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(1)

ก ก

! #$% *

กก !" #$% &ก#'ก(

)!*+'ก ,-.,.,"/-0-1,ก" 2)32ก04 1,ก) ก $ 25.20ก#-6+'ก,7 2545 0+. ก$ & 6 - 1 &-$00)6=ก )- .,"2 --))+ -5ก+*ก1*ก!

0)- /-1,2 /0 60 .,"ก>0ก 0

- 2 0ก,)6#2(- 24 0ก3( ก.+ 00 -.,"" ,-!2 .," !$?? ) @" #! - /-0-6), /ก-ก.

0.,"60 - 3 ก,0,ก5- 2 0C 0ก 025#*=ก ก (Px) / -0-6),2ก !-5 / #(Cก 0.,"60 -5) )H0- !

* )"*.,ก +'," 80 0*,2,0

- 4 &1*1,2 &-0-ก)*. กก. ก (Traditional Trade) 0 &ก. !0 (Modern Trade) /-0-6),2*. ก / #(Cก

"ก )ก0(= .,"ก. - 5 ก &- - &$0-6),*! 5-5 กกก2 #(Cก ก. .," ,- .2 )"0- ก ก2 .," )"ก32 #(Cก!ก $2ก *- 6 V' &

-6ก ,-0$*!0*.,)6022" #

ก ก0ก !" #$ 1,ก) 1*-0-6),20*4 1* .,"1* $ ,-)32ก0.,V5 .," ,-#2-V5 1* ,-กV5ก)$V5ก$W =0= กH2 .," 0 ,-กกV5-@2-1*1,20 @ -1,2 House Brand

* 1*ก#*=6ก .,"#2="ก2, \")\#2=.,"ก ?- 0,60#2=

0-5 &' 0,ก*2 ก ,-.,ก!" #$% -$

กก\"ก0ก 0ก 0,ก*2 0,60#2= 1* \ก 0,ก*2 -!ก!ก

(2)

ก-1* 0! กก$W =0= กH2.," 0-"$0 H0.2ก2"-1*1,2 ก -1,2 !กก2,1* .,"1*1,2-0-)=ก,, .,"กก-ก,-5 00$ 0$W =0= กH2.2ก2,0 6ก,-ก ,Hก $0"

&"กV5 !+-50 ])" 4,4 ก.ก/?- ก'5ก!C , กก>0 )0"6) )- -$0 )-) .21* .,"1*1,2

$"2 )0"6)ก ),20 .,""2)*=!1* H+'0 0!ก ,กV5! ก.,"-$ &

กก !" #$% &ก#'ก(

)!*+'ก ,-.,.,"/-0-1,ก" 2)32ก04 1,ก) ก $ 25.20ก#-6+'ก,7 2545 0+. ก & 6 -5

!' 1 : * (ก, 2370)

ก !" #$0ก#-6+'ก2ก= ) -0- *! /,ก-1,2 /0 60.,"ก>0ก 0

: " #$0ก#-6+'ก2ก=ก!2"

#ก% V' &ก!6 )ก -.,". 1*0-#ก0ก$0 )"0-ก>0

! ก\_=.$)-$00-0*0. 2-5'!$!?"$$0 &กก ก.," ก(2ก0

กก : ก(2=. ก)"=600)6=!"

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!' 2 : *ก! (, 2360 - 2484)

ก,)6#2(- 24 ก3( 0 ก"" #.+ 00 -.,"" , -!2 !3(>-ก -.,"ก006- ก 7 2360 ก3(\"*2 +'$

7 2398 $0?? 0 @" #!ก3(.,"2` 0 - .,"0 ,กก 1*กก -5' &-ก " # 0 ,- / -0-6),* /ก-ก. 0.,"60

ก-ก : 0-ก!02ก2ก=1*1,2.,"1* & , -ก !?!"1,2 ])"5 !2ก2$V5 -.,1,2 200-) -- -ก ) % ! ก ก 05 51.))\ $,*ก+'

(3)

-*$ก,"0-)-, $20,5"ก )4ก 02`ก1*1,2$

!$ .," V5)5 0 b .,"1,21,ก ก(2ก$$2

2"2ก )!0+ก$ก'5 (2` = - - ก= -.W,=0 4,4 20 @ 5 W=!" # .," @ก. !0 $0" &

])"V* =0= กH2

6!' 1 : ก*ก! (, 2360 7 2484)

