UNIVERSIDAD “SAN IGNACIO DE LOYOLA”
INFORME FINAL Cerveza: Pilsen Callao
Curso: Análisis del Comportamiento del Consumidor
Profesor: Sotomayor Fernández, Carlos Alberto Integrantes: Salazar Ismodes, Ana Gabriela Peralta Alcarazo, Julio Ricardo De la Torre, ictor !strada Se"ura, #uis
NDICE Sábado, $$ de Junio de $%&'
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Índice
01
Introducción
02
Breve reseña de la empresa
03
Descripción del producto o!eto de an"lisis
03
• • • • • • •
• • •
Proceso de percepci(n de los est)mulos "enerados Proceso eso ddee ap aprendiza+e a+e y mem memooria de del me mensa+e en eniado -otiaci(n y alores inolucrados Personalidad y psico"ra.)a del consumidor Actitudes del consumidor Proceso de compra del producto Caracter)sticas sociales del consumidor o Grupos o Clase social o Cultura y subcultura Proceso de adopci(n de innoaciones Proceso de toma de decisiones Per.il "eneral del consumidor
%* &' $% $' $/ $0 $1
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In!ro"#$$i%n !n el si"uiente in.orme, desarrollaremos todas las sesiones aprendidas en clases y las aplicaremos para analizar el comportamiento comportamiento del consumidor de de la marca Pilsen Callao2
&reve Rese'a "e la E()resa
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!n &454, Aloise 8ie..er la compra y el local es ampliado, al .all .allec ecer er 8ie. 8ie..e .err en &444 &444 la cer cerec ecer er)a )a pasa pasa a mano manoss de sus sus 9erederos2 #a .amilia 8ie..er se asocian a los empresarios Faustino Pia""io y !l)as -:+ica y Trasmonte y constituyen .ormalmente la Compañía Nacional de Cerveza en &1%*2 Debido a su .uerte e;pansi(n, en &15$ se inicia la construcci(n de su nuea planta, la Cervecería Modelo en la A2 Colonial
2 #a ca)da de la Compañía Nacional de Cerveza se produ+o cuando todo un lote de producci(n se estr estrop ope( e( y lo pu pusi sier eron on en el merca mercado do de todo todoss modo modos2 s2 !n &11* &11* la cer cerec ecer er)a )a =a =ac? c?us us y Jo9nston ad3uiere la Compa6)a 7acional de Cereza S2A2, =ac?us ad3uiere el 5$@ de las acciones comunes de la Compa6)a 7acional de Cereza S2A2 , su principal competidor por más de un si"lo2 !sto le permite ad3uirir participaciones en Sociedad Cerecera de Tru+illo S2A2, de A"ua -ineral #itinada San -ateo S2A2, entre otras compa6)as de propiedad de la C7C2
Des$ri)$i%n "el Pro"#$!o ace unas dBcadas atrás, mientras los .aroles de la tarde iluminaban las plazas del Callao, comienza la 9istoria de la primera cereza del Per: Pilsen Callao 2 !n la a2 Saenz Pe6a, calle tradicional del primer puerto del Per: se destaparon las primeras botellas, sin saber 3ue por su ini"ualable y autBntico sabor se"uir)an siendo dis.rutadas a lo lar"o de los a6os, conirtiBndose en una tradici(n para compartir entre ami"os de erdad2 Poco a poco su calidad indiscutible y ese autBntico sabor en su punto, 3ue se lo"ra pues respeta paso a paso su tradicional proceso de elaboraci(n, cal( a .ondo en el paladar de todos los peruanos2 oy, &*5 a6os despuBs, Pilsen Callao está más i"ente 3ue nunca y contin:a con la tradici(n de compartir una cereza entre ami"os de erdad, demostrando 3ue la autBntica amistad, trasciende barreras de tiempo y espacio2
Pro$eso "e Per$e)$i%n
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Para poder iniciar con a desarrollar el proceso de percepci(n utilizaremos la campa6a publicitaria Pilsen Juees de patasE, tenemos 3ue los recursos promocionales se en.ocan con el prop(sito de aumentar el est)mulo sensorial empleándolos en sus publicidades2 #os recursos utilizados son
Pulicidad por empla#amiento Pilsen utiliza como ima"en publicitaria al comediante -elcoc9itaEE para transmitir un sentido de diersi(n y c9acotaE a los anuncios, en.ocándose en la reuni(n de los ami"os2
$l ma m ar%eting
de emoscada
Pilsen coloca anuncios en lu"ares donde el consumidor no puede eitarlos, si o si los obsera2 n e+emplo es el telB.ono de la amistadE donde puedes realizar llamadas "ratis a tus ami"os, restaurantes completamente adornados y dise6ados con publicidad de Pils Pilsen en,, la crea creaci ci(n (n del del diar diario io !l !l Pils Pilsen enis ista tasE sE y 9ast 9astaa "lob "lobos os aero aerost stát átic icos os promocionando la marca2
&nuncios ' paneles Pilsen
coloca anuncios en )as p:blicas
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(aturale#a de los est)mulos •
Dise6o del enase Pilsen presenta su cereza en tres distintas presentaciones •
