Professional Documents
Culture Documents
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BI GING:
PT
(H i hc Ngnh QTKD)
H NI - 2013
LI M U ....................................................................................................................... 1
CHNG 1: MT S VN CHUNG V THNG HIU...................................... 2
1.1. QUAN NIM V THNG HIU ...................................................................................... 2
1.2. VAI TR CA THNG HIU .......................................................................................... 5
1.2.1. Vai tr ca thng hiu i vi ngi tiu dng ................................................... 5
1.2.2. Vai tr ca thng hiu i vi doanh nghip ....................................................... 8
1.3. THNG HIU - TI SN CA DOANH NGHIP .................................................... 11
1.3.1. Khi nim gi tr thng hiu...............................................................................11
1.3.2. M hnh gi tr thng hiu..................................................................................13
CHNG 2: XY DNG THNG HIU ....................................................................19
2.1. CC LOI THNG HIU V M HNH XY DNG THNG HIU ............. 19
2.1.1. Cc loi thng hiu ............................................................................................19
2.1.2. M hnh xy dng thng hiu ............................................................................22
2.2. QU TRNH XY DNG THNG HIU .................................................................... 26
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LI M U
Thng hiu c vai tr quan trng khng ch i vi doanh nghip m c i vi ngi
tiu dng. Thng hiu mnh l ti sn v gi ca doanh nghip. Nhn thc v gi tr ca mt
thng hiu mnh lm thay i cn bn hot ng cng nh c cu t chc kinh doanh ca
nhiu doanh nghip trong nhng nm gn y. Nhiu doanh nghip nc ngoi xm nhp
vo th trng Vit Nam v tm kim nhiu li nhun thng qua qu trnh: xy dng thng
hiu, pht trin thng hiu v chuyn giao thng hiu. Nhiu doanh nghip trong nc
chuyn hng t pht trin sn phm sang pht trin thng hiu v rt thnh cng.
Tuy thng hiu vai tr quan trng nh vy v chc nng qun tr thng hiu ngy
cng c coi trong nhng qu trnh xy dng v pht trin thng hiu ca cc doanh nghip
hin nay gp rt nhiu kh khn xut pht t mt s nguyn nhn sau:
- Cc doanh nghip cn hiu cha ng v vai tr ca thng hiu, cha hoch nh
c mt chin lc pht trin thng hiu hp l.
- Bn thn qu trnh hoch nh chin lc thng hiu ca doanh nghip cng din
ra mt cch ri rc, khng nht qun.
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Hin nay, thut ng thng hiu ang c s dng rt rng ri Vit Nam. Ti rt
nhiu din n cng nh trn cc phng tin thng tin i chng u ni n thng hiu.
Tuy nhin, vn ang cn tn ti mt s quan nim khc nhau v thut ng ny. C quan nim
th ng ngha nhn hiu vi thng hiu, c quan nim th li phn bit nhn hiu vi thng
hiu. Trong h thng cc vn bn php lut ca Vit Nam hin nay khng c khi nim v
thng hiu m ch c cc khi nim nh nhn hiu hng ha, tn thng mi, ch dn a l
hay tn gi xut x hng ha. Do vy, khi nghin cu hoc ng dng nhng vn lin quan
n thng hiu cn phi tm hiu y cc quan nim khc nhau v thng hiu. Chng ta
s xem xt mt s quan nim ch yu v thng hiu sau y:
Di gc Marketing:
Trong i sng thng mi, ngi ta cho rng thng hiu chnh l s biu hin c
th ca nhn hiu hng ha, l ci phn nh hay biu tng v uy tn ca doanh nghip truc
ngi tiu dng. Thut ng thng hiu l mt t c m Hn - Vit, c th bt ngun t khi
nim Trade Mark theo , t Trade c ngha trong ting Vit l thng mi, cn t Mark c
ngha l du hiu. V mt k thut, do nhng thnh t cu thnh nn thng hiu rt gn vi
Hc vin cng ngh Bu chnh Vin thng
nhn hiu hng ha nh tn gi, logo, cu khu hiu... nn thng hiu thng c hiu l
nhn hiu hng ha c bo h v c php lut cng nhn. Thng hiu hon ton
khng c g khc bit so vi nhn hiu. Vic gi nhn hiu l thng hiu ch l s thch dng
ch m thi v mun gn nhn hiu vi yu t th trng, mun m ch rng, nhn hiu c th
mua bn nh nhng loi hng ho khc. Tuy nhin trong thc t, cc yu t c trong nhn
hiu hng ha li hp hn so vi nhng ci g m ngi ta hnh dung v thng hiu. C th
l cc yu t khc nh khu hiu (slogan), hnh dng v s c bit ca bao b, m thanh thm
ch l mi v... l nhng yu t khng thuc v nhn hiu hng ha.
Mt khc, nu cho rng thng hiu l nhn hiu c ng k bo h, v v th n
c php lut tha nhn v c kh nng mua i bn li trn th trng. Theo quan nim ny
th cc nhn hiu cha tin hnh ng k bo h s khng c coi l thng hiu. Vy th
khng l gii c i vi cc sn phm ng k bo h nhn hiu quc gia ny nhng
cha ng k bo h quc gia khc. Hoc khng l gii c i vi trng hp thng
hiu qu ni ting i vi ngi tiu dng nhng ngi ch s hu thng hiu cha tin
hnh bt k th tc bo h no.
Di gc s hu tr tu:
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Mt quan im khc cho rng thng hiu chnh l tn thng mi, n c dng
ch hoc/v c gn cho doanh nghip, cn tn ca cc sn phm hng ha ca doanh nghip
chnh l nhn hiu hng ha. V d: VNPT l tn thng hiu, cn MyTV (dch v truyn
hnh tng tc ca VNPT) l nhn hiu hng ha. Tuy nhin nh vy th s khng l gii
c Bitis l g khi tn cng ty sn xut ra n l Cng ty TNHH sn xut hng tiu dng
Bnh Tin. Trn th trng hin ti khng c sn phm no ca cng ty c tn l Bnh Tin c.
Ngoi ra, do s lng cc loi sn phm ca cc doanh nghip a ra th trng ngy
cng nhiu, di v s cc thng hiu khc nhau lm thay i v cn bn vai tr ca
thng hiu trong kinh doanh. By gi phn ln khch hng tim nng trn th trng da
vo thng hiu ra quyt nh la chn v quyt nh mua. Do vy, Ambler, T&C. Styles
nh ngha thng hiu l mt tp hp cc thuc tnh cung cp cho khch hng mc tiu
cc gi tr li ch m h tm kim. Khi sn phm c coi ch l mt thnh phn ca
thng hiu, c chc nng ch yu l cung cp gi tr li ch tiu dng cho khch hng. V
cc thnh phn khc ca marketing hn hp nh gi, phn phi hay xc tin l nhng yu t
hay cng c to nn mt thng hiu ni ting trn th trng m thi.
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Xut pht t nhng quan nim trn, c th hiu thng hiu mt cch tng i nh
sau: Thng hiu l tng hp tt c cc yu t vt cht, thm m, l l v cm xc ca mt
sn phm (hoc doanh nghip), bao gm bn thn sn phm, tn, logo, hnh nh v mi s
th hin hnh nh, dn qua thi gian c to dng r rng trong tm tr khch hng nhm
thit lp mt ch ng ti .
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l ti sn ring ca doanh nghip. Sn phm nhanh chng b lc hu. Cn thng hiu (nu
thnh cng) th c th cn mi vi thi gian - Stephen King, Tp on truyn thng WPP.
Ton b nh my v c s ca chng ti ngy mai c th chy tri, nhng khng c
g c th chm n c gi tr ca cng ty chng ti vn tht s nm trong danh ting ca
thng hiu v tri thc tp th trong cng ty chng ti Roberto Goizueta, c Tng Gim
c iu hnh Coca Cola.
Cc cu ni ny th hin mt cch nhn nhn mi m v tng qut v gi tr ca
thng hiu i vi mi doanh nghip. Cc nh qun tr doanh nghip trn th gii nhn
thc r tm quan trng ca thng hiu trong hot ng kinh doanh. Nhn thc ny thay
i ng k chin lc kinh doanh ca khng t doanh nghip: t phng chm pht trin sn
phm chuyn sang pht trin thng hiu. Thng hiu sut sc l con ng duy nht dn
n li nhun vt trung bnh v bn vng. Nhng thng hiu ln thng th hin nhng li
ch v cm xc ch khng phi thun ty v l tnh.
Bng 1.1. Phn bit nhn hiu v thng hiu
Nhn hiu
Thng hiu
Thut ng
Trademark
Brand
Tnh hu hnh
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c trng
Gi tr
Tip cn
Bo h
Lut php chng nhn v bo h Ngi tiu dng chng nhn, tin cy
v trung thnh
Nhi, gi
Ph trch
dng sn phm ca tng doanh nghip. Trong thc t, ngi tiu dng lun quan tm n
cng dng hoc li ch ch thc m sn phm mang li cho h, nhng khi cn phi la chn
sn phm th hu ht ngi tiu dng li lun n thng hiu, xem xt sn phm ca
nh cung cp no, nh sn xut no, uy tn hoc thng ip m h mang n l g, nhng
ngi tiu dng khc c quan tm v n hng ho, dch v mang thng hiu khng.
1.2.1.2. Thng hiu gi vai tr quan trng trong vic bo hiu nhng c im v
thuc tnh ca sn phm ti khch hng
C th phn loi hng ha, sn phm thnh 3 nhm khc nhau cn c vo thuc tnh
v li ch ca sn phm l:
- Hng ha tm kim: Cc li ch ca hng ha c th c nh gi bng mt (s
cng cp, kch c, mu sc...)
- Hng ha kinh nghim: Cc li ch ca hng ha khng th d nh gi bng mt m
cn phi th sn phm tht v kinh nghim s dng sn phm l cn thit ( bn, d s
dng, cht lng dch v gia tng nh bo hnh, bo tr...)
- Hng ha tin tng: cc thuc tnh ca hng ha rt kh c th bit c.
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Vic nh gi, gii thch cc thuc tnh v li ch ca loi hng ha kinh nghim v
hng ha tin tng l rt kh khn nn thng hiu tr thnh du hiu c bit quan trng v
cht lng v cc c im khc khch hng d nhn bit hn.
1.2.1.3. Thng hiu gip khch hng tit kim chi ph tm kim sn phm
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phm mang mt trong cc thng hiu. Vi trng hp th ba, tn thng hiu cha
to ra mt s tin tng v li ko m cn c cc thng tin v ch dn a l hoc tn gi xut
x ca sn phm, nhng du hiu cht lng hoc s vt tri ca dch v i km. Tuy nhin,
trong c 3 trng hp trn, s ni bt v hp dn, nhng thng tin ca thng hiu lun ng
vai tr quan trng li ko khch hng.
1.2.1.4. Thng hiu lm gim ri ro khi quyt nh mua v tiu dng mt sn
phm
Ngi tiu dng da vo thng hiu hoc hnh nh ca doanh nghip nh s bo
m cho hng ho, dch v h mua s p ng cc yu cu nht nh. Thng hiu quen thuc
hay ni ting lm gim lo lng v ri ro khi mua hng cho khch hng tim nng.
Cc ri ro m khch hng c th gp phi l:
- Ri ro chc nng: sn phm khng c nh mong mun.
- Ri ro vt cht: Sn phm e da sc khe hoc th lc ca ngi s dng hoc
ngi khc.
