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1、存档日期： 存档编号： 本科生毕业设计（论文）SWOT Analysis of M-zones Promotion Strategy in Jiangsu Normal University论 文 题 目：S姓 名： 陈绍雪 学 院： 外国语学院 专 业： 英语（商贸） 年 级 、 学 号： 08级 08042054 指 导 教 师： 朱惠华 江苏师范大学教务处印制Abstract Nowadays, with the rapid development of economy & technology, every person has at least one mobile phone, t
2、hus the competition in the communications market becomes more and more drastic. On college campuses, the competition among China Mobiles M-zone, China Unicoms UP New Forces and China Telecoms Tian Yi Campus Line is extremely fierce. “M-zone”, as the leader of youth market, how to keep its leader pos
3、ition has been an urgent problem to solve. At this moment, the study of promotion strategy appears especially important. In this paper, the author will take Jiangsu Normal University for example, list a series of M-zones promotion activities in JSNU from the four aspects of personal selling, sales p
4、romotion, advertising and public relations. Then the author will make a SWOT analysis of them based on the psychology of young consumers and match the internal factors(strengths and weaknesses) and the external factors(opportunities and threats) to obtain SO strategy, ST strategy, WO strategy and WT
5、 strategy. The strategies may also offer references for other colleges.Key Words: M-zone SWOT Analysis Promotion摘要 如今，随着经济、技术的迅速发展，每个人都至少持有一部手机，因此电信市场的竞争变得越来越激烈。在大学校园里，中国移动推出的“动感地带”品牌、中国联通的“UP新势力”以及中国电信的“天翼校园行”之间的竞争也极其激烈。“动感地带”作为青年市场的领先者，如何在残酷的竞争中保持住其领先者的地位是一个迫在眉睫的问题。这时，研究作为四大营销策略之一的促销策略显得尤为重要。在这篇论文
6、中，作者将以江苏师范大学为例，从人员销售，销售促进，广告以及公共关系四个方面列出“动感地带”在江苏师范大学的促销活动，基于青少年消费心理对其进行SWOT分析，并将内部因素（优势和劣势）和外部因素（机会和威胁）进行匹配，得出SO、WO、ST、WT四种战略。作者所得出的战略对“动感地带”在其他高校的促销也有一定的借鉴意义。关键词：动感地带 SWOT分析 促销iiiContentsAbstractii摘要iiiChapter One Introduction11.1 General Statement of the Paper11.2 Research Objectives and Research
7、 Significance21.3 Overall Structure of the Paper3Chapter Two Literature Review42.1 SWOT Analysis42.2 M-zones Promotion Strategy4Chapter Three Theoretical Frame63.1 Introduction of SWOT Analysis63.2 The Matrix of SWOT Analysis6Chapter Four SWOT Analysis on M-zones Promotion Strategy in JSNU94.1 A Ser
8、ies of Promotion Activities in JSNU94.2 Analysis of M-zones Promotion Strategy in JSNU with the Tool of SWOT114.2.1 Internal Strengths114.2.2 Internal Weaknesses124.2.3 External Opportunities134.2.4 External Threats134.3 Matrix of the above SWOT Analysis144.4 Brief Summary15Chapter Five Conclusion16
9、References17SWOT Analysis of M-zones Promotion Strategy in Jiangsu Normal UniversityChapter One Introduction1.1 General Statement of the Paper “M-zone” is one of the three brands (M-zone, Easy-own and Go Tone) of China Mobile. In March of 2003, considering the fact that communications in China did n
10、ot have a market segment for people aged 15 to 25, China Mobile launched “M-zone” with the main elements of “novelty, fashion and fun” throughout China. Then, “M-zone” came up with the slogan “My site, listen to me!” and was resolved to make it a fashionable brand standing for youth culture. M-zones
11、 users had been over 20 million in only 15 months. In other words, a new user appeared every three seconds. M-zone has become the leader in the youth market. With the rapid development of science technology, mobile phones have been a necessity for communication. People, whether rich or poor, old or
12、young, have at least one mobile phone. Therefore, the competition in communications market has been more and more intense. In college campus market, the competition among China Mobiles M-zone, China Unicoms UP New Forces and China Telecoms Tian Yi Campus Line is extremely fierce.Under the new situat
13、ions, for M-zone, how to take advantage of its strengths and opportunities to optimize the marketing forms to keep its leader position has been an urgent problem to solve. In this paper, the author will take JSNU for example and focus on the SWOT analysis of M-zones promotion strategy based on the p
14、sychology of young consumers. Then, some feasible strategies (SO strategy, ST strategy, WO strategy and WT strategy) will be obtained through matching the internal factors and external factors of M-zones promotion strategy in JSNU. At last, some advice will be made on M-zones promotion strategy in o
15、ther colleges.1.2 Research Objectives and Research Significance Research Objectives: Through the research of M-zones promotion strategies in JSNU, the author tries to find out the strengths, weaknesses, opportunities and threats. Then the author will match the four factors to achieve effective strat
16、egies of M-zones promotion strategy in JSNU. At the same time, results of this paper can be used for reference by other colleges.Research Significance: According to Wu Jianan, a Chinese scholar, Promotion strategy is one of the four marketing strategies. How to correctly make and properly use promot
