Dissertations / Theses on the topic 'Airlines – South Africa – Marketing'

This dissertation reports on the factors that contributed to the successful entry strategy of 1time Airline, a low cost carrier, into the South African airline industry as well as its competitive strategies within this context. Research interviews were conducted in November 2005 and research material gathered until end January 2006. Key issues include an evaluation of 1time's business model in relation to other low cost entrants as well as against material sourced through interviews with 1time Airline management, employees and consumers of the airline's product. Porter's Generic Strategies and Five Forces model are used as a framework in evaluating the airline. It is found that Nohria, Joyce and Robertson's "4+2 Formula" is effectively implemented at the airline, but that further implementation of Game Theory in terms of alliances should be investigated for continued success and sustainability.

A destination is often given its identity by its brand name, creating an image thereof in the customers’ minds which means that destinations exist not only physically but also mentally in the minds of people. Destination marketers play a role in the creation of the images of such destinations which is dependent on what the destination offers in its depth and breadth. Destination Marketing Organisations (DMOs) should be able to not only understand their destination’s offerings but also who they are targeting and how they should market the destination. DMOs have evolved to become more than mere destination information providers as considerable destination information is now created by fellow travellers which are shared via social networks. The most important change resulting from adopting the concept of social capital in the context of tourism would be that tourism scholars and DMOs become aware of the importance of resources obtained through an individual’s social interactions. Despite the fact that the town of George has a number of attributes it is able to market to potential visitors, it does however not automatically make it a desired destination. The main objective of this treatise is to determine what would give George its marketable destination identity which will be achieved by gaining an understanding of the local residents’ viewpoints of George and to measure them according to specific attributes which are carefully formulated in a survey questionnaire. This treatise aims to determine what George can do to create a destination identity and how such an identity can be applied in the successful marketing of George as a destination town. It is an exploratory quantitative study consisting of literature and case study components used to test proposed hypotheses. It aims to provide guidance to the destination marketers by way of researched literature on the topic of destination marketing as well as offer empirical data gathered from responses to a survey conducted with local residents of George which is focused on creating a destination identity through its business, cultural and sporting events. Based on the statistical analysis of the survey results it will be shown that a relationship exists between Destination Marketing and Events, Branding and Media,which plays a pivotal role in the successful marketing of such events and thereby the brand image of the destination. Based on the literature findings and the empirical data gained for this treatise it was shown that events can be used to create a new brand image for a town like George which already possesses a natural beauty and friendly people. Examples will be discussed where destinations throughout the world have managed to change their brand without changing their environment, from which they have gained a new destination brand. George can strategically convert what it already has to become the destination of choice in terms of intra-town activities and events which could not only enhance its own economy but also that of the surrounding towns. The geographic location of George and that of the Surrounding tourist attractive towns make it possible to design and implement intra-town events with relative ease. As found in researched literature, the residents should be made part of any destination marketing campaign. These events should be designed to incorporate the surrounding towns to capitalise on the concept of intra-town events where George becomes the main centre but uses outlying towns to lure tourist. Respondents to the survey indicate that they somewhat agree that George has sufficient infrastructure to host sports (μ = 3.77), cultural (μ = 3.61) and business events (μ = 3.88) and that hosting such events in George would create job opportunities. The responses for all three event types in this regard have a mean value above μ = 4. Respondents indicated that religious events are deemed the most important (mean value μ = 4.25) while also indicating that they agreed with a mean value of μ = 4.18 that entrance fees influence their decision to attend events. The empirical research conducted in George was designed to gain a representative viewpoint of its residents in terms of what they deem the identity of George to be, the main objective (ROM) of which was to determine what would give George its destination identity. The composite image of the residents of George was measured according to specific attributes which were carefully formulated in the survey.

Religion and commerce are two concepts which give rise to divergent views when associated with each other. Nevertheless, churches are increasingly making use of commercial methods such as marketing and retailing for a vast array of purposes including fundraising, connecting with their congregation and keeping abreast of social, technological and economical changes. As such, the Christian retail industry is a booming industry which cannot be ignored. It is common practice for businesses to investigate various aspects of their target consumers in order to align their efforts to meet the consumers' needs. Likewise, it is necessary that churches that engage in retailing conduct a thorough analysis of their target market. Furthermore, church retailers should consider the peculiar nature of their consumers, which may be influenced not only by their short-term, product-based needs but by their long-term, spiritual needs as well. This research is important as individuals who view the retailing of certain products by churches negatively are unlikely to purchase from church retailers, and may even be unlikely to consider attending the churches that retail those products. In addition, this research will provide church retailers with insight into their consumers, enabling them to structure their retailing efforts more effectively. This study investigates the attitudes of church members toward church retailing, as well as attitudes towards various types of church retail products. A series of 26 in-depth interviews were conducted for this study, resulting in each individual expressing antithetical attitudes towards the broad concept of church retailing, with more distinct positive and negative attitudes emerging following further enquiry about particular product types. Generally, attitudes were more positive towards products perceived to be more authentic with regards to the religious mission of the church, and more negative toward products they perceive to stray from it. Furthermore, attitudes towards church retailing were influenced by what individuals perceive to be the churches' reasons for retailing, as well as the individuals or communities benefiting from the proceeds thereof. The principle inference emerging from this study is that the attitudes of church retail consumers are essential as they largely influence their likelihood to purchase and, in turn, the success of church retailers.

Thesis (MTech (Marketing Management))--Cape Peninsula University of Technology, 2008
Resident within the context of tourism marketing, this research, following a proposal that marketing the Western Cape Wine Routes, as a destination component, may enrich and strengthen the image and competition of South Africa as a tourist destination in China, has focused on the psychological behaviour of Chinese tourists and their demographic profiles in respect of the Western Cape Wine Routes. Within this research, a mixed research design was adapted, after layered literature studies that comprised tourism and marketing, consumer [tourist] behaviour and wine tourism, while fieldwork involved both qualitative and quantitative approaches, which covered both experienced and non-experienced Chinese tourists with regard to the Western Cape Wine Routes. During the research fieldwork, a tourist investigation included a set of mini-group interviews and an intercept survey [comprising 275 samples], which provided an understanding of Chinese tourists in respect of the Western Cape Wine Routes, as well as South Africa and Cape Town, by both underlying and broad data. As a result of this research, a blueprint to market the Western Cape Wine Routes as a destination component in China, in the form of a formulated framework, some business recommendations at a strategic level, are represented, which include strategic marketing directions, Chinese tourist market analysis, evaluation of current competition, SWOT analysis, strategic objectives and corresponding strategies in the form of the 8Ps of the tourism marketing mix, as well as major complementary strategic resources. Finally, within an academic perspective, future studies are also suggested. Key words: Chinese tourists, South Africa, strategic marketing, tourism, Western Cape, wine tourism, wine routes and wine tourists.

This study aimed to provide South African public relations professionals with insights into the use of the Social Media News Release (SMNR) as a PR 2.0 tool that has the potential to elicit consumer-driven dialogue in social media channels about information, a brand, product or service advocated by the particular social media news release. Drawing on literature from fields such as public relations, new media studies, marketing, and consumer studies, an analysis of two South African SMNR case studies was conducted including the Samsung Omnia i900 SMNR and the Standard Bank Pro20 2008 and 2009 SMNRs. An in-depth content analysis applying limited designations analysis and detailed assertions analysis techniques was performed on selected content from the dedicated social media platforms linked to in the SMNRs to determine the origins, tone and thematic nature of communications on the platforms. A total of 2071 messages was analysed by means of content analysis across six social media platforms in the two case studies. In order to triangulate and support data, an online survey was conducted with 43 social media users as respondents in order to determine social media users’ interactions with the social media platforms and SMNRs. The study found that the social media platforms linked to the SMNRs in the two case studies largely successfully elicited and hosted social media user-generated conversations about the themes advocated by the SMNR. The Blog, Facebook and YouTube platforms proved to be most successful in generating social media conversation, while the Flickr, Twitter and Delicious platforms were less effective among South African consumers. It was found that social media news releases are likely to elicit consumer-driven dialogue on the dedicated social media platforms linked to by the SMNRs if the platforms are managed correctly. Factors that were identified as important management considerations include ensuring the relevancy and timeliness of content on the social media platforms, the involvement by the platform creator in stimulating and encouraging participation from social media users where necessary, as well as the swift response to user comments, deleting of spam comments and pro-active management of negative perceptions that may arise from user comments on the platforms.

Recent times have seen the increased proliferation of the concept of applying events in promoting destinations. This can be attributed to the effectiveness of events in solidifying the image and attractiveness of destinations. Currently, South Africa ranks as the twenty second most popular location for hosting events and has a foothold of 2.5% of the global event market share. The global pervasion of events has changed the dynamics that surround how destinations are promoted and has also significantly impacted the tourism industry and the respective tourist patterns of consumption. Literature suggests that events are gradually moving from previously being viewed as a complementary leisure activity towards becoming a primary source of attraction for destinations. Literature also confirms the extensive inclination of cities in the use of events for branding destinations. The primary problem that this study investigates is the lack of substantial knowhow with respect to how events can be presented in order to augment and enhance the attractiveness of Nelson Mandela Bay. There is no substantial blueprint that is capable of informing from the perspective of event marketers, how best they can drive a successful event marketing imperative that the local and external consumers can appreciate. Additionally, Nelson Mandela Bay has over the recent years encountered a significant amount of losses stemming from the events realm of its tourist offering. The most recent and calamitous of its losses to date has been estimated at R200 million, which escaped the coffers of the local economy as a result of the internationally applauded IRB World Sevens event moving from the metropolis to Cape Town. This has caused disconcerted and agitated sentiments across business and tourism leadership locally. Since 2011, the IRB World Sevens Series cultivated over R1 Billion towards the local economy. Losses in terms of showcasing the city to a global audience on highly established and followed media platforms are also expected. In addition, given the lack of knowledge with respect to event marketing dynamics, the “Twelve Events in Twelve Months”, an initiative that will see different event themes being launched within the twelve calendar months of the year in Nelson Mandela Bay, runs a high risk of failing to take off upon its launch because local residents and potential tourists, both national and international will lack the knowledge sufficient to stimulate their acceptance and attraction to this concept. This study aims to investigate the concepts, notions and critical success factors that event marketers can apply in order to increase the success of the event marketing imperative in Nelson Mandela Bay. The success of event marketing is expected to increase the attractiveness of Nelson Mandela Bay and brand it as a viable destination to prospective stakeholders. To evaluate the conceptual framework that was suggested by this study based on the literature review, an empirical evaluation was performed amongst the residents of Nelson Mandela Bay through the application of a questionnaire that was electronically and physically distributed. This questionnaire received 3 659 responses and measured respondents’ access and usage of media facilities. It also measured the perceptions of the current state of events in Nelson Mandela Bay. Furthermore, the questionnaire evaluated the destination image of Nelson Mandela Bay. Moreover, hypotheses were tested to evaluate the assumptions that the manner in which events are packaged, placed, positioned and promoted will enhance the attractiveness of Nelson Mandela Bay as a destination. The findings of this study suggest that the strategic bundling, placing, promoting and positioning of events is critical towards advancing an event marketing imperative and sustaining it in the long term. Additionally, the study also indicates that the successful development of a comprehensive event marketing initiative will enhance the attractiveness of Nelson Mandela Bay as a destination. The study thus concludes that event marketers can apply the proposed event marketing framework as a blueprint for informing their strategic development of event concepts in order to enhance their potential for success. The successful establishment of event offerings will consequently amplify the destination attractiveness of Nelson Mandela Bay. This research’s deliverables are expected to positively influence and reinforce the productivity of the social interactions that encompass Nelson Mandela Bay. Essentially, a framework that credibly guides the event marketer’s thinking in developing event concepts for the city is expected to enhance the attractiveness, sustaining and success of events therein. The success of events is expected to widen business prospects within the city. Moreover, eminent events are also expected to position Nelson Mandela Bay as a formidable player, and an attractive destination to aspiring investors, decision makers and visitors. This is expected to widen the resource base of the local players within the city, and motivate for more collaboration amongst them in a quest of deriving mutual gain from the city’s progression. In view of these notions, this study can be grounded in the social capital theory.