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Khi khch hng nhn thy nguy c ri ro v mun phng trnh cc nguy c ny th
cch tt nht l h s chn mua sn phm ni ting, v vy thng hiu l cng c x l ri ro
rt quan trng.
1.2.1.5. Thng hiu gip khch hng biu t v tr x hi ca mnh
Vic mua cc thng hiu nht nh cn c th l mt hnh thc t khng nh hnh
nh ca ngi s dng. Mi thng hiu khng ch c trng cho nhng tnh nng, gi tr s
dng ca hng ho, dch v m cn mang trn n c mt nn tng tng trng cho mt dng
sn phm cung ng cho nhng ngi c a v x hi.
Thng hiu gp phn to ra mt gi tr c nhn cho ngi tiu dng, mt cm gic
sang trng v c tn vinh. Thc t, mt thng hiu ni ting s mang n cho khch hng
mt gi tr c nhn no trong cng ng, n lm cho ngi tiu dng c cm gic c
sang trng hn, ni bt hn, c ng cp hn v c tn vinh khi tiu dng hng ho mang
thng hiu .
Ch :
Thng hiu c vai tr tc ng rt khc nhau gia cc loi sn phm v gia cc
nhm ngi mua. Mt s nhm khch hng c thu nhp thp s c hnh vi mua theo tiu
chun gi c nn vai tr ca thng hiu t nh hng n s la chn ca h. Cc nhm
khch hng c thu nhp cao, trnh vn ho cao c hnh vi mua theo tiu chun gi tr th
thng hiu chi phi ln n s la chn ca h. V d, tn thng hiu qun o c th quan
trng i vi thanh nin thnh ph, nhng li t c ngha i vi nhng ngi nng dn.
Hc vin cng ngh Bu chnh Vin thng
Thng hiu khng ch quan trng i vi th trng hng tiu dng, chng cng l
trung tm ca th trng cng nghip. i vi khch hng t chc, thng hiu cng l tiu
chun mua quan trng v l c s ch yu h nh gi, la chn khi mua.
1.2.2. Vai tr ca thng hiu i vi doanh nghip
1.2.2.1. Thng hiu to dng hnh nh doanh nghip v sn phm trong tm tr
ngi tiu dng
Ngi tiu dng s la chn hng ho, dch v thng qua s cm nhn ca mnh. Khi
mt thng hiu ln u tin xut hin trn th trng, n hon ton cha c mt hnh nh no
trong tm tr ngi tiu dng. Nhng thuc tnh ca hng ho nh kt cu, hnh dng, kch
thc, mu sc... hoc cc dch v sau bn hng s l tin ngi tiu dng la chn
chng. Qua thi gian, bng kinh nghim trong s dng v nhng thng ip m thng hiu
truyn ti n ngi tiu dng, v tr v hnh nh ca hng ho, dch v c nh v dn dn
trong tm tr khch hng.
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Thng qua nh v thng hiu, cc gi tr dnh cho ngi tiu dng dn c khng
nh. Khi gi tr ca thng hiu c nh hnh v ghi nhn thng qua cc biu hin nh
tn gi, logo v khu hiu ca thng hiu, nhng trn ht v quyt nh c c s ghi
nhn chnh l cht lng hng ho dch v v nhng gi tr gia tng m ngi tiu dng v
khch hng ca doanh nghip c c t hot ng ca doanh nghip (phng thc bn hng,
mi quan h chun mc trong giao tip kinh doanh, cc dch v sau bn hng, quan h cng
chng, cc gi tr truyn thng ca doanh nghip...).
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- Cam kt mang tnh php l: l nhng cam kt m doanh nghip hoc sn phm bt
buc phi p ng. l cam kt v thnh phn, bn, kt cu... v nhng cam kt cht
lng khc. Tp hp nhng cam kt ny thng c th hin thng qua nhn hng ho
(label), hoc cc nhn chng nhn khc (nhn quc gia, nhn hng Vit Nam cht lng cao,
nhn tiu chun).
1.2.2.3. Thng hiu nhm phn on th trng
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bi cc tnh nng cng dng cng nh cc dch v km theo m theo to ra s gia tng ca
gi tr s dng. Tuy nhin, thng hiu l du hiu bn ngoi nhn dng s khc bit .
Thng th mi chng loi sn phm c nh v c th s c nhng khc bit c bn v
cng dng hoc tnh nng ch yu v chng thng mang nhng thng hiu nht nh ph
thuc vo chin lc ca doanh nghip, v th chnh thng hiu to ra khc bit d nhn thy
trong qu trnh pht trin ca mt tp hoc mt dng sn phm. V d cng chng loi kem
nh rng, Unilever pht trin thnh cc chng loi ring bit nhm khc ha kh nng
khng ngng pht trin sn phm ca mnh. Nhng sn phm kem nh rng P/S, chi tit n
tng chng loi P/S bo v 123; P/S chuyn gia; P/S chc khe thm mt; P/S tr xanh hoa
cc c pht trin v c bit ho th hin sc thi phong ph ca dng sn phm kem
nh rng ca hng.
1.2.2.5. Thng hiu mang li nhng li ch cho doanh nghip
Nu xt mt cch thun tu th thng hiu ch n thun l nhng du hiu phn
bit hng ho, dch v, l hnh tng v hng ho, dch v v v doanh nghip trong tm tr
khch hng. Tuy nhin, mt thng hiu khi c chp nhn, n s mang li cho doanh
nghip nhng li ch ch thc, d nhn thy.
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ca cc hng khc km tn tui hn. C th ngi tiu dng cha bit g v sa u nnh
GoldSoy CaD, nhng h li yn tm khi tiu dng nhng sn phm khc ca Vinamilk, v
nh th th d mt loi sn phm no ca Vinamilk cng s d dng c chp nhn hn.
C hi thm nhp v chim lnh th trng lun m ra trc cc thng hiu mnh. Mt
thng hiu mnh s gip doanh nghip bn c nhiu sn phm hn. Khi thng hiu c
ngi tiu dng chp nhn v a chung s to dng c lng trung thnh ca khch hng,
lc ngi tiu dng s khng xt nt la chn sn phm m h lun c xu hng la chn
sn phm tin tng. Bn cnh , nh tc dng tuyn truyn v ph bin kinh nghim ca
chnh ngi tiu dng m sn phm s bn c nhiu hn. y chnh l vai tr rt tch cc
ca thng hiu xt theo gc thng mi v li nhun.
Thng hiu mang li nhng li th cnh tranh cho doanh nghip v gip doanh
nghip c iu kin phng th cc chng li nhng i th khc:
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12
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3. Cht
lng cm
nhn
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1. S trung
thnh
thng hiu
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Gi tr
thng hiu
5. Cc ti
sn thng
hiu khc
4. Cc lin
kt thng
hiu
Gi tr to ra cho DN:
- Tng s trung thnh
- Tng gi bn / t l li nhun
- Tng kh nng m rng thng hiu
- Tng nh hng i vi knh phn phi
- Tng li th cnh tranh.
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Nh ra ngay
Nh c tr gip
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TM TT CHNG 1
Thng hiu l tng hp tt c cc yu t vt cht, thm m, l l v cm xc ca mt sn
phm (hoc doanh nghip), bao gm bn thn sn phm, tn, logo, hnh nh v mi s th
hin hnh nh, dn qua thi gian c to dng r rng trong tm tr khch hng nhm
thit lp mt ch ng ti .
Thng hiu th hin vai tr quan trng i vi c ngi tiu dng v doanh nghip. i
vi ngi tiu dng: Thng hiu gip khch hng xc nh ngun gc, xut x ca sn
phm; Bo hiu nhng c im v thuc tnh ca sn phm; Gip khch hng tit kim
chi ph tm kim sn phm: Lm gim ri ro khi quyt nh mua v tiu dng mt sn
phm; v Gip khch hng biu t v tr x hi ca mnh. i vi doanh nghip: Thng
hiu to dng hnh nh doanh nghip v sn phm trong tm tr ngi tiu dng; Thng
hiu nh mt li cam kt gia doanh nghip v khch hng; Thng hiu nhm phn on
th trng, to nn s khc bit trong qu trnh pht trin ca sn phm v thng hiu
mang li nhng li ch t s tng trng doanh thu, th phn, thu ht u t cho doanh
nghip.
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CU HI V BI TP
1. Trnh by cc quan nim v thng hiu.
2. Phn tch vai tr ca thng hiu i vi ngi tiu dng.
3. Phn tch vai tr ca thng hiu i vi doanh nghip.
4. Ti sao ni: Thng hiu l ti sn ca doanh nghip?
Hc vin cng ngh Bu chnh Vin thng
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5. Ti sao ni: Thng hiu nh mt li cam kt gia doanh nghip v khch hng?
6. Trnh by v cc cp trung thnh vi thng hiu.
7. Nu cc tiu ch dng o lng s trung thnh ca khch hng i vi mt thng
hiu.
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Vn dng phn tch c kh nng p dng m hnh xy dng thng hiu cho
mt sn phm hoc mt doanh nghip c th. Vn dng v xut c chin
lc thng hiu i vi mt sn phm c th. Phn tch c u im v hn
ch ca cc chnh sch thng hiu.
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Cng ging nh thut ng thng hiu, cng c nhiu quan im khc nhau trong vic
phn loi thng hiu. Ngi ta c th chia thng hiu thnh: Thng hiu hng ho,
thng hiu sn phm, thng hiu doanh nghip; hoc chia ra thnh thng hiu hng ho,
thng hiu dch v, thng hiu nhm, thng hiu tp th, thng hiu in t; hoc chia
thnh thng hiu chnh, thng hiu ph, thng hiu b sung... Mi thng hiu khc nhau
s c nhng c trng cho mt tp sn phm nht nh. Chnh v th m chin lc xy dng
v pht trin cho tng loi thng hiu cng khng hn l ging nhau.
Tip cn theo gc qun tr thng hiu v marketing, thng hiu c th chia
thnh: Thng hiu c bit (thng hiu c th, thng hiu ring); Thng hiu gia nh;
Thng hiu tp th; Thng hiu quc gia.
2.1.1.1. Thng hiu c bit
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Thng hiu c bit l thng hiu ca tng chng loi hoc tng tn hng ho, dch
v c th. Vi thng hiu c bit, mi loi hng ho li mang mt thng hiu ring v nh
th mt doanh nghip sn xut v kinh doanh nhiu loi hng ho khc nhau c th c nhiu
thng hiu khc nhau.
V d:
-
Thng hiu c bit thng mang nhng thng ip v nhng hng ho c th (nh
tnh nng ni tri, tnh u vit, nhng tin ch ch thc...) v c th hin trn bao b hoc
chnh l s c bit ca bao b hng ho. Loi thng hiu ny cng c c tnh ring bit, lun
to cho ngi tiu dng mt c hi la chn cao ngay c trong trng hp l nhng
thng hiu thuc s hu ca cng mt cng ty.
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Thng hiu c bit lun gn lin vi tng loi hng ho, dch v c th v c th tn
ti mt cch c lp trn hng ho, cng c th c gn lin vi cc thng hiu khc nh
thng hiu gia nh hoc thng hiu tp th, thng hiu quc gia.
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Thng hiu quc gia l thng hiu gn chung cho cc sn phm, hng ho ca mt
quc gia no (n thng gn vi nhng tiu ch nht nh, tu thuc vo tng quc gia,
tng giai on). V d Thai Brand l thng hiu quc gia ca Thi Lan, thng hiu ca
Hng Kng c biu trng l con rng bay v dng ch Thnh ph th gii chu Asias
Word City. Vietnam Value l thng hiu quc gia ca Vit Nam c Th tng Chnh
ph ph duyt trong chng trnh Thng hiu quc gia Vit Nam.