17、ion strategy is a necessity for an enterprise to obtain advantaged production-marketing conditions and significant economic benefits.(Wu, 2007, p.374) For M-zone, if it has the correct promotion strategy, it will be a great success in communications market. While modern college students are the main
18、 consumers of M-zone, and if correct promotion activities can be carried out to attract them to choose M-zone and become long-term users, “M-zone” will have a promising future in college campus market. Therefore, the study of M-zones promotion strategy on college campuses is of certain practical val
19、ue.1.3 Overall Structure of the Paper The paper is divided into five chapters. Chapter one is an introduction, including the general statement of the paper, the objectives and the practical significance of the study. Chapter two is a literature review, which consists of the predecessors studies of S
20、WOT analysis and M-zones promotion strategy. Chapter three describes the theoretical frame this paper based on. Chapter four presents a series of M-zones promotion activities in JSNU and the analysis results of these activities. The last chapter summarizes the major findings as well as the limitatio
21、ns of the paper.Chapter Two Literature Review2.1 SWOT AnalysisSWOT analysis is widely used by enterprises at home and abroad to make marketing strategies and analyze competitors marketing. Through reading many literatures, the author finds that in China, many scholars use SWOT analysis to analyze co
22、mmunications market. Chen Anping(2009), a postgraduate in Xiamen University, in his thesis “China Mobiles Marketing Strategy in 3G Times”, adopted the tool of SWOT to analyze the strengths, weaknesses, opportunities and threats of China Mobiles marketing business. In the end, he put forward some adv
23、ice on China Mobiles marketing positioning and implement in 3G times. Liu Shiyu and Sha Kang(2009), took China Mobile Communications Corporation as research samples, made a SWOT analysis of it and designed SO, WO, ST, WT strategies, which offered constructive reference to China Mobiles strategy deci
24、sion in 3G times. 2.2 M-zones Promotion Strategy Since that M-zones main market is in China, there have been no broad studies recently. Below are the Chinese scholars studies on M-zones promotion strategy. Duan Yong(2008), a undergraduate of Southwestern University of Finance and Economics, in his p
25、aper “How M-zone keeps its continuous competitiveness”, confirmed that “M-zone” had achieved great success in choosing Zhou Jielun as the spokesman and using public relations to promote on one hand, and pointed out its challenges on the other hand. At last, he made conclusions that “M-zone” should b
26、e prepared for danger in times of safety and take active steps to keep continuous competitiveness. Zhu Yuxiang(2006), a postgraduate of Dalian University of Technology, in his thesis “The case research of M-zone of Dalian Mobile Communication Corporate”, said that advertising and personal selling we
27、re the main promotion forms. After analysis, he pointed out “M-zone” should make its promotion at the forefront of fashion and grasp the key periods to promote. Han Xiaoyang(2006), a postgraduate of University Electronic Science and Technology of China, in his masters thesis “Market development and
28、innovation research of M-zone”, he confirmed the success of M-zones integrated marketing through the analysis of its communication tools during three periodspre-sale, in-sale and after-sale. Through literature research, the author finds that recently, there have been few scholars using SWOT analysis
29、 to analyze the promotion strategies in communications industry. Therefore, the paper will take JSNU for example, make a SWOT analysis of M-zones promotion strategies in JSNU based on the psychological features and at last achieve some effective strategies through matching the four factors of streng
30、ths, weaknesses, opportunities and threats, which is a creative point and will enrich the above studies.Chapter Three Theoretical Frame3.1 Introduction of SWOT AnalysisDefinition: SWOT analysis, also called situation analysis, was put forward in the 1980s by Heinz Weihrich(海因茨韦里克), a professor of ma
31、nagement at the university of San Francisco. The letters of SWOT respectively stand for strengths, weaknesses, opportunities and threats. It is a strategic planning method used to evaluate the strengths, weaknesses, opportunities and threats involved in a project or in a business venture. It involve
32、s specifying the objective of the business venture or project and identifying the internal factors (strengths and weaknesses) and external factors (opportunities and threats) that are favorable and unfavorable to achieve that objective. The basic steps of SWOT analysis Heinz Weihrich (p. 117) put fo