( )

(2468)

- "#$ (%.'. 2399) - "#$*+ก# (%.'. 2427) - $-. (%.'. 2440) 00

%1# ก ( 2$)

%1# 1

- #-3 - 4+55#. ก6 - " 4 ( ) 00

"78

3-1/13

: )0.,"60$0ก0,ก5- 2 +*ก . ก &ก,0 0 .,"0

0 : &0" *-0-C"- &0-0-ก,! ก 2" #ก0 5- @!0$0" & V= ])" . .0 ,H= V* =0= กH2 -2= ' &.,!,*กก,0-5

0 : 0 0-0 &* - *ก,ก #(Cก) )-%

.,"!-$0V V2 ,*กก,0-5.0" &"กก,0!? .2$ 6),0กก ก. !0 .,")')-$ก ) %

(4)

!' 3 : 89 (, 2488 - 2500)

,0,ก5- 2 C 0ก 0cdec*.,").,"25#*=ก ก (PX) !" #

$ ! #(Cก$cdec* H -5/-0-6),2ก* / #(Cก 0.,"60

ก! : ,0,ก5- 2 #(Cก$ ,-ก2,)5C )ก ก0 &ก 0-ก ,Cก,22 01,2 ) ก 0ก!" #$ กก-50-ก2+, 05)+-0-* 0!0 *\='5 ก00-"ก.," #(Cก0--'5!*. ก ,-ก 0 &ก- .+% ก,-ก-0 ])"0*!., -ก )1 ,*

5 ก(0 ,Hก 4,4 .,"$ ก) !2cg% - .0%

-#= .," VH,% - *)

: $ ])"1*V5- &1*?0-0ก ก2 ! ,*ก!?!""2$00V5ก) !?'V5กก . ก V5ก ) % ก .+% . ก % 00!

ก. ก.,"0$0"ก!ก00"-2)')ก005 ! )HV' &.,0)-ก, &.,-? ) )H05 0-6),* )" &1*0" ก 0-2,! +' 80% 0*,2,0

6!' 2 : ก 89 (, 2488 - 2500)

( ) : %6

2 ก1 5;' - $#0 - 7#/##

00

<-2: 1 2 ก1 5;' - "#$*+ก#

- "#$

- P & G - #ก 00

#1

%

1 5$ก - % +<

- " : 8 - ก@.

00 5$ก ( #-3)

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% - CDE - -.:

- 46<

00 PX

0 2 &ก1*1,2$

&ก1*1,2ก2" # .,"/2.ก2" #

(5)

!' 4 : ;6;<# (, 2500 - 2530)

-5 &-0-ก)*. ก- ,-กก. ก (Traditional Trade) 0 &ก . !0 (Modern Trade) /-0-6),0ก2*. ก / #(Cก "

ก.,")ก0(= .,"/ก.

ก! : #(Cก$ 20ก25.27 2500 V' &7-C 0ก 0),3(j 6"2= 1* ?กก) ก!'ก0), . ) *,0 0),3(j "ก#

ก ,กC60*?.,"!กก" 1Hก 0-ก) #(Cก!,*. 050-ก 0 .1 #(Cก.,"))5C !ก00 02"$"ก'5 กก-5" #?-b-cdec*" #ก0,ก5- $ก, 0,!" #$ ก,0 VW- ก,0 4,4 ก! ก2ก02 )"". .," 0.+0

"ก#$ก %& : กก22ก0 ! กก2 0 0-ก))+ 0! 2 00ก'5 0-ก "กก7 2503 - 0-ก,0 Hก 60% .," 30% 0 &ก,0 Hก 36% .," 58% !7 2528 50-ก,0-1,2

*. ก -2.,"!กV5- )00ก'5

: ก.!-50-5ก.ก.,"ก.

1*1,2

ก. : ก2 #(Cก.,"ก))5C!0)=

2 H 1,ก! กก!*. !0 $0" &#*=ก

#*=ก ก0 *\=. .,"กก'0 *\=. ก20)=!) 220 กก.. .2,"2ก,6=ก2, )'*0!ก,*ก

ก.1*1,2 : ก2).,"ก ,-.,!*. ก -2 ,*ก!1*1,20+!) &- ,*ก .," )"ก00-"ก'5!