Africa is seen as the last investment frontier and according to literature will have a GDP of $1.5 trillion by the year 2016 and a population that is double the size of Europe. The rapid expansion of infrastructure and construction in African countries, such as Mozambique and Zambia has increased the demand for commercial vehicles. This has sparked unparalleled marketing opportunities for automotive manufacturers and the continent is fast attracting major players in this sector. The international marketing literature still lacks detailed studies and research into the marketing deliberations and trades in Africa. Therefore, according literature a greater representation of African culture within the international marketing literature would provide relevance and richness in the global market place and offer greater insight to organisations who are seeking to invest and expand their businesses in Africa. The management issue here is to comprehend the diversity and vastness of this region and putting together all spheres to ensure growth and creating brand loyalty. The key challenge here is for management to be able to grasp and understand not only the various cultures but also the way of doing business in such a vastly different region. It is therefore imperative for Ford Motor Company to fully understand these factors so as to take full advantage associated with entering a market early which is commonly referred as first-mover-advantage. A case in point is when General Motors entered the Chinese automotive industry in 1997 when the Chinese market was relatively small. General Motors’ enthusiasm and commitment back in 1997 was driven by a belief that China would ultimately become an economic powerhouse and emerge as one of the world’s largest automotive markets. By the year 2010 China was one of the world’s biggest automotive markets and General Motors was a dominant force in this market. Africa has all the key elements for the growth and development of a robust automotive market. By studying past experiences and outcomes from empirical studies on international marketing with emphasis on the automotive industry, it will be possible to draw lessons and experience about the potential growth of the automotive sector on the African continent. This study will also be of great significance to other automotive manufacturers and suppliers looking to expand their business and market share across Africa due to the increase of the middle class. Therefore creative strategies and thinking of how to circumvent challenges in the African cultural environment, creativity in managing bureaucracy and due diligence about business and investment opportunities will uncover unprecedented volumes of profitable business that lies untapped on the African continent. Data from the quantitative study suggest that culture, political environment, country-of-origin, competition and country infrastructure in Nigeria, are essential factors to the development of a successful international marketing strategy for Ford South Africa. This study therefore concludes that Ford Motor Company of South Africa can utilize this framework in order to gain greater market share and ultimately success in Nigeria. Recommendations were also made for future research studies that can contribute to the international marketing literature with emphasis on the African market.

Information technology (IT) has become an integral part of the success and globalisation of business over the last two decades. It is hard to imagine how the efficiencies expected in today’s fast paced business world could possibly be achieved without the advancements in IT. The most significant of these advancements is arguably the advent of the Internet which has empowered businesses of all sizes by giving them the means to promote their products and services at a relatively low cost in markets that would previously have been inaccessible. The aim of this study was to assess whether e-commerce represents an alternative channel for a brick and mortar company wishing to follow a market penetration strategy. The study was based around a company, Canoa Eastern Cape, which trades in the office automation industry in the Eastern and Southern Cape of South Africa. The study investigated the history of Canoa Eastern Cape, focusing predominantly on the growth strategies followed by the business in the past. With a view to the future, growth strategies which could potentially be followed by Canoa Eastern Cape were also investigated. The result of these investigations was a recommendation that Canoa Eastern Cape should follow a market penetration strategy, which will see the business marketing its existing products within its current market by making use of a new distribution channel, more specifically e-commerce. In order to assess the suitability of e-commerce as a tool within a market penetration strategy a literature study was conducted to get a better understanding of ecommerce and its viability as business tool. The literature study focused on eight core concepts felt to be critical in the evaluation of e-commerce, namely: • the development of e-commerce over the past years; • the future of e-commerce; • whether e-commerce is a financial success or not; • requirements for e-commerce to be successful; iv • products that customers are prepared to buy online; • industries most affected by e-commerce; and • demographics of e-commerce users; and • e-commerce in the office automation industry. Using the information gained in the literature study as a basis from which to start, an empirical study was conducted. The objective of the empirical study was to obtain data which would be used to assess the level to which e-commerce has been adopted by consumers in the specific geographic area and whether these consumers are willing and able to make use of e-commerce as an alternative to conventional purchasing for the procurement of office automation consumables and office automation equipment. A quantitative research paradigm was adopted, making use of a structured questionnaire to gather information from the sample of Canoa Eastern Cape’s customers. The data collected from the empirical study were analysed using univariate and bivariate analysis. The findings of the empirical study suggested that: • demographics are a poor indicator of adoption of e-commerce; • there is a significant adoption rate within the sample: o 79.85 percent of the respondents reported to have used e-commerce before for personal use; and o 59.13 percentreported to have used e-commerce before for business use; • there is a high rate of willingness to use e-commerce again: o 91.09 percent of the respondents indicating that they would use e-commerce again for personal use; and o 80.18 percent indicating that they would use e-commerce again for business use; • there is a high likelihood that consumers will buy office automation consumables through an e-commerce channel, with 65.82 percentof the respondents indicating that they would be likely or very likely to buy consumables through an e-commerce channel; • there is no significant difference in the adoption rates between the three main areas within the targeted sample, that is, East London, Port Elizabeth and George and Knysna. Given the findings of the empirical study it is felt that an e-commerce solution does present a viable alternative channel for a brick and mortar company trading in the Office Automation Industry in the Eastern and Southern Cape wishing to follow a market penetration strategy.

Since the abolishment of the Apartheid-era, it is evident that the marketing generations in SA changed considerably. The increased job opportunities for Black people have important implications, by providing them with a stable income and opportunities for advancement for themselves and their children. The black upcoming middle class, as well as the low-end of the black consumer market, are contributing strongly to a rapid rise in the profits and share values of companies in the retail sectors. The four American generations at work today have unique work ethics, different perspectives on work, distinct and preferred ways of managing and being managed and idiosyncratic styles. It is therefore important to become more attuned to generational preferences in order to market and sell more successfully. An empirical research on the spending patterns of Black Africans was conducted using the Black Emerging Generations (BEG) Model as the questioning technique. The questionnaire was completed by 462 respondents, answering 48 questions in the following criteria: (1) Demographic detail, (2) Residence, (3) Clothing (4) Transport (5) Music, (6) Technology and (7) Advertising. From the literature review and the empirical research it was possible to establish the consumer behaviour of the Buppies, as well as compare their preferences and habits with the US Model. Specific conclusions and recommendations were established. Traditional sales and marketing methods will need to be re-evaluated. Stepping beyond "business as usual" takes many established businesses outside of their comfort zones; while new competitors and existing competitors are embracing their entrepreneurial spirit. The strategies formulated around targeting unique customer profiles (diversity and/or age) and implementing an integrated set of tactics required to serve those strategies, will mean the difference between those who realise their goals and those who fall short. It is evident that generational values influence consumer decisions more than the traditional demographic factors of income, education, etc. Buying- and shopping preferences, expected treatment as a customer and product information demands will vary from one generation to the next. Therefore businesses have no choice; it must understand generational influences on the marketplace and workplace, because those influences are powerful and permanent. Those who learn the values, motivations and attitudes of each generation will succeed much better than the ignorant
Thesis (M.B.A.)--North-West University, Potchefstroom Campus, 2006.

This study investigates the interface between financial and marketing management in South African businesses by investigating the financial and marketing-management processes. This process orientation highlighted important interactions between the two functions. A critical analysis of secondary resources produced a clear theoretical foundation on which the development of the proposed interface framework was based. The critical literature analysis indicates four steps in the financial management process, namely, financial analysis, financial decision-making, financial planning and financial control (independent variables) and five steps in the marketing management process, namely, understanding the marketplace as well as customer needs and wants, designing a customer-driven marketing strategy, constructing an integrated marketing programme, building profitable relationships and capturing value from customers in the form of profits and customer equity. These steps were used to derive a proposed theoretical framework that shows how the steps in the financial-management process relate to those in the marketing-management process. The framework also indicates the perceptions of managers on the interface between the two functions. The perceptions on the interface include aspects such as the level of communication between the two departments, the understanding of each other‟s function and the flow of information between the two departments. From this framework, the six hypotheses were formulated to test the proposed relationships. The focus of the study is on the interface between financial management and marketing management; therefore, the population of this study comprised of financial and marketing managers in South Africa. The primary data relating to the interface between financial management and marketing management was acquired by means of an on-line web-based survey. Descriptive statistics was used to present, analyse and interpret the results of the data analysis. Various inferential statistical techniques (T-tests and chi-squared tests) were employed to determine whether respondents‟ perceptions of the items in the measuring instrument differed as result of whether they were employed in the finance or marketing sections of the business. Correlations (Pearson Product Moment correlations) were calculated for the purpose of investigating the relationships between the financial and marketing management variables used in this study. Factor analysis showed that financial management consisted of four factors that corresponded with the steps in the process, and marketing management produced five factors that related to the steps in the marketing management process. Lastly, statistical tests (MANOVA) were conducted to determine whether the perceptions of respondents, with regard to the financial and marketing management variables, were influenced by selected demographic variables. The results of the empirical study indicated positive relationships between all the variables in the framework. The marketing management factors, namely, mix and profit, reported the lowest correlations compared to the financial management factors. It was also found that financial and marketing managers had different perceptions of the steps in the financial-management process but that they did not have different views of the steps in the marketing-management process. Furthermore, financial and marketing managers had different opinions about the long-term perspective of the business as well as conflicting views with regard to the flow of information from finance to marketing. Financial managers were of the opinion that marketing managers did not understand financial methods and procedures and were unable to specify their requirements to finance. The proposed framework could be seen as the start of marketing theory development on finance interaction as it showed that interface relationships could be further explored.

Film tourism is fast becoming a recognised and lucrative sector within the tourism industry. Film tourism combines knowledge from the tourism industry with that of the film industry in such a manner that it offers an attractive opportunity that can be included when marketing South Africa as a destination. The purpose of the study is to explore the attractiveness of the film tourism market for destinations, identify the unique aspects involved when marketing a destination though film tourism, explore the marketing strategies used by the local South African DMOs and local and foreign film commissions/offices in attracting international film producers, determine what local South African DMOs and local and foreign film commissions/offices perceive as important factors in attracting international film producers, determine and describe the factors influencing international film producers’ selection of a location, determine international film producers’ perceptions of South Africa as a film location in terms of these factors, develop a model for promoting South Africa as an ideal film location to international film producers and then relate the developed model to guidelines in accordance with the services marketing mix (7 Ps). The results obtained identified a number of factors that influence international film producers’ selection of a location and the model can be used to assist DMOs in developing effective marketing strategies in order to attract international film producers to South Africa. This was a qualitative study where three data collection instruments were used on four participant groups; secondary data was also analysed. It was found that South African DMOs do not yet have a working relationship with the relevant film industry leaders; that local film commissions’/offices’ current marketing activities are in line with foreign film commissions’/offices’ marketing strategies; that local DMOs and local and foreign film commissions/offices are more often than not aware of the factors influencing international film producers’ selection of a location and that South Africa has a positive image as a film destination. This research contributes to tourism literature by developing a model and suggesting guidelines that could be used by South African DMOs to attract more international film producers to the country and thus ultimately increase the number of film tourists who visit. All South African DMOs should consider the suggested guidelines when developing a marketing strategy for promoting South Africa as a preferred film destination to international film producers.
Dissertation (MCom)--University of Pretoria, 2014.
tm2015
Tourism Management
MCom
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Thesis (MA)--Stellenbosch University, 2003.
ENGLISH ABSTRACT: Geodemographics has been used extensively as a decision-support tool in both the business sector and the market survey environment in the United States, the United Kingdom and numerous other countries. This has however not been the case in South Africa, partly because of the expense involved in capturing current and complete customer information. As an alternative to capturing all the required customer information, geodemographics has frequently made use of government census data to supplement the organisation-specific data. However, even the census data has its shortcomings. This research has explored a method for building an organisation-specific database using a combination of government census data and organisation-specific data. The organisation-specific data was captured using a questionnaire that was targeted to a specific group of people. The information obtained from the questionnaire and which overlapped with specific census data variables was then used to update the relevant census variables. Cluster analysis was subsequently conducted on the census data in order to identify enumerator areas within the Western Province that had demographic and economic characteristics similar to those of the surveyed areas. Once the appropriate enumerator areas had been identified, the organisation-specific information from the survey was extrapolated to these new areas outside of the surveyed areas. The methodology used in this research provides a process that allows organisations to build a unique geodatabase by making use of the good qualities of both the census data and user-specific data. The resulting geodatabase is one that contains current and pertinent information while also providing complete spatial coverage.
AFRIKAANSE OPSOMMING: Geodemografie word op groot skaal gebruik as n hulpmiddel vir die ondersteuning van besluitneming in die sakesektor en die markopname-omgewing in die Verenigde State, die Verenigde Koninkryk en talle ander lande. Dit is egter nie in Suid-Afrika die geval nie, deels as gevolg van die onkoste verbonde aan vaslegging van die jongste en volledige kliente-inligting. As n altematief vir die vaslegging van al die vereiste kliente-inligting maak geodemografie dikwels gebruik van sensusdata om data eie aan n organisasie aan te vul. Selfs sensusdata het egter tekortkominge. Hierdie navorsing het n metode ondersoek vir die opbou van n databasis eie aan n organisasie deur gebruik te maak van n kombinasie van sensusdata en data eie aan n organisasie. Die data eie aan ri organisasie is vasgele deur gebruik te maak van ri vraelys vir n spesifieke teikengroep. Die inligting wat uit die vraelys verkry is en wat met die spesifieke sensusdataveranderlikes ooreengestem het, is toe gebruik om die relevante sensusveranderlikes by te werk. Skakelingsanalise is daama op die sensusdata uitgevoer ten einde opnemerareas in die Westelike Provinsie te identifiseer wat soortgelyke demografiese en ekonomiese kenmerke gehad het as die areas waarin die vraelysopname gemaak is. Nadat die geskikte opnemerareas gei'dentifiseer is, is die inligting eie aan die organisasie uit die opname geekstrapoleer na hierdie nuwe areas buite die areas waar die opname gemaak is. Die metodologie wat in hierdie navorsing gebruik is, verskaf n metodologie wat organisasies in staat stel om n unieke geodatabasis op te bou deur gebruik te maak van die goeie eienskappe van beide die sensusdata en die data eie aan die gebruiker. Die geodatabasis wat hieruit voortspruit, is een wat die jongste en verbandhoudende inligting bevat en volledige ruimtelike dekking bied.