33、rward in the book are as follows: First, analyze the internal strengths and weaknesses of business venture. Second, analyze the external opportunities and threats that may come from the outside environment changes. Third, match the external opportunities and threats with internal strengths and weakn
34、esses to achieve feasible strategies.3.2 The Matrix of SWOT Analysis The author will respectively list the internal strengths, weaknesses and the external opportunities and threats, then establish a matrix of SWOT analysis. In the matrix, the author will match the four factors and make out four feas
35、ible strategies -SO strategy, WO strategy, ST strategy and WT strategy. The basic idea is to use strengths to exploit opportunities, to avoid their weaknesses and to defend against any known threats. The matrix (Weihrich, 2008, p. 118) is in the following:SWOT Matrix for Planning Strategies Internal
36、 factorsExternal factorsInternal StrengthsInternal WeaknessesExternal OpportunitiesSO StrategyWO StrategyExternal ThreatsST StrategyWT StrategyHeinz Weihrich also gives the definitions of the four strategies:SO Strategy (Maximal-maximal Strategy): It is the most ideal strategy that grasps the extern
37、al opportunities and exploits the internal strengths at the same time.(Weihrich, 2008, p. 118)WO Strategy (Minimal-maximal Strategy): It is a strategy to maximize the effects of opportunities and at the same time minimize the influence that weaknesses produce. (p. 119)ST Strategy (Maximal-minimal St
38、rategies): It is a strategy that makes full use of the internal strengths to overcome the external threats in order to maximize the strengths and at the same time minimize the threats. (p. 119)WT Strategy (Minimal-minimal Strategy): It is a strategy that to minimize the negative impacts of internal
39、weaknesses and external threats. (p. 119)Chapter Four SWOT Analysis on M-zones Promotion Strategy in JSNU4.1 A Series of Promotion Activities in JSNUM-zones promotion activities in JSNU are summed up from four aspects of personal selling, sales promotion, advertising and public relations. Below are
40、the concrete contents:First, personal selling. Personal selling is a bidirectional communication between salespeople and customers, including face-to-face communication, telephone communication and networking conference. China Mobile employs some college students as salespeople to promote “M-zone”.
41、These salespeople go to the students dormitories directly to promote “M-zone” in the form of face-to-face communication. They may highlight the flashing points of some new businesses to catch the students eyes and persuade them to become “M-zone” users.Second, sales promotion. Sales promotion is the
42、 most common method we can see that China Mobile use to promote “M-zone”. The author lists the forms as follows: For one thing, offering freebies. When every new term begins, “M-zone” always carries out a lot of preferential activities, for example, if you buy a 50-yuan-valued prepaid phone card, yo
43、u will get extra 300-yuan call charge for free plus a T-shirt, an umbrella or a delicate lamp for you to choose one from. In addition, you can get a free ticket for the Shanghai World Expo if you recharge 200-yuan one time. If you recharge 100-yuan one time, you can get a free 50-yuan shopping coupo
44、n of Wal-mart or Carrefour. For another, bonus points. The points are awarded according to the total amount of call charge you use, 1 yuan for 1 point. You can exchange many things with the points. For example, you can exchange for call charge, 500 points for 10 yuan; you can exchange for delicate g
45、ifts and value-added businesses; you can also exchange for free tickets of some popular concerts.Third, advertising. M-zones advertising is of two forms. On one hand, television advertising. With Zhou Jielun(Jay Chou), Lin Junjie(JJ) and SHE as its spokesmen, “M-zone” is advertised on television of
46、various kinds to highlight the different attractive features such as its 3G function and distinctive coloring ring back tone. On the other hand, giving out leaflets. Delicately-designed leaflets are often given out to the students to introduce the new businesses and its recent preferential activitie
47、s to lure them to take part in.Fourth, public relations. A shining point of M-zones promotion strategy in JSNU is its intense cooperation with communities and the youth league committee of JSNU. Public relations can produce great impact on popularity with low expense. The concrete activities are in the following:For one thing, every freshman of JSNU can find an “M-zone” phone card in their admission letter. Moreover, 5-yuan call toll in the card can be used charge of free.Then, campus cards in JSNU are designed with M-zones spokesmen Jay Ch