1*1,2)'))- )H, กก-50-1*1,202,- *. ก ก

"!1* ก)*. l(\ ,.,ก.ก.+0 .," "!

ก00)6=--.," , ,-2` -5' &-1*1,2- &1*2,0-6),*!

(6)

6!' 3 : ก ;6;<# (, 2500 - 2530)

/2<2: 1 %1# 1

% - 46< . - 7"< #;.#

- <<*6 #.%$$

- .#$*

- 00

"78

%1# 5$ก

!' 5 : ก (, 2530 - 2539)

-5 &ก-$ & 5-5 &1,0ก/ #(Cก ก. .," ,-

# ก! : #(Cก$7 2530 - 2534 2 2กก" 0-กก*0 ก2" # )0,!0)=.,")5-ก!*. !0 กก.)

! 22`!ก )4. !0."ก2)5-'2 02,ก 8

!7 2534 , )- 3 2'2 02!7 2539

ก #' '( : .0"0-ก.. .2)$$0"

& VH, .," "0,,= ก(0 &1*!2, .," )! ก0$ - !ก . '!6-, ,0)5-!0ก.," H- กก-5 ,-0 $0"

& ,-- ก-ก POS (Point of Sales System) Bar Code .," Space Management 50!

)5-.,"22ก 1*1,2$0-"6)

กก1* VH, .," "0,,= ก1*ก!0 V-)-กv -0, ,- ก "กV5กC 0ก.,"?-b ก . " .," ก2 ก 6=.,= ,- =2=ก ,0=C 0ก .," ,-)ก?-b !ก V-)-กv H )2*ก ก.กV-)-กv.,"ก*.!0- ก'5 VH,'2! ก,6=

!, 0กก *6กV* = VH 2= 0ก =c*=$W =0= กH2กw # 02ก .," ?1* -?)ก 0ก0 vV* =0= กH2

ก)2 ก .,"ก) !0-2ก 1*1,2.,"

ก, &,*ก,ก (Key-Account) -1*1,22*.,-

(7)

6!' 4 : ก ก!' >

/2<2: 1 %1# 1

% - 46< . - 7"< #;.#

- <<*6 #.%$$

- .#$*

- 00

"78

%1# 5$ก

!' 6 : ?ก<!'$@ (<, 2539)

ก-$ & 05 027 2540 /ก-!

ก 2ก\= -5 / #(Cก.,"ก 0

# ก! : ก2#*=ก- ก2 ก* ""5ก2" # 0!!ก 0 กก32ก 2,V V 2'2 ก -5* .," 0 +*ก02- 22ก,52,7 2539 .,"27 2540 $$ก*ก32 #(Cก 0-ก,2 0-ก

@+ ก -0-C". )"), -52" #+*ก -ก 500-1,ก" 22 ก 6ก-0-b5 ) ,Hก.,"ก,@กก )

!?กก 50!)6022" #

#!' 1 กA@ ;6ก?ก<!ก/ $ก$ 2544

กก ##

ก,2 กก3( 92.1% V-.)- 7.9%

{กV-V* = VH 2= ก w # 66% 6= 13% 1*+ 21%

=c*= $W =0= กH2 =c*= w # 40% V- )- W,5 60%*

v= V* =0= กH2 , W,= 100% -

c*}$, V* =0= กH2 , ,V= 49% c*}$,= 51% -

.0H -กv 90% V-.)- 10%

-0 : #,-ก 2 ., 21,"=6ก% ก )6ก 1 0ก0 2544 16

กก : ก>0.,"ก 0 &/?-ก! กก32ก\=!ก .,"ก>0-0-1,2 )$"*++,!กก*%ก! , $.. 25422 - @

!2 06ก,-ก.,"V' &-)-$!$$00- $ )-.2!0- 00กก', 0- 522$0ก- , 6ก,-ก .,"0-

(8)

52.2,"0กก', 6ก กก,!ก ,ก$+*ก+ก06j! &1*022 .,"0-ก2 H5!ก )4 .,"

2 (*- 5)

6!' 5 !'#C D$9 EกF! <# D<GH6G I C, 2544

21 7 14

31 16 15

ก 28 10 18

15 13 2

95 46 49 : กก !

"## $ %#&' 2544

(9)

0$#'ก(ก ,-.,ก $5 6 ," - ) .0/กก/"0-1,ก" 2ก ,-.,ก .2-1*- 20* 1* % V'+ ก ,-ก 0 *ก.

