IES471 IESE Geo-location and local digital marketing

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Question Description

  • Submit 2 paragraphs of reflection on what you have learned from each case study
  • The goal of this assignment is to give you an opportunity to reflect on how the learnings in the case study apply to either the course lecture and/or a situation described in the case study.

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IES471 MN-383-E May 2014 Geolocation and Local Digital Marketing One of the most common goals of advertising investment in the media (television, general interest magazines, radio, etc.) is to increase brand recognition. However, this investment may be less effective in turning a consumer’s purchase intention into an actual transaction at the point of sale. It is precisely in this final stage of the purchase process where what we call “local digital marketing” plays a very important role. What Is the Goal of Local Digital Marketing? To state it simply, the goal is to contact potential clients who are close to our stores by sending personalized messages encouraging them to make a purchase. The goal is to avoid our messages being diluted, making sure they reach the right person at the right time. The graph below shows the typical hierarchy of effects model in marketing. Marketing professionals must make sure their target audience is familiar with the brand, that the brand sparks enough interest to be taken into consideration, and that it is preferred over other brands so that, finally, it will be purchased. Local digital marketing acts during the final stages of the purchase cycle. Influence of the Local Web on the Purchase Cycle Purchase cycle Knowledge Interest Consideration Preference Purchase Sphere of influence for local marketing Source: Own elaboration. This technical note was prepared by Luis Ferrándiz and Rosa Fernández-Velilla, Digital Business Consultants, and Professor Julián Villanueva. May 2014. Copyright © 2014 IESE. This translation copyright © 2014 IESE. To order copies contact IESE Publishing via Alternatively, write to, send a fax to +34 932 534 343 or call +34 932 536 558. No part of this publication may be reproduced, stored in a retrieval system, used in a spreadsheet, or transmitted in any form or by any means – electronic, mechanical, photocopying, recording, or otherwise – without the permission of IESE. Last edited: 7/3/14 1 This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. MN-383-E Geolocation and Local Digital Marketing Digital technology has furnished brands with a plethora of tools for communicating and interacting with potential buyers who are close to making a purchase. What is more, the penetration and use of smartphones, which has overtaken television in many countries, means that the idea of prime time, limited to a certain time bracket, no longer makes sense for many businesses. The prime time for a tourist looking for a restaurant near Fifth Avenue, between one shopping stop and the next, is at that very moment. Today, brands can reach out to that customer in more ways, and maybe even through a more affordable investment. According to some studies, smartphone users check their devices around 150 times a day, and sometimes they are looking for local information. How can brands take advantage of these opportunities that consumers provide? Implicit in many of these tools is the concept of geotargeting. It consists, first, of identifying users’ geographic location (using their IP, by GPS or by other means), and then sending targeted content (such as an advertisement, a website or a promotion) based on that location. The purpose of this technical note is to raise executives’ awareness of the importance of good local digital marketing. Obviously, this is especially important for businesses like retailers, restaurants and others whose potential customers carry out local searches. We will briefly examine some of the benefits of local digital marketing and then look at its different methods in depth. Finally, we will provide some advice on how to launch local digital marketing campaigns. The Benefits of a Local Digital Marketing Strategy Generally speaking, it is worth using a local digital marketing strategy when you want to: Optimize the local impact of advertising investments. The goal is to close the circle at the crucial moment of sale and to be more effective with our domestic advertising investment by directing it toward capturing clients in the outlet itself. Gain the loyalty of our distributors/retailers (or other intermediaries), who see that the brand has the potential to bring clients into their establishments in a direct way. Successfully respond to consumers’ rising need for local information (an increasingly high percentage of Google searches have a local component) and to provide them with more personalized, useful information. Optimize an organic presence in search engine results (SEO) since search engines are placing increasing importance on geolocation. 2 IESE Business School-University of Navarra This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. Geolocation and Local Digital Marketing MN-383-E What Channels Are Included in the Local Digital Marketing Ecosystem? Local digital marketing is made up of various interrelated channels. Below is a diagram of these channels and an explanation of the most important ones. Local websites INFORMATION Local SEO Offers Local digital marketing Recommendations Social networks Advertising and alerts Geolocation services Source: Own elaboration. 1. Local Websites This involves accessing a brand’s website in a personalized way, depending on a person’s location at any given time. For example: Dunkin’ Donuts changed its entire digital strategy in order to respond to the local market, replacing a single national website with different websites adapted to each location. Consumers can enter their zip code or use the GPS on their cell phones to get information on opening hours for the closest stores, local promotions or other important information about their favorite Dunkin’ Donuts shop. In this sense, one curious function that shows the power of this kind of local marketing is the “Trip Planner”; users who are planning a trip can enter their starting point and destination and the application will calculate a route to include the closest Dunkin’ Donuts. IESE Business School-University of Navarra 3 This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. MN-383-E Geolocation and Local Digital Marketing Source: 2. Local Searches Local searches are increasingly common among users. Google estimates that 20% of searches on Google are related to location, and 56% of mobile phones users use their browser for local searches; as such, the results are tailored to each user’s location and prioritized through the use of lists. For example, if you search for “restaurant Madrid” but your location is Barcelona, the result is the following: Source: Google screenshot, April 2014. 