PT
c im ca thng hiu quc gia l thng c tnh khi qut v tru tng rt cao
v khng bao gi ng c lp, lun phi gn lin vi cc thng hiu c bit hay thng
hiu nhm, thng hiu gia nh. Nhiu ngi vn cho rng thng hiu quc gia l mt loi
chng nhn. Thc t th thng hiu quc gia lun c xc nh nh l mt ch dn a l a
dng da trn uy tn ca nhiu chng loi hng ho vi nhng thng hiu ring khc nhau
theo nhng nh v khc nhau.
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doanh nghip xy dng v pht trin t hai thng hiu tr ln, v gii php qun tr mi
quan h gia cc thng hiu vi nhau trong cng mt doanh nghip chnh l xy dng m
hnh thng hiu.
2.1.2.1. Cc yu cu v cn c xy dng thng hiu
Vic thit k m hnh thng hiu cn phi m bo cc yu cu v tnh khoa hc,
tnh thc tin v tnh hiu qu.
- Tnh khoa hc: M hnh thng hiu phi ph hp vi chin lc th trng v chin
lc pht trin sn phm ca doanh nghip, cn phi tnh n tt c cc yu t khch quan v
ch quan c tc ng n qu trnh xy dng thng hiu. ng thi phi nghin cu cc
tng mi, kinh nghim ca cc thng hiu i trc v cc thng hiu thnh cng cng
nh nhng bi hc rt ra t nhng thng hiu b tht bi.
- Tnh thc tin: M hnh thng hiu phi xut pht t iu kin thc t ca doanh
nghip nh kh nng ti chnh, nhn s ca doanh nghip, tnh cp thit ca vic xy dng
thng hiu, cc u th cnh tranh v nhng bt li trong kinh doanh i vi doanh nghip
cng nh i vi sn phm ca doanh nghip.
IT
- Tnh hiu qu: phi tnh ton, la chn vic xy dng thng hiu thc s mang
li cho doanh nghip hiu qu cao v kinh t khng ch trc mt m c lu di, cng vi
l tng lai pht trin ca sn phm v doanh nghip. Thng hiu c th ni ting, nhng chi
ph duy tr s ni ting qu ln, khng cn i vi li nhun s khng phi l mt m hnh
thng hiu khn ngoan v hiu qu.
PT
- Lnh vc hot ng ca doanh nghip, chng loi sn phm m doanh nghip ang
kinh doanh.
- Thc t ngun nhn lc v ti chnh ca doanh nghip.
- Chin lc trong tng lai ca doanh nghip.
- Xu th pht trin chung ca ngnh hng.
- Phn tch kinh nghim thnh cng v tht bi ca i th trong m hnh thng hiu
m h chn.
Cc m hnh xy dng thng hiu c bn gm: M hnh thng hiu gia nh; m
hnh thng hiu c bit v m hnh a thng hiu. Mi m hnh c nhng u nhc im
khc nhau, mi doanh nghip cn phi nghin cu, la chn m hnh xy dng thng hiu
ph hp.
2.1.2.2. M hnh thng hiu gia nh
Theo m hnh ny, vic xy dng thng hiu ca doanh nghip ch tin hnh trn
thng hiu gia nh, tc l doanh nghip ch c mt hoc hai thng hiu tng ng cho
nhng tp hng ho khc nhau. Trong nhiu trng hp, doanh nghip ch c duy nht mt
thng hiu chung cho tt c cc chng loi hng ho khc nhau. y l m hnh xy dng
thng hiu truyn thng c nhiu cng ty, tp on ln trn th gii p dng. Thng
thng, phn tn gi ca cc thng hiu gia nh l tn ca ngi sng lp cng ty hay tn
Hc vin cng ngh Bu chnh Vin thng
23
ngi thn trong gia nh cc sng lp vin, hoc cc danh t p c la chn cn thn,
hoc c ly t phn phn bit trong tn thng mi hoc tn giao dch. Vi m hnh thng
hiu gia nh, tn thng hiu v biu trng lun c s quan h rt cht ch v mt thit.
u im:
- Chi ph cho thng hiu t, d i ph trong qu trnh khai thc v pht trin thng
hiu;
- Nu mt thng hiu ch o mnh s to c hi hng ho tip cn th trng
nhanh chng hn, d dng hn; hoc khi mt loi hng ho no mang thng hiu gia nh
c ngi tiu dng a chung s lm cho nhng hng ho khc ca doanh nghip d tip
cn th trng hn.
Hn ch :
Nguy c ri ro cao. Ch cn mt chng loi hng ho no mt uy tn hoc b ty
chay s nh hng ngay lp tc n thng hiu chung ca doanh nghip.
2.1.2.3. M hnh thng hiu c bit
IT
M hnh thng hiu c bit l to ra cc thng hiu ring cho tng chng loi hoc
tng dng sn phm nht nh, mang tnh c lp, t hoc khng c lin h vi thng hiu
gia nh hay tn doanh nghip.
PT
24
ting cng nh uy tn ca doanh nghip; mi thng hiu s phi t mnh chng chi vi
nhng sng gi ca th trng v s xt nt ca ngi tiu dng;
- M hnh ny i hi doanh nghip phi c i ng nhn vin qun tr thng hiu
ng o v c kinh nghim, v mi thng hiu khc nhau s cn mt chin lc khc nhau
cho tng th trng khc nhau.
- M hnh th trng c bit cng rt cn mt chin lc nh v th trng v khch
hng c th, mch lc.
2.1.2.4. M hnh a thng hiu
y l m hnh to dng ng thi c thng hiu gia nh v thng hiu c bit,
thm ch c thng hiu nhm nhm va khai thc li th ca m hnh thng hiu c bit
va khc phc c nhng nhc im ca m hnh thng hiu gia nh (i khi ngi ta
gi y l m hnh thng hiu bao vy). Trong thc t, xut pht t ch trc y cc doanh
nghip ch xy dng thng hiu gia nh, v th khng to ra c s c bit v c sc
cho hng ho ca mnh, nn rt nhiu doanh nghip la chn m hnh a thng hiu.
IT
PT
25
hnh ny mang li hiu qu rt cao trong pht trin thng hiu ca doanh nghip.
- M hnh a thng hiu s tng kh nng chim lnh v tr trng by hng ho ca
doanh nghip trong cc siu th v quy hng. T to ng lc mua sm ca ngi tiu
dng v to s b th cho thng hiu chung. M hnh ny cng to ra mt s cnh tranh
ngm ngay trong cc thng hiu ca cng mt doanh nghip. Thc t cho thy khi trong
quy hng ng thi c c du gi Clear, Sunsilk, Dove v Organic s to ra s la chn gay
gt cc thng hiu ca ngi tiu dng. S b qua thng hiu ny n vi thng
hiu khc v tnh lm tng uy tn cho tng thng hiu v nng cao uy tn chung cho
thng hiu gia nh. Mi thng hiu s to c cho mnh mt tp hp khch hng ring
bit, mc d thc t th s khc bit v cht lng hoc thuc tnh ca cc hng ho mang cc
thng hiu hon ton khng nhiu. Ch mt s thay i nh trong kt cu hoc thuc tnh
ca hng ho vi mt thng hiu mi to ra cho doanh nghip mt tp khch hng mi.
Sc cnh tranh ca thng hiu gia nh khng ngng c nng cao.
Hn ch:
IT
PT
- Nghin cu th trng
26
Phn on theo tm l hc
Phn on theo a l
Nghin cu nh tnh
Nghin cu nh lng
Nghin cu khm ph
Nghin cu m t
Nghin cu nhn qu
Nghin cu t xut
PT
IT
27
- Xy dng thc o cho s pht trin thng hiu v to tin cho vic xy dng
cc mc tiu pht trin.
- ng vin nhn vin hng ti mc ch pht trin chung.
Tm nhn thng hiu c mi lin quan cht ch vi tm nhn doanh nghip. Do
thng hiu l mt chc nng qun tr doanh nghip nn ng nhin tm nhn thng hiu
phi c tuyn b ha ng vi tm nhn doanh nghip.
Tm nhn doanh nghip thng gn vi cc tuyn b kinh t ca doanh nghip nh:
mc thng lnh th phn, nhng nh hng kinh doanh v gi tr kinh t dnh cho cc bn
hu quan. Khc vi tm nhn doanh nghip, tm nhn thng hiu mang tnh cm xc hn.
i vi cc cng ty xy dng m hnh a thng hiu th cng ty c th c mt
tm nhn doanh nghip nhng li c s lng nhiu hn v tm nhn thng hiu. Mi thng
hiu hoc nhm thng hiu ca cng ty c th c xc lp mt tm nhn ring.
2.2.3. Hoch nh chin lc thng hiu
IT
PT
Tin trnh hoch nh chin lc thng hiu c thc hin tun theo tin trnh
hoch nh chin lc c bn. Cc quyt nh v chin lc thng hiu nh: m rng
thng hiu, m rng dng sn phm hay s dng nhiu thng hiu thng c xy dng
trong di hn (3 nm tr ln), bao gm: Mc tiu ca thng hiu trong tng nm; Ngun lc
cho thng hiu trong tng nm; K hoch tung sn phm mi ra th trng theo tng nm.
2.2.4. nh v thng hiu
28
Xc nh nhn
din nng ct
Xem thng
hiu nh mt
sn phm, mt
t chc, mt
con ngi v
nh mt biu
tng
Xc nh sc
mnh ngun lc
Xc nh sc
mnh khc bit
Xc nh
khun kh
cnh tranh
Xc nh th
trng mc
tiu
Phng vn bn
trong: xc nh
nhng lin kt
khc bit
Xc nh th
bc ca thng
hiu
Xc nh i
th cnh tranh
Xc nh k
hoch hnh
ng
Trin khai
k hoch
hnh ng
Phng vn bn
ngoi: nh gi
sc mnh, s a
thch, nhng lin
kt nhn thc
thng hiu
IT
Quyt nh cu
trc tr thc k
vng
PT
Xc nh cc im
cn bng
Xc nh cc im
khc bit so vi i
th hoc so vi
chun i sch
La chn nh v rng
La chn nh v c th
Hc vin cng ngh Bu chnh Vin thng
29
IT
PT
nh v theo nhm ngi s dng Anlene xanh cho con, Anlene vng cho m.
nh v theo cht lng/gi c: sn phm c nh v ti mt mc cht lng
hoc gi c xc nh.
La chn nh v gi tr
Tng li ch m khch hng nhn c bao gi cng phi hp dn nht trong tng
quan vi tng hao ph m ngi tiu dng b ra c s hu v tiu dng sn phm.
Khng dng li khu bn hng, nhiu doanh nghip rt ch trng n vic cung cp dch
Hc vin cng ngh Bu chnh Vin thng
30
Gi tr dch v
Gi tr v li ch
m khch hng
Gi tr v con ngi
IT
nhn c
Gi tr v hnh nh
PT
Gi tin
Gi
tr
dnh
cho
khch
hng
Tng hao ph
ca khch hng
31
sc, c im nhn dng gip thng hiu khc vi thng hiu khc.
- Cc li ch thng hiu (Brand Benefits): l li ch thc tnh, li ch cm tnh v li
ch cm xc ca thng hiu mang li cho ngi tiu dng.
- Nim tin thng hiu (Brand Beliefs): Nim tin no chng t rng thng hiu s
mang li li ch cho ngi dng.