Study project (MEcon) -- University of Stellenbosch, 2000.
ENGLISH ABSTRACT: This assignment explains the search for a mechanism that can increase tourism flow by improved utilisation of airline capacity. The inherent characteristics of air transport indicate that the industry is subject to low short term marginal costs and that it is very tempting to award discount tariffs for last minute bookings. The challenge to management is to attract new passengers with discount tariffs without loosing full tariff passengers. Travel clubs are one of the mechanisms that are utilised to achieve aforementioned objective. These clubs offer mainly discount tariffs on hotel accommodation, car hire and airline tickets to their members. The acceptability of a travel club that applies restricting measures such as for example short notice periods, adaptable depart and return dates and shortened lead times have been tested in the South African market. The majority of respondents surveyed were in favour of such a travel club. An important finding is that South Africans are prepared to travel in a chosen month but that the travel dates within that month are adaptable in exchange for discount tariffs. The research also indicate that the availability of funds was decisive in the decision to travel or not to travel over seas. In order to overcome this problem the introduction of a providence account is recommended as part of the travel club's products. The challenge for the travel club is thus to consolidate the demand and to match it with the excess airline capacity.
AFRIKAANSE OPSOMMING: Hierdie werkstuk beskryf die soeke na 'n meganisme wat toerismevloei kan verhoog deur die verbeterde kapasiteitsbenutting van lugvervoer. Die inherente kenmerke van lugvervoer toon dat die bedryf onderhewig is aan lae korttermyn marginale koste en dat die versoeking groot is om afslagtariewe vir op die nippertjie besprekings toe te staan. Die uitdaging vir die bestuur is om nuwe passasiers met afslagtariewe te lok sonder om voltariefpassasiers prys te gee. Reisklubs is een van die meganismes wat gebruik word om die voorgenoemde doelwit te bereik. Hierdie klubs bied hoofsaaklik afslagtariewe op hotelverblyf, motorhuur en vliegtuigkaartjies aan hul lede. Die aanvaarbaarheid van 'n reisklub wat beperkende rnaatreels soos, byvoorbeeld, kort kennisgewingstydperke, aanpasbare vertrek en terugkeer datums en verkorte leityd toepas, is in die Suid-Afrikaanse mark getoets. Die meerderheid van respondente in die ondersoek was ten gunste van so 'n reisklub. 'n 8elangrike bevinding is dat Suid-Afrikaners bereid is om in 'n gekose maand te reis, maar dat die spesifieke reisdatums in daardie maand aanpasbaar is in ruil vir afslagtariewe. Die navorsing toon ook dat die beskikbaarheid van fondse deurslaggewend is in die besluit om oorsee te reis of nie. Om hierdie probleem te oorkom word die instelling van 'n voorsieningsrekening aanbeveel as dee I van die reisklub se produkte. Die uitdaging aan die reisklub is dus om die vraag te konsolideer en dan af te stem op die oormaatkapasiteit van die lugrederye.

Thesis (MTech (Marketing))--Peninsula Technikon, 2001
Companies operating in the service industry must take note of three important marketing tasks. The first of these tasks is that companies should realise that they must provide the market with a variety of products. Businesses should therefore furnish the market with a diversified product range. Secondly, customers expect from the business sector to provide them with a quality service that even exceeds their own expectations. Thirdly, to ensure its survival in a competitive environment, the company should improve the productivity of its employees e.g. by improving the level of customer service provided to customers. Kotler (1997: 488) argues that such an improvement in productivity levels of employees can be achieved through employees working more skillfully, increasing the quantity of service by surrendering some quality, industrialising the service, inventing new-product solutions, designing more effective services, presenting customers with the incentive to substitute their own labour for company labour, or using technology to save time and money. Keeping these facts in mind and taking into consideration that tourists have been arriving in South Africa from all over the world for decades, it is of great importance for visitors to South Africa to receive customer service of the highest quality. A tourist travelling in the Republic of South Africa will most probably make use of a local travel agency if they should be in need of any further travel related services. A travel agent representing a particular travel agency, will not be engaged in the sale of travel related services only to tourists, but also to any other consumer interested in making use of the Travel Agencies' services. The Association of Travel Agents' (ASATA) code of conduct stresses that "ach travel agent engaged in the sale of travel-related services direct to consumers shall maintain the highest standard of service possible, complying with all statutory requirements, including those applicable to travel agents and with all provisions of this code" (Business Practices Committee Consumer Code For Travel Agencies, 1994: 5). This thesis is an analysis of the "marketing concept", with specific reference to customer service. It focuses on the top management in the travel agency industry and will be concerned with the degree to which top management is marketing orientated and the influence their marketing-orientated outlook will have on the performance of the travel agency. With marketing being defined as: "the process of planning and executing the conception, pricing, promotion and distribution of ideas, goods and services to create exchanges that satisfy individual and organisational goals", it must be emphasized that marketing can be seen as, amongst others, the anticipation and satisfaction of customer needs (Boshoff & Terblanche, 2000: 4). This research study would also include a study of the travel agency's level of customer service, which will have a direct reflection on top management's marketing outlook as well as the travel agency's level of performance.

The research problem addressed in this study was an assessment of the relationship-marketing strategy that Morkels currently has in operation. This strategy focuses on membership of a club that is sold to customers when they open an account. The strategy is to keep in touch with the customer by means of the club magazine, a club card and various special events and offers that are exclusive to club members. The strategy, however, may not be entirely successful in achieving the goals and objectives as envisaged by the senior management of the company. The objective of the research was to establish what exactly relationship marketing is. Once having investigated the theory of relationship marketing, the objective of the research was to establish what the goals of the management at Morkels were and whether or not these goals were met. The methodology of the research was, firstly, to conduct a literature survey on relationship marketing. In particular the study of literature focused on the theory related to the retail market focussing essentially where similar marketing strategies had been investigated. A variety of aspects of relationship marketing and strategies that had previously been implemented were then examined. The literature survey also considered the way in which a successful strategy of relationship-marketing should be motivated, planned, implemented and followed through. Secondly the research established what the goals and objectives of the management of Morkels were by means of an investigation into the policies and manuals of the relationship-marketing department. Finally a questionnaire was disseminated to the senior management of Morkels to establish what they considered to be the needs and opinions of the customers of the Garden Route Area. A second questionnaire with similar questions was also submitted to a sample of club members. This was done to establish the opinions of both groups. The major findings of the research were that Morkels is experiencing a degree of success with its relationship-marketing strategy. The research findings also revealed that opinions of the customers and the management of Morkels do not concur on a number of issues. These differences and the most important factors were discussed and recommendations were made to management.

The concept of social media has grown rapidly in the last years. This can be attributed to the rate of adoption and the penetration of social media around the world. Currently, there is an estimate of over two billion people that are actively using social media. The increased usage of social media has changed the way people interact and communicate. Literature suggests that Internet-enabled social networks (relationship between or among individuals and groups) are developing faster than offline relationships. Previous studies have linked social media to the social network theories that define social relationships based on the actors, the ties that exist and the flow of resources among them. This is made possible by social networking sites and other Internet enabled services that allow friends to meet, connect and interact. Social media allow for individuals, groups or organisations to build their social network of friends and followers. It also facilitates the formation of communities with common interest. Social media facilitate the creation and exchange of content such as text messages, images, audio and video formats among individuals or communities that share a common interest or belong to the same social network. Social capital theorists suggest that the ties that exist in social interaction like on social media have the ability to create benefit for the actors in the networks. This provides the foundation to study the benefits that individuals and organisations can obtain from social media. The opportunity to target and communicate directly with the target market and potential customer qualifies social media as a valuable marketing tool and an important component of the integrated marketing communication. As a marketing communication tool, social media introduces a completely new paradigm into marketing communications. Therefore marketing professionals and academics are continuously seeking how to take advantage of social media for different industries. In the field of politics, the use of marketing concepts to engage voters and drive collective participation in political processes has become critical due to stiff competition. The use of social media for political campaigning and engagement could be beneficial, but politicians and political organisations are not taking full advantage of the concept. Previous studies show that organisations are aware of the opportunities that social media could provide for their organisations. However, they are reluctant because they are faced with the problems of lack of information on how to implement social media for business purposes. This treatise investigates the approach and critical success factors for the use of social media for political campaigning and engagement. To evaluate the conceptual framework that was suggested by this study based on the literature review and case studies, an empirical study was conducted among the members of the Democratic Alliance in the Eastern Cape. A survey was conducted among the members of the Democratic Alliance in the Eastern Cape using a questionnaire and 92 responses were received. The questionnaire measured the respondents’ social media usage, level of political engagement, perception on the use of social media for political engagement and the level of political activities on social media. Also, hypotheses were tested to examine the assumption that there might be an association between the respondents’ gender, population group and level of political activities on social media. The findings of this study indicate that a structured approach, a strong emphasis of engaging followers socially and micro-targeting are critical to effective implementation of social media for political campaigning and engagement. Other factors include the direct involvement of leadership, listening and encouragement of user generated contents. This study concludes that political organisations can use social media to establish multi-levelled social networks that provide access to their target audience and also reach potential audience through their friends. This social connectedness can then be translated into political social capital for campaign and engagement purposes.

Thesis (MBA (Business Management))--Stellenbosch University, 2008.
The objective of this specific research report is to analyse the internet marketing function within the South African tourism industry. Furthermore, the hotel industry is analysed to establish how the introduction of the internet changed the playing field in terms of marketing and how customer behaviour has changed over the past 13 years with the introduction of the internet to the already established global distribution systems (GOS) and computer reservation systems (CRS). An in-depth literature review is conducted to analyse the marketing function in general, after which an analysis in terms of production and services organisation is discussed. Here, the focus is on the 4 P and 7 P marketing mix theories of Michael Porter. The influence of the internet on the service marketing mix is discussed with specific reference to the luxury hotel industry. The specific research and interviews conducted in this study are focused on the luxury hotel industry in the Cape Town city area. Focus areas of the interviews with the specialist in the industry are on the following: • Influence of the internet on customer relationship management • Influence of the internet on the relationship between the luxury hotels and intermediaries • Influence of the internet on marketing functions such as cost and service. The findings of the primary research in the interviews are then compared to the findings in the literature review and recommendations and managerial implications are drawn in the final chapter of the research report.

