Escolar Documentos
Profissional Documentos
Cultura Documentos
Project report
submitted in partial fulfilment of the requirements for
the award of the Degree of
Submitted by:
Belli P K
2013
CERTIFICATE
Belli P K
Acknowledgements
Last but not the least I take this opportunity to thank my parents and
friends who helped me in making this endeavor a success.
Belli P K
i
Abstract
Marketing is often thought of only as promotion of products, especially
advertising and branding. However it has wider meaning which recognises that
it is customer centered. A review of the literature reveals that marketing strat-
egy is important for all company. Marketing strategy is a process that allows an
organisation to concenterate its resources on optimal opportunities with goal of
increasing sales and achieving suitable competitive advantage.The project work
is conducted in Kerala Tourism Development Corporation (KTDC) at Mascot
square, Trivandrum. KTDC uses a marketing strategy whose effectiveness is un-
certain. The primary objective of this study is to evaluate the marketing strategy
of KTDC from employees perspective. For the study a questionnaire was made
based on the variables like brand, market, messages, marketing channels, market-
ing tactics, marketing campaign, sales tools and website. From the study it is
found that KTDC uses a less effective marketing strategy which needs to be mod-
ified. The recommendations provided will give KTDC a framework for making
new marketing plan.
ii
Contents
Page
1 Introduction 1
1.1 Background of the problem . . . . . . . . . . . . . . . . . . . . . . . 2
1.2 Industry profile . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
1.2.1 Tourism in India . . . . . . . . . . . . . . . . . . . . . . . . 3
1.2.2 Tourism in Kerala . . . . . . . . . . . . . . . . . . . . . . . . 5
1.3 Introduction to the company . . . . . . . . . . . . . . . . . . . . . . 7
1.3.1 Mission . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
1.3.2 Vision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
1.3.3 Key objectives . . . . . . . . . . . . . . . . . . . . . . . . . . 9
1.3.4 Brands and products . . . . . . . . . . . . . . . . . . . . . . 10
1.4 Research methodology . . . . . . . . . . . . . . . . . . . . . . . . . 12
1.4.1 Objectives of study . . . . . . . . . . . . . . . . . . . . . . . 14
1.4.2 Research design . . . . . . . . . . . . . . . . . . . . . . . . . 14
1.4.3 Sources of data . . . . . . . . . . . . . . . . . . . . . . . . . 14
1.4.4 Statistical analysis tools used . . . . . . . . . . . . . . . . . 15
1.4.5 Period of study . . . . . . . . . . . . . . . . . . . . . . . . . 15
1.4.6 Hypothesis . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
1.4.7 Scope of study . . . . . . . . . . . . . . . . . . . . . . . . . 16
1.4.8 Limitation of study . . . . . . . . . . . . . . . . . . . . . . . 17
1.5 Chapterisation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17
2 Literature review 18
2.1 Marketing mix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
2.2 Market segmentation . . . . . . . . . . . . . . . . . . . . . . . . . . 19
iii
2.2.1 Geographical segmentation . . . . . . . . . . . . . . . . . . . 19
2.2.2 Demographic segmentation . . . . . . . . . . . . . . . . . . . 20
2.2.3 Psychographic segmentation . . . . . . . . . . . . . . . . . . 20
2.2.4 Behavioral segmentation . . . . . . . . . . . . . . . . . . . . 20
2.3 Relationship marketing . . . . . . . . . . . . . . . . . . . . . . . . . 21
2.4 Introduction to marketing strategy . . . . . . . . . . . . . . . . . . 21
2.5 Marketing strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . 22
2.5.1 3 Cs of marketing strategy . . . . . . . . . . . . . . . . . . . 23
2.6 Strategic role of marketing . . . . . . . . . . . . . . . . . . . . . . . 23
2.7 Elements of marketing strategy . . . . . . . . . . . . . . . . . . . . 25
2.8 Types of marketing strategy . . . . . . . . . . . . . . . . . . . . . . 26
2.8.1 Position defense . . . . . . . . . . . . . . . . . . . . . . . . 26
2.8.2 Mobile defense . . . . . . . . . . . . . . . . . . . . . . . . . 26
2.8.3 Flank position . . . . . . . . . . . . . . . . . . . . . . . . . . 27
2.8.4 Counter offensive . . . . . . . . . . . . . . . . . . . . . . . . 27
2.8.5 Preemptive defense . . . . . . . . . . . . . . . . . . . . . . . 27
2.8.6 Contraction defense . . . . . . . . . . . . . . . . . . . . . . . 27
2.9 Marketing strategy formulation . . . . . . . . . . . . . . . . . . . . 28
2.10 Marketing strategy implementation . . . . . . . . . . . . . . . . . . 29
2.10.1 Management involvement in strategy implementation . . . . 29
2.10.2 8S framework of strategy implementation . . . . . . . . . . . 30
2.11 Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31
iv
3.1.13 Targeting of messages to specific market segments . . . . . 46
3.1.14 Opinion on shifting marketing to new channels . . . . . . . . 47
3.1.15 Opinion on maximizing the value . . . . . . . . . . . . . . . 48
3.1.16 Opinion on marketing tactics . . . . . . . . . . . . . . . . . 49
3.1.17 Integration of social media into traditional marketing . . . . 50
3.1.18 Opinion on creativity used . . . . . . . . . . . . . . . . . . . 51
3.1.19 Clarity of marketing materials used . . . . . . . . . . . . . . 52
3.1.20 Resonance of offers . . . . . . . . . . . . . . . . . . . . . . . 53
3.1.21 Effectiveness of offers . . . . . . . . . . . . . . . . . . . . . . 54
3.1.22 Role of offers in the product value . . . . . . . . . . . . . . . 55
3.1.23 Sales brochure attributes . . . . . . . . . . . . . . . . . . . . 56
3.1.24 Integration of sales tools . . . . . . . . . . . . . . . . . . . . 57
3.1.25 About the need of new tools . . . . . . . . . . . . . . . . . . 58
3.1.26 About the capturing of customer and prospect data . . . . . 59
3.1.27 About the compiling of email address . . . . . . . . . . . . . 60
3.1.28 About the website . . . . . . . . . . . . . . . . . . . . . . . 61
3.1.29 SEO of website . . . . . . . . . . . . . . . . . . . . . . . . . 62
3.1.30 Focusing of marketing campaigns . . . . . . . . . . . . . . . 63
3.2 Chi Square test . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64
3.2.1 Test of independence . . . . . . . . . . . . . . . . . . . . . . 64
3.2.2 Test of Goodness of Fit . . . . . . . . . . . . . . . . . . . . . 67
3.3 Correlation Coefficient . . . . . . . . . . . . . . . . . . . . . . . . . 69
3.4 Weighted Average Method . . . . . . . . . . . . . . . . . . . . . . . 71
5 Conclusions 81
References 83
v
List of Tables
Table Page
vi
3.34 2 goodness-of-fit test for observed counts in variable . . . . . . . . 68
3.35 Observation Table . . . . . . . . . . . . . . . . . . . . . . . . . . . . 70
3.36 Attribute Response Table . . . . . . . . . . . . . . . . . . . . . . . 71
3.37 Weighted Average of Attributes . . . . . . . . . . . . . . . . . . . . 72
vii
List of Figures
Figure Page
viii
Chapter 1
Introduction
There are numerous definitions for marketing and what constitutes a mar-
keting strategy. Often marketing is thought of only as the promotion of products,
especially advertising and branding. However, marketing has a wider meaning
which recognizes that it is customer centered. A marketing strategy is the busi-
ness approach to promote its products and services expressed in broad terms. A
marketing strategy, in turn, forms the basis of the marketing plan. The marketing
plan contains the set of specific activities required to successfully implement a
marketing strategy.