- Tnh cch thng hiu (Brand Personality): Tp hp nhng nt c tnh cm xc
c dng nh hnh thng hiu. Thng hiu chnh l con ngi. Ging nh con ngi,
thng hiu cng c cc loi nhn thc v tnh cch thng hiu khng ging nhau. Cch
ngn nht khch hng bit n tnh cch thng hiu l ch ng chuyn ti, cung cp
thng tin ca thng hiu n khch hng. Ngha l phi cng b tnh cch thng hiu thay
v khch hng t tm n, t cm nhn.
- Bn cht thng hiu (Brand Essence): L tm tt cc yu t to s khc bit v c
trng, thng c s dng nh slogan ca thng hiu.
Cc vn lin quan n xy dng h thng nhn din thng hiu cc du hiu
nhn thy c s c cp chi tit ti chng 3.
IT
PT
Sau khi chin lc thng hiu c thng qua, ngi qun l thng hiu xy dng
cc k hoch truyn thng qung b thng hiu. K hoch ny ch r mc tiu truyn thng
c th, i tng cng chng cn truyn thng, thng ip truyn thng, knh truyn thng
cng nh bao gm c vic nh gi hot ng truyn thng.
Cn ch rng qu trnh to dng thng hiu trong tm tr khch hng l qu trnh
lu di v cng phu, doanh nghip cn tp trung khc ha nhng yu t thng hiu r nt
tt c cc im tip xc thng hiu (Brand Touch Points) vi khch hng, do vy doanh
nghip cn vn dng cc nguyn l truyn thng marketing tch hp (Integrated Marketing
Communications IMC) tng hiu qu qung b thng hiu.
2.2.7. nh gi thng hiu
Vic nh gi thng hiu thng qua mc nhn bit thng hiu, mc nhn
thc gi tr sn phm v s lin tng r rng trong tm tr ca khch hng, c bit l mc
trung thnh vi thng hiu. Bn cnh , vic nh gi thng hiu cng cn c vo mc
tng doanh s m thng hiu ng gp vo trong tng quan vi nhng chi ph b
ra u t cho thng hiu.
Thng thng cc thng tin cn phi thu thp nh gi thng hiu bao gm:
- T l ngi tiu dng bit n thng hiu.
- Mc nhn bit thng hiu.
- Nhng c tnh lin kt no ca thng hiu c ngi tiu dng nhn ra.
Hc vin cng ngh Bu chnh Vin thng
32
PT
IT
33
IT
PT
34
IT
PT
- Cho php cng ty gi c cc tp khch hng trung thnh khc nhau trong trng
hp cng ty mua li thng hiu ca cc i th cnh tranh.
Cn trnh tnh trng cng ty s dng nhiu thng hiu nhng mi thng hiu ch
dnh c mt s th phn nh m khng c thng hiu no mang li nhiu li nhun v do
vy ngun ti chnh phi phung ph cho vic xy dng nhiu thng hiu thay v ch xy dng
mt s t thng hiu c kh nng mang li li nhun. Kt qu ca vic p dng chin lc
nhiu thng hiu l cc thng hiu ca cng ty phi bp c thng hiu ca i th
ch khng phi chnh chng n tht ln nhau.
2.3.4. Cc thng hiu mi
Khi mt cng ty tung ra th trng mt sn phm thuc chng loi mi, cng ty nhn
thy trong s cc tn thng hiu hin ti khng c thng hiu no thch hp cho sn phm
mi, do vy cch tt nht l sng to ra thng hiu mi. Trong trng hp khc, cng ty
nhn thy rng cc tn thng hiu hin c ang suy yu nn cn c thng hiu mi.
Cn xem xt cc vn sau khi a ra thng hiu mi :
- Cng ty ln mnh cha ?
- Cng ty c s nm kinh doanh hp l cho cc thng hiu mi cha ?
- Sn phm d kin mang thng hiu mi c cn sc mnh tr gip t tn cc
thng hiu hin c khng?
- Chi ph thit lp mt thng hiu mi c b p bi vic tiu th v li
nhun mng li hay khng ?
Hc vin cng ngh Bu chnh Vin thng
35
IT
PT
36
nhu cu ca th trng m cc cng ty c thng hiu to ra. Sn phm mang thng hiu
ring thng c t cnh cc sn phm c thng hiu ln v khin khch hng cn nhc
bi mc gi thp hn ng k. iu ny l rt ph hp i vi nhm ngi tiu dng coi gi
bn l tiu chun chn mua c bn, v c bit i vi cc sn phm ch c cc tnh nng k
thut n gin m thiu tnh nng cm xc. Theo mt nghin cu ca AC Nielsen, cc sn
phm mang thng hiu ring ph bin nht ngnh tp phm, sau n sn phm t sa,
sn phm ng lnh... v cui cng l ung c cn.
Cc sn phm bn ra th trng di thng hiu chung l nhng sn phm khng gn
thng hiu ring ca c nh sn xut ln nh phn phi. in hnh cho chnh sch ny l vic
ngi tiu dng s gp sn phm c ghi ch di dng: Sn xut bi...(tn nh sn xut),
theo tiu chun / t hng ca ...(tn nh phn phi).
TM TT CHNG 2
Tip cn theo gc qun tr thng hiu v marketing, thng hiu c th chia thnh:
thng hiu c bit, thng hiu gia nh, thng hiu tp th, thng hiu quc gia.
Gii php qun tr mi quan h gia cc thng hiu vi nhau trong cng mt doanh
nghip chnh l xy dng m hnh thng hiu. Vic thit k m hnh thng hiu cn
phi m bo cc yu cu v tnh khoa hc, tnh thc tin v tnh hiu qu v da trn
nhng cn c nh lnh vc kinh doanh, ngun lc, chin lc kinh doanh ca doanh
nghip.
Cc m hnh xy dng thng hiu c bn gm: M hnh thng hiu gia nh; m hnh
thng hiu c bit v m hnh a thng hiu.
Mt cng ty c bn cch chn la trong vic xy dng chin lc pht trin thng hiu
ca mnh, l cc chin lc: M rng dng sn phm, M rng thng hiu; Nhiu
thng hiu; Cc thng hiu mi.
PT
IT
CU HI V BI TP
1. Nu nhng cn c la chn m hnh xy dng thng hiu.
2. Phn tch m hnh thng hiu gia nh.
3. Phn tch m hnh thng hiu c bit.
4. Phn tch m hnh a thng hiu.
Hc vin cng ngh Bu chnh Vin thng
37
PT
IT
9. Phn tch cc chnh sch thng hiu m doanh nghip c th la chn khi bn sn phm
ra th trng. Nu nhng cn c la chn chnh sch thng hiu.
38
CHNG 3
THIT K H THNG NHN DIN THNG HIU
GII THIU CHNG:
Chng 3 cp n nhng ni dung chnh lin quan n thit k h thng nhn din
thng hiu, bao gm:
Tn thng hiu
Cu khu hiu
Bao b
Biu tng
Cc du hiu khc
IT
PT
39
bn sc, tnh cch ca thng hiu. Nhng yu t c th nhn thy c ca h thng nhn
din thng hiu ni chung, ti nhiu doanh nghip c quy nh cht ch trong vn bn,
thng gi l Hng dn s dng nhn din thng hiu (Brand Identity Guidline).
3.1. TN THNG HIU
3.1.1. Khi qut v tn thng hiu
3.1.1.1. Khi nim tn thng hiu
Richard Moore nhn mnh ngha ca vic t tn thng hiu khi ng pht biu
rng: Tn thng hiu l tn m doanh nghip s dng gii thiu sn phm v phn nh
tnh cch thng hiu ca mnh. Tn thng hiu thng c chn trong giai on u pht
trin cng ty, trc khi tm ra mt tnh cch thng hiu hoc nh r th trng mc tiu.
Nhng iu tht khng may bi v tn thng hiu l s din t ngn ng quan trng nht
i vi din mo cng ty.
Theo Philip Kotler, tn thng hiu l b phn khng th thiu ca thng hiu gip
thng hiu c nhn ra v gi ln c, gip thng hiu pht huy ngha ca n i vi
doanh nghip v i vi khch hng.
IT
PT
40
T nhng vai tr trn cho thy, tn thng hiu khng nhng quan trng m n cn l
mt quyt nh phc tp. N cn phi th hin mt s vai tr khc nhau, bao gm c truyn
thng cng nh vai tr bo v thng hiu v sn phm ca doanh nghip, cho ngi tiu
dng v cho c x hi.
Cc doanh nghip cn duy tr tn thng hiu trong mt mi lin h vi cc phn khc
ca h thng nhn din thng hiu. Hu ht cc cng c khc ca marketing u thay i,
duy ch c tn thng hiu l th kh thay i nht. Nu nh n khng c khch hng chp
nhn th phi dng cm b n i. Nu nh tn thng hiu c khch hng chp nhn th
chnh l c hi doanh nghip c th thu li lu di t n.
3.1.1.3. Cc quyt nh chin lc v tn thng hiu
IT
PT
41
IT
PT
42
mt quc gia no , vic pht m tn thng hiu trn th trng quc t nghe trng lp hoc
gy nhm ln vi t no mang tnh dung tc, hoc ng chm vn ha tn ngng ca
quc gia ... l nhng vn cn quan tm khi t tn thng hiu.
Khi t tn thng hiu cng cn lu n cc yu t thi gian v khng gian. Mt
tn thng hiu gn lin vi mt mc thi gian s khng gy c thin cm v to ra mt
cm gic xa l, lc hu theo nm thng.
3.1.2.3. C kh nng phn bit v d nhn bit
Tn thng hiu trc ht phi c kh nng phn bit vi cc tn khc. iu l rt
cn thit v nu mt tn khng c kh nng phn bit hoc d gy nhm ln vi cc tn khc
s khng c php lut bo h. Theo quy nh ca tt c cc nc, tn thng hiu khng
c trng lp vi cc tn c ng k bo h hoc khng c to ra mt s nhm ln
cho ngi tiu dng vi cc thng hiu khc ca sn phm cng loi.
Tn thng hiu d phn bit v d nhn bit s to c hi ngi tiu dng nhanh
chng v d dng nhn ra hng ho trong rt nhiu cc hng ho khc.
IT
PT
43
nht ca h thng nhn din thng hiu. Nhng yu t ny phi thng nht m bo
truyn ti nhng tn hiu chnh xc v c tnh ct li ca thng hiu. V l do , tn
thng hiu cng cn phi ph hp vi cch thit k logo v biu tng ca n. Tn, biu
trng v cc yu t khc ca h thng nhn din thng hiu cn thng nht v h tr ln
nhau c v mt cm xc, v mt hnh nh v b cc. Trong nhiu trng hp th bn thn tn
thng hiu c th hin cch iu thnh biu trng.
3.1.2.7. Phi c kh nng c bo h
Kh nng bo h tn thng hiu b gii hn bi th trng v khung lut php s hu
ch tu. Nu trn th trng c thng hiu c tn trng lp hoc gy nhm ln vi tn
thng hiu ca doanh nghip th cn phi la chn tn khc. Di gc php l, doanh
nghip cn tm hiu trnh s dng nhng ci tn m php lut khng cho php bo h nh
tn danh nhn lnh t, tn l nhng danh t chung...