Thesis (MComm)--Stellenbosch University, 2002.
ENGLISH ABSTRACT: One of the phenomena's in the marketing industry of the past decade is the increased use of database marketing. Database marketing involves the collection, processing and dissemination of vast amounts of consumer information in order to compile detailed consumer databases. The increasing popularity of database marketing can be attributed to various factors. Consumer information can now be obtained easier, cheaper and faster due to the availability of information technology. It has become easier to segment consumer markets and it is possible to identify consumer trends. It is possible to make predictions of consumer behaviour or buying patterns because consumer databases provide a more complete consumer profile with information ranging from demographics, psycho graphics to life-style information. Database technology improves the efficiency and effectiveness of marketing campaigns because marketers can analyse the available information and select the most appropriate marketing strategies and tactics, while concentrating efforts on the most profitable consumer. Marketers therefore waste less effort, money, and other resources by not promoting to individuals who are unlikely to react upon such offers. Widespread databases assist marketers in offering products that are more reasonably priced and more precisely tailored for smaller, more homogeneous market segments. Improved product and service offerings as well as the availability of a wider variety of products and services will likely result in higher consumer satisfaction and could build consumer loyalty. Therefore, marketers use consumer information to improve the overall marketing strategy and individual customer service. Consumers are concerned about database marketing practices because consumers believe some data practices invade personal privacy. The need for privacy has always been inherent to human nature and the concept of privacy dates back to early mankind. One should however differentiate between an individual's basic need for privacy from a general perspective and privacy within a consumer-marketer context. Privacy from a general perspective refers to one's territoriality and need for physical seclusion, whereas consumer privacy mainly relate to the privacy of personal information. Bennett, as well as Stone and Stone proposed that a state of privacy exist when a consumer can control social interaction, unwanted external stimuli, and the dissemination of personal information as well as being able to make independent decisions without outside interference. Consumers' need for privacy is however, in conflict with the need for social interaction and the need to participate in commercial exchange relationships. The more a person interacts with other members of society, the more the person could expect to compromise some privacy. This implies that when consumers participate in a business transaction, or where an exchange relationship exists between the database marketer and consumer, consumers could expect that a degree of privacy will be lost. Consumer groups however, argue that some marketing practices invade the reasonable amount of privacy consumers should be able to expect. The raising consumer concern for privacy is attributable to several reasons. The primary driver of consumer concern is the general lack of knowledge on data collection and use. Other reasons for the raising privacy concern include the type of information collected and the amount of control consumers have over subsequent use of data; the use of personal information to identify specific individuals; collection and use of sensitive information, such as medical and financial data; the volume of information collected and used; secondary information use; the use and dissemination of inaccurate databases; the collection and use of children's data; the lack of tangible benefits received in exchange for information provided; and the use of consumer information for financial gain. Consumers have also expressed concern about electronic database marketing practices because of the secrecy in data collection and use. However, privacy concerns may vary depending on consumers' cultural orientation, age, perception on what constitutes good marketing ethics or the specific methods employed to obtain consumer data. One could distinguish between several consumer clusters when considering consumers" attitudes on database marketing practices and personal privacy. In this regard the typical South African consumer is classified as a "pragmatist". Pragmatists are concerned with privacy to the extent they are exposed to database marketing activities. The South African database marketing industry is still in its infancy phase and as the industry progress, and consumers become more knowledgeable, privacy concerns are likely to increase. It is important to address the issues that raise consumer privacy concerns and to find solutions for ensuring sustainable database marketing practice in future. Marketers' information needs and consumers' privacy needs should somehow be balanced in order to withhold government intervention. Compromises from both sides are necessary to reach a more balanced relationship between the two parties. The successful outcome of the privacy debate will depend on marketers' understanding of consumer privacy issues and by addressing these accordingly.Several approaches exist for regulating database marketing practices that invade consumer privacy: the implementation of information technology, self-regulation and government intervention. Self-regulation is preferred for regulating database marketing practices, whereas privacy-enhancing information technology is recommended as a supplemental tool for protecting consumer privacy. Government regulating seems to be the last resort because of unnecessary restrictions that might be imposed on database marketing activities. Recommended models for regulating database marketing activities and for protecting consumer privacy in South Africa are the Registration Model, together with elements of the Data Commissioner Model. These models were proposed after careful consideration of characteristics, unique to the South African database marketing industry. The models place the responsibility for data protection with the database marketer and the South African government, rather than with the consumer. The Registration Model and the Data Commissioner Model seems a viable combination for implementation in South Africa because these models acknowledge the fact that South African pragmatic consumers are not well educated and informed enough on privacy invading database marketing practices. This combination rarely involves any consumer participation and therefore suits the typical apathetic nature of South African consumers. The Registration Model acts like a notice system where an agency, currently the Direct Marketing Association of South Africa, develops principles of fair information practices to which registered marketers need to comply with. A commission, an element of the Data Commissioner Model, has power to investigate consumer complaints, constrain development of databases, review data practices and advise on improvements on data collectors' systems. The commission could also monitor advancements in information technology that may enhance consumer privacy. The only problem with these models seems to be that the agency and or the commission have no authoritative power to enforce compliance with principles and codes of conduct. Industry self-regulation in conjunction with some governmental control and the application of information technology seems to be useful in providing adequate levels of consumer privacy and data protection. Such a combination might strike a balance between South African consumers' need for privacy and South African marketers' need for consumer information.
AFRIKAANSE OPSOMMING: Een van die verskynsels in die bemarkingsindustrie oor die afgelope dekade is die toenemende gebruik van databasisbemarking. Databasisbemarking behels die insameling, prosessering en verspreiding van groot hoeveelhede verbruikersinligting met die doelom gedetailleerde verbruikersdatabasisse saam te stel. Die toenemende gewildheid van databasisbemarking kan toegeskryf word aan verskeie faktore. Inligtingstegnologie maak dit baie makliker, goedkoper en vinniger om verbruikersinligting te bekom. Dit raak al hoe makliker om verbruikersmarkte te segmenteer en dit is moontlik om verbruikers tendense te identifiseer. Voorspellings kan ook gemaak word ten opsigte van verbruikersgedrag en aankooppatrone omdat die omvang van inligting in verbruikersdatabasisse strek vanaf demografiese, psigografiese tot lewenstylinligting en daarom 'n baie meer volledige verbruikersprofiel bied. Databasistegnologie verbeter die doeltreffendheid en effektiwiteit van bemarkingsveldtogte omdat bemarkers beskikbare inligting kan analiseer en die mees gepaste bemarkingstrategieë en taktieke kan selekteer, terwyl programme gerig kan word op die mees winsgewinde verbruiker. Bemarkers sal dus minder moeite, geld en ander hulpbronne vermors deurdat bemarkingsprogramme nie gerig word op individue wat heel waarskynlik nie op sulke aanbiedinge sal reageer nie. Omvangryke databasisse help bemarkers om goedkoper produkte te bied wat meer presies ontwerp is op kleiner, meer homogene marksegmente te dien. Verbeterde produk en diens aanbiedinge tesame met die beskikbaarheid van 'n wyer verskeidenheid van produkte en dienste, sal heel waarskynlik hoër verbruikersatisfaksie tot gevolg hê en kan verbruikerslojaliteit bewerkstellig. Dus, bemarkers gebruik verbruikersinligting om die algehele bemarkingstrategie en individuele diens aan verbruikers te verbeter. Verbruikers het belang by databasis bemarkingspraktyke omdat verbruikers glo dat sommige data praktyke inbreuk maak op persoonlike privaatheid. Die behoefte aan privaatheid was nog altyd inherent aan die menslike natuur en die konsep van privaatheid dateer terug tot vroeë beskawings. Daar behoort egter 'n onderskeid getref te word tussen 'n individu se basiese behoefte aan privaatheid vanuit 'n algemene perspektief en privaatheid vanaf 'n verbruiker-bemarker konteks. Privaatheid, vanaf 'n algemene perspektief, verwys na 'n individu se persoonlike ruimte en die behoefte aan fisiese afsondering, teenoor verbruikersprivaatheid wat hoofsaaklik verband hou met die privaatheid van persoonlike inligting. Bennett, sowel as Stone en Stone het voorgestel dat 'n mate van privaatheid heers wanneer 'n verbruiker beheer het oor sosiale interaksies, ongewenste eksterne prikkels, die verspreiding van persoonlike inligting, sowel as om in staat te wees om onafhanklike besluite te neem sonder invloed van buite. Verbruikers se behoefte aan privaatheid is egter in konflik met die behoefte aan sosiale interaksie en die behoefte om deel te neem aan kommersiële transaksies. Hoe meer 'n persoon in wisselwerking tree met ander lede van die gemeenskap, hoe meer kan die persoon verwag om 'n mate van privaatheid op te offer. Dit impliseer dat wanneer verbruikers deelneem in 'n besigheidstransaksie of waar 'n ruilverhouding bestaan tussen die databasisbemarker en verbruiker, kan verbruikers verwag dat 'n mate van privaatheid verlore sal gaan. Verbruikers kan 'n redelike mate van privaatheid verwag, maar verbruikersgroepe argumenteer dat sommige bemarkingspraktyke inbreuk maak op hierdie redelike verwagting van privaatheid. Die toenemende verbruikersbelang by privaatheid is toeskryfbaar aan verskeie redes. Die primêre dryfkrag agter verbruikers se belang is die algemene gebrek aan kennis oor data insameling en gebruik. Ander redes wat bydrae tot die toenemende belang by privaatheid sluit in die tipe inligting ingesamel en die hoeveelheid beheer verbruikers het oor die daaropeenvolgende gebruik van data; die gebruik van persoonlike inligting om spesifieke individue te identifiseer; die insameling en gebruik van sensitiewe inligting, soos byvoorbeeld mediese en finansiële data; die hoeveelheid inligting wat ingesamel en gebruik word; sekondêre gebruik van inligting; die gebruik en verspreiding van onakkurate databasisse; en die insameling en gebruik van verbruikersinligting om finansieël voordeel daaruit te trek. Verbruikers het ook belang getoon teenoor elektroniese databasis bemarkingspraktyke as gevolg van die geheimhouding oor data insameling en gebruik. Die belang by privaatheid mag egter varieër afhangende van verbruikers se kulturele oriëntasie, ouderdom, persepsie van wat goeie bemarkingsetiek behels of die spesifieke metodes gebruik om data aangaande verbruikers te bekom. Daar kan onderskei word tussen verskeie verbruikersgroepe wanneer verbruikershoudings teenoor databasis bemarkingspraktyke en persoonlike privaatheid oorweeg word. In hierdie verband kan die tipiese Suid-Afrikaanse verbruiker geklassifiseer word as 'n pragmatis. Pragmatiste is besorg oor privaatheid tot die mate waartoe hulle blootgestel is aan databasisbemarkingsaktiwiteite. Die Suid-Afrikaanse databasis industrie is nog in die beginfase en soos die industrie groei en verbruikers meer ingelig raak, sal besorgdheid oor privaatheid heelwaarskynlik ook toeneem. Dit is belangrik om die kwessies wat besorgdheid oor verbruikersprivaatheid veroorsaak aan te spreek en om oplossings te vind om volhoubare databasisbemarkingspraktyke in die toekoms te verseker. Daar moet gepoog word om bemarkers se behoefte aan inligting en verbruikers se behoefte aan privaatheid in ewewig te bring om sodoende owerheidsinmenging te voorkom. Opofferings van beide partye is nodig om 'n meer gebalanseerde verhouding tussen die twee partye te bewerkstellig. Die suksesvolle uitkoms van die privaatheidsdebat sal afhang van bemarkers se begrip vir verbruikersprivaatheidskwessies en om dit dienooreenkomstig aan te spreek. Die regulering van databasisbemarkingspraktyke wat inbreuk maak op verbruikersprivaatheid kan verskillend benader word: die implementering van inligtingstegnologie, self-regulering en owerheids-inmenging. Self-regulering word verkies as basis om databasisbemarkingspraktyke te reguleer, terwyl privaatheids-bevorderende inligtingstegnologie aanbeveel word as bykomende gereedskap om verbruikersprivaatheid te beskerm. Owerheidsregulering word gesien as die laaste uitweg as gevolg van onnodige beperkinge wat dit mag plaas op databasisbemarkingsaktiwitei te. Die voorgestelde modelle vir die regulering van databasis bemarkingsaktiwiteite en vir die beskerming van verbruikersprivaatheid in Suid Afrika, is die Registrasie Model, tesame met elemente van die Data Kommissaris Model. Hierdie modelle is voorgestel nadat eienskappe, uniek aan die Suid Afrikaanse databasisbemarkingsindustrie, deeglik oorweeg IS. Die modelle plaas die verantwoordelikheid van data beskerming in die hande van die databasisbemarker en die Suid-Afrikaanse owerheid, eerder as by die verbruiker. Die Registrasie Model en die Data Kommissaris Model blyk 'n uitvoerbare kombinasie vir implementering in Suid Afrika te wees, omdat hierdie modelle die feit inagneem dat Suid Afrikaanse pragmatiese verbruikers nie goed genoeg opgevoed en ingelig is oor die databasisbemarkingsaktiwiteite wat inbreuk maak op privaatheid nie. Hierdie kombinasie behels selde verbruikersdeelname en is daarom gepas by die tipiese apatiese aard van Suid Afrikaanse verbruikers. Die Registrasie Model dien as 'n kennisgee-stelsel waar 'n agentskap, tans die Direkte Bemarkings Assosiasie van Suid Afrika, beginsels vir regverdige inligtingspraktyke ontwikkel waaraan geregistreerde databasisbemarkers moet voldoen. 'n Kommissie, 'n element van die Data Kommissaris Model, het mag om verbruikersklagtes te ondersoek, die ontwikkelling van databasisse aan bande te lê en om datapraktyke te hersien en advies te gee oor verbeteringe in die stelsels van data-insamelaars. Die kommissie kan ook ontwikkelinge in inligtingstegnologie wat verbruikersprivaatheid bevorder, monitor. Die enigste probleem met hierdie modelle blyk te wees dat die agenstkap en die kommissie geen gesag het om te verseker dat beginsels en kodes van goeie gedrag afgedwing word nie. Industrie self-regulering, tesame met 'n mate van owerheidsbeheer en die implementering van inligtingstegnologie blyk nuttig te wees om voldoende vlakke van verbruikers-privaatheid en data beskerming te verseker. Dié kombinasie kan moontlik 'n balans vind tussen Suid Afrikaanse verbruikers se behoefte aan privaatheid en Suid Afrikaanse bemarkers se behoefte aan verbruikersinligting.