!0 (Modern Trade) )32ก01* -0-2ก0+. ก & 3 1. !' D8 (ก, 2526)

-5 &.ก 0-ก25) 1* $00V5! .2! กก) . ก = )"0 .,"2$ !2 ',*ก!0!

- 0,ก,-ก &00*.,"ก 0ก2,-- ( VH,) - 0* - 0-0 ($$0*)

- ก!ก-2= - 0 H ก.,"0* ( ) - ก,6= ( ,* 25W H ก!2 .,"ก\= ,*)

2. !';6Kก!# ก (, 2526 - 2532)

,7 2526 #(Cก,ก.,"$ 0)ก #(Cก2ก2 0-ก,!6ก#*=ก

!? )$0 )-.2 &+-V5 .2 &ก (One Stop Shopping) ก ก-2.,"0 &*.,"$,c$2,=5ก,!ก )4 ! 2,0 2529 2*.

) ," 87 5ก,"V5202=,"5 .,"," 21 5ก, ,ก$2, .2"$V5-V* =0= กH2 ],-2=," 1 5

3. !';6<$กก! ('$#, 2532)

,ก-.0H @ !7 2532 {กV-7 2534 ก-,27 2537 1* -*+' ,ก!0!-2 !0กก-!),, (2- 2)

#!' 2 D ?ก<!ก$$

2536 2537 2538 2539 2540 2541 2542 2544

) 49.9 45.7 42.9 34.5 25.4 22.9 21.3 34.2

V* =0= กH2 5.1 4.2 3.4 5.5 10.4 9.7 8.1 8.0

"กV5 9.9 10.8 11.4 11.6 10.6 11.5 12.1 12.0

$W =0= กH2 (0.0H) 35.1 39.4 41.6 47.5 50.5 50.8 53.5 42.8

` 0.0 0.0 0.7 0.9 3.1 5.0 5.0 3.0

0 (%) 100.0 100.0 100.0 100.0 100.0 100.0 100.0 100.0 -0 : )6= ))#ก .,"\"1*. ก<!ก : ;<ก กD ก;6กก<!ก

%ก#% (ก )4 : + )ก)." #$, 2546 27)

*- 6 $. 1* ก & 4 ก,020" 0กก- /- ก-ก 01*ก)ก .,"-! ก000)6=ก V' 0)\0*,!2- 2 0+$ 0 กก-!ก!\"-5$ ,กก,0- 1 กก-* 0*!ก,0- 2 กก-* .," $ ,$*ก,0- 4 $00-0กก-

(10)

6!' 6 DAL$กก! ;6

(3) . .

(HABITUALS)

(4) .1.$ .2<ก8<ก$

(SWITCHER)

(2) 2<ก8<ก$#1"

(REPERTOIRE) (1)

2<ก8<ก$

(LOYALS)

*:

.ก%<ก<"

#

2: $*C"ก . ก

0 2 : .+'ก ,ก! ก,*ก

-0 : McGoldrich J. Peter. Retail Marketing. (Berkshire : McGraw-Hill. Education, 2002), p. 114.

ก ,กV51* 200*,!2- 2 .,"*- 6 &ก ,"

&กกV5ก)$$W =0= กH2 .," &ก ,กV5!"$W =0= กH2 ก 2ก ,กV5 กก1* 00$0 H0.2ก2!2 ])"

"กV5 (Convenience Goods) 5 -1* 0!ก! ก 000!

)0 V'005"ก020," -!2- 3

#!' 3 D$ก$$ก<@กF@Cก<6ก '!'#ก8'$ LC #!'#ก<<

\) (Product Quality) (Money) 0- ,ก )0 (Choice) , (Time)

"ก (Convenient) 0)0 (Effort) ก" ! (Good Service) 0ก (Stress) ก#-- (Pleasant Envirmment) 0 - (Risk)

-0 : McGoldrich J. Peter. Retail Marketing. (Berkshire : McGraw-Hill. Education, 2002), p. 96.