IT
PT
44
PT
IT
- Thu t vn: Cc chuyn gia s gip doanh nghip trong vic t vn chin lc, nh
v tp khch hng v nh v sn phm, t a ra phng n c th xy dng thng
hiu (k c vic t tn, thit k logo, khu hiu v thm ch lo qung co cho thng hiu).
u im chnh ca vic s dng chuyn gia l tnh chuyn nghip cao v trong nhiu trng
hp thng hiu rt n tng v c bit rt thch hp khi doanh nghip thm nhp vo cc
th trng ngoi nc vi h thng lut php phc tp, nh M chng hn. Tuy nhin doanh
nghip cn cn nhc khon chi ph m doanh nghip phi b ra khng phi l nh v i khi
phng n do nh t vn xut li khng ph hp vi s thch ca ch doanh nghip.
- Phi hp: Doanh nghip cng phi hp vi chuyn gia t vn trong sut qu trnh
sng to tn thng hiu. Doanh nghip s cung cp cho chuyn gia t vn cc tng ban
u, thng ip ca sn phm, im khc bit, im tng ng so vi cc sn phm cng
loi. Trn c s , cc chuyn gia tin hnh iu tra th trng, xc nh xu hng ca dng
sn phm mang thng hiu, v cui cng l sng to tn thng hiu. Cch ny c cc
doanh nghip nh gi l cch lm em li hiu qu r rt.
- Hnh thc khc: Doanh nghip c th t chc cc cuc thi sng tc tn v biu trng
thng hiu trong ni b doanh nghip hoc bn ngoi doanh nghip, thm ch c th s dng
cc tng ca khch hng v i tc ca doanh nghip. Tuy nhin, vn cn ch trong
hnh thc ny l mi yu cu v thng hiu c t ra cng chi tit v cht ch s cng tt
cho bc tip theo. u im ni bt khi t chc cc cuc thi sng tc thng hiu l i khi
doanh nghip nhn c nhng tng sng to rt c o, nm ngoi s tng tng v
d kin ca doanh nghip.
45
IT
PT
Sau khi cn nhc k lng v thm d phn ng t pha ngi tiu dng, tn chnh
thc ca thng hiu s c la chn.
3.1.3.2. Cch t tn thng hiu
Nhng thng tin lin quan cn nghin cu trong qu trnh t tn thng hiu bao
gm: Thng tin v sn phm; Thng tin v th trng; Thng tin v thng hiu c; v
Mc tiu ca doanh nghip i vi pht trin thng hiu .
Thng tin v sn phm
Cc thng tin v sn phm khng th thiu khi thit k mt chin lc thng hiu
hon ho. N cng khng th b qua khi t tn cho thng hiu . Cc thng tin v sn
phm bao gm:
- Sn phm phc v nhu cu no ca khch hng?
- Sn phm c th cung cp gi tr li ch no?
- Nhng thuc tnh c th v nhng im khc bit ca sn phm?
- Sn phm c nh v v tr no trn thng trng, v tr no trong tm tr khch
Hc vin cng ngh Bu chnh Vin thng
46
hng?
- Mc tho mn m sn phm c th em li cho khch hng?
- V th cnh tranh ca sn phm so vi i th?
- Cc k hoch truyn thng v phn phi sn phm c thit k nh th no?
- Sn phm c thuc dng sn phm no ca doanh nghip?
- Sn phm c bn th trng no?
- Mi quan h m doanh nghip mun gn cho sn phm vi cc thng hiu c
nh th no?...
Cc thng tin nu trn s gip cho nh qun tr thng hiu c th a ra c nhng
yu cu ca tn thng hiu n ph hp vi bn thn sn phm m n c gn tn.
Thng tin th trng
IT
Cc thng tin v sn phm khng c kh nng cung cp cho nh qun tr thng hiu
mt ci nhn khch quan t bn ngoi, do n ch gip cho nh qun tr a ra c ci tn
thng hiu ph hp vi bn cht ca sn phm . tn thng hiu c khch hng
chp nhn, ngi ta cn phi c cc thng tin v th trng, bao gm:
- Quy m v c cu th trng.
PT
Khi t tn thng hiu, nhng thng tin v thng hiu ca cc doanh nghip c,
nhng thng hiu c ng k bn quyn trn cc th trng m doanh nghip d nh
tham gia cng khng km phn quan trng.
c bit cc sn phm c nh hng kinh doanh quc t th nhng thng tin v
thng hiu nh ngn ng, vn ho ca cc quc gia m sn phm nh hng ti l c s
quan trng la chn tn thng hiu. Nhng quyt nh tip theo nh truyn thng, thit
k cc thng ip truyn thng cho cho thng hiu u phi xut pht t tn thng hiu
nhng cng khng th i ngc li cc yu t nh php lut v vn ho ca mi trng kinh
doanh th trng mc tiu.
Cc mc tiu thng hiu
Khi c nhng thng tin y v th trng, v i th cnh tranh, v bn thn sn
phm, i vi vai tr ca thng hiu, nh qun tr thng hiu cn phi xc nh mt cch r
rng mc tiu ca vic pht trin thng hiu v gn tn thng hiu.
Hc vin cng ngh Bu chnh Vin thng
47
IT
Tn ngi
PT
48
IT
S dng t ghp
PT
49
IT
Trong thit k v xy dng thng hiu, vic la chn v thit k h thng tn hiu
thng hiu c vai tr quan trng. Biu trng vi t cch l mt cng c trng yu ca truyn
thng thng hiu, ng mt vai tr rt quan trng trong vic truyn ti thng ip n vi
khch hng v cng chng. Ngoi ra, y l mt dng tn hiu c s giao thoa ca nhiu lnh
vc nh: ngh thut, k thut, vn ho v kinh t. N l mt sn phm mang gi tr chc nng
vi tnh thm m cao, v vy i hi ngi xy dng v thit k thng hiu phi c mt kin
thc tng hp.
PT
50
Biu trng c th phn thnh hai loi chnh: Biu trng kinh doanh dng trong cc
hot ng sn xut kinh doanh ca doanh nghip v biu trng phi kinh doanh dng cho cc
on th v t chc x hi. Biu trng c th l tn hiu biu th cho mt t chc, mt doanh
nghip hay mt sn phm.
Logo l mt dng thc c bit ca biu trng, v mt thit k n c th c cu trc
bng ch, bng k hiu hoc hnh nh. Nhng khc vi tn doanh nghip v tn thng hiu,
logo thng khng ly ton b cu hnh ch ca tn doanh nghip v tn thng hiu lm b
cc. N thng dng ch tt hoc cc k hiu, hnh nh c cu trc mt cch nghim ngt,
to thnh mt b cc mang tnh tng trng cao.
Logo l tn hiu i din ca mt doanh nghip, nhiu ngi tng quen thuc vi logo
ca cc cng ty, cc tp on ln trn th gii. Logo cng c th l tn hiu i din cho mt
loi sn phm ca doanh nghip. Cc th loi logo ni trn u thuc loi logo giao dch.
Ngoi ra cn c loi logo chng nhn do nh nc hoc mt t chc no nh ra, chuyn
dng vi cc chc nng xc nhn cht lng ca sn phm sau khi c kim nghim.
Logo chng nhn l m bo chc chn cho ngi tiu dng v s hon ho ca sn phm m
h ang s dng, em li nim tin cho ngi tiu dng v s m bo cht lng.
IT
PT
Biu trng ca thng hiu l nhng du hiu rt quan trng. Nu coi tn thng hiu
l trung tm ca thng hiu th biu trng l nhng yu t lm cho thng hiu ni bt hn,
c tc dng b sung, minh ha v to ra nhng du n ring bit.
Biu trng lm ni bt hn cc yu t thng hiu, n to ra mt s nhn bit rt
mnh bng th gic. Hin nay, biu trng khng ch l tn hiu c vai tr quan trng trong hot
ng truyn thng m hn th na, n l ti sn v hnh ca t chc hay doanh nghip trong
s biu t h thng gi tr ca thng hiu. c bit trong iu kin kinh doanh hin i vi
s hn n v trn ngp cc loi tn hiu ca sn phm hoc doanh nghip, khi ngi tiu
dng c rt t thi gian tip nhn cc thng tin v sn phm, th vic to ra hay thit k mt
tn hiu c ng, kt hp gia hnh nh ca sn phm cng vi uy tn ca doanh nghip v
cm xc t pha khch hng mt cch nhanh nhy v d i vo tm tr khch hng l mt
cng vic quan trng.
3.2.3. T chc nghin cu thit k biu trng
3.2.3.1. Cc nguyn tc c bn khi xy dng v thit k biu trng
Biu trng vi v tr v vai tr ca n trong hot ng kinh doanh nn khi xy dng v
thit k cn phi m bo cc yu cu sau:
- n gin, d nhn bit v c kh nng phn bit cao: Cng ging nh tn thng
hiu, biu trng phi c thit k sao cho tht n gin v c kh nng phn bit. Mt biu
trng n gin thng d nhn bit v d nh hn. S n gin ca biu trng khng ch th
hin bi s n gin trong cc chi tit, ha tit cu thnh biu trng m cn c th hin
thng qua s hi ha v n gin ca mu sc. Mt s chuyn gia cho rng biu trng hai
mu c coi l n gin hoc biu trng l s kt hp gia hai gam mu nng tng phn s
Hc vin cng ngh Bu chnh Vin thng
51
IT
PT
Xut pht t bn cht, c trng ngn ng biu trng v vai tr ca biu trng, vic
sng to biu trng i hi mt s nghin cu nghim tc v cng phu, phi ng thi nghin
cu trc tip i tng cng nh cc t liu v biu trng.
Nghin cu trc tip i tng
thit k biu trng cho doanh nghip, ngi thit k cn phi nghin cu, tm hiu
r mc tiu, lnh vc kinh doanh, trit l kinh doanh, chin lc kinh doanh, khch hng mc
tiu ca doanh nghip . ng thi phi hiu c cc lnh vc hot ng ch yu cng nh
cc thnh tch v truyn thng ca h... c th to c cc tng ban u cho vic thit
k biu trng. Mt khc, phi tm hiu v tr, vai tr v tc ng ca cc c cu ni trn i
vi cng ng x hi; s nh gi ca cng ng x hi i vi doanh nghip nh th no.
Vic nghin cu ton din v doanh nghip c th gi ln nhng tng xc ng, phn nh
c hi th ca cuc sng, do mi p ng c yu cu i vi biu trng.
Nghin cu t liu biu trng
Trong thi i ngy nay, biu trng xut hin ngy cng nhiu, tr thnh v vn tn
Hc vin cng ngh Bu chnh Vin thng
52
hiu thuc cc lnh vc khc nhau. khc phc tnh trng trng lp trong thit k, hoc
chng li tnh trng vay mn trong s dng biu trng, cc quc gia u phi thnh lp cc
c quan qun l v hnh mu ca biu trng. Vit Nam, c quan qun l l Cc S hu tr
tu. Ngoi ra khi thit k biu trng c th nghin cu t liu biu trng trn internet.
Vic nghin cu t liu biu trng c tc dng trn c hai phng din: Mt mt, lm
phong ph kin thc, tng, gi cho ngi thit k nhng iu kin so snh, tm ti ci
mi. Mt khc n gip nh thit k trnh c s trng lp ngu nhin vi nhng ci m
ngi i trc thc hin.
Bc 2: Giai on sng to
IT
PT
Trong thc t khng phi lc no vic tm ti, sng to cng d dng t c kt qu.