Games as a form of communication have been examined by academics in the fields of game studies, narratology and media studies, among others, but the use of games to communicate advertising messages has not been adequately explored within the South African context. The study sought to investigate the phenomenon of advergaming, purpose-built games designed to communicate an advertising message, in South Africa, and to develop a model for the use of advergaming as a viral marketing tool in this context. Using a hybrid approach, the study examined the way that advertising agencies currently use advergames as well as the effectiveness of advergaming as a means to communicate a message. The study presents the results of a national survey of advertising agencies in South Africa, a content analysis of existing advergames and an analysis of three semi-structured group interview experiments conducted using selected advergames. The findings point to the potential of advergaming as a message communication tool, but also highlight the challenges that may hamper the widespread use of advergaming in South Africa. It proposes the use of the mobile environment as a means to reach a wider South African audience and in that way, overcome some of the obstacles to advergaming adoption. In addition, the results identify aspects of advergames that seem to correlate with the effectiveness of message communication.

Includes bibliographical references (leaves 152-160).
It is not unusual for a student to study French from secondary school to university level and still not be able to communicate effectively with a native speaker. In addition, for many years, apart from translation diplomas, the traditional Bachelor of Arts degree in French prepared students for little more than teaching the language. In South African universities, the introduction of courses in Business French is relatively recent. An individual might be motivated to learn a foreign language because of its aesthetic value or practical use. Howevere, in South Africa, the decision to allocate state funds and school-learning hours towards the promotion and teaching of a foreign language has deeper implications, particularly when there are eleven official languages competing for recognition. In India in early 1900, Michael West had attempted to establish why Indian people should learn English ("in order to read") and how they should learn English ("through reading"). Abbot (1981: 12) called this random teaching of a foreign language "TENOR (teaching English for no obvious reason "'. Similarly, the question as to why South Africans should be taught French or any other foreign language needs to be answered. If not, we risk falling into he same trap as "TENOR" except in this case we will be teaching French for no apparent reason. While the purpose of this research is not to discredit those students who desire to learn French for personal reasons, the main argument presented in this thesis is based on whether South Africans should learn French in order to trade more effectively with Francophone countries. Combining qualitative and quantitative research, preliminary conclusions indicate that an in-depth cost and benefits analysis might prove the link French language acquisition with economic expansion. However, within the limitations of this research, there is insufficient justification for the allocation of state funding for foreign language acquisition over and above the need for other mainstream school disciplines. A more viable solution would be to train and to employ South Africa's new language resource, that of the Francophone refugees currently living in the country, assuming that they are willing to remain in this country.

Thesis (MBA (Business Management))--Stellenbosch University, 2008.
The goal of the study was to identify the ideal positioning strategy for the South African Apple and Pear industry to successfully compete as a supplier against Chile in the European retail environment. The hypothesis of the study states that the ideal positioning strategy for South Africa is a combination between a Corporate and a Generic strategy. The Corporate strategy would focus on what wants to be achieved while the Generic strategy would focus on how it needs to be achieved. A strategy framework combining available corporate strategies with available Generic strategies identified 12 potential corporate/generic strategy combinations. The outcome of the study would be the selection of the combination most suited to take the South African Apple and Pear industry into the future. The research in this study included a full description of both the South African and Chilean industries discussing the physical, economic and political environment as well as the available human resources and industry structures. A thorough description of the European retail environment was followed by an external analysis identifying the key success factors required to successfully supply this market. The key success factors were used as the framework to do an internal situational analysis of the South African and Chilean industries. The internal situational analysis identified the key areas that South Africa needs to focus on to improve its competitive position against Chile in the European retail market. These key areas were pivotal in the selection of the optimal corporate / generic strategy combination. The outcome of the study identified a Market penetration strategy (Corporate strategy) through the use of a Differentiation (Generic strategy) as most suited to improve the competitiveness of the South African Apple and Pear industry. This strategy will grow demand and market share for South African apples and pears in the existing EU retail market for its existing product range by focusing on: 1. Improving the retail value and sales volume of SA apples and pears in the European retail market through:  In-store promotional and media campaigns that will create awareness of South African apples and pears and SA Tourism as well as educate and communicate consumers about the attributes and different uses of SA apples and pears as well as SA Tourism opportunities.  The identification of all South African apples and pears through on-pack branding by using the “South Africa, Alive with Possibility brand”. In-pack information booklets providing nutritional information and recipes for South African apples and pears. 2. Communication of real time supply information to European retailers and importers through:  E-mailing retail buyers direct website links giving them access to the weekly South African Pome Fruit newsletters indicating crop estimates, weekly inspection volumes and shipment volumes per variety. 3. Active engagements with the SA government to gain their involvement and financial support for promotional activities in retail stores through:  Active lobbying by industry representatives for the involvement of SA Tourism, the Department of Trade and Industry and the International Marketing Council in promotional campaigns where SA Apples and Pears are used as a vehicle to enhance the image of the South Africa amongst consumers, retailers and importers. 4. The active communication at an industry level to European retailers and importers about the South African Apple and Pear industry’s progress regarding the management of the carbon footprint of its products as well as the production of residue free fruit through.  Yearly visits by industry representatives to European retailers and importers where South African progress reports in these areas are presented. The assessment highlighted that South Africa is relatively strong throughout the value chain activities but that the lack of a unified industry whereby its strengths are communicated to consumers, retailers and importers, has led to South Africa loosing market share to Chile.

Push- and pull forces are considered the most important motivational factors in driving tourism demand. Push forces are motivational forces that arise due to the individual’s need to travel, while pull forces are destination attributes which pull the traveller to the specific destination and in doing so they satisfy the need of the traveller. Understanding why people travel, how they go about selecting their holiday destination and why one country is preferred to the other, is vital to the continued success of the tourism industry. The needs and wants of travellers are constantly changing, therefore, it is imperative that tourism businesses excel at developing new products and services which are better suited to the needs of consumers. The primary objective of this study was to determine the push- and pull forces that influence outbound destination choice in Nelson Mandela Bay Metropole. The study investigated and analysed how the independent variables (push- and pull factors) influence destination choice (dependent variable). From a comprehensive literature review, a hypothetical model was developed to test the relationships between push-and pull forces and destination choice. Twelve hypotheses were formulated to test the relationship between four push forces, eight pull forces and destination choice. The study sought the perceptions of Nelson Mandela Bay Metropole residents and utitised the quantitative research paradigm. A survey was conducted with the aid of a structured self-administered questionnaire, distributed via e-mail and as a hard copy. A combination of convenience- and snowball sampling was utilised. The final sample comprised 302 respondents. The validity of the measuring instrument was ascertained by using exploratory factor analysis. The Cronbach’s alpha values for reliability were calculated for each of the factors identified during the exploratory factor analysis. The top ten destinations visited and intended to be visited were indicated. United Kingdom was the most visited international destination for both leisure and business purposes, while The United States of America was the most popular international destination to visit next for both leisure and business purposes. Pearson product-moment correlation and multiple regression analysis were used to test the correlation and significance of the relationships hypothesised between the various independent and dependent variables. Three statistically significant relationships were found between the push forces (physical and stature motivators and destination accessibility) and destination choice. Four statistically significant relationships were found between the pull forces (events, natural attractions, political issues and general infrastructure) and destination choice. The empirical findings further confirmed that an inter-relationship between push- and pull forces within destination choice does exist. However, pull forces influence push forces to a larger extent. Analysis of variance calculations were used to identify if significant relationships exist between the twelve demographic variables and nine reliable and valid independent variables. Furthermore, post-hoc Scheffè tests identified where the significant differences occurred between the different categories. Cohen’s d-values were calculated in order to assess the practical significance of the mean scores. A total of sixteen practical significant relationships were identified. Travel companies should compile travel packages and tours that serve the needs of both leisure- and business travellers. They can use social media as a communication- and promotion tool to entice travellers to specific destinations. The business travel packages should be all inclusive and include transportation, accommodation and even entries to events. The visual aids, utilised within the marketing material, should entice travellers to want to visit these destinations, and outline the favourable general infrastructure available. When marketing outbound destinations, travel service providers must pay attention to demographical variables such as gender, age, ethnical affiliation, income and marital status to compile travel packages that satisfy the needs of specific groups.

The research program addressed in this study was to do an analysis of the potentials of the marketing of ostrich meat in the South African market. Being the world leader in the ostrich industry, the research’s emphasis was to establish reasons why the meat industry does not explore the South African meat market. To achieve this object, a literature study to determine the key components of the current situation was undertaken and used as a theoretical model to analyse the current situation in the market as well as in the ostrich industry. In addition to the literature study, an empirical study was conducted to identify some critical issues that have an influence on the potential of the domestic market. The survey method used, based on the key components gained from the literature study, consisted of an in-depth scan of the macro-environment and thorough investigation of the target industry. The investigation involved using the Internet and World Wide Web, print media, personal interviews and telephonic interviews. The result of the literature study was finally combined with the results of the empirical study and some recommendations were made. The recommendations were applicable to the ostrich industry in so far that implementing some plans for the meat industry can have serious consequences for the other products of the ostrich industry

Launching a new product requires a creative and analytical approach that will embrace the needs of a variety of customers. Therefore the key to success, during the launch stage of a new product, lies in finding those customer segments which are most disposed to become early adopters. Once the new product has been launched and is widely accepted, the more conservative customers will be easier to sell to. This study proposes the launch strategy of an aerosol spray paint which is designed for the use in a DIY market of the automotive refinish segment. The study take a form of an assessment survey involving a literature review and a survey of managers and sales representatives of selected automotive dealerships and body repair shops. The literature review identified best practices that should be followed to launch a new product: starting with assessing the market potential of the new product, followed by a series of activities including pre-launch and then a full launch. The strategic marketing approach required to launch a new product is also described throughout the process. The empirical survey and research methodology employed in the study is described. This is followed by the survey questionnaire used for gathering the data needed for analysis. The research findings of the empirical survey are then analyzed and reported on. Various recommendations flowing from the results of the empirical study are presented in the final chapter.

Thesis (MBA)--University of Stellenbosch, 2010.
South Africa is currently not considered a wine-drinking nation. The consumption per capita rate is very low, especially for a wine-producing country. To date, the wine industry has grown due to exports allowed since sanctions were lifted in 1994. With the export market set to decelerate over the next few years, the wine industry will have to develop the domestic market, especially the black consumer market for future growth. The emerging black market of South Africa has materialised as the strongest buying influence in the economy. They have an overwhelming desire to have access to a lifestyle, which in the past was not possible. While they are status and lifestyle orientated, they want products and brands that are aspirational and close to them. Understanding this market and the potential they pose is vital for the wine industry’s future. Wine marketers need to understand this target market’s thoughts and perceptions around wine, as this market is still largely untapped. The emerging black market has had little exposure to wine compared with other alcoholic drinks such as beer, brandy and the ready-to-drink category and the wine industry will have to look at a comprehensive strategy to target them. It is the purpose of this study to provide detailed insights into the emerging black market of South Africa in connection with wine consumption. Initially, a literature review was conducted to investigate this target market and the wine industry’s current situation. Various marketing tools were discussed designed to specifically target the emerging black market. Based on this information, a consumer survey was conducted amongst black MBA students of the University of Stellenbosch Business School (USB). The data was analysed and conclusions were drawn that answered the questions and objectives of this study. The analyses showed that the wine industry should focus on the women segment of the emerging black market, as they are the current group interested in wine. Other main findings included that wine needed to be positioned as an aspirational product; that brand ambassadors in large social networks should be identified; and finally that the wine industry and all its stakeholders should work together to educate the emerging black market and collectively apply the various marketing techniques found to be popular.

