authorities policies: Fiscal policy. Monetary policy. Salary policy. Income policy. Export/ Import policy. Commercial policy… . All the Torahs and policies have immense influences on activities of concern. Tax jurisprudence includes export/import revenue enhancement. turnover revenue enhancement. concern income revenue enhancement. value-added revenue enhancement ( VAT ) …effect straight to turnover and net income of concern.

The economic forces consist of factors that impact to buying power and outgo construction:
• Economic growing
• Interest rates
• Exchange rates
• Inflation rates
Analyzing the economic factors will assist organisation to place the clients and make up one’s mind investing scheme for each industry or sector. For case: economic state of affairs development will do people’s income addition and impact their buying behaviour. There are decrease per centum of paying for nutrients and a stable rate for disbursement on house. subsistence disbursal while people spend much for apparels. conveyance. amusement. health care and instruction. In Vietnam. when people’s income rise there are different things by geographics part. the people in the North like planing house and purchasing place furniture compared with the South involvement in nutrients more.

( Presently the universe economic system is bit by bit rehabilitating ; growing velocity of Vietnam GDP is the highest in Asian ( respected by the terminal of 2009. addition from 5 % to 5. 5 % ) . This consequence is influenced by financial policy and pecuniary policy to back up concerns and promote economic sciences through by diminishing concern income revenue enhancement and helping involvement rates ( 4 % in a long term ) for production and concern to get the better of troubles. lower merchandise cost. and increase fight in the market Government has the policies to go on to back up policies. excite practical support to both reconstruct growing and advance economic restructuring ; the concerns have to accommodate bit by bit with market involvement rates dominate high rising prices. ( hypertext transfer protocol: //vovnews. vn/Home/Uu-tien-ngan-chan-lam-phat-phuc-hoi-tang-truong/200911/127095. vov )

( In each state. society will determine the peculiar civilization. life style. and views life. The civilization of different states. countries will govern to customer’s purchasing behaviour and selling schemes. Researching the different between societal environments will assist company to happen the suited selling workss and have a right mode in commercial dealing. In the tendencies of planetary integrating. the sellers have to get the better of the cultural barriers such as point of view. linguistic communication. and custom…to satisfy customer’s needs in different markets ( design merchandise. advertising… ) without taking hazard of cultural differences. For illustration: Canon Inc. . a foreign company. which wants to establish a new camera in Vietnam by a countrywide advertisement run anticipating the company must cognize clearly about Vietnamese civilization. tradition and consciousness of beauty to hold appropriate selling. Vietnamese most similar colorful and bright things and esteem household values so that the advertizement of a digital camera with a batch of beautiful exposures of a happy household will be welcomed more than images of sexy misss.

( Science and engineering have created the thaumaturgy for human life. particularly for hi-tech industry. the engineering plays a immense function in making new merchandises. The development of scientific discipline and engineering contribute to alter people’s lives. the proficient advancement highly fast and impact to better quality. design of merchandises. The invention of engineering besides makes a competitory force per unit area for all companies in the market. They should put earnestly for researching and developing their merchandises if they want to last and vie with the other companies. Therefore. in order to guarantee continued sound growing. Canon strives to heighten its research capablenesss with new engineering and research new concern spheres. Consequently. the company established the Leading-Edge Technology Research Center. an R & A ; D base at its central offices in Shimomaruko. Tokyo. fiting the installation with bunch computing machines. microscopes back uping nano-level observation. and other state-of-the-art equipment.

The Center supports the research of cutting-edge engineerings for shows. intelligent image processing. health care. and nanotechnology. ( hypertext transfer protocol: //www. canon. com/technology/canon_tech/category/future. hypertext markup language ) The revolution of engineering is doing merchandise life rhythm shorten. exceptional the digital merchandises ( cameras. Mobiles. telecastings and so on ) . Previously the merchandise life rhythm is measured by twelvemonth but nowadays it is counted in several months. As a consequence. the consumers will profit most from these accomplishments of scientific discipline – engineering. They have many picks between different merchandises which are the most suited for their income. gustatory sensation and demands but the clients may be experiencing rearward after purchasing a merchandise and holding new merchandises with higher engineerings next few months. Consequently. the clients will be confused to make up one’s mind to buy an point

6 – What is market cleavage and the benefits or restrictions of each method?