Do vy, trong trng hp cha to c tng bng hnh th ngi thit k nn s dng cc
phng php sau:
- Phng php khai thc trc tip i tng: L phng php suy ngh da vo chnh
nhng t liu thu thp c trong giai on tin thit k. Ni mt cch n gin, ta c th
t cu hi: N l ci g? v Ci g l n?, n c th mn hay thng qua nhng yu t
no trong nhm cc tn hiu ho biu t, m hng cho s tng tng, ly nhng
ci c c trong cu tr li lm cht liu cu trc biu trng..
- Phng php khai thc gin tip: Ngoi ngun t liu trc tip, cn phi s dng
phng php gin tip. Cu hi t ra lc ny l Ngun gc ca n u, n c gi tr ch
no, phm cht ca n ra sao?. y l cch suy ngh da vo chc nng, tc dng, hoc s
nh gi ca x hi i vi i tng m mnh mun biu hin t suy din ra nhng hnh
nh cn phi c.
Thng thng vic kt hp hai phng php trn l cch tt tm ti hng i trong
qu trnh gii bi ton v cu t ca biu trng.
Bc 3: Chun ho thit k
53
trong mi tng quan chung, m s ho mu sc, xc nh quy cch phng to, thu nh biu
trng. Thit k k thut cng l cng c chng s gi tr, l cn c kim tra s chun
xc, m bo s ng dng khi biu trng c phng to hoc thu nh.
3.2.3.3. Mt s dng thc ca biu trng
IT
PT
54
Biu trng s dng hnh nh gii thiu lnh vc kinh doanh ca cng ty:
IT
Hnh 3.5. Biu trng ca Cng ty lin doanh taxi Vit Nam (Vinataxi)
Biu trng ha tru tng
PT
Hnh 3.7. Biu trng trc y v hin ti ca Hng khng Quc gia Vit Nam
Hc vin cng ngh Bu chnh Vin thng
55
IT
PT
56
3.3.2. Bao b
Bao b sn phm l nhn t ang tr nn ngy cng quan trng trong cc chin lc
xy dng thng hiu. Trong khi cc n lc v marketing v qung co ng vai tr tm kim
nhu cu v mong mun ca ngi tiu dng th ch c bao b sn phm l th duy nht
hu hnh mang sn phm v thng hiu ti ngi tiu dng mt cch r rng nht.
Bao b khng ch c tc dng bo v, m t v gii thiu sn phm m n cn cha
ng rt nhiu nhn t tc ng n khch hng v vic quyt nh la chn mua hng ca
h. Mt s chuyn gia marketing trong lnh vc kinh doanh sn phm hu hnh cn coi vic
ng gi (Packaging) l ch P th 5 trong marketing hn hp.
Thit kt bao b l s kt hp gia nguyn liu, cu trc, cch trnh by, hnh nh, mu
sc v nhng thnh phn khc to ra s thu ht th gic cho mc ch truyn thng mc tiu
v chin lc marketing ca mt thng hiu hay sn phm.
Mt s yu t c bn ca mt thit k bao b thnh cng:
IT
PT
57
IT
PT
58
IT
PT
Vic la chn mt kiu ch nht qun trong truyn thng thng hiu rt quan trng,
bi v cc kiu ch khc nhau mang m iu khc nhau, kiu ch phn nh tnh cch ca
thng hiu. Trn th trng trong nc, mi cng ty, mi t chc khi thit k tn thng
hiu u c mt kiu ch c trng ring, rt him trng hp trng nhau. Kiu ch to ra cc
thng ip, to ra cc cm gic, v s lin tng ca khch hng v cng chng.
Ch chun mc ca doanh nghip c thit k cn c vo tn thng hiu. Trong h
thng tn hiu, ch chun mc c ng dng rng ri, mang tnh thuyt minh r rng, c tc
dng nhn mnh n tng ca doanh nghip. Dng ch phi chun xc, kiu ch d c ng
thi c tnh thm m phong ph. Phong cch ch phi c o v mang tnh sng to, ng
thi phi thun khit, ng b v c tnh trang tr cao. Ngoi ra cn phi ch trng tnh vnh
cu, tnh thch dng vi nhng mi trng, hon cnh c th v quy m khc nhau.
Ch chuyn dng
Cn c s thit k thng nht cho nhng mu ch, mu s dng cho hot ng khc
nhau ca thng hiu: Ch chun cho thng hiu sn phm; ch chun cho cc hot ng
i ni, i ngoi ca doanh nghip; ch chun cho cc tiu dng cho hot ng truyn
thng qung co.
Mu chun mc
59
H thng cc yu t ng dng
IT
- Thit k trang tr phng tin giao thng: Ph bin l s dng biu trng, ch v
mu lm hnh thc trang tr trn cc phng tin giao thng nhm mc ch tuyn truyn lu
ng.
- Thit k chng ch dch v: Thit k huy chng, c, th, chng ch, trang phc ca
nhn vin doanh nghip.
PT
- Thit k cc hnh thc tuyn truyn trc tip: Bao gm thit k th mi, tng phm,
vt k nim, bn gii thiu danh mc sn phm, tp ch, bao b, nhn hiu, cc hnh thc
trng by gii thiu sn phm, qung co trn bo ch v trn truyn hnh.
Trong h thng thit k ng dng, thit k tuyn truyn c tc dng thng xuyn v
trc tip nht i vi khch hng. Qu trnh tiu th sn phm c mt quy lut chung l bt
u t s ch ca khch hng, dn n s hng th vi mt hng, tip theo l s ghi nh v
mong mun, cui cng l s thi thc quyt nh mua hng. Khch hng ch c th mua ci
m ngi ta thch th v tin tng. Cc hnh thc tuyn truyn qung co gy sc hp dn v
nim tin bao nhiu th cng c tc dng by nhiu n vic bo v uy tn ca doanh nghip,
chng li s tin cng ca cc i th cnh tranh.
Mu t hp
xy dng mt h thng nhn bit thng nht, thch ng vi nhiu mi trng hon
cnh, ngi ta em biu trng, ch chun mc v cc yu t c bn nu trn thit k thnh
mt mu t hp va mang tnh quy chun va c th vn dng vo nhiu hon cnh. Trong t
hp ny, ngi ta ch cc quy chun v v tr, khong cch, phng hng, v tu theo iu
kin trong chin lc truyn thng thng hiu m phi hp s dng cc yu t ny, c bit
ch ly kch thc ca biu trng lm n v ca ton b t hp.
3.4. NHT TH HA CC TN HIU NHN BIT THNG HIU
Vic thc hin hot ng truyn thng i vi mt doanh nghip i hi phi c mt
s thng nht ngay trong nh hng ban u, vic thit k h thng tn hiu thng hiu
Hc vin cng ngh Bu chnh Vin thng
60
khng th tch ri khi nim v Corporate Identity ngha l s thng nht ho hay s nhn
bit ng nht v doanh nghip. S nhn bit v thng hiu l s tng ho qua nhiu yu t
m doanh nghip xy dng, trong yu t th gic l mt trong nhng yu t quan trng
trong vic truyn ti thng ip. i tng quan h ca doanh nghip thng l cc c ng,
nh u t, c quan ti chnh, phng vin, c quan chnh quyn, cc doanh nghip c lin
quan, c bit l khch hng mc tiu. Cc i tng do ng cc phng din khc
nhau, nn thng c nhn thc khc nhau v thng hiu. Ni chung, ngi ta thng gi
mt thi lnh m, khch quan i vi thng hiu khi cha hiu bit cng nh cha c
c s tin tng. Mt thng hiu mun thnh cng cn phi khc phc tnh trng ny, to
nn hiu qu tt trong quan h cng nh trong n tng i vi thng hiu.
IT
Cc nh kinh doanh mun thnh cng phi c thc biu hin cho mi ngi thy
c ci ring ca doanh nghip mnh trong cht lng sn phm v trong phong cch kinh
doanh v c trong h thng tn hiu nh v to ra hay duy tr s nhn bit ca khch hng.
Mt thng hiu cng ging nh mt con ngi cn c mt n tng ring, c tnh ring.
Mun tn ti v hot ng c hiu qu h lun phi gy cho mi ngi mt n tng nht
nh. Ni dung ch yu ca truyn thng thng hiu l thit k n tng ca thng hiu,
ch trng cm gic mi m v c o, gy s ch v tnh thng nht, tnh h thng, t
to ra hiu qu trong hot ng truyn thng. Chin lc ny l c s l tng cho phng
php kin to nn n tng i ni v i ngoi ca doanh nghip.
PT
61
IT
PT
Hot ng ca doanh nghip c phn nh qua hng lot cc ng thi trong hot
ng kinh doanh, trong vic xy dng v duy tr mi quan h hp tc tt p vi ngi tiu
dng v cng chng cng nh xy dng, qun l v duy tr mi quan h gia cc thnh vin
trong ni b doanh nghip nh: Mi trng lm vic, phng tin lm vic, phc li m bo
tho mn nhu cu ca cn b nhn vin trong ton doanh nghip, xy dng bu khng kh,
gio dc truyn thng, o to nng cao kh nng chuyn mn, tnh hnh nghin cu pht
trin v cc hot ng nh nghin cu th trng, qun l knh phn phi, qun l chu k
sng ca sn phm v pht trin sn phm mi, qun l khai thc vn v s dng vn; duy tr,
xy dng cc mi quan h vi khch hng, nh cung cp, chnh quyn a phng, i tc v
nhng ngi quan tm n doanh nghip... Ton b cc hot ng trn phi c qun l,
iu chnh, thc thi theo tinh thn ca chin lc thng nht ho.
3.4.3. Nhn bit qua knh truyn thng th gic
Thng qua ton b h thng tn hiu hnh nh m khch hng v cng chng c th
nhn bit v doanh nghip. Trong cc hnh thc nhn bit c th ni y l hnh thc nhn
bit phong ph nht, n tc ng cm quan n con ngi, chnh v vy sc tuyn truyn ca
n c th v trc tip nht. N l mt hnh thc nhn bit gy n tng su, lu bn nht, d
ng li trong tm tr v lm cho con ngi c nhng phn on tch cc t tho mn mnh
thng qua cc tn hiu ca doanh nghip m biu trng l tn hiu trung tm.
Trong hot ng truyn thng th gic, cc yu t cn c s dng bao gm cc yu
t ho th gic v cc yu t ng dng.
Trong chin lc truyn thng ca mi doanh nghip t c thnh cng, ngi
Hc vin cng ngh Bu chnh Vin thng
62
lm marketing phi nghin cu, chn la, thit k v iu chnh cng nh hoch nh rt
nhiu cng vic theo mt t duy thng nht ly kin khch hng lm trung tm chi phi mi
quyt nh.
TM TT CHNG 3
Nhn din thng hiu l tng hp tt c tn hiu ca mt thng hiu, m khi c thc
hin tt n s th hin bn sc chin lc ca thng hiu trn tt c cc phng tin
truyn thng theo mt phng thc phi hp v nht qun cng vi thi gian. H thng
nhn din thng hiu bao gm c thnh phn cm xc, bn sc v c tnh thng hiu
(khng nhn thy c) v cc yu t nhn thy c nh tn, biu trng, cu khu hiu,
hnh nh i din...
Tn thng hiu l b phn khng th thiu ca thng hiu gip thng hiu c nhn
ra v gi ln c, gip thng hiu pht huy ngha ca n i vi doanh nghip v i
vi khch hng. Cc yu cu i vi tn thng hiu bao gm: Ph hp vi nh v ca
thng hiu; m bo yu cu v mt ngn ng; C kh nng phn bit v d nhn bit;
Gy n tng v d chuyn i sang ngn ng khc; C kh nng thch nghi; Ph hp vi
biu trng v hnh nh; C kh nng c bo h. Quy trnh t tn thng hiu bao gm
6 bc, bt u bng vic Xc nh phng n v mc tiu t tn, v bc cui cng l
La chn phng n cui cng v tn chnh thc. C 3 chin lc c bn khi t tn,
l: Tn thng hiu n l; Tn thng hiu h tr; Tn thng hiu gia nh.