3.1 ก5 ก67ก$! 889&&ก:,

ก0ก!2- 3 " H$ก$! ก1* !$W =0= กH2 กก,*ก

$-2ก )0 2,, $0" &2ก , 0)0 0ก .,"0 - ก, 1* 222!ก !?-$0 ) H0ก 0-ก.-- 0-! ,ก ,ก, (25,000 - 100,000 SKUs.) ก50-\) -0ก .22ก 0-ก

"ก-V5 +V5ก-$+*ก-" 2! 0- ก) #(-0"ก!0ก

(11)

])"!V* =0= กH2 กก-50+0!2$$02 - )"

+ 2 2-! 2+' 50 $0 -ก -5 4,4

)'. ก2,ก, ก$W =0= กH2 1* )"!1*

ก,6=ก2,-.2ก2ก 0+'ก)"6)ก !$0" &กV5 2 ก 2 VH,202- 4 -ก "0,,=- 2ก".) #(Cก-2ก2 ก @)" A H0) -027 2541 @ "0,,=ก,7 2545 .,"

.1" @#*=ก0)ก0*,ก, 6,000 , 0-)5-0ก 3 .2 02!?ก H0) -0 2 ' "ก . = 0$.,"" ,ก 400 0-) V* =0= กH2 #*=#,60 .,")2=-ก 12

#!' 4 #ก<?Gก#<!'8F9<8@'L<6กก<

- &2.กก2" # 0=.= V=ก" #ก3(

- Category Killer Tops Supermarket, Supper Sport, Power Buy - . ก 0ก!0

- Hard Sell Store Wide Sell ก- ,2vกก.1ก0,!กก!

,ก(\"ก 2,ก (Mass Market) V'"0+'$ -= ,,= (], #ก,2(-)

$02-5 ,,= .," 7 (Anniversary Sales)

- Image Sell: &ก,20ก2.2,".1ก! V'. &0$= $0=2-5 ,,=

(7," 2 5) .,"$) V,,= (7," 2 5 !6 ])",*ก- &0ก VH,ก=) - *. .,"" ! 0"0ก ,*กก,0 A

- C*ก,0,*กก - - 4,4

-0 : -" 20 ?. ก ก % (ก )4 : ก 0,ก*2 0,60#2=, 2545 .ก 14-25).

.2ก 2)$0$ 0 H 0 VH,.," "0,,=

) -,ก0ก VH,.,$ 2 &.0-)= 02=2= ,*กก,0 B ,0 V' &ก,0 -ก ,*ก$W =0= กH2 .,"2ก0ก ก,0)+

(PDS) @ +' 10 !7 2538 )-7 - ! ก*ก2" # '*!"

ก322 *ก" ก -5 กก )ก, ,Hก.,"

)+!?กH) ก32ก\= -ก !2@กก" ก "ก (2- 5)

(12)

#!' 5 #ก# 8##IXG!$

- @= 2W% -2,ก5.," ก" .," -กก3(

- 7 2458 ,- & 22\_=

- 7 2494 025-.) V5!?ก VH, *) )) *,= .," V5 51 !! .," =กWก = .,"?-b

- 7 2523-2524 @ )0- 1ก .," ก,0,*ก0 &" C+

- 7 2524 ก " +.ก" *,*ก- &!0 - 7 2530 )" VH,ก,"0 @- -!0

- 7 2531 22= 1* $ ,ก! &"600)*6 &.ก - @V* =0= กH2 0@ V'2. กกV* =2=0 @- -!0

- 7 2532 @=02= (.2$00+2$20 g0)

- 7 2534 &1* ก V - ,c !)5- -!0 ,)* .,".0W

- 7 2536 $ 6 )0!, )" .) .," - .2ก2$0 &$20 g0 ก,7 2540 '6.,")= V - ,c 4 !, .," 4 ! - .,"

6!ก,+!)" .,".) ,- -!0 ,)* .,".0W 0 22

- 7 2535 @2ก.=)=!0-22\_= 3 0-)5-ก 17,000 2 02 &)!?!

- 7 2535 VH, @-ก.ก 22\_= ก,6=ก2, .).," 1ก!

&V* =2= .,"V5=W กC 0ก$ @2,V* =0= กH2 .,".1 V* =0= กH2! ,0 8 2

- 7 2538 $ 1,ก" ก VH,.,".0H '2!0ก .," ,-22\_=

.=c= & -22\_=

- 7 2540 ) #'กก =c*=- .,",2 ! -22\_=,,2,

-0 : -" 20 ?. ก ก % (ก )4 : ก 0,ก*2 0,60#2=, 2545 .ก 79-83).