Market cleavage is “the subdividing of a market into distinguishable and increasing homogenous subgroups of clients. where any subgroup can conceivably be selected as a mark market to be met with a distinguishable selling mix”

Market cleavage is like a tool which helps the companies divide the possible markets into little client groups that have the homogenous demands. behaviour. consumer wonts. It besides help the concern choose the right markets expeditiously. Market is segmented by following methods:

• Geographic part. urban. suburban. population denseness • Demographic: age. sex. matrimonial position. socio-economic position. societal category. instruction. • Psychographic: life style. personality. self-image. value perceptual experiences. motivations • Behavioral: use rate & A ; volume. juncture when used. trade name trueness. benefits sought.

There are several methods to section markets. Canon has used different ways to divide and near the mark market. Markets are segmented by geographic range: foreign market. domestic market. part. metropolis. country… . This is the popular method because the difference of consumer’s demands in each country is separated by boundary line line. local civilization. local character. economic. Canon based on the assortment of customer’s demands in Ho Chi Minh City and Hanoi. two big metropoliss with a heavy population to establish different selling programs for each merchandise

The company can utilize demographic method to section the market such as:

( Age: customer’s demands are really different in each age. Adolescents like colourful things with stylish designs while the seniors who like merely plan with impersonal or dark colourss.

( Sexual activity: the company should hold on the outgo behaviours and personal gustatory sensation between male and female. For illustration: the males are attracted by hi-tech specification. pertinence. lastingness and strong designs of merchandises and they are willing to pass a batch of money for their favourite materials ; compared with the females ever like something look so cunning and beautiful visual aspect.

( Income: it is an of import factor to section the market. Obviously. the clients who have different income will hold different concerns. outgo behaviours. For this ground. the company should make merchandise lines that are suited for clients have high or low income.

( The company besides can sort clients harmonizing to circumstance when used and benefits sought. The clients will be section into groups such as people buying for their office. their household or for offering as a gift. The concern demand to analyse the benefits that client are seeking and give them the undermentioned services. For case: Canon pressman merchandise line SELPHY ES3 & A ; ES30 possess good looking forms that best tantrum in place inside and have been designed for portability with freshly designed transporting grip. The another pressman line Laser Printer LBP3250 and the colour optical maser pressman LBP5050 are best suited for place and little offices. with better characteristics and quicker printouts while guaranting both quality and measure.

Nowadays. the organisations realize that they can non near all the clients in the market. There are a immense figure of clients who live in different countries and have varied wants. demands. In add-on. the company has limited possibilities to run into all of them so the selling cleavage is really of import for company to find their possible market expeditiously and productively.

The benefits of marketing cleavage:
• Improved client dealingss
• Accurate selling mix
• Resource allotment
• Competitor analysis
• Strategic selling planning

The restriction of cleavage
• Increasing cost of selling.
• Geting hard to choose the best method for marketing cleavage. • Geting hard to gauge how appropriately or widely to section. • Being attracted to markets that the company is non able to fulfill

7 – The factors which will act upon the pick of the aiming schemes for the company’s merchandises

A mark market is a market or section selected for particular attending by an organisation ( perchance served with a distinguishable selling mix ) There are 3 policies of aiming schemes an organisation can use • Undifferentiated selling

• Concentrated selling
• Differentiated selling

( Undifferentiated selling is to merchandise a individual merchandise and hop to acquire as many clients as possible to purchase it ; cleavage is ignored wholly. This is sometimes called mass selling.

When utilizing this option. the company decides to disregard the difference of marketing cleavage and seek to carry through a immense sum of client. The company makes a peculiar merchandise with a common selling scheme and an purpose to pull full market. This method has advantages to salvage money for marketing research. diversifying merchandise lines. advertising… and besides have a big figure of clients in whole market. However. foremost the concern can acquire a problem how to make a merchandise which satisfies all clients Second. if all concerns put the uniform selling into pattern they will disregard the other smaller markets taking to inefficient selling.