Biu trng (logo) l nhng k hiu, hnh nh, mu sc, ch vit, ng nt... mang tnh c
ng v khi qut nht c chc nng thng tin, truyn t thng ip qua knh th gic
biu th mt nim hay vn no trong i sng x hi. T chc nghin cu thit k
biu trng cn tun theo mt s nguyn tc c bn. Quy trnh thit k biu trng gm 3
giai on chnh: Giai on nghin cu tin thit k; Giai on sng to; v giai on
chun ha thit k.
Bao b sn phm l yu t hu hnh, mang sn phm v thng hiu ti ngi tiu dng
mt cch r rng nht. Ngoi tc dng bo v, m t v gii thiu sn phm, bao b cn
cha ng nhiu nhn t tc ng n khch hng v vic quyt nh la chn mua hng
ca h.
Biu tng l hnh thc tn hiu thng hiu c ni hm phong ph, c th bao gm cc
hnh tng c th, nhng cng c th bao hm nhng khi nim mang tnh tng trng
cao.
Cc du hiu khc ca h thng nhn din thng hiu, khi thit k cng cn tun theo
PT
IT
63
nhng nguyn tc c bn, nhng ng thi cng phi m bo tnh sng to, c o v
biu hin cho bn sc thng hiu.
CU HI V BI TP
1. Trnh by khi nim tn thng hiu.
2. Tn thng hiu c vai tr nh th no? Khi t tn thng hiu cn lu nhng vn
chin lc no?
3. Phn tch cc yu cu i vi tn thng hiu.
4. Trnh by cc bc trong quy trnh t tn thng hiu.
5. Trnh by ni dung pht trin chin lc t tn thng hiu.
6. Trnh by khi nim v biu trng, logo, biu tng thng hiu.
7. Trnh by vai tr ca biu trng i vi hot ng kinh doanh ca doanh nghip.
8. Trnh by cc giai on trong qu trnh nghin cu sng tc biu trng.
IT
PT
10. Trnh by v nht th ha cc tn hiu nhn bit thng hiu. Cho v d minh ha bng
mt thng hiu c th.
64
ng k bo h cc yu t thng hiu
+ Nhng vn chung
+ Quy trnh ng k bo h
+ Ni dung ng k bo h
IT
PT
65
IT
PT
66
Php lut v quyn s hu tr tu ca Vit Nam p dng nguyn tc dnh u tin cho
ngi np n trc (First to File). Chi ph cho vic ng k ti Vit Nam kh thp do vy
cc doanh nghip cn np n ng k thng hiu dnh quyn u tin sm trc khi tung
sn phm ra th trng. Cn trnh tnh trng doanh nghip in nhn hiu ln sn phm, bao
b, hoc thc hin truyn thng tn km ri mi pht hin nhn hiu ca mnh khng c
bo h v trng hoc tng t vi nhn hiu ca ngi khc c bo h hoc np n
trc.
IT
PT
67
Nm ra i
Tha c
Ngh nh th
(Madrid Agreement)
(Madrid Protocol)
1891
1989
56
91
Php
12 thng
18 thng
20 nm c th gia hn
10 nm c th gia hn
S nc thnh vin (n
thng 10/2013)
Ngn ng chnh
Thi gian xem xt bo h
Hiu lc bo h
PT
IT
Da trn s khc bit gia hai h thng m doanh nghip quyt nh ng k theo
Tha c Madrid hay theo Ngh nh th Madrid.
4.1.1.4. Mt s qui nh php lut c bn v ng k bo h thng hiu
68
Sng ch l gii php k thut di dng sn phm hoc quy trnh nhm gii quyt
mt vn xc nh bng vic ng dng cc quy lut t nhin.
Kiu dng cng nghip l hnh dng bn ngoi ca sn phm c th hin bng
hnh khi, ng nt, mu sc hoc s kt hp nhng yu t ny.
Nhn hiu l du hiu dng phn bit hng ho, dch v ca cc t chc, c
nhn khc nhau.
Nhn hiu tp th l nhn hiu dng phn bit hng ho, dch v ca cc thnh
vin ca t chc l ch s hu nhn hiu vi hng ho, dch v ca t chc, c
nhn khng phi l thnh vin ca t chc .
Nhn hiu chng nhn l nhn hiu m ch s hu nhn hiu cho php t chc, c
nhn khc s dng trn hng ha, dch v ca t chc, c nhn chng nhn
cc c tnh v xut x, nguyn liu, vt liu, cch thc sn xut hng ho, cch
thc cung cp dch v, cht lng, chnh xc, an ton hoc cc c tnh khc
ca hng ho, dch v mang nhn hiu.
PT
IT
Nhn hiu ni ting l nhn hiu c ngi tiu dng bit n rng ri trn ton
lnh th Vit Nam.
69
IT
PT
Lut u t (2005)
T chc, c nhn Vit Nam, c nhn nc ngoi thng tr ti Vit Nam, t chc, c
nhn nc ngoi c c s sn xut, kinh doanh ti Vit Nam np n ng k xc lp quyn
s hu cng nghip trc tip hoc thng qua i din hp php ti Vit Nam.
C nhn nc ngoi khng thng tr ti Vit Nam, t chc, c nhn nc ngoi
khng c c s sn xut, kinh doanh ti Vit Nam np n ng k xc lp quyn s hu
cng nghip thng qua i din hp php ti Vit Nam.
Nguyn tc np n u tin
70
ch hoc ng k cc kiu dng cng nghip trng hoc khng khc bit ng k vi nhau
hoc ng k cc nhn hiu trng hoc tng t n mc gy nhm ln vi nhau cho cc sn
phm, dch v trng nhau hoc tng t vi nhau th vn bng bo h ch c th c cp cho
n hp l c ngy u tin hoc ngy np n sm nht trong s nhng n p ng cc iu
kin c cp vn bng bo h.
Trong trng hp c nhiu n ng k cng p ng cc iu kin c cp vn
bng bo h v cng c ngy u tin hoc ngy np n sm nht th vn bng bo h ch c th
c cp cho mt n duy nht trong s cc n theo s tho thun ca tt c nhng ngi
np n; nu khng tho thun c th tt c cc n u b t chi cp vn bng bo h.
Nguyn tc u tin
Ngi np n ng k sng ch, kiu dng cng nghip, nhn hiu c quyn yu cu
hng quyn u tin trn c s n u tin ng k bo h cng mt i tng nu p ng
cc iu kin sau y:
IT
PT
Hiu lc ca vn bng bo h
71
IT
PT
72
Ngi np
n
n ng k
Cc s hu tr
tu
1 thng
k t ngy
nhn n
Khng
hp l
Thm nh
hnh thc
Thng bo t chi
n
Hp l
Cng b n
hp l
PT
2
thng
k t
ngy
chp
nhn
n
IT
6 thng
k t
ngy
cng b
n
Khng p ng
Thm nh ni
dung
Thng bo t chi
ng k
p ng
Quyt nh cp giy chng
nhn
73
IT
PT
Khi qut quy trnh ng k thng hiu hng ho theo th thc quc t
Khi qut quy trnh ng k thng hiu hng ho theo th thc quc t th hin trong
hnh 4.2.
n ng k bo h
thng hiu quc t
Cc s hu tr tu
Hnh 4.2. Quy trnh ng k bo h thng hiu theo th thc quc t ca Hip nh Madrid
74
4.1.3. Ni dung ng k bo h
4.1.3.1. Nhn dng yu t thng hiu cn ng k bo h
Vn c bn u tin i vi vic ng k bo h thng hiu l vic doanh nghip
phi xc nh c yu t no ca thng hiu cn ng k bo h v yu t c iu
chnh theo lut g, iu khon no.
Php lut v quyn SHTT phn chia cc i tng quyn SHTT thnh 3 dng c bn
l: quyn tc gi, quyn s hu cng nghip v quyn i vi ging cy trng. Cn c nh
ngha v quyn s hu cng nghip ta c th ni cc yu t ca thng hiu c bo h theo
Php lut Vit Nam (kiu dng cng nghip, nhn hiu, tn thng mi, ch dn a l) khi
ng k bo h s c xc nh l cc i tng ca quyn s hu cng nghip.
IT
PT
75
IT
PT
76
Giy u quyn;
IT
PT
77
Yu cu i vi n ng k nhn hiu
Quy ch s dng nhn hiu tp th, quy ch s dng nhn hiu chng nhn.
IT
PT
Quy ch s dng nhn hiu chng nhn phi c nhng ni dung ch yu sau y:
-
Chi ph m ngi s dng nhn hiu phi tr cho vic chng nhn, bo v nhn
hiu, nu c.
Yu cu i vi n ng k ch dn a l
78
dn a l bao gm:
-
Tn gi, du hiu l ch dn a l;
Sn phm mang ch dn a l;
Bn khu vc a l tng ng vi ch dn a l;
Thng tin v mi quan h gia tnh cht, cht lng c th hoc danh ting ca
sn phm vi iu kin a l theo quy nh ti iu 79 ca Lut SHTT;
PT
IT
79
PT
IT
80
Chuyn
(hp ng li xng)
thng
PT
IT
nhng
hiu
Hp
ng
Hp
ng
khng
quyn
quyn
Hp ng th cp
81
MO
NHN
HIU
IT
Nu c
kh
nng
gy
nhm
ln v
ngun
gc ca
sp
HNG
GI
Nu c kh nng gy
nhm ln v ngun gc
ca sp hay gy n tng
sai lch v mqh gia
ngi s dng vi ch s
hu nhn hiu ni ting
PT
Bin php dn s
- T chc
gim nh
SHTT
- Gim nh
vin SHTT
C quan c
thm quyn:
TAND cc cp
82
TM TT CHNG 4
ng k bo h cc yu t thng hiu l vic xc lp quyn c php lut bo h khi b
xm phm i vi cc yu t thng hiu.
Bo h thng hiu mang tnh lnh th, nn quyn bo h ch c cng nhn ti nhng
quc gia m ch s hu thng hiu tin hnh ng k xc lp.
Php lut v quyn s hu tr tu ca Vit Nam p dng nguyn tc dnh u tin cho
Vic ng k nhn hiu ra nc ngoi ty thuc vo tim lc, k hoch trin khai ca
tng doanh nghip v th trng c th. C 2 cch doanh nghip Vit Nam c th ng
k thng hiu hng ha ra nc ngoi, l: ng k trc tip vi tng nc v ng
k theo tha c Madrid v Ngh nh th Madrid.
Vn bng bo h c hiu lc trn ton lnh th Vit Nam. Bng c quyn kiu dng cng
nghip c hiu lc t ngy cp v ko di n ht nm nm k t ngy np n, c th gia
hn hai ln lin tip, mi ln nm nm. Giy chng nhn ng k nhn hiu c hiu lc t
ngy cp n ht mi nm k t ngy np n, c th gia hn nhiu ln lin tip, mi ln
mi nm. Giy chng nhn ng k ch dn a l c hiu lc v thi hn k t ngy
cp.