3.2 ก5 ก67; 89&&ก:,ก

.000!$W =0= กH2" )0'5 H .2$0$00ก$W = 0= กH2" )0กก',*กก).,"ก. ก )- - .20-ก ,กV5!$W =0= กH2ก-ก

(13)

#!' 6 D กก D< #

2538 2539 2540 2541 2542 2543 Y $D$9 ก

$กก () ) 25,010.96 31,655.14 32,094.21 30,775.73 34,493.28 37,807.61

10 14 15 16 17 18

2 () ) 2,501.10 2,261.08 2,139.61 1,923.48 2,029.02 2,224.00

2ก 2 2 (2) 100 90 86 77 81 89

Y ก'F#$ ก (ก-<#)

$กก () ) 2,197.59 5,969.79 12,933.82 17,172.10 20,923.68 33,078.15

2 5 12 14 17 24

2 () ) 1,098.80 1,193.96 1,077.82 1,226.58 1,230.81 1,378.26

2ก 2 2 (2) 100 109 98 112 112 125

Y F9G ก (GH6G)

$กก () ) 1,612.94 4,903.59 6,735.02 8,367.05 10,906.42

2 6 7 8 11

2 () ) 806.47 817.27 962.15 1,045.88 991.49

2ก 2 2 (2) 100 101 119 130 123

Y EกF!F6GF9#G ก

$กก () ) 1,170.80 2,709.51 17,665.83 20,612.09 22,464.12 25,591.34

6 11 19 20 20 23

2 () ) 285.13 246.32 929.78 1,030.61 1,123.21 1,112.67

2ก 2 2 (2) 0 0 100 111 121 120

$C 4 Y

$กก () ) 28,919.35 41,947.38 67,597.45 75,294.94 86,248.13 107,383.5 2

15 32 52 57 62 76

2 () ) 1,606.63 1,310.86 1,299.95 1,320.96 1,391.10 1,412.94

2ก 2 2 (2) 100 82 81 82 87 88

-0 : )6= ))#ก .,"\"1*. ก<!ก : ;<ก กD ก;6กก<!ก % ก#% (ก )4 : + )ก)." #$, 2546 66)

0*,!2- 6 .! H .0H -,*ก !*. )'0กก-1*

ก, .0H)0 22002ก1* 0-"6)202- 7

(14)

#!' 7 ก<?G D$9

- 2!ก,6=b,0 0 'ก )4 &,ก ก5 02$+ก ' 0!? &6#2=-?

- ก,7 2534 01,222-.0H ( W=. =) \)-1,2 01*1,2,ก .2 2ก 5% - 20% .," 15% - 35%

- 7 2537 66-ก2,C!* ])" (Category Killer) &ก H0 *6ก,-ก *6ก )- ), W,6=.=% 6ก#*= ก+2= .0HกV=2 HกV=

)% .," !ก .0Hcc@ VH 2=%

- 7 2538 0 Joint Buying .2,"" #" ,ก1,2-1,2$\).,"+*ก!

.0H,ก .,".1" )0 W=. =!$ 8% "0\ 2,000 SKUs (7 2538 .0H 0- W=. =!$ 8% "0\ 2,000 SKUs .,""0\ 2% - 3% ก 16,000 SKUs)

- 7 2539 .10.0H$ 0 ",)5-ก 10,000 2 02 ! , )- 6,000 - 7,000 2 02) กก-5.0H!ก,6=-5

- !ก,6=+*กกกก ])"!ก,0 KVI (Known Value Item) V' &ก,0- 1* ,$ &- 0-* &-$ 00 .0H0-ก,0-5 ก 1,000 ก

- 2,) ก% !-25 0 0H ," 100 , ‘2*. ก )5- (Space Management) 0-กก)5-!,ก 02ก1* ก ),=

0ก'5

- , $!2,,-ก*6 @ก!).0*,*ก, $!2=$!.,"

ก23ก(=

- @ก! ,$- ก\_=$ &0ก .," @ก!1*-$0$ &0ก .22กV5 0+! 2 )V5 &$ .20-ก ) #(-"

! ])"1*- &0ก 5

- 7 2540 !ก,6=. ก!+*กก*..,"2g - 5-5 .," = .,"$ ก Space Management .,".1 )0 W=. =! & 10 %

!2 7 .," ก 6ก,-กก,02` =c*= ,2 ).0HกV=2 HกV= )!

