Case Study: Our Perfect Wedding Essay examples

1618 Words Apr 23rd, 2012 7 Pages
Case Study: ourperfectwedding.com

Claire has done a reasonably good job about target markets for her new web based business, and understands the relevant needs quite well. But for the marketing mix, she as fallen short because it’s not clear whether this business involves one strategy or several strategies. For example, a marketing mix that appeals to engaged couples would not be the same as a marketing mix that appeals to the companies that pay for web pages. Claire’s target markets are engaged couples /newlyweds (for gift registry); companies that target newlyweds with both goods and services (with the advertising of web pages); and friends and family of the couple to be married (whom the advertisers want to reach). Claire has
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If the couple doesn’t know about the service and doesn’t know to look for it, they won’t sign up. There is also some evidence for this diagnosis because the main flurry of activity came after Claire finally got some attention with publicity. That attention and interest simply wasn’t forthcoming from her limited advertising. Claire should work harder to get more publicity. There also seems to be a very important role for word-of-mouth referrals here. For example, there is no explicit discussion in the case about how friends and family of the couples are supposed to learn about the website, but it would certainly make sense to develop ideas that could be shared with the registered couples about how to inform gift givers about the website, what it is supposed to do, and how it is supposed to work. Furthermore, the relationship with couples who do sign up needs to be a close one, even if for only a short time period. Most couples are not going to be repeat customers but on the other hand, couples who are about to get married often know others who are at the same life stage; especially the among the younger first time married. Claire needs to think about how to stimulate word-of-mouth referrals so that people who do sign up help to bring in additional customers. Since she doesn’t have a lot of money, one way to do this is to think in terms of marginal revenue from new customers

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