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Measuring Internet Marketing Effectiveness


Measuring Internet Marketing Effectiveness Week 12 Objectives The maintenance Process Measuring internet marketing effectiveness Measuring the flow effect ... – PowerPoint PPT presentation

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Title: Measuring Internet Marketing Effectiveness

Measuring Internet Marketing Effectiveness
  • Week 12

  • The maintenance Process
  • Measuring internet marketing effectiveness
  • Measuring the flow effect
  • Responsibilities in web site maintenance

Web Document Review Update Process
How, who, what?
When, who?
How, who, what?
The Maintenance Process
  • Write This stage involves writing the marketing
    copy, designing the layout of copy and associated
  • Review check for errors before document is
  • Correct updating results of stage 2
  • Publish putting the corrected copy on a web
    page that can be checked further
  • Test final test is performed for technical
  • Publish published to the main web site

Updating Material
  • Within two days of a factual error being
  • A new news item is added at least once a month
  • When product information has been static for two

Responsibilities in Web Site Maintenance
  • The questions to ask are
  • Who owns the process?
  • Who owns the content?
  • Who owns the format?
  • Who owns the technology?

Web site standards
Standard Details Applies to
Site structure Will specify the main areas of the site, e.g. products, customer service, press releases, responsibilities Content developers
Navigation Main menu on the left, home button must be accessible from everywhere Web site designer.webmaster usually achieve these through site templates
Copy style General guidelines, product specifications, digestibility on screen Individual content developers
Testing standards Check site functions for Different browser types and versions Plug-ins, individual links Speed of download of graphics Spellcheck each page Web site designer/webmaster
Corporate branding graphic design Specifies the appearance of company logos and the colors and typefaces used to convey the brand message Web site designer/webmaster
Process The sequence of events for publishing a new page or updating an existing page all
Performance Availability and download speed figures
Measuring Internet Marketing Effectiveness
  • Are corporate objectives identified in the
    Internet marketing strategy being met?
  • Are marketing objectives defined in the internet
    marketing strategy and plan achieved?
  • Are marketing communications objectives
    identified in the internet marketing plan
    achieved? How effective are the different
    promotional techniques used to attract visitors
    to a site?

Creating a Measurement Process
  • Highlighting the need for metrics
  • Identifying metrics (SMART)
  • Specific
  • Measurable
  • Actionable
  • Relevant
  • Timely
  • Introducing techniques to collect metrics and
    summarize results
  • Reviewing the metrics
  • Acting on the results

Which Measures to Use
  • Level 1 Business effectiveness measures
  • Level 2 Marketing effectiveness measures
  • Level 3 Internet marketing effectiveness

Level 1 Business Effectiveness Measures
  • Direct online contribution to revenue
  • Indirect online contribution to revenue
  • Profitability of web site
  • Return on investment (ROI)
  • Operational cost reductions

Level 2 Marketing Effectiveness Measures
  • Customer acquisition or new leads generated by
    the web site
  • Sales generated directly and indirectly by the
    web site
  • Impact on market penetration and demand
  • Customer satisfaction and retention rates of
    clients who use the internet, compared with those
    who do not
  • Incremental or cross-sales achieved through the
  • Impact of Internet on customer satisfaction,
    loyalty and brand

Level 2 internet sales
  • Internet sales as proportion of all sales made by
    company compared with sales by all companies
    operating in the market
  • Internet sales as a proportion of all internet
    sales for company

Level 2 Marketing costs
  • Reduction in cost of promotional material
  • Cost of acquiring a new customer
  • Cost of developing/supporting an existing
    customer relationship through time
  • Also some less tangible elements such as
    corporate image and brand enhancement
  • Building long-term client relationships and
    reducing churn of customers

Level 3 Internet Marketing Effectiveness
  • Capture how effective are we in attracting
    customers to site using online and offline
    promotion methods
  • Content how well are customers supported with
    information and ease of use through the content
    and design of the site
  • Customer orientation does the content suit its
    target audience
  • Community and interactivity how well are the
    customers needs as an individual met by
    providing community facilities and establishing
    an interactive dialogue

Level 3 - Further Elements
  • Awareness efficiency target web-users/all
  • Locatability/attractability efficiency number
    of individual visits/number of seekers
  • Contact efficiency number of active
    visitors/number of visits
  • Conversion efficiency number of
    purchases/number of active visits
  • Retention efficiency number of
    repurchases/number of purchases

Online Measurement Methods
  • Online web metric and server log files
  • Hits and page impressions (views)
  • Site visits (user sessions)
  • Web site auditors

Log File Information
  • Page impressions for different parts of the site
  • Page impressions broken down by different time
  • Page impression by domain
  • Page impression by browser type
  • Referring sites
  • Exit pages
  • Document trails
  • Average length of visit

Tools for Measuring Web Site Performance
  • WebTrends
  • Analog a freeware tool
  • Wusage
  • Andromedia
  • I/Pro site audit
  • Microsoft site analyst
  • Superstats a basic web analyzer
  • Hitbox
  • NetOutcome

Measuring Individual Behavior
  • Registration
  • A suitable incentive most customers will give
    information if they will receive something in
  • A tacit agreement to enter into a medium to long
    term agreement with customer that he or she will
    enter the site again
  • Trust on the part of the customer, which will be
    based on his or her perception of a companys
    brand and credibility
  • Cookies
  • Click-tracking

Offline Methods of Metric Collection
Measure Measured through
Enquiries or leads Number of online e-mails Phone calls mentioning web site Faxed enquiries mentioning web site
Sales Online sales or sales in which customers state they found out about the product on the web site
Conversion rate Can be calculated separately for customers who are registered online and those who are not
Retention rates Is the churn of customers using the web site lower?
Customer satisfaction Focus groups, questionnaires and interviews Mystery shoppers
Brand enhancement Focus groups, surveys
Evaluation of Promotional Methods
  • Unaware
  • Aware
  • Attitude
  • Preference
  • Intention
  • Trial
  • Repeat

Communication Effects
  • How well does the page catch the readers
  • How well does the page lead the reader to go
  • How effective is the particular appeal?
  • How well does the page suggest follow through or
    call to action?

Customer Loyalty, Satisfaction and Brand Impact
  • Online questionnaires
  • Online focus groups