)5-6ก,-ก-0-#ก))

-0 : -" 20 ?. ก ก % (ก )4 : ก 0,ก*2 0,60#2=, 2545. .ก 127-138).

3.3 ก5 ก<ก(; ,(5!

1* $0$,0กก-! ])" .2,0กก-!2- V'+!

.020*- 6 -." 0กก-1* 0+.)0กก-!2-

$-5

(15)

6!' 7 DAL$กก!#!' ;6

4H# . .(3)

(HABITUALS)

(4) .1.$ .2<ก8<ก$

(SWITCHER)

2<ก8<ก$#1" (2) (REPERTOIRE) 2<ก8<ก$(1)

(LOYALS)

*:

.ก%<ก<"

$*#

#

2: $*#

$*C . ก

0 2 : .+'ก ," 0กก-!2-

-0 : McGoldrich J. Peter. Retail Marketing. (Berkshire : McGraw-Hill. Education, 2002), p. 114.

1* 0$0 H0.2ก2!2 .,",0กก-!2- 02!V5 \ 25.2ก7 2530 !1*1,220)5- Space War% 0กvก.," &V--.ก' )5-25,5,0!ก.c$ 20 2.ก.)5-!!

ก,6=,"ก .ก= 0-ก , .ก .ก+ 4,4 27 2530 )ก(

.," )0)5- 1*1,22 )0 )0-.,"10! กก)5-$0 &60 0-ก!

1,"= V5)5- 1,0.)5-!!" 2 *0 0"0 .,"1,"=-"$ 0 .,"$ ,-00 $0" & POS Bar Code .," Space Management ,- ,-5กก"!ก ,ก- 0"0ก ,*ก!.2,"

., 0-! )0$ก!!ก $!*.

2` (2- 8) .,"! ,ก--$ )- 3-4 2- .," @ก!1,2 2 - -ก House Brand Private Brand (2- 9)

(16)

#!' 8 #!'#!A#ก $ D$

Dก

# 1 SKU

ก$ก กก$ $#

C GG/

Mailing

<

8Y (Rebate)

*

$

! DC

33 165,000 500,000 80,000 2-3% 1-3% 1-3% 0.5-1% 2-3% ก @

!00*-"0\

5% .," -ก กH , 25.227 +'.0"$0 @!0กH20

{กV- 25 70,000 70,000-

100,000

70,000 2% 1-3% 1-3% 0.5-1% 2.3%

=c*= 20 50,000 85,000 85,000 2-3% 1-3% 1-3% 0.5-1% 2.3%

.0H 20 90,000 70,000-

100,000

130,000 1-2% 1-3% 0.5-1% 0.5-1% -

v= 40 75,000/SKU.ก

25,000/SKU- 2

100,000 40,000 - - 1-3% - 3.5%

c*g$, 28 33,000 15,000 - - - - - -

10 3,000 SKU/ 30,000 0 3,000 /

c*g.,= 8 100,000/SKU 24,000 15,000

,, 5 20,000 20,000

7-11 1,700 300,000- 350,000

1-300,000 0.5%

-0 : " -1* +' " C #(Cก กก>0 2545

#!' 9 : `GDG ก<$ `G$Gก9#

ก<# EกF! GH6G D$9

1. SKU W=. =/

500 SKU 1,000 SKU 400 SKU 1,100 SKU 2. .1 SKU )0 " )0"0\ 300-400

SKU

" )0 & 1,400 SKU " )0-ก 20% ก2 )0 5-10% 27 3. - W=. = ก,2

V* = Vc

0 ( ) @27-5)

,- =$)V= .,"

ก -=0 -=.0 0 ก, *0

=c*=

W=0- c@=$,=

,*ก

$W$2,=

- Vc.)H

4. W=. = 3% ก$0

"0\ 1,200 ,

],-ก$

"0\ 25% ก ก,0 -ก

"0\ 5%

ก$0

"0\ 5% ก

$0 5. g0

W=. =7-5

gก ,- =$)V= 120 , 27 6. V)), =1,2

W=. =!

"0\ 180 "0\ 150-200

7. ก,- ก- W=. =$!

