بازاریابی داده محور در کسب و کارهای دیجیتال از دیدگاه قابلیت های پویا
محورهای موضوعی : فناوری اطلاعات و ارتباطاتمائده امینی ولاشانی 1 , ایوب محمدیان 2 * , سید محمدباقر جعفری 3
1 - دانشگاه تهران
2 - دانشگاه تهران
3 - دانشگاه تهران
کلید واژه: قابلیت های پویا, بازاریابی داده محور, تجزیه و تحلیل بازاریابی, کلان داده.,
چکیده مقاله :
زمینه و هدف: علیرغم حجم بسیار زیاد داده و فوایدی که استفاده از آن می تواند برای فعالیت های بازاریابی داشته باشد، هنوز نحوه بکارگیری آن در ادبیات پژوهش بصورت روشن مشخص نبوده و مطالعات بسیار محدودی در این زمینه انجام گرفته است. در این راستا ﭘﮋوﻫﺶ ﺣﺎﺿﺮ با بهره گیری از نظریه قابلیت های پویا به شناسایی قابلیت های پویای بازاریابی داده محور به منظور محوریت دادن به داده در شکل گیری راهبردهای بازاریابی، انجام تصمیم گیری های اثربخش و بهبود کارایی در فرایندها و عملیات بازاریابی پرداخته است. روش‌شناسی: این پژوهش به روش ﮐﯿﻔﯽ و ﺑﺎ اﺳﺘﺮاﺗﮋي تحلیل مضمون و بهره گیری از ﻣﺼﺎﺣﺒﻪ با متخصصان این حوزه، اﻧﺠﺎم گرفته است. افراد مورد مطالعه ﭘﮋوﻫﺶ تعداد 18 متخصص حرفه ای در زمینه تحلیل داده و بازاریابی ﺑﻮده اﻧﺪ ﮐﻪ ﺑﺎ روش ﻧﻤﻮﻧﻪﮔﯿﺮي ﻫﺪﻓﻤﻨﺪ اﻧﺘﺨﺎب ﺷﺪه اﻧﺪ. یافته‌ها: ﯾﺎﻓﺘﻪﻫﺎي این مطالعه ﻧﺸﺎن می دهد قابلیت های پویای بازاریابی داده محور شامل؛ قابلیت جذب داده های بازاریابی، قابلیت تجمیع و تحلیل گری داده های بازاریابی، قابلیت تصمیم گیری داده محور، قابلیت بهبود تجربه داده محور با مشتری، قابلیت نوآوری داده محور، قابلیت شبکه سازی، قابلیت چابکی و قابلیت ایجاد تحول داده محور می باشند. نتیجه‌گیری: نتایج این مطالعه می تواند گامی در جهت تکامل تئوری قابلیت های پویا در حوزه بازاریابی با رویکرد داده محوری باشد. از این رو می تواند در آموزش و ایجاد قابلیت های جدید سازمانی به منظور بکارگیری کلان داده در فعالیت های بازاریابی سازمان ها و توسعه و بهبود محصولات و خدمات داده محور و بهبود تجربه مشتریان مورد استفاده قرار گیرد
Despite the enormous volume of data and the benefits it can bring to marketing activities, it is unclear how to use it in the literature, and very few studies have been conducted in this field. In this regard, this study uses dynamic capabilities view to identify the dynamic capabilities of data-driven marketing to focus on data in the development of marketing strategies, make effective decisions, and improve efficiency in marketing processes and operations. This research has been carried out in a qualitative method utilizing the content analysis strategy and interviews with specialists. The subjects were 18 professionals in the field of data analytics and marketing. They were selected by the purposeful sampling method. This study provides data-driven marketing dynamic capabilities, including; Ability to absorb marketing data, aggregate and analyze marketing data, the ability to data-driven decision-making, the ability to improve the data-driven experience with the customer, data-driven innovation, networking, agility, and data-driven transformation. The results of this study can be a step towards developing the theory of dynamic capabilities in the field of marketing with a data-driven approach. Therefore, it can be used in training and creating new organizational capabilities to use big data in the marketing activities of organizations, to develop and improve data-driven products and services, and improve the customer experience
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