Tourism is important, and in some cases, vital for many countries. It was
recognized in the Manila Declaration on World Tourism of 1980 as an activity
essential to the life of nations because of its direct effects on the social, cultural,
2
educational, and economic sectors of national societies and on their international
relations. Tourism brings in large amounts of income in payment for goods and
services available, accounting for 30% of the worlds exports of services, and 6% of
overall exports of goods and services. It also creates opportunities for employment
in the service sector of the economy, associated with tourism. These service indus-
tries include transportation services, such as airlines, cruise ships, and taxicabs;
hospitality services, such as accommodations, including hotels and resorts; and
entertainment venues, such as amusement parks, casinos, shopping malls, music
venues, and theaters.
The country is one of the favorite tourist destinations around the world,
according to world travel and tourism Council (WTTC). Further, the Travel and
Tourism Competitiveness Report by World Economic Forum, has ranked India at
the sixth place in tourism and hospitality. India provides the facility to Tourists of
international origin to understand and experience cultural diversity of the country.
According to Indian official estimates the tourism in India has outperformed the
global tourism industry in accordance with the growth, volume of foreign tourists
& even the revenue.
India witnesses about more than 5 million annual foreign tourist arrivals
and 562 million domestic tourism visits. Indian Tourism Industry generated about
US$100 billion in 2008 which is expected to increase to US$275.5 billion by 2018
at a 9.4% annual growth rate. The Campaign of Incredible India is developed
by the Ministry of Tourism is used for the promotion of tourism in India.
3
Tourism products offered by India
1. Cruise tourism
2. Adventure tourism
3. Medical tourism
4. Wellness tourism
5. Golf tourism
6. Polo tourism
7. Meetings incentives conferences and exhibition
8. Film tourism
9. Eco tourism
The Ministry has a public sector undertaking namely the India Tourism
Development Corporation (ITDC) for carrying out its various functions, along
with the following autonomous institutions:-
4
3. National Council for Hotel Management and Catering Technology (NCHMCT)
4. Institutes of Hotel Management (IHM)
The foreign direct investments (FDI) of Indian hotel and tourism industry
which contributes to the Indian economy inflows are US$ 2.1 billion from April
2000 to March 2010, according to the Department of Industrial Policy and Promo-
tion (DIPP).Indian Export earnings from international visitors and tourism goods
are expected to generate US$ 51.4 billion (nominal terms) by 2019. Furthermore,
the sector which accounted for 6.4% of total employment in 2009 is estimated to
rise to 7.2% of total employment by 2019.
Indian Tourism Industry has got a major boost because of the booming IT
and outsourcing industry with increased number of business trips made by foreign-
ers to India, who will often add a weekend break or longer holiday to their trip.
They spend more time here in India than almost any other country worldwide.
Brief history
5
tourism as an industry in 1986. Within a short span of two and half decades, Ker-
ala succeeded in establishing its tourism brand in the international market. The
first tourism policy of the state was announced in 1995 underlining the importance
of Public Private Partnership.
Tourism has come a long way since then, capturing new markets with its
innovative products and marketing strategies. From hardly 50000 foreign tourist
arrivals and 0.13 billion rupees as foreign exchange in 1986, it has reached a status
of 0.6 million foreign tourist arrivals and 37.97 billion rupees as foreign exchange
in 2010. Total employment generated from tourism is estimated as 1.2 million.
KTDC plays a prominent role in tourism sector of Kerala. Kerala had been
an unknown destination till 1980s. The aggressive marketing of KTDC laid foun-
dation for growth of tourism industry and transformed Kerala into one of niche
holiday destination. The tag line Kerala Gods own country used in its promotions
became a global super brand. Gods own country is perhaps the most powerful
positioning statement for an Indian destination.
Kerala started aggressive print campaign in the late 1980s. The turning
point however happened when National geographic Traveller, after expensive re-
search spanning two years, brought out a special issue on the 50 destinations of a
6
lifetime the only destination that featured from India was Kerala. The first ever
television commercial done by tourism board in India, captured the magic of Ker-
ala and differentiated it from other states. Kerala also became the first tourism
board in India to venture advertising on internet.
Tourist season of Kerala starts from September to May. Kerala is famous for
beaches, backwaters, mountain ranges, wildlife sanctuaries, hill stations, ayurveda,
culture, art forms, festivals etc. Kerala has also launched shopping festivals, the
first biennale in India, International coir fest etc as an innovative method to get
more publicity. State promotes ecologically sustained tourism, which focuses on
the local culture, wilderness adventures, volunteering and personal growth of the
local population. Efforts are taken to minimize the adverse effects of traditional
tourism on the natural environment, and enhance the cultural integrity of local
people.
Kerala has set an example for other Indian states by pursuing a visionary
approach in tourism; by pushing doors open rather than waiting for the doors to
open, by being truly authentic in the experience it offers, by building relationships
worldwide and by thinking globally and acting locally.
7
ranging from luxury hotels to budget hotels and motels, Yatri Nivases and restau-
rants, KTDC aptly qualifies as the official host to Gods own Country. The pre-
mium properties of this largest hotel chain in the state are located in the most
picturesque theme destinations of Kerala. KTDC also offers Ayurveda centres, cul-
tural entertainment and the best of Keralas cuisine at all its major establishments.
The brands and products of the company include heritage hotels, premium
hotels, Tamarind easy hotels, motels, restaurants, central reservation centre, shop-
ping complex and water sports. Beer parlors are on lease basis. KTDC has 3
regional offices north Calicut, central Kochi and south Trivandrum.
1.3.1 Mission
To provide leadership and play a catalytic role in the development of tourism
infrastructure in the State and to achieve excellence in strategic business opera-
8
tions through professionalism, efficiency, value for money and customer satisfac-
tion.
1.3.2 Vision
To make KTDC the official host to Gods own country, the best service
provider in the hospitality industry with basic infrastructure and state-of-the-art
facilities, focusing on environment conservation and preservation, adding impetus
to local supplies and human resources and thereby positioning as a Premier PSU
in the hospitality sector in Kerala.