4 IESE Business School-University of Navarra This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. Geolocation and Local Digital Marketing MN-383-E Whereas if you search for “restaurant” and your location is Barcelona, the results will be the following: Source: Google screenshot, April 2014. In the first case, there are a large number of sponsored links (SEM), but in the second there are not. If the user clicks on “Botafumeiro,” Google shows its location on a map, along with photos, a 360° virtual view of the interior (Business View service), reviews and other information on the establishment, as well as similar restaurants. Some of this information has been supplied by the retailer via the free Google Places application, which is highly useful for physical retailers and is now integrated into the Google+ social network. Additionally, the Google Maps application provides “inside maps” for many large buildings, which lets users use their smartphones to find the different sections in a mall or museum, for example. Therefore, brands have to implement SEO strategies in order to appear at the top in local searches, and these should be complemented by their nationwide SEO strategy. We should keep in mind the importance of the local component in SEM campaigns; for example, Google AdWords lets companies conduct campaigns targeted at a specific location.1 Likewise, companies need to complete their online information and keep it updated, either in Google Places or on their own websites. In the same vein, and because of the rising importance of mobile devices, it is a good idea for local websites to be mobile friendly. 1 For further information, see the following article:, accessed April 2014. IESE Business School-University of Navarra 5 This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. MN-383-E Geolocation and Local Digital Marketing 3. Local Deals Local deals pages, also called “daily deals” (like the well-known website Groupon), are portals that offer exclusive discounts organized by city. Among the discounts offered, users can choose between going to dinner, relaxing in a spa, whitening their teeth, etc., all with discounts ranging from 50% to 80%. Each discount has to be picked up by a minimum number of people and is available on the website for a period of 24 hours. Using group buys, these sites can ensure truly attractive prices for all their users. For business owners, these portals offer a different kind of marketing. For example, Groupon does not charge a fee for these promotions; instead, the company earns a commission for each product or service sold. This commission tends to be high. That is why many companies view this model as a marketing investment (awareness) more than as a business transaction, although there is some skepticism regarding whether these clients will be loyal to the brand and whether long-term relationships will be established. What is clear is that these models are not a good fit for all businesses. According to Professor Sunil Gupta and his coauthors,2 the factors that most influence the ROI on this kind of coupon are the sales margin, the percentage of previous clients who redeem the coupon, the volume of up-selling at the moment of purchase and future visits by these new clients. Another way of encouraging geolocation is by channeling promotions directly to clients via coupon aggregators, such as RetailMeNot. The pictures below show an example of a special offer from JCPenney. All users need to do is save the coupon and redeem it at the store. Source: Screenshot of the RetailMeNot application and JCPenney, April 2014. 2 “Are Daily Deals Good for Merchants?” Harvard Business School note, 9-513-059. 6 IESE Business School-University of Navarra This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. Geolocation and Local Digital Marketing Whether or not it is worthwhile to engage in this kind of local promotion depends on the basic principle of price discrimination, i.e., understanding that clients have different price thresholds above which they are unwilling to buy. Therefore, in an “ideal” world, each client would be charged the price that he or she is willing to pay. Many believe that users who take advantage of these promotions the most are the ones who are the most price-sensitive, whereas less price-sensitive consumers do not take the time to seek them out. On the other hand, promotions can be made only for certain places or establishments where a higher customer flow is needed. However, a problem can arise when too many of these promotions accustom clients to buying only when there are special offers, or they only attract buyers who are more at ease in an online environment and looking for an Internet promotion before going shopping becomes a routine in their shopping cycle. MN-383-E problem 4. Social Networks With regard to Facebook, unquestionably the social network with the greatest penetration to date, it is important to bear in mind the local component in the social network strategy, from the standpoint of both the strategy of fostering a relationship through Fan Pages and advertising using Facebook Ads (sponsored ads on Facebook): When getting a user to engage with the brand on a Facebook page, it often makes more sense to respond locally, since this is the natural place where interaction with the consumer takes place (for example, complaints tend to be more local than global). This is the strategy that Walmart has used on its Facebook fan page, where it has an application called “My Local Walmart.” With this application, users can check local information on each store, such as current promotions or information on new products. The goal is to generate conversations with the store’s community of clients. When advertising your brand on Facebook, it may make sense to segment based on location. Facebook ads tend to have many goals, including impacting a high number of users, getting more followers, channeling users to the homepage, getting users to install an application, or getting them to register for an event or request a deal or discount. Geolocation is also possible on other social networks, as is the case with promotional tweets on Twitter, for example. One interesting case is Chegg, a company that helps students find second-hand textbooks, financial aid or jobs. Its model is highly seasonal, and it tends to have a higher number of visits at specific times during the year. In January 2014, they decided to post the tweet “Brr it’s cold. How about free shipping on your textbooks to warm ya up?”3 while ensuring that the tweet was only sent out to those users located in the areas of the United States with the coldest temperatures at that moment. The results were surprising in comparison with other campaigns: 13,000 purchases by the impacted users and a CPA (cost per acquisition) of $4.4 3;, accessed April 2014. 