( Concentrated selling: the company attempts to merchandise the ideal merchandise for a individual section of the market. In the instance of concentrated marketing the manufacturers will choose one of the market sections and concentrate all their attempts for that market. The organisation can cognize clearly about the customer’s wants. demands and concentrate on happening a extremely specific market so the company place will be better in a high rank. By contrast. the major disadvantage of concentrated selling is the concern evidently base on a individual section of a individual market. It is so unsafe because if the market fluctuates it besides will act upon the company instantly and the concern can disregard the other trading occasions.

( Differentiated selling: the company effort to present several merchandise versions. each aimed at a different market section.

The organisation will diversify their merchandises by attack to different market sections and apply assorted selling schemes for each mark group. Choosing this option will assist the concern to run into their different sort of customer’s demands. widen their market and increase gross revenues. However when utilizing this method the company have to pass more money for selling activities and bring forthing ( more merchandise design. publicity cost. researching to make new merchandises cost and so on )

The company should choose a best suited scheme to put productively that will depend on many factors

1. Resources and aims of the concern

It all depend on the finance. work force. direction ability and selling activities of company to take the right method. The little concern should follow the concentrated selling to cut down competition of other company and merely concentrate on possible clients. The big company which has wide extent and strong resource normally applies the uniform selling and differentiated selling.

2. Diversification of merchandise and market

The company usage differentiated selling required to merchandise different merchandise lines taking to many sort of clients who have unlike demands. income. life style. societal position… so that the clients will hold many picks and be satisfied in different ways. The company must follow the selling cleavage factors to apportion the market

3. Product life rhythm

The profitableness and gross revenues place of merchandise can be expected to alter over clip that require company have appropriate schemes following each phases of life rhythm ( debut. growing. adulthood. diminution )

4. Marketing scheme of rivals

The concern should cognize information about rivals and research their competitory program and ability of challenger to give suited selling decides.

Canon Inc. has decided to develop their mark market harmonizing to the differentiated selling. The company merchandise many merchandise lines that is suited for different sort of clients and they sale the merchandises on over the universe. For illustration: Canon has assorted digital camera lines for amateur. professional lensmans or high-income and low-income clients. They aim to all of clients and seek to fulfill all their demands.

8 – What are purchaser behaviours and the effects to selling activities?

Customer purchasing behaviour can be defined as. “the determination procedures and Acts of the Apostless of persons involved in purchasing and utilizing merchandises or services” The concern frequently research the client behaviour to understand the personality. demands. habits… and all the outside elements that direct or indirect affect to the client behaviour. The purchasing behaviour of clients in Ho Chi Minh City and Hanoi will hold the differences and it is influenced by following factors: • Cultural

• Social
• Personal
• Psychological

( The cultural factors including:
• Beliefs
• Customss
• Language
• Religion
• Education

The civilization is formed and improved over many coevalss. It is the basic factor and deep consequence to customer’s demanding and behaviour. Each civilization of a state consists of different subculture: cultural beginning. race. faith. geographics. life manner. life environment. beliefs. imposts. gustatory sensation. and attitude. The civilization influences profoundly to client gustatory sensation. behaviour. taking to buy the merchandises. In order to cognize customer’s needs the seller should analyse. separate the several of client civilization and the response to their merchandises.

For illustration: Vietnamese in HCM metropolis and Hanoi have their ain shopping sentiment and usage. The consumers in HCM metropolis work difficult and bask their life at the present while the people in Hanoi unrecorded and salvage money for the hereafter. Peoples said: “The Hanoi people earn 10 coins. merely spend 1 compared with the people live in HCM metropolis that earn 10 but spend 11” . This statement describes the difference from purchasing behaviour between two parts.