Despite the significant contribution to socio-economic development by SMEs (small and medium enterprises), their failure rate is very high in South Africa. Adoption and implementation of market orientation has been identified by various scholars as a means to mitigate SME failure in the highly competitive environments they operate in. This study investigated the factors influencing market orientation in SME computer retailers in King Williams Town and East London, South Africa. The objectives of the study were to investigate whether owner/manager involvement of had an influence on market orientation in SME computer retailers, to establish whether organisational systems and interdepartmental dynamics had an impact on the customer focused culture as well as investigate whether competitive intensity influenced the SME computer retailers to be market focused. Both primary and secondary data sources were used in this study. A quantitative research design was used in conducting this research. Simple random sampling, a probability sampling technique was used to select a sample of 104 from the sample frame of 141 registered SME computer retailers. The survey method, by way of a selfadministered questionnaire was used to collect primary data. The statistical Package for Social Sciences (SPSS) as statistical software was used to analyse data. The Chi-square test, Pearson correlation, the t-test, and descriptive statistics were used to analyse data. The findings of this research found that there are factors influencing market orientation in SME computer retailers, such as owner/manager involvement. Competitive intensity was found to influence SME computer retailers to be market focused. It was also found that organisational systems and interdepartmental dynamics did not impact on the customer focused culture. The findings of this research showed that SME owner/managers hold the key to shaping an organisation‟s values and culture orientation therefore in order to be market orientated, they need pass on a clear message to the lower levels of the organisation. The careful implementation of organisational systems and interdepartmental dynamics that encourage market orientation as well as constant matching and monitoring of competitors was recommended to enable SMEs to be market orientated and in turn improve their business performance and success.

Thesis (MTech (Public Relations Management ))--Cape Peninsula University of Technology, 2010
The aim of this study is to examine the relationship of public relations and marketing and how these two functions can fuse their work without encroaching on each others fields. The strategic corporate function of stakeholder management is used as the platform to illustrate this proposed mutually beneficial relationship. The theoretical approach to the study is directed at exploring the three different fields of public relations, marketing and stakeholder management by outlining the general theory of excellence in corporate communication; marketing management theory; and stakeholder management theory. The public relations and marketing role within the Life Healthcare hospitals in the Eastern region are explored through a quantitative study aimed at gaining the incumbents' (in the public relations/marketing positions) view on their outputs within their function mapped against the outputs needed as viewed by the dominant coalition of the various hospitals. The incumbents' contribution to; and the dominant coalition's view of stakeholder management is also explored through the same dual view approach. Differentiating the roles' (public relations and marketing) contribution to stakeholder management (as subset against the theoretical background of what these roles should entail) are the outcomes of this quantitative study in the Life Healthcare group - Eastern region. This will then provide the platform for creating a framework of synthesis where public relations and marketing can collaborate in stakeholder management. Therefore, the outcome of this study, firstly, is a framework for the collaboration of public relations and marketing in stakeholder management within the Life Healthcare Group Eastern region. The framework creates a synthesis of the two corporate functions so that both can effectively contribute to the hospitals' strategic relationship building process in their own right as is necessary in excellent organisations. Secondly, it highlights insights gained (through the quantitative study and exploration of theory) into the public relations and marketing function within the region, and outlines problem areas that should be tackled by the dominant coalition if they are to elevate public relations and marketing to a function which can contribute to the broader organisational strategy.

This study investigated the expansion strategies of hotel companies that want to expand away from their local market. Due to the growing importance of services in economic development, there is an impressive body of knowledge on the process of internationalisation and service industries. Due to the major changes impacting upon the industry due to the effects of technology and globalisation, it would be useful to establish the important key factors and processes involved during internationalisation. Expanding cross border for a hotel group signifies a number of challenges that must be focused on at the same time. Markets need to be identified, political stability needs to be scanned and cultural differences must be taken into consideration. Logistics and supply chain have to be developed together with operational issues from financial reporting, marketing and human resources. Organisational structures must be adapted to take into account the new levels of responsibility. An in-depth review of the literature regarding internationalisation was conducted, which evidenced that the most useful model for answering the questions was the eclectic paradigm as developed by John Dunning (1993). The paradigm has been used in many manufacturing and service sector studies, including that of the hotel sector (Contractor and Kundu, 1994). A questionnaire was compiled and interviews were set up with the directors and executives tasked with the respective companies’ expansion programmes. Due mainly to the effects of new technology and globalisation on the hotel industry, there have been many changes in the last decade, including increasing consolidation and concentration and an increasing importance upon branding and financial performance. It was apparent from the research that the time taken to internationalise by hotel chains has reduced significantly in the last decade, especially if one looks at the performance of hotel companies such as Accor Hotels. iii Only two of the three companies studied in this treatise had undertaken expansion into Africa with the third company ready for entering soon. Nonequity involvement in general was the most favoured form of involvement with majority of their expansions based on management contracts, joint partnership or franchises. The role of the functional departments, the importance of a global outlook and the necessary structural changes during international expansion was also explored. In order to answer the various research propositions that are posed, the researcher chose to base this research on a phenomenological approach through case study analysis.

Thesis (MBA)--Stellenbosch University, 2015.
ENGLISH ABSTRACT: The emerging black middle class in South Africa provides immense opportunity for marketers who wish to capture this segment of the market. However, in order to be relevant, a deep understanding of this ever-evolving segment is absolutely necessary. Characterised by complexity, the black middle class is heterogeneous and evolves at rapid speed. Studies by the Unilever Institute of Strategic Marketing highlighted the immense value of black middle class women, coined Black Diamond™ women. The primary objective of this research was to gain insights into the life of young black professional women and, secondly, to understand the driving forces behind their decision-making. This was achieved through an in-depth exploratory study. The first step in this study was to conduct a literature review on the black middle class in various African countries and the black middle class in South Africa. A review of literature on marketing communication provided the basis for reasoning on the appropriateness of different marketing communication tools. Literature also revealed the emergence of a possible new consumer type, the hybrid consumer. The literature review provided the framework for designing the interview schedules used in the expert interviews and interviews with the Black Diamond™ women. The findings of this research assignment were that the modern black middle class women face many complexities in their daily lives. Brands can, therefore, be significant to them by supporting them in their lives. Brands should customise their offerings, meet the black middle class women in innovative ways at different touch points, and bring meaning in their lives. Brands should also know that culture is prominent in all areas of their lives, which presents unique challenges.

Tourism, as an industry, has a great impact on society and the environment. It adds to economic growth; and therefore, many governments try to enhance tourism because they realise the potential economic returns. Within each country, there are towns or cities that have great tourism potential. In South Africa, Knysna is a good example of a small town with great tourism potential. This study examines the critical success factors of tourism destination marketing for the town of Knysna. Most South Africans see Knysna as an ideal holiday destination, as it has the infrastructure and offerings to make tourists' holidays unforgettable. However, unfortunately, in recent times bad publicity has caused Knysna's image to be damaged. To improve the town's image and to add to its economic growth, tourism bodies and the community have had to work together to ensure that Knysna sustains its position in the national and international tourism markets. The best way to achieve this is through effective destination management and destination marketing. The aim of this study is to determine how effective destination management and destination marketing can lead to competitive growth and to enhancing a destination's position in the tourism industry, and also to providing a set of practical guidelines for the successful implementation of the destination marketing of the town of Knysna. A literature study was conducted to find out what the theory reveals about destination management and marketing. This was followed by an empirical survey; and this survey was conducted in Knysna in the Western Cape. The results of the survey were compared with the literature and tourism operators and managers can now use these as a point of departure to fill any gaps, thus leading to the optimal positioning of Knysna on the international tourism map.

Retailers, Wholesalers, Marketers, Alcohol distributors and Manufacturers continuously fight for volume growth and market-share gain within the total alcohol market. Most of the answers of how much each can gain over a period of time remain a mystery that can only be answered by the consumers. The consumers determine who will have more share of wallet or share of throat more than the other. This is also equally applicable to brands, packs and the various alcohol categories that exist in the market. Why is it important, you possibly wonder? It is important because the alcohol market is an integrated part of our society; it contributes immensely to the South African economy and its value chain is enormous in value. Consumption expenditure increased from R3 513 039 000 in 2004 to R8 558 232 000 by 2013 in the Eastern Cape alone. In the last 10 years there has been an increase of new products that are being introduced into the market across all categories ranging from traditional alcoholic brands to flavoured and ready to drink brands. This presents an opportunity to alcohol consumers, alcohol shoppers and sellers alike. This opportunity meant that the consumer is spoilt for choice and retailers / wholesalers have an opportunity to list more brands which could possibly result in increased margins. Further to the above, South African marketers face both market challenges as well as proposed legislation regarding advertising of alcohol products. Some of the challenges include marketing clutter, competition, diverse nature of the South African consumer, infrastructure issues, government legislations, social media and digital platforms. The liquor industry of the Eastern Cape contributes approximately R7,7 billion to the Gross Geographic Product of the economy of the Eastern Cape through direct and indirect impacts; Approximately 23 620 permanent jobs are supported by the Eastern Cape liquor industry annually; Tax revenue attributable to the liquor industry in the Eastern Cape is R3,9 billion; and the economic impact of the liquor industry on gross capital formation is in the region R3,4 billion per annum. The purpose of this research is to optimise the marketing mix to influence consumer purchasing decisions in liquor outlets within the Border district within the above context. The objective of this study is to identify the marketing mix that influences consumer purchasing decisions in liquor outlets. The study will be conducted within the Border district. The Border district consists of various geographies within the Eastern Cape, South Africa. The area of the study will focus on key municipalities namely; Buffalo city, Amathole, Chris Hani and Joe Gqabi municipalities. The target sample size for this study was 360 consumers. A survey questionnaire was used to measure respondents’ preferences, attitudes, motivations and perceptions. The respondents were instructed to highlight the answer that best described them and / or their preferences. Questions were asked and the respondents had to highlight to what extent they agreed or disagreed with the question. Key findings are that there is high level of agreement that price and promotions influence consumer-purchasing decision in liquor outlets. The highest percentage of respondents are in agreement that beer is a first choice of drink and a second is spirits. 69% of the respondents agree that they change from the usual drink to a different drink when they go out. This can be attributed to the notion that consumers like to badge and want to be seen drinking brands that will be deemed socially acceptable in public, or brands that are the latest trend. The key benefits from the study include improved ability for marketers to reposition brands, give clear recommendations for drinking occasions and better understanding on how to efficiently distribute alcohol portfolios, extend brands and introduce limited editions.

Thesis (MScAgric)--Stellenbosch University, 2000.
ENGLISH ABSTARCT: The Law on the Marketing of Agricultural Produce (no 47 of 1996) introduced a new era in the marketing of deciduous fruit. Previously the producer was obliged by statute to deliver his deciduous fruit to Unifruco, the sole agent of the Deciduous Fruit Board, for exports to the overseas markets. In this era of statutory marketing control the producer could only take decisions about his product up to the point where it left the farm gate. In the deregulated marketing environment, the producer can now, however, control the marketing of his products until it reaches the end consumer abroad. The purpose of this thesis is to identify the factors, processes, opportunities and possible pitfalls with which the individual producer now has to contend, and to describe them qualitatively in order to enable him to decide how he will market his products in the environment of a deregulated market. In order to make a decision, the producer must have a vision and goals to achieve. The different facets in formulating these are discussed. The different decisionmaking phases that are employed interactively, to facilitate the making of a marketing decision, are investigated and clearly stated. These phases include the preparatory phase, the investigation of the distribution channel, as well as that of agents, the different marketing alternatives and eventually the actual taking of interactive marketing decisions. It has become quite clear, through the research done, that in future, the sustainability of every producer of deciduous fruit will be determined by his ability to make informed marketing decisions, and to adapt to the new marketing environment.
AFRIKAANSE OPSOMMMING: Die Wet op die Bemarking van Landbouprodukte (No 4 7 van 1996) het 'n nuwe era in die bemarking van sagtevrugte ingelei. In die verlede was die produsent statuter verplig om sy sagtevrugte aan Unifruco, alleenagent van die Sagtevrugteraad, te !ewer vir uitvoer na die buiteland. Die produsent het in die era van statutere bemarkingsbeheer dus slegs besluite ten opsigte van sy produk geneem tot waar dit die plaashek verlaat. In die gedereguleerde bemarkingsomgewing kan die produsent egter nou self besluite neem oor die bemarking van sy produk tot waar dit in die buiteland die hande van die eindverbruiker bereik. Die doel van die tesis is om die faktore, prosesse, geleenthede en moontlike slaggate waarmee die individuele produsent nou te kampe het, te identifiseer en kwalitatief te beskryften einde horn in staat te stel om te besluit hoe hy sy vrugte in die gedereguleerde bemarkingsomgewing kan bemark. Vir di.e neem van besluite is dit noodsaaklik dat 'n produsent 'n missie en doelstellings het. Die verskillende fasette by die opstel daarvan word bespreek. Die verskillende besluitnemingsfases wat interaktief aangewend word om die bemarkingsbesluit te neem, word ondersoek en uitgespel. Dit sluit in die voorbereidingsfase, die ondersoek van die distribusiekanaal, die ondersoek na agente, die verskillende bemarkingsalternatiewe en dan die neem van die interaktiewe bemarkingsbesluite. Uit die ondersoek is dit duidelik dat elke sagtevrugteprodusent se volhoubaarheid in die toekoms bepaal sal word deur sy vermoe om ingeligte bemarkingsbesluite te kan neem en dus by die nuwe sagtevrugtebemarkingsomgewing aan te pas.