4, accessed April 2014. IESE Business School-University of Navarra 7 This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. MN-383-E Geolocation and Local Digital Marketing 5. Location-Based Services Location-based services (LBS) provide users with personalized services based on their geolocation. In some cases, the way these services work is based on check-ins. When users reach a given location, they check in with their cell phone (i.e., they open the specific application and push the button indicating they are there). The GPS or Wi-Fi system locates the user and determines where they are and then provides them with the option of selecting an existing location or creating a new one. Among other things, these check-ins allow brands to know who is in their store; they can then use this information for commercial purposes in many ways: to offer a promotion when the customer checks in, to provide specific information that can help the user with their purchase decision, etc. Brands can also use check-ins for more advanced purposes, such as asking users about their satisfaction with the product or service, or asking them to make a recommendation in the application. The most well-known of these applications is Foursquare, but there are many others, such as Nike+ Running or Runtastic, which are sports related and quite popular. Some of these applications are synchronized with a wearable device (for example, a bracelet that measures heart rate). There are also companies that develop their own geolocation applications. One example is the Starbucks app, which can be used to find the closest Starbucks, look for information on a specific establishment, monitor the status of a Starbucks card account, treat a friend to a coffee, or even make a payment. Source: Screenshot from the Starbucks application, April 2014. 6. Recommendations Within the ecosystem of the local Web, websites that aggregate reviews of restaurants, shops and hotels have become quite popular and prominent. Google is perhaps the most important player, since it includes users’ opinions both in its search engine and its map application. Other major players include Yelp and TripAdvisor, although there are many more. Although these services were initially intended for the Web, they soon moved to cell phones with cross-device websites and targeted applications, making geolocation possible. Managing 8 IESE Business School-University of Navarra This document is authorized for use only by Yingqiao Huang ( Copying or posting is an infringement of copyright. Please contact or 800-988-0886 for additional copies. Geolocation and Local Digital Marketing MN-383-E reviews has become an issue of prime importance for many companies. Generally speaking, a quick response is recommended, especially to negative reviews; the response should also add value, moving beyond a standard reply; and the most negative complaints should be shifted into a private conversation. It is no secret that many of these comments are biased and may come either from the competition, in an attempt to detract from a rival company, or from within the companies themselves in an attempt to improve their score. The most professional aggregators have algorithms that can detect fraudulent opinions and they let users evaluate others’ opinions. Overall, although online opinions may not be totally representative of the quality of a company's service, they are still used by many potential clients as a source of recommendations. One interesting case that has harnessed these tools to gain customer loyalty is Tasti D-Lite, a well-known U.S. brand that sells frozen desserts, which has integrated local marketing networks into its loyalty program. Every time a customer shares an experience about a Tasti D-Lite establishment on Twitter, Facebook or Foursquare, he or she receives points through the company’s loyalty program that can later be cashed. 7. Advertising and Alerts In the section on social networks, we mentioned the possibility of using geolocated advertising on platforms like Facebook and Twitter. Nevertheless, there are many other advertising formats that incorporate geolocation. One example is ad networks, which allow companies to buy geolocated display advertising for both desktop computers and other devices. Two interesting advertising networks are iAd and AdMob, which allow companies to purchase advertising in certain applications on iOS and Android systems, respectively. Geolocation is also possible with YouTube advertisements. The development of local advertising for these devices is still limited, since many advertisers prefer to use other segmentation criteria, or because – in the case of cell phones in general and certain applications in particular – many users do not allow their geographic position to be identified ...
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Tutor Answer

School: UT Austin

Hi, please see the attached paper. Have a look at it and in case of any edit, please let me know. Otherwise, it is my pleasure to have you as my buddy now and future. Until the next invite, Bye!

Geo-location and local digital marketing outline
➢ In this paper, I will take time to reflect on how geo-location and local digital marketing
information contribute to the process of contacting the potential clients who are close to
the store by way of sending personalized messages that encourages the buying process.

Running head: GE...

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Good stuff. Would use again.

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