2) To treat the tourists as our Guests (Adhidhi Devo Bhava) and ensure
customer delight by providing value for money.
9
10) To promote new innovative tourism products, lesser-known destinations.
14) To play an active role in association with the State Tourism Depart-
ment/Directorate in conceptualizing and execution of tourism projects, publicity,
promotion and training.
Premium Hotels
1. Mascot Hotel, Thiruvanathapuram.
2. Hotel Samudra, Kovalam.
3. Waterscapes, Kumarakom.
4. Aranya Nivas, Thekkady.
5. Tea County, Munnar.
6. Bolgatty Island Resort, Kochi.
7. Marina House, Kochi.
Budget Hotels
1. Hotel Chaithram,Thiruvananthapuram.
2. Periyar House, Thekkady.
3. Garden House, Malampuzha.
4. Nandanam, Guruvayoor.
5. Mangalya, Guruvayoor.
7. Pepper Grove, Sulthan Bathery.
10
8.Golden Peak, Ponmudi
Motels
1. Motel Araam, Kottarakkara.
2. Motel Araam, Palaruvi.
3. Motel Araam, Punalur.
4. Motel Araam, Kayamkulam.
5. Motel Araam, Alappuzha.
6. Motel Araam, Vaikom.
7. Motel Araam, Athirappally.
8. Motel Araam, Erumayur.
9. Motel Araam, Vadakara.
10. Motel Araam, Kuttipuram.
11. Motel Araam, Kannur.
Restaurants
1. KTDC Restaurant, Veli, Thiruvananthapuram.
2. KTDC Restaurant, Museum, Thiruvananthapuram.
3. Anantha Restaurant, New Delhi.
Others
1. Central Reservation Centre,Thiruvananthapuram.
11
2. Tourist Reception Centre,Thiruvananthapuram.
3. Tourist reception Centre, Ernakulam.
5. Shopping Complex, Shanmugam Road, Ernakulam.
6. Watersports, Veli.
12
2) Quantitative research method.
Primary data was collected from the organisation through personnel visit,
questionnaire, interviews and discussions with important executives and staff mem-
bers of various departments. The variables used in the questionnaire includes
brand, market, messages, marketing channels, marketing tactics, creative ap-
proches, offers, sales tools and website.This helped to give an overall view of mar-
keting activities carried out in KTDC. The secondary data have been obtained
from company website, brochures etc.The brief history of KTDc, its functions,
products offered and strategic intent of company was obtained from company
website.
13
1.4.1 Objectives of study
KTDC uses a marketing strategy to differentiate it from its competitors,
but how far it is effective is uncertain. The objective of the study are . . .
Primary data
14
Secondary data
The data was collected from websites, journals, reference books, company
records and brochures.
1) Percentage analysis
3) Correlation analysis
1.4.6 Hypothesis
Hypothesis 1
H0: There is no significant difference between the efficiency of marketing
channels and marketing strategies of KTDC
Hypothesis 2
H0: There is no significant difference between gender and opinion about
marketing strategies of KTDC
15
H1: There is significant difference between gender and opinion about mar-
keting strategies of KTDC
Hypothesis 3
H0: There is no significant difference between marketing tools and market-
ing strategies adopted by KTDC
Hypothesis 4
H0: There is no association between the opinion about integrating social
media into traditional marketing tactics like direct mail and advertising
H1: There is association between the opinion about integrating social me-
dia into traditional marketing tactics like direct mail and advertising
Hypothesis 5
H0: There is no association between the opinion that sales tools are inte-
grated with brand and marketing campaigns
H1: There is association between the opinion that sales tools are integrated
with brand and marketing campaigns
16
KTDC has a significant role in the growth of Kerala tourism industry by
formulating effective marketing strategies. This study will evaluate the marketing
strategies implemented in KTDC, to find out the various marketing policies used
by them, to know its effectiveness and to suggest suitable policy for the company.
2.The study is based on qualitative analysis and hence results may be bi-
ased.
1.5 Chapterisation
Chapter 1 discuss about the background of problem, industry profile, com-
pany profile, research objectives, research methodology, scope and limitation of
study. Chapter 2 gives in depth information about the literature reviewed for the
study. In Chapter 2 the topics discussed include marketing, marketing mix, mar-
keting segmentation, relationship marketing, marketing strategy, strategic role of
marketing, elements of marketing strategy, types of marketing strategy, marketing
strategy formulation and marketing strategy implementation. Chapter 3 presents
the data collection and analysis. The statistical tools used include Chi square,
Percentage analysis, Correlation coefficient and Weighted average method. Chap-
ter 4 presents the findings and suggestions of the study. Chapter 5 gives a brief
conclusion of the project.
17
Chapter 2
Literature review
Today, more than ever, marketing has put emphasis on satisfying the cus-
tomer needs. The customer tends to make decisions on buying a product or a
service based on their perception of the value and satisfaction that the product or
service delivers. From the companys point of view the goal of marketing is to first
build and then manage profitable customer relationships. In order to achieve this
it is not enough only to first market the product and then sell it but make sure
that the product being sold will meet the standards and be enough to fulfill the
customers expectations. Therefore the company must be aware and understand
their customers; their needs, wants and demands. That is why many companies
put a lot of effort and money into making different kinds of customer surveys ana-
lyzing their customers behavior and learning about the different way of delivering
the superior customer value and satisfaction(Kotler, 1997)
2.1 Marketing mix
The marketing mix is one of the major concepts in modern marketing and
is often brought up in general discussions of marketing. Marketing mix is a set
of marketing tools that a company uses to pursue its marketing objectives in the
target market. When a company is making decisions on marketing they generally
fall into four controllable categories known as the 4 Ps: product, price, place and
promotion(Kotler, 1997).
Choosing the right target market is essential and often not that easy. When
defining a target market for a product there should be three separate levels. The
first level consists of consumers that are willing to buy and who also have the best
premises to buy. The second level consists of consumers who have the premises to
buy but not necessarily the desire. The third level consists of consumers who are
not able to buy but who should be monitored in case there is a change in their
buying readiness (Kotler, 1997).
19
attention to geographical differences in needs and wants. For example a major
clothing store chain can pay attention to their selection in stores in northern areas
where it is colder and the need for warmer clothes is greater than in areas located
more south(Kotler, 1997)
20
2.3 Relationship marketing
Relationship marketing is a form of marketing that emphasizes customer
retention and satisfaction. It switches the focus from the recruitment of new
customer to the retention and recovery of existing ones. Relationship marketing
differs from other forms of marketing in that it recognizes the long-term value of
customer relationships and extends communication. The world of marketing today
is more customer-centered. As companies must compete in a more competitive
marketplace they have to know their customers? needs and wants in order to get
new customers, then keep and grow them by delivering greater value for them
(Piercy and Nigel, 2000)
When planning g a relationship marketing strategy one must take into
account that not all customers want a relationship with the company. That is
why it must be carefully considered which types of customers are usually more
likely to repeat their visit in a hotel or a restaurant. Some customers are aware
of the wide choice of competitor products and services and do not want to limit
their options and tie themselves only to one company but prefer to switch their
custom accordingly. Other customers are not interested in any type of relationship
with any company; they simply look at the best quality, value and convenience
available at the time of purchase (Davis, 2007).