Thesis (MBA)--Stellenbosch University, 2003.
ENGLISH ABSTRACT: After the deregulation of the South African deciduous fruit industry in 1997 an unregulated grape marketing environment replaced the single channel marketing system. Many new South African grape exporters were now involved in an uncoordinated and uncooperative marketing environment. Each marketing organisation implemented their own marketing plans resulting in an increase in competition among South African suppliers. The South African grape supplies originate from various production areas, each with their unique characteristics and qualities, making it a very competitive environment. South African grapes also share the various markets with other competing Southern Hemisphere grape suppliers. This level of competition makes it very important for the South African grape industry to have a uniform marketing strategy. To achieve a uniform industry marketing strategy the industry has to develop a common vision - to be the preferred table grape supplier in our target markets - that forms the basis of developing a generic South African table grape marketing strategy. A single vision gives the competitive export companies a common marketing objective. This study includes recommendations to industry stakeholders that will enable them to formulate their own marketing strategy, all within the guidelines of the common vision that is adjusted to the specific needs of their respective target markets.
AFRIKAANSE OPSOMMING: Na die deregulering van die Suid-Afrikaanse sagtevrugtebedryf in 1997 het 'n ongereguleerde bemarkingsomgewing die enkelkanaalbemarking vervang. Verskeie nuwe Suid-Afrikaanse tafeldruifuitvoerders was nou betrokke by 'n ongekoërdineerde bemarkingsomgewing waar daar geen samewerking tussen uitvoerders was nie. Elke bemarkingsagent het sy eie bemarkingsplan gevolg wat gelei het tot 'n toename in kompetisie tussen Suid-Afrikaanse produsente. Die Suid-Afrikaanse tafeldruiwe word in verskillende produksieareas geoes, elk met hul unieke eienskappe en kwaliteite. Dit maak dit 'n baie kompeterende omgewing. Die Suid-Afrikaanse druiwe kompeteer ook in die mark met ander Suidelike Halfrond druiwe produsente. Met so 'n hoë vlak van kompetisie, is dit belangrik dat die Suid- Afrikaanse industrie 'n eenvormige bemarkingstrategie het. Om 'n eenvormige bemarkingstrategie vir die industrie te formuleer, moet die industrie visie - om die voorkeurverskaffer van tafeldruiwe in ons teikenmarkte te wees - die basis vorm vir die formulering van 'n generiese bemarkingstrategie vir Suid-Afrikaanse tafeldruiwe. 'n Eenvormige visie bied vir die kompeterende bemarkingsagente 'n gemene doelwit. Hierdie werkstuk sluit aanbevelings in wat vir rolspelers leiding sal gee om hul eie bemarkingstrategie te formuleer wat die doelwitte van 'n eenvormige visie onderskryf, maar nog steeds die behoeftes van die onderskeie teikenmarkte aanspreek.

It is commonly understood that the adoption and development of technological marketing capabilities by firms provides them with immense opportunities to transform their business practices and strategies, so as to strategically position themselves in the market and enhance firm performance. Nevertheless, little attention has, thus far, been given to the empirical investigation of the impact of adopting and developing the technological marketing on Porter‟s five competitive forces and firm performance of SMEs. The principal objective of this study was to fill this void by investigating the influence of the technological marketing on Porter‟s five competitive forces model (industry structure) of SMEs in the Buffalo City Metropolitan Municipality. Secondarily, the study sought to determine the influence of technological marketing capability on firm performance of SMEs in the Buffalo City Metropolitan Municipality; in order to ascertain whether or not the competitiveness of SMEs impacts on their firm performance; to determine whether or not SMEs adopt new and advanced technological capabilities when marketing their products/services and to examine whether or not SMEs adopt new and advanced technological capabilities in order to enhance their performance. The study employs a quantitative method in data collection. Sample data from 211 SME owners/managers in the retail and manufacturing sectors of Buffalo City Metropolitan Municipality was collected for the final data analysis of this project. The sample data was analysed by performing a Confirmatory Factor Analysis (CFA) and Structural Equation Modeling (SEM) using AMOS 7 Statistical Analysis software. The principal finding of this study reveals that technological marketing has no significant impact on Porter‟s five forces. In addition, the results showed that technological marketing capability has a positive and significant influence on firm performance. The findings also revealed that SMEs adopt new and advanced technologies when marketing their products and services. The conclusions and implications of the research findings are provided and recommendations are suggested. The researcher recommended non technological strategies for improving SMEs‟ competitiveness and the following technological strategies to boost performance: creating a customer-centric e-commerce strategy, embracing outsourcing, joining e-business community and integrating information management into new marketing technologies. Strategies were also recommended to the government as the policy maker. These include introducing e-business finance arrangement, marketing hubs for SMEs and promoting synergies between technology vendor companies and the small enterprises. The study tried to address marketing technologies‟ policy deficiencies on the side of both SMEs and the government.

Tobacco use is a major preventable cause of morbidity and mortality worldwide. Most smokers initiate smoking in childhood, become addicted, and continue the habit into adulthood. Various factors have been shown to impact smoking behavior. It is important to determine how these factors impact smoking behavior in developing regions of the world, such as in South Africa. This study examines the association between parental smoking status; peer smoking status; exposure to pro-tobacco marketing; and current smoking status among adolescents in South Africa. It also determines which factor is the most significant predictor of current smoking status among the study population and further examines the trends in these factors among survey populations from 1999 – 2008. Secondary analysis was conducted on data obtained from the Global Youth Tobacco Survey. Logistic regression analyses were conducted to determine the association between the independent variables; parental smoking status, peer smoking status, and exposure to pro-tobacco marketing; and the dependent variable, current smoking status, controlling for other factors. Adolescents who had at least a parent or a friend who smoked had greater odds of being current smokers as compared to those who had neither a parent nor a friend who smoked. Similarly, exposure to average and high levels of pro-tobacco marketing was associated with greater odds of an adolescent being a current smoker as compared to exposure to low levels of pro-tobacco marketing. Maternal smoking appeared to have a greater impact on adolescent smoking behavior as compared to paternal smoking. Also, peer smoking had the greatest impact on smoking behavior as compared to the other independent factors. Smoking rates among South African adolescents has decreased from 23% in 1999 to about 17% in 2008. Similarly, the proportion of adolescents who had a parent or a friend who smoked, or had been exposed to average and high levels of pro-tobacco marketing has also decreased over the same period. Programs must be implemented to educate parents on how their smoking behavior is being transmitted to their children, with a special focus on maternal influences. Tobacco use prevention campaigns aimed at the youth should also be implemented, and laws restricting tobacco marketing must be enforced.

M.Comm.
The overall goal of this study is to provide a medium-sized South African airline with the theoretical framework and necessary research and analyses, in developing an integrated marketing approach in a deregulated environment. The objectives of the study are : to analyse the macro and market variables that could impact on the marketing efforts of a medium-sized South African airline. to assess a medium-sized South African airline's marketing efforts (in response to external variables) using existing theories and the airline's own set objectives. to link the marketing efforts of a medium-sized South African airline to internal variables, to be able to provide a truly "integrated" analysis of all marketing activities. to provide broad guidelines for future marketing activities undertook by a medium-sized South African airline.

Airline choice is of interest to both airline product development and marketing personnel and academics. While most of the studies airline choice/service quality only identify airlines service attributes essential to customers, this study employed personal values to extend and provide the reasons why airline service attributes are not or essential to passengers. Personal values are presented in the literature as the ultimate life goals individuals seek to attain in all aspects of their lives; hence, guide their behaviour. Based on this, the main objective of this study was to examine and identify the consumer (passenger) personal values that underpin the evaluation of airline service attributes used to choose an airline within the South African domestic passenger market. To achieve this objective, together with the secondary objectives, a quantitative descripto-explanatory research design was employed to guide data collection and analysis. A sample of 324 respondents was selected using a hybrid technique of convenience, and snowball sampling techniques and data were collected using both an online and hardcopy questionnaire. Data obtained were sorted and cleaned for analysis using the Statistical Product and Service Solutions (SPSS 26) and the Analysis of a Moment Structures (AMOS Version 26) software. Exploratory factor analysis (EFA) was conducted to assess factor structures of observed variables and identify latent constructs. The factorability of portrait value questionnaire (PVQ) items was determined using the confirmatory factor analysis (CFA). Hypotheses were tested using the backward multiple regression analysis, Whitney-Mann test, Spearman correlation and hierarchical regression with Hayes’ Process Macro. The study identified five of Schwartz’s 19 refined values as significantly influencing the evaluation and prioritisation of airline service attributes. A state of indifference among customers was found when the impact of airline service attributes was tested, with only onboard services found to significantly influence post-purchase outcomes such as satisfaction, loyalty and repeat purchase behaviour. It was also found that passengers did not distinguish between low-cost and full-service carriers. Income only moderated the influence of stimulation and self-direction thought values on airline service attributes while marketing communications effort was found to have a direct than a moderating role. In the main, these findings bring a novel and rich way of explaining airline choice through personal values. The results are essential for airline market segmentation, positioning and the development of airline products or features that match passenger desired life goals (personal values) which are touted as a guide to their choice behaviour.
Ukuqoka inkampani yezindiza ozoyisebenzisa kumayelana nokuthuthukisa umkhiqizo nabasebenzi bokumaketha kanye nabacwaningi. Phezu kokuba ukucwaninga ngezindiza nokuqokwa kwazo/ ikhwalithi yesevisi kukhomba kuphela izimfanelo zesevisi ezibalulekile kumakhasimende, lolu cwaningo lumbandakanye okungamagugu abantu ukunweba nokuletha izizathu zokuthi kungani izimfanelo zesevisi zenkampani yezindiza zingabalulekile noma zibalulekile kubagibeli. Okungamagugu abantu kwethulwe ngemibhalo kwaba ngamaphupho ekusasa ahlonzwayo ezimpilweni, ngakho,ebe eqondisa indlela yokuziphatha kwabo. Kuncike kulokhu, eyona nhlosongqangi yalolu cwaningo kwaku wukuhlola nokuhlonza okungamagugu omuntu ongumthengi (umgibeli) ukusekela ukuhlolwa kwezimfanelo zesevisi ezisetshenziswa ukukhetha inkampani yezindiza azoyisebenzisa ezimakethe zalezi ezihambela ngaphakathi eNingizimu Afrika. Ukufezekisa le nhlosongqangi kanye nezinye izizathu zocwaningo, idizayini yokucwaningo ye’quantitative descripto-explanatory’ isetshenziswe ukuqokelela idatha nokuhlaziya ulwazi. Isampula yababambe iqhaza abangama-324 ikhethiwe kusetshenziswa i hybrid technique of convenience, kanye nendlela yesampula yemihlathi eyazanayo (snowball sampling), kanti idatha iqoqwe ngakho kokubili, ‘online’ namaphepha anemibuzo ebuzelwa ukuthola okuthile. Idatha etholakele ihlukanisiwe yenzelwa ukuhlaziyeka kahle kusetshenziswa iStatistical Product neService Solutions (SPSS 26) kanye ne-Analysis of a Moment Structures (AMOS Version 26) software. I-Exploratory factor analysis (EFA) yenziwe ukuze kuhlolwe ukuthi izakhiwo eziyizimiso ukuqaphela okuguqukayo kwabuye kwaqashelwa ne-identify latent constructs. I- factorability yeportrait value questionnaire (PVQ) izinto zanqunywa kusetshenziswa iconfirmatory factor analysis (CFA). Umbono ube usuhlolwa kusetshenziswa ibackward multiple regression analysis, Whitney-Mann test, Spearman correlation ne hierarchical regression ene Hayes’ Process Macro. Lolu cwaningo lube nezinkomba ezinhlanu zika’Schwartz’s 19’ ezingamagugu acwengisisiwe abe nomthelela wazo ethonyeni lokuhlola nokubeka phambili kwezinkampani zezindiza izimfanelo zesevisi. Kutholwe isimo sokunganaki kubagibeli uma kuhlolwa izimfanelo zesevisi yenkampani yezindiza, kuphela nje isevisi yangaphakathi endizeni ithathwa njengebaluleke kakhulu enomthelela emiphumeleni yokuthenga kamuva okubalwa kukho ukwaneliseka kwabagibeli, ukwethembeka nokuphinda kuthengwe amanye ngokuzayo. Kutholakele ukuthi abagibeli abakwazanga ukwahlukanisa phakathi kosizo olusezingeni eliphansi nalolo olusezingeni eliphezulu. Inzuzo ibe nomthelela kuphela ekukhuthazeni isiqondiso ngasinye ngokwamagugu okuziphatha ezinsizeni zesevisi yenkampani yezindiza ngakolunye uhlangothi ezokuxhumana kwezezimakethe kuyimizamo etholakele kube neqondile kuneqhaza elisezingeni elilinganayo. Ngokwesidingo, lokhu okutholakele kwethula indlela entsha ecebileyokuchaza ukuqokwa kwezinkampani zezindiza ezisethenziswa abantu abawuhlobo oluthile. Imiphumela ibalulekile emakethe yezinkampani zezindiza ukuze kwahlukaniswe, kubekwe endaweni, kuthuthukiswe imikhiqizo yezinkampani zezindiza noma izinto ezithandwa abagibeli nezidingo zabo zempilo okuyizona eziwumhlahlandlela wokuqoka inkampani abazoyisebenzisa
Business Management
D. Com. (Business Management)