( The societal factors include:
• Reference group
• Family
• Social function & A ; position

The mention groups is groups “with which an person identifies so much that he or she takes on many of the values. attitudes or behaviours of group members”

• Primary rank groups: household. friends. neighbours. work colleagues… who are familiar or have an interaction straight with the clients • Secondary rank groups: trade brotherhood. spiritual groups and professional societies that tend to be more formal and less interaction than the primary groups • Aspirational groups: an person who want to be a member belongs to • Dissociative groups: whose valures and behavior the single culls

The mention groups frequently impact to the point of position. attitude. life style and consumer behaviour of a individual. For illustration: Consumers in Hanoi listen to the remarks of friends. household and influenced by the sentiments of others and by the biass of society while consumers in Ho Chi Minh less interested in the sentiments of others and non follow by bulk

Another major societal influence is the household. Members of the household are the most influential mention group. There are chief types of household:

• The household orientation: grandparent. parent. kids • Procreation household: hubby. married woman and kids. This is the of import group in buying determination and the members have different dominated functions in each sort of merchandises such as:

¦ Husband dominated: life insurance. autos and telecasting ¦ Wife dominated: lavation machines. rugs. kitchenware and non living- room furniture ¦ Equal: living-room furniture. vacations. lodging and amusement.

For case: the married woman will set about shopping nutrients and other materials for household but the hubby will maintain the strong function in purchasing a new camera or engineering things because of his cognition. experience about this hi-tech merchandises.

Peoples can affect in many groups – household. nines. and organisations. Position of the individual in each group can be determined based on the function and position of them. The societal function and position can impact to their purchasing behaviour. The people have a high societal category that tendency to purchase luxury merchandises stand foring for their place.

( The personal factors include:
• Age
• Occupation
• Economic circumstance
• Lifestyle

The personal factors affect straight to the purchasing determination of client. In different phase of ages. the demands and behaviour of people are besides different and the concerns depend on it to be after marketing schemes for each age.

There is relevancy between business and economic circumstance. The seller can section the client into little groups with assorted occupations and income to establish the suited merchandises. For illustration: Canon has two merchandise pressman lines SELPHY ES3 & A ; ES30 with different monetary values and maps to fulfill many clients who have different demands and income.

A person’s life style is a manner of life that expressed by their activities. mode. behaviour. personal sentiment. They impact to the manner of buying. For case: Hanoi people enjoyed the high quality merchandise / trade name goods. They are attracted by easy merchandises. particularly high-value merchandises such as nomadic phones or cosmetics. They are willing to pay high monetary values for high quality merchandises. Meanwhile. consumers in the Ho Chi Minh who tend to “buy fast” – they will purchase what they need at that clip. They will merely pass money for things they need instead than purchase to demo off with people. they like to pass money to purchase more merchandises indispensable.

( Psychological factors include:
• Motivation: an interior province that energizes. activates or moves. that directs or channels behavior towards ends • Percept: the motive promote people act but human act depend on the perceptual experience of universe • Learning: as a consequence of analyzing procedure and sum uping experience about life • Beliefs: customers’ beliefs about a trade name name. company image is really of import for the concern • Attitudes: measuring the merchandises is bad or good will impact to the purchasing determination of clients. As a consequence. through analysing the factors influence to the client behavior the company can place the differences between two faiths and plan the suited selling schemes for their concern.


The study analyzes and identifies the basic construct for doing selling schemes before establishing a new merchandise to the market ; and it can be a mention papers for the concern.

HNC/HND Marketing Supporting Foundation Degrees-Course book ( 1st Edition ) London: BBP Professional Education

Marketing Principle and Practice ( 4th Edition ) Singapore: Tyndale Education Group Pte Ltd

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hypertext transfer protocol: //www. mofa. gov. vn/vi/nr040807104143/nr040807105039/ns080125095946? b_start: int=10 ( Nov. 30th 2009 )

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hypertext transfer protocol: //www. canon. com/technology/canon_tech/category/future. hypertext markup language ( Dec. 4th 2009 ) hypertext transfer protocol: //www. learnmarketing. net/pestanalysis. htm ( Dec. 6th 2009 ) hypertext transfer protocol: //www. saga. vn/Marketing/Phantichvadubao/2926. saga ( Dec. 7th 2009 ) hypertext transfer protocol: //www. techmartvietnam. vn/news/internally/200812026379217675/tmnews_view ( Dec. 11st 2009 ) hypertext transfer protocol: //www. bmg. edu. vn/forum/showthread. php? p=325 ( Dec. 11st 2009 )

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