21
2.5 Marketing strategy
According to (Kotler, 1997) The marketing strategy is the way in which the
marketing function organises its activities to achieve a profitable growth in sales
at a marketing mix level.
A marketing strategy may be defined as a plan (usually long term) to achieve the
organisations objectives as follows...
a) By specifying what resources should be allocated to marketing.
Choosing the right target market is essential and often not that easy. When
defining a target market for a product there should be three separate levels. The
first level consists of consumers that are willing to buy and who also have the best
premises to buy. The second level consists of consumers who have the premises to
buy but not necessarily the desire. The third level consists of consumers who are
not able to buy but who should be monitored in case there is a change in their
buying readiness (Kotler, 1997).
Positioning is the act of designing the companys offering so that the services
and products are based on some core idea or benefit. Its meaning is to create a
competitive angle toward the competitors so the positioning of a product can be
based for example on the best or quickest service, accessibility or affordability.
This way the product occupies a clear, distinctive and desirable place relative to
competing products in the minds of the target customers.
22
Marketing strategy is mainly indicated by the marketing objectives, cus-
tomer and competitive perspectives and product/market momentum ( i.e. ex-
trapolation of past performance to the future). This forms the basis of marketing
strategy. Marketing strategy is developed at the business unit level (Kotler, 1997).
23
keting is quite different from marketing management which deals with developing,
implementing and directing programs to achieve designated intentions. To clearly
differentiate between marketing management and marketing in its new role , a
term strategic marketing. has been coined to represent the latter (Gale et al.,
1980).
24
the company by the correct path and where the company should be in the future.
It is also important to define clearly what should be interpreted for product and
for markets and this is important because marketing strategies are open to inter-
pretations (Piercy and Nigel, 2000). Traditional definitions can be broken by new
variables that contribute to redefine markets and products. These variables can
be technology, Internet, changing consumers attitudes, social changes, etc..
The term marketing strategy reflects the companys best opinion as to how
it can most profitably apply its skills and resources to the marketplace. It is in-
evitable broad in scope. Marketing strategies are the means by which a company
achieves its marketing objectives and are usually concerned with the 4 ps. (Mc-
donald, 1999).
The External, market orientation must be kept in mind since the compa-
nies are guided to the market in a regular way. Reliable data in the strategic
analysis has bigger possibilities of success and bigger chances of optimizing their
results.(Aaker, 2004)
Other issues to take into consideration and which influence in marketing
25
strategies are: the understanding of growth markets and Market Share, managing
international realities, implicating empirical research, utilization of methodological
developments, for example, portfolio models, experience curves, scenario analysis,
market structure analysis and technological forecasting; and finally getting into
interdisciplinary developments, including marketing, organizational behaviour, fi-
nance and accounting, economics, strategy. (Aaker, 2004)
26
2.8.3 Flank position
This involves the redeployment of your resources to deter a flanking attack.
You protect against potential loss of market share in a segment, by strengthen-
ing your competitive position in this segment with new products and other tactics.
27
2.9 Marketing strategy formulation
A company should not only know own company but also the behavior of
the competitors potential and the capacity to add and remove it in products,
segments, markets, distribution channels, etc. From my point of view one of the
clearest indicators that a company thinks, and it acts with mentality of strategic
marketing it is the level of depth that makes of its competitors.(Alexander, 1985)
28
2.10 Marketing strategy implementation
Great strategies are worth nothing if they cannot be implemented . Strat-
egy implementation is important but difficult because implementation activities
take a longer time frame than formulation, involves more people and greater task
complexity, and has a need for sequential and simultaneous thinking on part of
implementation managers. Strategy formulation and implementation are comple-
mentary and logically distinguishable areas of strategic management and part of
the overall process of planning executing and adapting.
Good implementation naturally starts with good strategic input: the soup
is only as good as the ingredients.Whether a strategy itself is consistent and fit-
ting or not is a key question for successful strategy implementation, but even a
consistent strategy cannot be all things to all people. Strategy programs need
to be expanded to focus on the implementation process. More attention should
be given to breaking down lofty statements into practical, actionable, measurable
activities. The language and methods used to implement need to be simplified,
and consistently deployed. Success in implementation is critical to validating the
investment in strategy in the first place. (Allio, 2005)
(Waldersee and Sheather, 1996) believe that the approach of matching strat-
egy and managers style ignores the causal role of the organizational context or the
29
interaction of personality and context on implementation actions. It is widely
accepted that different strategies need to be implemented in different ways. Their
study demonstrates, at least in a laboratory setting, that strategy plays a signifi-
cant role in shaping managers intentions. Managers can alter their behaviours to
suit different strategy situation.
(Kim and Mauborgne, 1991) point out that subsidiary top managers want
an open process, that is consistent and fair, and that allows for their input to be
heard. In the presence of a so called due (or open) process, subsidiary managers
are motivated to implement global strategies. They feel a strong sense of organi-
zational commitment, trust in head office management, and social harmony with
their head office counterparts. In the absence of such a due and fair process, the
effect may be the opposite from the intended one.
(Chimhanzi, 2005) suggests that cross unit working relationships have a key
role to play in the successful implementation of marketing decisions. Implementa-
tion effectiveness is affected negatively by conflict and positively by communica-
tion and specifically, interpersonal, not written. In turn, these interdepartmental
dynamics are affected by senior management support, joint reward systems, and
informal integration.
30
framework and he has added resources in their place. He also added strategic
performance in order to help focus the strategy execution process. As always, if
there isnt a good match or alignment among these factors, performance in strategy
implementation will suffer.
2.11 Summary
From this chapter we get a brief idea about all topics discussed in the same.
Marketing is important wing of any company. marketing mix help to design an
effective product. Market segmentation help to identify the target customers. Re-
lationship marketing mainly focus on building relationship between company and
customers. For all entities mentioned here needs an effective marketing strategy.
A good marketing strategy also defines the reason why it is unique or com-
pelling to buyers. It should explain what is the benefit the consumer gets by
purchasing the companys product. It should explain why the customer would
want to buy that particular product from the company and not go to some com-
petitor instead.
31
such marketing strategy analysis and choice (or strategic marketing decision) is a
marketing strategy statement. There are several elements of marketing strategy
which is crucial for its formulation, implementation and evaluation. Even though
there are different types of marketing strategy, choosing the best one is vital for
the company.
32
Chapter 3
This chapter presents the data collection and analysis.The methodology de-
scribed in Chapter 1 provided the baseline for data gathering. The presentation of
data is systematically linked to the format of self developed questionnaire attached
in the appendix. Descriptive and inferential statistics such as frequencies, tables,
percentage and correlation tests were used in the data analysis and summaries.