A dissertation presented to the School of Economic and Business Sciences (SEBS) University of the Witwatersrand in fulfillment of the requirements for the Master of Commerce Degree (MCom) June 2017
Based on the significant amount of entries and exits of low-cost airlines in the commercial airline industry within South Africa, this brought on the question of whether such business models are sustainable in an emerging market. Incidents such as the exits of 1time and Velvet Sky brought about a high degree of concern. Analysts have suggested that the main reasons for airlines departing are the global financial crisis in 2009 which led to a decrease in passenger numbers, decreasing market size, the volatility of the fuel price, route density on major routes, market size and currency risk. (1time Holdings, 2010; South African Airways, 2014; Comair Limited, 2014; Hedley, 2012). These factors are all external and indicate possible reasons for low-cost airline market exit. However, the business model of the airline is not considered as a possible reason for a low-cost airline’s exit from a market. Johnson, Christensen and Kagermann (2008) stated that the business model has four key components and, when these components are combined, they deliver value. These components are customer value proposition, profit formula, key resources, and key processes. Using the components provided by Johnson et al (2008) as a basis for the theoretical model, the study aimed to investigate key factors that enable or inhibit a disruptive innovation, such as a low-cost airline, in an emerging market like South Africa, and propose a conceptual model (that will be empirically tested in a subsequent study) for sustainability within the context of disruptive innovations, such as a low-cost airline, in a developing country setting. Five managers of leading low-cost airlines and airline consulting firms in South Africa were selected using judgmental sampling method and were requested to participate in separate individual in-depth interviews. The data from the interviews was analysed using the Glaserian coding method. Based on the data analysis, three themes were developed. These themes were: the business model, business model evaluation and external factors. From the themes, a conceptual model was developed. The model alleged that specific elements of the airline business model (the organisation, the product, costs and cash sources) have a possible influence on the competitive advantage of an airline while the competitive advantage of an airline has a possible contribution to its sustainability.
MT 2018

M.Comm.
The development of aviation in the 20th century presented a new mode of transportation within South Africa. Soon it was recognised that air transportation would play an important role in the development of South Africa, as the country was ideally suited to it due to favourable weather conditions and relatively long distances between larger community settlements. Air transportation also presented a new form of competition to an existing mode of transport - railways. The interest of the public in air transportation was soon recognised and control applied in various forms. These included legislation, regulations, conditions to licenses as well as contractual provisions of agreements. Two forms of control over air transport developed, namely: air navigational (or technical and operational) aspects; and economical / commercial aspects.

The marketing function has been under immense pressure to be more document it contribution to the performance of the firm, this pressure comes from shareholders seeking a return on their funds, CEO’s seeking savings and from their peers as they seek to become more relevant in the organisation. Efforts to track marketing have been hindered by among other issues a lack of numeracy by marketers, the primacy of financial measurements and a laundry list of metrics from research and practice that makes it hard to chose, few and pertinent ones. The use of marketing metrics has proven to contribute to better business performance, and during recessions when budgets are tight, it becomes even more urgent that the marketing function have and understand marketing metrics. This study aimed to evaluate the extent of marketing metrics use in South Africa, determine the levels and frequency of review, examine whether use of metrics changes due to severe economic conditions and evaluate whether the change in use of metrics contributes to better firm performance. The study found that use, review and collection of metrics is at par with other countries, but there is no change in the level and frequency of review during a recession. Evidence was found of better firm performance that is linked to the change of use of metrics.
Dissertation (MBA)--University of Pretoria, 2010.
Gordon Institute of Business Science (GIBS)
unrestricted

Despite the growing global awareness and importance of marketing performance measurement, little research on the subject has been conducted from a South African perspective. This study explores the status of marketing performance measurement in South Africa, by examining the perceptions, methods, challenges and status of organisations with regards to the advancement of marketing performance measurement. It researches five key problem areas, namely, the importance and awareness of marketing performance measurement; the methods managers use to measure marketing performance; the process these managers follow in selecting these methods; how advanced organisations are conceptually and practically in terms of measuring marketing performance, and finally the challenges managers face in measuring marketing performance in South Africa. Nine managers from eight medium to large South African firms were interviewed, ina qualitative study that possibly explores marketing performance measurement from this perspective, for the first time in South Africa.

D.Comm.
Economic conditions in deregulated domestic air transport markets developed differently from what was originally anticipated and the commercial conduct of airlines also differed from the conduct foreseen at the time of deregulation. The result was also different from what governments that had implemented air transport policies based on economic deregulation had expected. The overall result in such deregulated market was more consolidation and less competition than had originally been anticipated. It has been established that market access by means of economic deregulation is not sufficient to ensure a competitive domestic air transport market. Certain regulatory steps need to be taken to promote competition in the domestic air transport industry. It was established that competition in the airline industry differs from competition in many other industries in the following respects: •Airlines compete over networks. •Airlines compete using multiple competitive tools. •The air transport industry, as a network industry, has fundamentally different characteristics from those of the other industries on which traditional classic microeconomic models have been based. Apart from supply side efficiencies that are central in the traditional microeconomic models, the demand side effects within the airline industry have given rise to many of the commercial practices that the airlines have perfected (like loyalty programmes, including FFPs). These commercial practices have been designed to raise the switching costs for users of air services to change suppliers and to reduce the level of competition for the preferred customers. This would have to be taken into account in the formulation of policy. It was found that certain economic features of network industries, however, are also applicable in the airline industry and that this creates competition concerns as a result of the following features: •The bigger the network of an airline, the more useful it is. •The demand for air services on a particular airport-pair, city-pair, or even country-pair is derived from a multitude of separate origin/destination markets - a fact which creates a need for complex market definitions in airline competition. •The “indivisibility” of seating capacity on aircraft and of the deployment of aircraft within route networks can result in extremely low short-run marginal costs, with consequent difficulties in applying competition law to cases involving allegations of predatory pricing. •Many of the costs are sunk and unrecoverable once they are committed. •There is a history relating to cyclical provision of an overall excess capacity in the industry. Economies of scope in the airline industry clearly indicate that a larger network of services would be more attractive to the traveller, since the traveller will have more destinations and frequency of services to choose from and have a larger probability of finding a suitable connection from the passenger’s particular origin to any given destination. In particular, on a firm level, it has been found that economies of scope on the demand side are intensified by certain airline marketing practices including: •Frequent flyer programmes (FFPs). •Travel agent overriding commission agreements (TACOs). •Corporate discount schemes. The above create synthetic economies of scope on the demand side of the airline industry as they make it more attractive for passengers and travel agents to concentrate their demand on one airline and increase the loyalty of the customers towards the airline through an artificial increase in the switching costs. Predatory behaviour in the airline industry differs from such behaviour in other industries, where it mostly revolves around the approach of predatory pricing, as the increase of the provision of capacity cannot normally be implemented or dispersed as rapidly in other industries as in the airline industry. The air transportation industry was found to be especially susceptible to predatory responses of dominant airlines compared to dominant firms in other industries owing to the following factors: •Mobility of aircraft, as incumbents incur virtually no additional sunk costs when they increase capacity on challenged routes, while new entrants can be readily induced to depart because of their ability to move their equipment out of particular routes. As a result, network airlines can shift resources between markets much more readily to increase service frequency and capture a disproportionate share of traffic. •Access of airlines to comprehensive, “real time” information on their competitors’ activities through booking and other data generated by computer reservations systems (CRS). •Extreme sophistication of the yield-management practices of the major airlines using CRS, which enables such airlines to increase sharply the availability of deeply discounted fares on individual routes in response to competitive challenge and to withdraw them when the challenge disappears. •Ability of a major airline to price-discriminate to a much greater extent and to adjust its prices much faster in advance of flights actually taking place. As a result, airlines can respond to competitive initiatives more precisely and swiftly than enterprises in other industries, which implies that the competition rules should take cognisance of the differences in the commercial practices of airlines in the air transportation industry compared to those of enterprises in other industries. A number of problems relating to the competition policy and legislation in South Africa have been identified. They included the following: •Prohibited agreements are not immediately void in terms of the South African Competition Act. •Applying a narrow cost based standard of marginal or average variable cost is inappropriate for the airline industry in South Africa when compared to the principle of avoidable cost. •No specific guidance currently exists in the domestic air transport industry in South Africa relating to the particular forms of conduct that would be regarded as having an anti-competitive effect. •No measures currently exist in South Africa that enable the competition authorities to respond timeously (as required in the airline industry) to prevent anti-competitive or predatory conduct, to stop such conduct (in contravention of those guidelines) by means of cease and desist orders and effective interim orders where there is a danger that competition will be eliminated. •The dominant airline in South Africa, South African Airways (SAA), which is owned by the State, has not achieved an adequate return on assets and has received substantial financial state aid without any published conditions that would mitigate the anti-competitive effect of such state aid and promote competition in the air transport market. The risk of such state aid could enable the dominant state-owned airline, SAA, to: Deploy too much capacity on an uneconomical basis. Operate many services (frequency) at a lower income level than the cost of providing such services. Dump excess capacity on competitive routes at a lower fare than needed to provide a reasonable return on assets, and Conduct operations with the objective of earning a lower return on investment than would be required as a reasonable return on assets by competitors that are subject to normal financial markets and do not receive state financial aid. This study specifically dealt with: •The specific commercial practices adopted by airlines in domestic passenger air transport markets as well as the use of a combination of commercial practices in an anti-competitive or predatory manner. Some measures adopted elsewhere to mitigate the anti-competitive effect of such commercial practices and to stimulate competition following economic deregulation or liberalisation of such domestic air transport markets were identified. •Most importantly, the occurrence of anti-competitive conduct as well as predatory behaviour by airlines was investigated: generally, and specifically in the United States of America (USA) as well as in Canada. It was found that, in particular, predatory conduct in the airline industry that involves price cuts combined with significant capacity expansion by dominant incumbent airlines appears to be the most troublesome in domestic air transport industries in respect of a number of jurisdictions. In addition, it was established that incumbent airlines also conduct predatory actions in response to new entry by using tools other than price and quantity. An important recommendation is that a policy objective approach should be adopted to enhance or promote competition as criteria for regulatory consideration in the South African domestic air transport market. In this regard, the recommendations include an active involvement by the Department of Trade and Industry (DTI) in matters affecting competition in the South African domestic air transport market and that the Competition Commission, the Commissioner of Competition and the Competition Tribunal be given greater authority to specifically deal with particular aspects of concern relating to the air transport market. Recommendations have also been made relating to competition policy, competition legislation and some commercial practices within the domestic air transport industry in order to promote competitiveness in the South African domestic air transport industry.
Prof. J. Walters

M.Comm.
Marketers have historically found it convenient to bundle the Asian consumer market together with the black consumer market or the white consumer market depending on the product or event under consideration. As we move toward an era of customised products and individualised service, minority markets become more difficult to overlook. Their unique characteristics demand that they be targeted as separate and unique market segments distinct from the mass markets that dominate the marketing environment.