ก,2 HกV= )ก 100 SKU 57-5"0- 10

@,- =$)V=

W=. = 5 0- 2 .., -!?

.,"V 7-50-.1

" @0 9

$00-.1-" @ ])"

W=. =

0-.0Hcc@#

VH 2= - !ก 5 W=. = .,"-

8. / 33 30 16 20

057-5 41 33 17

-0 : " W=. =" 1*ก= 29 0( - 5 )3(0 2545

(17)

ก-1* $0! กก$W =0= กH2 .,"$0 0-"$0 H0.2ก2"

- &1*2,ก -1,2 (House Brand) !กก1* ก

$.,"1*1,2-0-)=ก,, .,"กก2,-5 00$ 0$W =0= กH2.2ก2 ,0 6ก,-ก ,Hก !0+2$ H'5.,".ก2$!ก)5- (*- 8)

6!' 8 : ก `G$Gก9#, 2545

4+55#46#

5#. ก6

;ก4H#

(C-Store) C3 $: .<

(G-Store)

O% ;#1 (Category Killer) -"7 (House Brand)

--#-$*

(Cash and Carry) 4+55#. ก6 7ก-7<

"]ก4$

D

-.67 #6#

(E-Store)

$# 1. ., 0-.1" @ 2. W. =2= {กV-- @ ., ,- =$)V=

-0 : กก 01*27 2545

ก.ก/?ก $2#00050wb C ,2 ,กกก>0 0 ก>01 0 ก>0gกก1*ก ก กกก ,ก@ @.,"`! , -ก 1* -$ &

.,"1*1,2$"2 "6)ก ),2!)0 .,"

.," ก-1* V' &1*-5"2-2! H+'00!ก-"ก, 0 ,กV5! ก .,"-$ &

(18)

Iก$

ก(0 #กj ก(0 (2543). กก ก กกกก 11 . ก )4 : ก)0)=ก(.

-" 20 ? (2546). !ก"#$"#%#ก&'! (!)"*+)*+),!-%% . ก 0,ก*2 0,60#2=.

-" 20 ? (2533). ก./ก% *ก. #*=)ก -ก \")\#2=.,"ก ?- 0,60#2= : 37-76.

#- 2 (? ,ก(\=) (2542). &!ก#(%. ( 0- ก= ก : 44-111.

-)= ก- (2533). ก./ก% ( (*ก. #*=)ก -ก \")\#2=.,"

ก ?- 0,60#2= : 37-76.

)6= ))#ก .,"\"1* (2546). 1ก-%"#ก#!ก12-ก"ก)ก!&,ก3#

-%. + )ก)." #$ : 27, 66.

)* (2527). w%. ,!)2)4"-%5 )" 90 8. ( V (" #

$) ก.

1ก )(=$)2 .," = (2542). กก4"#% ( ก#%59. )0)=5- 2 ก )4 : ก.ก)0)=2 (V,= =0 =) : 9-27, 166-235.

2 *, .," =. -.2’-)) 0$!"".ก%. )!! 200 8+

,35-*5;(+. #(Cก] ) #( : 28-30.

.60= (2542). -2" #(Cก!0ก2ก=%. )!! 200 8+ ,35-

*5;(+. #(Cก ] ) #(.

" 0 0+ , - .,"_2= ,#-)#= (2542). <;ก 7- eleven. )0)=5- 3 ก )4 : ก)0)=02.

?,ก(\= -+0 (2542). )C&)('C % *$) !. )0)=5- 4, ก )4 : ก)0)=

02!0.

+- 06 (2537). D#% 12 %;<. )0)=5- 2, ก )4 : ก)0)=02 ( 02 ก (0).

ก(= *2" 2 -" 20 ? .,"= ?,= (2526). #!ก-!(+-3&*)#ก

<EC!3"<. 6ก \")\#2=.,"ก ?- 0,60#2=.

6= )=$)_*= (2544). )+<( ;!!%< !!%<. ก )4 : ก)0)=C0ก,.

ก ก0*, (2542). 3'!!#!( . ก )4 : ( 2 1999 ก, 130-142.

McGoldrich J. Peter (2002). Retail Marketing. 2nd ed. The McGraw Hill Companies., : 96, 114.

Stern Louis W., El-Anasary, Adel I., and Coughlan, Anne T. (1996). Marketing Channel. 5th ed. Prentice Hall, Inc.

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