Relationships between variables were identified using frequencies, Chi square and
correlation.
It can be seen from the table. 3.1 as well as from the figure. 3.1 that out of
50 respondents 72% are male and 28% are females.
Inference
34
3.1.2 Age wise classification
Analysis
It can be seen from the Table 3.2 as well as from the above Fig. 3.2 that
out of 50 respondents 8% of the respondents have the age between 20 and30 and
56% of them were aged between 31 and 40. Remaining 36% have age more than
41.
Inference
56% of the respondents have age between 31 and 40. Majority of the re-
spondents are in the age group of 31 and 40.
35
3.1.3 Qualification wise classification
Analysis
Inference
36
3.1.4 Experience wise classification
Analysis
It can be analyzed from the Table 3.4 that 2% of the respondents have an
experience of below 1 year in the organization. 22% of them have an experience
between 1 to 5 years and 32% of them have an experience of 6 to 10 years. 44%
of the employees have an experience of more than 10 years.
Inference
37
3.1.5 Income wise classification
Analysis
It can be seen from the Table 3.5 as well as from the above Fig. 3.5 that
out of 50 respondents 4% of the respondents have an income between 5000 and
10000 and 36% of them have an income between 10001 and 20000. 34% earns
between 20001 and 30000 it can be seen that 26% of them earn more than 30001
as their income.
Inference
38
3.1.6 About the clarity in communication
Analysis
As from the Table 3.6 it can be seen that 24% of the respondents strongly
agree that their brand clearly communicates what they are about and conveys the
highest value which they deliver. 36% of them agree with the same. Here only
4% of the respondents became neutral. 28% of the respondents disagree and 8%
of the respondents strongly disagree with the same. According to them the brand
does not clearly communicates what they are about and conveys the highest value
they deliver.
Inference
36% of the respondents agree that their brand clearly communicates what
they are about and conveys the highest values they deliver. This indicates that
the brand used by KTDC conveys the intended message.
39
3.1.7 Usage of brand identity
Analysis
As from the Table 3.7 it can be seen that 20% of the respondents strongly
agree that their brand identity is being used in all media. 54% of the respondents
agree with it. Here only 4% of the respondents became neutral. 18% of the
respondents disagree and 8% of the respondents strongly disagree that their brand
identity is not being used in all media.
Inference
54% of the respondents agree that their brand identity is being popularly
used in all media. This indicates that brand messages used are consistently deliv-
ered in all media and thereby creating a popular brand identity.
40
3.1.8 Awareness about profitable customers
Analysis
From the Table 3.8 it is seen that 48% of the executives and managers
strongly agreed to the statement that they know their most profitable customers
and they are targeting prospects that look like their best customers. 24% also
accords to the same. While 16% disagreed to the statement and 10% strongly
disagrees to the same.
Inference
KTDC is fully aware about its most profitable customers and they are
targeting such customers and prospects. This shows that KTDC is aware about
its profitable customers and by targeting such customers, KTDC is increasing its
profit.
41
3.1.9 Awareness about customers changing buying behav-
ior
Analysis
42% agreed to the statement that they are aware about customers changing
buying behavior. 12% strongly agrees to it, 16% disagrees to the statement and
another 16% strongly disagree to the same.
Inference
Majority of the staffs know that customers have changed the way they
find, buy or use KTDCs services and KTDC has adjusted the marketing plan
accordingly. This shows that KTDC changes its marketing plan based on customer
buying behavior.
42
3.1.10 Opinion on up-selling and cross selling
Analysis
From the Table 3.10 it is seen that 62% of the staffs agreed to the state-
ment that they are actively up-selling and cross selling services to their current
customers. 14% disagrees to it while 10% strongly agrees to the statement. 8%
strongly disagrees to it.
Inference
Majority of the staffs agrees to the statement which shows that the sales
tools and marketing plan adopted are very well supporting the sales activity.
KTDC has got active sales agents who enhances the up-selling and cross selling
activity.
43
3.1.11 Key marketing messages that is consistently deliv-
ered in media
Analysis
From the Table 3.11 it is seen that 42% of staffs agreed to the statement
that they have key marketing messages that they are consistently delivering in all
media. 14% strongly agrees to the statement and an equal number disagrees to it.
10% strongly disagrees to the statement. 20% remained neutral to the statement.
Inference
KTDC have key marketing messages that they are consistently delivering
in all media. This ensures wider reach and visibility to the brand, offers, services
etc
44
3.1.12 Experience customers have while interacting with
employees
Analysis
Table 3.12 shows that 34% of the employees strongly agreed to the state-
ment that the messages delivered in all media matches the experience customers
have when they interact with KTDCs staff. 30% agreed to it while an equal
number disagreed to the same. Only 12% strongly disagreed to the statement.
Inference
The experience customers have while interacting with the employees matches
with the key messages that is being delivered in all media. The staffs of KTDC
are well trained and customer friendly. Training given to employees by KTDC
ensures that a standardized service is given to all customers.
45
3.1.13 Targeting of messages to specific market segments
Analysis
From the Table 3.13 it is seen that 36% of the employees agreed to the
statement that they are tailoring messages to specific market segments when they
have an opportunity to do so. 24% strongly agreed to it, while 20% disagreed
to the statement. 12% strongly disagreed to the statement while 8% remained
neutral about the same.
Inference
Majority of the employees agreed to the statement that they are tailoring
messages to specific to market segments when they have an opportunity to do so.
This means marketing tactics used are flexible.
46
3.1.14 Opinion on shifting marketing to new channels
Analysis
As from the Table 3.14 it can be seen that 36% of the respondents strongly
agree that it is time to shift some or more of their marketing to new channels
such as social media and mobile marketing. 44% of them agree with the same.
Here only 2% of the respondents became neutral. 16% of the respondents disagree
with this and it 2% of the respondents strongly disagree that it is time to shift
some or more of their marketing to new channels such as social media and mobile
marketing.
Inference
36% of the respondents agree that it is time to shift some or more of their
marketing to new channels such as social media and mobile marketing. This shows
that KTDC has realized the importance of new marketing channels and they are
in phase to shift to some of their marketing to new channels.
47
3.1.15 Opinion on maximizing the value
Analysis
As from the Table 3.15 it can be seen that 10% of the respondents strongly
agree that they are maximizing the value of the proprietary channels they control,
such as newsletters, invoices, product packaging and inserts, vehicles and build-
ings. 58% of them agree with the same. Here only 4% of the respondents became
neutral. 18% of the respondents disagree and 10% of the respondents strongly
disagree with this.
Inference
58% of the respondents agree that they are maximizing the value of the
proprietary channels they control, such as newsletters, invoices, product packaging
and inserts, vehicles and buildings. KTDC has got several marketing tools and
they are utilizing it effectively.