Quy trnh ng k bo h nhn hiu Vit Nam bao gm nhng hot ng ch yu gm:
Thm nh hnh thc; Thm nh ni dung; Thng bo d nh cp vn bng bo h v
thu np l ph; ng b v cp GCN s hu nhn hiu.
PT
IT
83
CU HI V BI TP
1. Phn tch ngha ca vic ng k bo h thng hiu Vit Nam?
2. Trnh by mc ch ca vic ng k bo h thng hiu?
3. M t quy trnh ng k bo h thng hiu theo th thc quc gia?
4. M t quy trnh ng k bo h thng hiu theo th thc quc t ca Hip c Madrid?
5. Trnh by cc ni dung ch yu cn thc hin khi doanh nghip ng k bo h thng
hiu?
6. Phn bit nguyn tc u tin cho ngi np n trc - First to File v nguyn tc u
tin cho ngi s dng trc - First to Use khi ng k bo h nhn hiu.
7. Nu tm tt nhng vn chung v ng k bo h cc yu t thng hiu Vit Nam v
quc t. Nu quyn v ngha v ca ch s hu thng hiu.
PT
IT
84
CHNG 5
QUN L THNG HIU TRONG QU TRNH KINH DOANH
IT
PT
Vn dng bnh lun cc tnh hung m rng, loi b, lin kt thng hiu...
trong thc t.
85
IT
PT
86
IT
PT
Loi thc
o
Vic mua
sm
Cm nhn
ca khch
hng
H tr
Thc o
Ni dung
Th phn
Chiu su th trng
Mc mua lp li
Nhn bit
Tnh c o
Cht lng
Gi tr
Qung co
87
Marketing
Kh nng
sinh li
Phn phi
Gi tng i
Li nhun
IT
PT
88
IT
PT
89
- Yu t ti chnh: Tnh ton cc s liu theo cc bin ti chnh, dng phng php
chit khu dng tin xc nh gi tr ca thng hiu
Qui trnh nh gi ca Interbrand bao gm 5 bc:
Bc 1. Phn on th trng
V thng hiu c nh hng khc nhau cc phn khc, nn vic tnh ton phi c
thc hin tng phn khc ring.
IT
PT
o lng kh nng ca thng hiu trong vic duy tr nhu cu ca khch hng trong
tng lai (s chung thnh, kh nng mua tip), t tnh ra ch s sc mnh ca thng
hiu (Brand Strength Analysis). Ch s ny cng cao, th t l chit khu p dng cho dng
tin thu nhp ca thng hiu s cng thp.
Bc 5: Xc nh gi tr thng hiu
90
IT
Ngy nay hu ht cc cng ty hay t chc kinh doanh ln u c nhiu thng hiu
khc nhau. Thut ng Kin trc thng hiu (Brand Architecture) s dng trong bi cnh
mt t chc kinh doanh qun l nhiu thng hiu khc nhau (cn gi l phng php qun
tr a thng hiu).
PT
91
IT
PT
Trong thc t, cc doanh nghip c th tng li nhun bng cch can m loi b
nhng thng hiu thua l.
Qu trnh loi b thng hiu thng tri qua 4 bc:
1. Ln danh mc thng hiu: thng qua vic kim ton theo tng thng hiu ring
bit tnh c li nhun thu c trn mi thng hiu.
2. Lc bt danh mc thng hiu: Thc hin nh gi thng hiu theo hai m hnh
ring bit:
- M hnh nh gi thng hiu theo danh mc: ch ra mt hoc mt vi thng
hiu c kh nng m rng tnh t trn xung.
- M hnh nh gi thng hiu theo phn khc th trng: xc nh thng hiu
no cn thit cho tng phn khc th trng.
Bng vic xc nh tng phn khc th trng v gi nh ch cn mt thng hiu cho
mi phn khc , doanh nghip s xc nh c s thng hiu cn thit gi li.
3. Thanh l thng hiu:
Sau khi xc nh c cc thng hiu cn loi b, doanh nghip cn la chn mt
trong bn cch sau y:
- Hp nht thng hiu: chuyn nhng c tnh sn phm, hp dn, gi tr hoc
hnh nh thng hiu sang mt thng hiu khc nh gi li
Hc vin cng ngh Bu chnh Vin thng
92
IT
PT
93
IT
Ti nh v l phng tin chnh hi sinh thng hiu. Tuy nhin, cch duy nht
duy tr kh nng sng cn ca thng hiu l tip tc i mi. c bit tc nhanh ca vic
a sn phm mi ra th trng l cch c chng minh l c kh nng ngn chn vic
suy gim gi tr thng hiu.
5.3.2.2. Tng cng vic s dng thng hiu ca khch hng
khch hng gia tng vic s dng thng hiu, doanh nghip cn t ra v tr li
mt s cu hi c bn nh:
PT
- Thi v thi quen ca ngi dng nhiu v ca ngi dng t khc nhau ch
no?
Sau y l mt s phng thc thng dng gia tng vic s dng ca khch hng:
- Thng bo nhc nh: C nhn bit thng hiu mi c th nh li thng hiu.
Trong thc t, c khch hng bit thng hiu, nhng li khng ngh n vic s dng thng
hiu, nn cn phi dng qung co nhc nh ngi tiu dng.
- Ti nh v thng hiu khch hng s dng nhiu ln/u n: C th s dng
chin thut ti nh v thng hiu thay i tn sut s dng bng cch nhn mnh vo s
cn thit phi s dng thng hiu nhiu ln hn hoc thng xuyn hn.
- To iu kin s dng d dng/tin li hn: V d thay i cch ng gi thc
phm d a vo l nng, cch bt np bia Tiger d dng v thun tin hn cho ngi s
dng.
- To ng c cho khch hng s dng: C nhiu cch nh phc v nim n, chu o,
gim gi, c tng qu, x s, s dng qung co khch hng cm thy vui thch hay c li
hn khi mua sn phm.
5.3.2.3. To ra nhng cng dng mi cho thng hiu sn phm
Trong qu trnh tn ti ca thng hiu, doanh nghip cn phi nghin cu khm ph
Hc vin cng ngh Bu chnh Vin thng
94
v khai thc tnh nng s dng mi tr ho thng hiu, lm mi thng hiu tng
doanh thu v m rng hay cng c th trng bng cc qung co thch hp.
Khi to ra cng dng mi cho sn phm, doanh nghip cn thm d th trng c
lng tim nng s dng; nh gi tnh kh thi v chi ph khai thc cng dng mi; phn tch
kh nng cnh tranh ca i th; nh gi kh nng cnh tranh lu di ca thng hiu vi
cng dng mi.
5.3.2.4. Xm nhp th trng mi
Thng hiu phi xm nhp vo th trng mi ti to sc mnh ca mnh. Mt s
nguyn tc ch yu tm ra th trng mi bao gm:
- Xem xt cc bin s c dng phn on th trng, l: tui tc, gii tnh, thu
nhp, tnh trng gia nh, ngh nghip, gii tnh...
- Xem xt cc phn on vn ang tng trng trong cc ngnh sn xut n giai
on bo ho hay suy thoi.
- Nhn din cc phn on ang cn trng.
IT
M rng thng hiu l vic s dng cc thng hiu thnh cng trong mt chng
loi sn phm ny cho mt chng loi sn phm khc.
PT
95
IT
PT
96
trng th gii.
TM TT CHNG 5
Ti sn thng hiu i vi khch hng l gi tr m tng khch hng nhn c t mt
sn phm hay dch v c thng hiu, ngoi gi tr nhn c t mt sn phm hay dch
v khng c thng hiu. Ti sn thng hiu i vi t chc lin quan n kh nng thu
ht khch hng ca thng hiu trong hin ti v trong tng lai, nh doanh nghip
nhn c mt chui cc dng gi tr c th qui thnh tin t.
Trong hot ng qun tr hng ngy, cc doanh nghip rt cn thit phi quan tm n s
thay i ca ti sn thng hiu, hay ni cch khc nh gi thng hiu l mt hot ng
quan trng v cn c tin hnh thng xuyn. nh gi sc mnh thng hiu,
ngi ta thng p dng m hnh nh gi da trn cc tr ct c coi l khi ngun ca
ti sn thng hiu, l: Hnh vi mua sm ca khch hng; Cm nhn ca khch hng;
Cc h tr marketing v Kh nng sinh li ca thng hiu.
Hu ht cc cng ty kinh doanh ln u c nhiu thng hiu khc nhau. Cng ty lun
ng trc cc tnh hung chin lc kinh doanh i hi phi s dng cc thng hiu
khc nhau cho cc khc th trng khc nhau. Do , vn qun tr a thng hiu c
t ra cho cc nh qun l. Phng php qun tr a thng hiu da trn ba hot ng
chnh, gm: Xp cc thng hiu chung vo mt nhm sao cho quan h gia chng to ra
mt tnh cch nht qun, hp l; Lp bn cho thy mi quan h gia cc thng hiu;
Xc nh phm vi ca thng hiu trong cu trc danh mc thng hiu .
Cc vn c tnh quyt nh khc trong qun l v pht trin thng hiu bao gm: Cc
quyt nh m rng, loi b v lin kt cc thng hiu; Cc quyt nh hi sinh thng
hiu thng qua ti nh v thng hiu, tng cng vic s dng thng hiu ca khch
hng, to ra nhng cng dng mi cho thng hiu sn phm, xm nhp th trng mi,
m rng thng hiu v i tn thng hiu.
PT
IT
97
CU HI V BI TP
1. Phn bit nh gi thng hiu v nh gi thng hiu.
2. Trnh by v gi tr ti sn thng hiu i vi t chc (OBE) v gi tr ti sn thng
hiu i vi khch hng (CBE).
3. Phn tch s cn thit phi nh gi thng hiu, cc thc o dng nh gi
thng hiu.
4. Trnh by v cc phng php nh gi thng hiu. Nu quan im ca c nhn i
vi vic vn dng cc phng php nh gi thng hiu trong iu kin thc t ca
Vit Nam?
5. Ti sao doanh nghip cn ti nh v thng hiu? Phn tch cch thc ti nh v
thng hiu, cho v d?
6. Ti sao doanh nghip cn phi quyt nh loi b, m rng v lin kt cc thng hiu?
Cho v d minh ha?
7. Trnh by c s cho cc quyt nh m rng thng hiu.
PT
IT
98
IT
8. Richard Moore, u t cho chin lc hnh nh thng hiu, NXB Vn ha Thng tin,
2009.
9. Philip Kotler, Qun tr Marketing, NXB Thng k, 2006.
10. L Xun Tng, Xy dng v pht trin thng hiu, NXB Lao ng X hi, 2005.
PT
11. Vin Nghin cu v o to v qun l, To dng thng hiu ni ting, NXB Lao ng
X hi, 2007.
Ting Anh:
12. Al Ries & Jack Trout, Positioning: The Battle for Your Mind, McGraw - Hill Inc, 1986.
13. Al Ries & Laura Ries, The 22 Immutable Laws of Branding, HarperCollins, 1998.
14. David A. Aaker, Managing Brand Equity, The Free Press, New York, NY, 1991.
15. David A. Aaker, Building Strong Brands, The Free Press, New York, NY, 1996.
16. Kotler P, Keller K, Marketing Management - 13th edition, Prentice Hall, 2008.
17. Kotler P, Armstrong G, Principles of marketing 13th edition, Prentice Hall, 2010.
18. Kotler P, Armstrong G, Principles of marketing 14th edition, Prentice Hall, 2012.
19. Jack Trout & Steve Rivkin , Repositioning: marketing in an era of competition, change,
and crisis, McGraw-Hill, 2010.
99