48
3.1.16 Opinion on marketing tactics
Analysis
It can be seen from the Table 3.16, that 36% of the respondents strongly
agree that the marketing tactics are generating the best results- leads, conversions
or sales at the lowest cost.40% of them agree with the same. Here only 2% of
the respondents became neutral. 18% of the respondents disagree and 4% of the
respondents strongly disagree with this.
Inference
36% of the respondents agree that the marketing tactics are generating the
best results- leads, conversions or sales at the lowest cost. This indicates that the
marketing tactics used is very effective.
49
3.1.17 Integration of social media into traditional market-
ing
Analysis
From the Table 3.17 it can be seen that 42% of the respondents strongly
agree that they are integrating social media into traditional marketing tactics like
direct mail and advertising. 40% of them agree with the same. Here only 2% of
the respondents became neutral. 8% of the respondents disagree and 8% of the
respondents strongly disagree with this.
Inference
42% of the respondents agree that they are integrating social media into
traditional marketing tactics like direct mail and advertising. This shows that
KTDC understands the importance of social media in marketing its products and
they are integrating the same into traditional marketing tactics like direct mail
and advertising.
50
3.1.18 Opinion on creativity used
Analysis
From the above it can be seen that 26% of the respondents strongly agree
that their creative is attention getting and it stands out in a crowded market place.
54% of them agree with the same. Only 2% of the respondents became neutral.
16% of the respondents disagree and 2% of the respondents strongly disagree with
this.
Inference
54% of the respondents agree that their creative is attention getting and it
stands out in a crowded market place. The creative designs or features used in ads,
brochure etc are attention getting and it is unique which makes it to differentiate
from its competitors.
51
3.1.19 Clarity of marketing materials used
Analysis
As from the above it can be seen that 30% of the respondents strongly agree
that their call to action is loud and clear and their prospects know exactly what
to do next after reviewing their marketing materials. 36% of them agree with
the same. Here 10% of the respondents became neutral. 18% of the respondents
disagree and 8% of the respondents strongly disagree with this.
Inference
36% of the respondents agree that their call to action is loud and clear.
Their prospects know exactly what to do next after reviewing their marketing
materials. This indicates that messages conveyed in marketing material are ap-
propriate and very clear.
52
3.1.20 Resonance of offers
Analysis
As from the above it can be seen that 50% of the respondents strongly agree
that their offer is resonating with prospects and more and more people saying yes.
40% of them agree with the same. Here none of the respondents became neutral.
8% of the respondents disagree and 2% of the respondents strongly disagree with
this.
Inference
50% of the respondents strongly agree that their offer is resonating with
prospects and more and more people are saying yes. The offers are made based
on the customer buying behavior and they are effective.
53
3.1.21 Effectiveness of offers
Analysis
As from the above it can be seen that 16% of the respondents strongly agree
that their offers showcase their products, 64% of them agree with this. Here only
2% of the respondents became neutral. 16% of the respondents disagree that their
offers showcase their products and remaining 2% exhibit a strong disagreement
regarding this.
Inference
64% of the respondents agree that their offers showcase their products. The
brochures, ads and other marketing materials used showcases different products of
KTDC. These are consistently delivered in all media which ensures that marketing
messages delivered are same.
54
3.1.22 Role of offers in the product value
Analysis
As from the above it can be seen that 16% of the respondents strongly agree
that their offer delivers real value to the prospect. 56% of them agree with this.
Here only 4% of the respondents became neutral. 14% of the respondents disagree
and 10% of the respondents strongly disagree that their offer delivers real value
to the prospect.
Inference
56% of the respondents agree that their offer delivers real value to the
prospect. The offers made are based on the buying behavior of customer and they
are effective.
55
3.1.23 Sales brochure attributes
Analysis
It can be seen from the above that 26% of the respondents strongly agree
that their sales brochures displays and sales demonstration tools are accurate,
complete and up to date. 58% of them agree with this. Here only 4% of the
respondents became neutral. 6% disagrees to the statement and an equal number
strongly disagree to the same
Inference
58% of the respondents agree that their sales brochures displays and sales
demonstration tools are accurate, complete and up to date.
56
3.1.24 Integration of sales tools
Analysis
As from the above it can be seen that 38% of the respondents strongly agree
that their sales tools are integrated with their brand and marketing campaigns.24%
of them agree with the same. Here 16% of the respondents became neutral. 14%
of the respondents disagree and 8% of the respondents strongly disagree with this.
Inference
38% of the respondents strongly agree that their sales tools are integrated
with their brand and their marketing campaigns. This indicates that marketing
strategy is made by inter connecting marketing elements.
57
3.1.25 About the need of new tools
Analysis
As from the above it can be seen that 20% of the respondents strongly agree
that they need new tools to educate prospects about their industry or products.
50% of them agree with the same. Here only 4% of the respondents became
neutral. 20% of the respondents disagree and 6% of the respondents strongly
disagree with this.
Inference
50% of the respondents agree that they need new tools to educate prospects
about their industry or products. New tools can be used to increase brand visibility
and also to increase awareness about the products among customers.
58
3.1.26 About the capturing of customer and prospect data
Analysis
As from the above it can be seen that 18% of the respondents strongly agree
that they are capturing customer and prospect data to build a robust marketing
database. 36% of them agree with the same. Here 8% of the respondents became
neutral. 24% of the respondents disagree and 14% of the respondents strongly
disagree with this.
Inference
36% of the respondents agree that they are capturing customer and prospect
data to build a robust marketing database. This indicates that KTDC uses rela-
tionship marketing to retain customers.
59
3.1.27 About the compiling of email address
Analysis
As from the above it can be seen that 26% of the respondents strongly agree
that they are compiling email address for an ongoing sales dialogue. 60% of them
agree with the same. Here 6% of the respondents became neutral. 4% strongly
disagreed to it and an equal number disagreed to the same.
Inference
60% of the respondents agree that they are compiling email address for an
ongoing sales dialogue. This indicates that KTDC is using relationship marketing
to retain customers.
60
3.1.28 About the website
Analysis
As from the above it can be seen that 34% of the respondents strongly agree
that their website is build around the needs and interest of its visitors. 36% of
them agree with the same. Here only 2% of the respondents became neutral. 20%
of the respondents disagree and 8% of the respondents strongly disagree with this.
Inference
36% of the respondents agree that their website is build around the needs
and interest of its visitors. KTDC has build its website in such a way that required
informations are easily accessible for the visitors.
61
3.1.29 SEO of website
Analysis
30% of the employees agreed that the KTDCs site is fully optimized for
search engines. 26% strongly agreed to the statement and an equal number dis-
agreed to the same. 10% strongly disagreed to it and 8% remained neutral.
Inference
Majority of the employees agrees that KTDCs site is fully optimized for
search engines. This shows that KTDC has given importance for internet market-
ing.
62
3.1.30 Focusing of marketing campaigns
Analysis
As from the above it can be seen that 22% of the respondents strongly agree
that they are understand the factors buyer consider when selecting their product
or service and they are focusing their marketing campaigns on those factors. 38%
of them agree with this. Here only 4% of the respondents became neutral. 20% of
the respondents disagree and 16% of the respondents strongly disagree with this.
Inference
38% of the respondents agree that they are understand the factors buyer
consider when selecting their product or service and they are focusing their mar-
keting campaigns on those factors. This shows that KTDC caters to the needs of
customers.
63
3.2 Chi Square test
The Chi-Square distribution is merely the distribution of the sum of the
squares of a set of normally distributed random variables. Its value stems from
the fact that the sum of random variables from any distribution can be closely
approximated by a normal distribution as the sum includes a greater and greater
number of samples. Thus the test is widely applicable for all distributions.
The chi- square test is one of the simplest and most widely used non-
parametric test in statistical work. The symbol is the Greek letter Chi. The chi
square test was first used by Karl Pearson in the year 1990. The quantity of 2
describes the magnitude of the discrepancy between theory and observation. It is
defined where O refers to the observed frequencies and E refers to the expected
frequencies.
Response SA A N D SD Total
Strongly agree 4 5 1 2 0 12
Agree 15.42 26 2 6.58 2 52
Neutral 4.5 4 0 1.5 3 13
Disagree 0 5 2 6 1 14
Strongly Disagree 2 2 1 2.16 1.84 9
Total 25.92 42 6 18.24 7.84 100
64
The response given vertically in the Table 3.31 refers to that of marketing
channel and response given horizontally in the Table 3.31 refers to that of mar-
keting strategies.
Hypothesis 1
65
Calculated Chi- Square value from the table 3.32 is 23.77951
Inference
Hypothesis 2
H1: There is significant difference between gender and opinion about mar-
keting strategy.
Observed and expected value for testing the current hypothesis can be re-
ferred from Table 3.33
66
Table 3.33: Analysis Table
Inference
67
Hypothesis 3
p- value 0.000
Inference
68
Figure 3.32: Chart of contribution to chi-square value by category
Hypothesis 4
Ho: There is no association between opinion about sales tools are integrated
with brand and marketing strategies
H1: There is association between opinion about sales tools are integrated
with brand and marketing strategies
69
Refer Table 3.35 for this hypothesis testing.
x= Sales tools
y= Marketing Strategies.
Response x y xy x2 y2
Strongly agree 19 25.92 492.48 361 671.8464
Agree 12 42 504 144 1764
Neutral 8 6 48 64 36
Disagree 7 18.24 127.68 49 332.6976
Strongly Disagree 4 7.84 31.36 16 61.4656
Total 50 100 1203.52 634 2866.01
Inference
70
3.4 Weighted Average Method
Weighted average is an average in which each quantity to be averaged is
assigned a weight. These weightings determine the relative importance of each
quantity on the average. Weightings are the equivalent of having that many like
items with the same value involved in the average.
In this study we have taken four factors whose prime importance have to
be understood. The factors considered are communication, marketing channel,
search engine and marketing campaign. By using weighted average method the
ranking of factors is done.
x2 = Marketing channel,
x3 = Search engine,
x4 = Marketing campaign.
W = Number of respondents
71
Based on the formula Table 3.37 is tabulated.
Inference
From the table 3.37, it is found that combined weighted average of attributes
i.e, communication, marketing channel, search engine and marketing campaign
are 3.4, 3.44, 3.28 and 3.7 respectively. Hence marketing campaign is ranked 1st,
marketing channel is ranked 2nd , communication ranked 3rd, and search engine
ranked 4th. This analysis shows that marketing campaign is the pivotal entity of
marketing strategies.
72
Chapter 4
This chapter presents the findings and suggestions. The major findings
derived from data analysis and interpretation are presented here. The suggestions
discussed here will provide a framework for KTDC to develop a new marketing
plan.
4.1 Findings
On analysis, the following trends and profiles were noted.
36% of the respondents agree that their brand clearly communicates what
they are and conveys the highest value they deliver. This indicates that the
brand used by KTDC conveys the intended message.
54% of the respondents agree that KTDCs brand identity is being popularly
used in all media. The major medias used by KTDC are Travel magazines,
brochures, television commercials, internet (social media, websites, other
travel forums) etc
KTDC is fully aware about its most profitable customers and they are target-
ing such customers and prospects. This shows that KTDC is aware about its
profitable customers and by targeting such customers, KTDC is increasing
its profit.
42% of the respondents agree that the customers changed the way find, buy,
or use KTDCs product or service and they have adjusted their marketing
plan accordingly. The Internet has changed everything. Population with
Internet access use it to decide where to travel, where to live, where to work
or where to establish a business. Hence KTDC considers internet as their
major marketing priority.
62% of the respondents agree that they are actively up selling and cross sell-
ing products and services to their current customers. eg:- The tourists vis-
iting Kovalam gets brochure about Thenmala Eco Tourism, Bolgatti Palace
and other tourists attraction in Kerala. Here there is active cross selling of
products.
42% of the respondents agree that they have three to five key marketing
messages that they are consistently delivered in all media. KTDC mainly
showcases the location, facilities provided and other related items. These
are consistently delivered in all media.
34% of the respondents strongly agree that their marketing messages match
the experience customers have when they interact with their staff. The
training given to the employees ensures that they deliver a standardized
service to all customers.
36% of the respondents agree that they are tailoring messages to specific
segments when they have the opportunity to do so. This means marketing
tactics used are flexible. KTDC has got different products and each caters
to a specific market segment. eg: Premium Hotels for upper class customers,
Tamarind Easy Hotels for middle class customers etc.
74
36% of the respondents agree that it is time to shift some or more of their
marketing to new channels such as social media and mobile marketing. Pop-
ulation which has access to internet use the same for almost all activities.
Whether it be a job, a place to travel or anything, they rely on internet.
Social media has now become a platform for discussing and sharing the
travel experience. So it became necessary to shift some of marketing to new
channels such as social media and mobile marketing.
58% of the respondents agree that they are maximizing the value of the pro-
prietary channels they control, such as newsletters, invoices, product pack-
aging and inserts, vehicles and buildings. KTDC has got several marketing
tools and they are utilizing it effectively.
36% of the respondents agree that the marketing tactics are generating the
best results- leads, conversions or sales at the lowest cost. This indicates
that the marketing tactics used is very effective.
42% of the respondents agree that they are integrating social media into
traditional marketing tactics like direct mail and advertising. This shows
that KTDC understands the importance of social media in marketing its
products and they are integrating the same into traditional marketing tactics
like direct mail and advertising.
54% of the respondents agree that their creative is attention getting and it
stands out in a crowded market place. The creative designs or features used
in ads, brochure etc are attention getting and it is unique which makes it to
differentiate from its competitors. Products are also designed in such a way
that it is attention getting. eg: Rain tourism ads, Eco Tourism ads etc
36% of the respondents agree that their call to action is loud and clear.
Their prospects know exactly what to do next after reviewing their market-
ing materials. This indicates that messages conveyed in marketing material
are appropriate and very clear. eg: KTDC Hotel Tariff brochure contains
major tourist sites in Kerala, KTDC hotels near to the same, tariff, facil-
ities provided in hotels, contact numbers, addresses, road map etc... The
marketing materials contains all necessary information at a glance.
50% of the respondents strongly agree that KTDCs offer is resonating with
prospects and more and more people saying yes. KTDCs offers are tailored
75
according to the market segment. The offers are made based on the customer
buying behavior and they are effective.
64% of the respondents agree that their offers showcase their products. The
brochures, ads and other marketing materials used showcases different prod-
ucts of KTDC. These are consistently delivered in all media which ensures
that marketing messages delivered are same.
56% of the respondents agree that their offer delivers real value to the prod-
uct. KTDC hotels gives more value to the customers. The amenities, facili-
ties etc provided are worth the money spend by each customer. In order to
cater to all market segments, KTDC hotels are designed accordingly. Eg:-
Premium Hotels, Tamarind Easy Hotels, Budget Hotels etc.
58% of the respondents agree that their sales brochures displays and sales
demonstration tools are accurate, complete and up to date. This shows that
KTDC updates its sales displays and sales demonstration tools frequently,
thereby making them matching with the market needs.
Majority of the of the respondents strongly agree that their sales tools are
integrated with their brand and their marketing campaigns. This indicates
that marketing strategy is made by inter connecting marketing elements.
50% of the respondents agree that they need new tools to educate prospects
about their industry or products. New tools can be used to increase brand
visibility and also to increase awareness about the products among cus-
tomers.
60% of the respondents agree that they are compiling email address for an
ongoing sales dialogue. This is a part of strategy used by KTDC to retain
customers. Customer acquisition is more costly than customer retention.
By using emails, new products and offers are send to the customers. This is
done to get the attention of customers for an ongoing sales dialogue which
may create a repeat customer in future.
36% of the respondents agree that their website is build around the needs
and interest of its visitors. KTDC has build its website in such a way that
required informations are easily accessible for the visitors.
30% of the respondents agree that their site is fully optimized for search
engines. Search engine optimization helps the website to be listed in first
76
page of search engines. This shows that KTDC has given importance for
internet marketing.
38% of the respondents agree that they are understand the factors buyer
consider when selecting their product or service and they are focusing their
marketing campaigns on those factors. Tourists want to have a great expe-
rience once they visit the place, so when they look in to the ads, they want
to have similar experiences which the people portrayed in the ad had. Eg:-
In Rain tourism ad, a couple enjoying the rain in house boat was shown. So
naturally when a potential customer look at the same, he wants to have a
similar experience and that is the purpose of his visit.
Social media is integrated with traditional marketing tactics like direct mail
and advertising. Social media has now become a platform for sharing travel
experience and hence Social media is integrated with traditional marketing
tactics like direct mail and advertising.
Out of the marketing tools used marketing campaign is the pivotal entity.
Marketing campaign has always been a important tool to market Kerala
Tourism activities. Marketing campaign helped to increase the awareness
about Kerala Tourism among potential and existing customers.
4.2 Suggestions
From the above findings following suggestions are put forward.
To improve the internal marketing
Based on the discussions in Sections 3.1.8, 3.1.9 and 3.1.12,
77
instructions and authorization so that the employees are aware of their duties
and what they are allowed to do in different customer related situations.
In order to take into account the seasonality in customer flows, market seg-
mentation should be done more effectively. More effort should be put into
taking care of the regular customers.Partner with the expert players in the
tourism industry as a whole to gain from their experience.
By contacting the customer for example by email and thanking for the feed-
back and promising to take it into account of their feedback makes the
customer feel more in contact with the hotel. Responding to the feedback
also gives an image of the hotel that it wants to be involved.
Plan and develop different kinds of marketing campaigns and offers. Create
and develop new campaigns on monthly bases. They can be derived for
example from the different seasons or holidays. They can be directed to
specific customer group. Market these campaigns on the companys web
pages. Create and develop new campaigns on monthly bases.
Optimize the marketing materials for mobile as 20% of all web traffic comes
from mobile.
78
Visitor information kiosks can offer the information visitors need 24 hours a
day/7 days a week. Besides having kiosks at the rest areas, they should be
placed strategically throughout the county so that they can cross-promote
activities, events, attractions and amenities. The more visitors see there is
to do in the county, the longer they will stay and the more money they will
spend. Every site should cross-sell to other sites, attractions and amenities.
Kiosks come in all shapes and sizes - they should be designed to fit the
character of the town or location. Maintain and stock them regularly. Keep
the information up-to-date.
Promote activities, not just scenic vistas and ambiance. When people see
others doing fun activities in a great setting, it is easy for them to imagine
themselves there too. Promote people over places.
Internet has a pivotal role in getting more customers; hence the full potential
of Internet should be used. The following suggestions will help for the same.
a) Customers have a mindset to book or check in hotels that first come in
the google search and map results. Hence dominate google local search and
map results.
b) Social media should be used to give relevant updates. Communicate with
social media audience via relevant and engaging content.
c) Email marketing continues to be an effective tool for staying top of mind
with customers which leads to better retention. Email campaigns are also
helpful. Also include a link to company website in the email signatures.
79
d) Be active in relevant travel & hotel communities.
e )Create videos and distribute online, also add the same to own website.
f) Conduct online contests, give discounts and exclusive packages to winners.
80
Chapter 5
Conclusions
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Appendix
Questionnaire
Title: A study on internal perspective of marketing strategies im-
plemented by KTDC
Personal details
Gender: Male Female
1.The brands used by KTDC clearly communicates what they are about
and convey the highest value they deliver
3.KTDC know its most profitable customers and they are targeting prospects
that look like their best customer
4.Customers changed the way they find, buy, or use KTDCs product or
service and KTDC have adjusted its marketing plan accordingly
6.KTDC have three to five key marketing messages that theyre consistently
delivering in all media
7.These messages match the experience customers have when they interact
with KTDCs staff
II
12.KTDC is integrating social media into traditional marketing tactics like
direct mail and advertising
14.KTDCs call to action is loud and clear. KTDCs prospect know exactly
what to do next after reviewing our marketing materials
15.KTDCs offer is resonating with prospects. More and more people are
saying yes
18.KTDCs sales brochures, displays, and sales demonstration tools are ac-
curate, complete, and up to date
19.Sales tools are integrated with KTDCs brand and their marketing cam-
paigns
III
20.New tools are required to educate prospects about our industry or prod-
uct
23.KTDCs website is built around the needs and interests of their visitors
25.KTDC understand the factors buyers consider when selecting their prod-
uct or service and they are focusing their marketing campaigns on those factors
IV