•
•
#atas '//ml2 se caracteriza por su rápido en.riamiento y .acilidad de desec9o2 =otella '&%ml2 se caracteriza por su enase de idrio 3ue consera me+or el sabor y su me+or .orma de a"arre2 =otella 5/%ml2 se caracteriza por traer una mayor cantidad la cual la 9ace per.ecta para reuniones y eentos2
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•
-arca Pilsen Callao es una cereza nacida en &45', la cual es reconocida por ser la primera cereza producida en el Per: y 3ue 9asta el d)a de 9oy mantiene su sabor ori"inal2
•
Anuncios y comerciales 7os e;presan siempre el sentido de una cereza 3ue está siempre en su punto y 3ue es ideal para compartirla en con.ianza con los erdaderos ami"os2
$*periencias anteriores de los consumidores Se caracteriza por estar siempre presente en las reuniones de ami"os, .amiliares, en todo lu"ar dond dondee se compartan compartan momentos momentos de .elicidad .elicidad22 Ad Adicion icionalmen almente, te, podemos podemos mencionar el comercial 3ue realizaron con un se6or 3ue en su +uentud 9ab)a 9ec9o lo 3ue actualmente 9aces los +(enes reunirse con sus ami"os y tomar una Pilsen2 !ste comercial le dio empu+e y .ue la base para poder lanzar toda la campa6a de Juees de patasE2
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/igura ' fondo A3u) destaca el enase de Pilsen, por3ue entre las marcas nacionales es la :nica con color distinto de enase <erde>2 TambiBn muestran a una .i"ura p:blica, como lo es -elcoc9ita en las propa"andas para 3ue el producto se muestre asociado con el mensa+e 3ue es te pueden 3uitar todo, menos tu +uees de patasE2 Siempre Pilsen busca resaltar y recalcar su ima"en de cereza para compartir entre ami"os2
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Cierre #os consumidores .inalmente relacionaran el +uees con los ami"os y por consi"uiente esa reuni(n será acompa6ada de Pilsen Callao, posicionándose y rea.irmándose como una bebida para compartirla entre ami"os2
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Posicionamiento del producto Pilsen Pilsen resalta resalta entre entre los competidores competidores de este lineal por3ue está basado en el reencuentro con los ami"os, en "eneral para el sector masculino, es por ello 3ue sus comerciales muestran a un "rupo de 9ombres ami"os reunidos en un bar o en una casa tomando Pilsen2
$mpaue del producto =otella 5/%ml =otella '&%ml #ata '//m
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Calidad perciida !l consumidor cuando compra una Pilsen e las si"uientes caracter)sticas
C&&C$Í4IC&4 I(Í(4$C&4 &.&56 C676 4&B6
#ata =otella personal =otella estándar Determinado por el tostado de la malta n sabor un poco más amar"o
C&&C$Í4IC&4 $8Í(4$C&4 .&C& $.P&9$ P&Í4 D$ 6I;$( PB7ICID&D
Imagen de la tienda
Pilsen Callao erde Per: =asada =asada en e;p e;peri erienc encias ias en con con+un +unto to
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•
Ries"o
.)sico
#astimosamente muc9as e eces la l as botellas de cerezas son util tilizad izadas as con con arm armas en peleas leas o discu iscussiones ones,, por lo cual cual la cer cerez ezaa en lata nace como sustito a esto2 TambiBn debemos nombrar 3ue tomar bebidas alco9(licas en e;ceso es da6ino2
•
Ries"o social
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Pro$eso "e A)ren"iza,e - Me(oria
Dar una ienvenida a un familiar o amigo Pasarla ien con tus amigos
-uc9as ideas pasan por nuestra cabeza cuando emos esta marca en el mercado2 Pero para lle"ar a este punto el consumidor 9a pasado por un proceso el cual tal ez, uno como consumidor no se 9a percatado, pero mediante una serie de acontecimientos 9emos ad3uirido conocimientos y e;periencias 3ue 9an .inalizado en las ideas 3ue actualmente tenemos en nuestra mente2
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espuesta #a respuesta del consumidor respecto a la campa6a publicitaria +uees de patasE 9a sido e;itosa, muc9as personas asocian muc9o en sus mensa+es, manera de 9ablar al d)a +uees con los ami"os2 Además resultado de esta campa6a las discotecas 9an promocionado más eentos eentos en los d)as +uees2 +uees2
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=enta!as =enta!as competitivas Tener Tener un posicionamiento en el mercado, dando lo 3ue promete en las o.ertas realizadas en los :ltimos a6os se":n los precios, dando una cereza de calidad a la altura de su costo de enta y desarrollando su a.iliaci(n a los conceptos de amistad y reuni(n con los ami"os2
Identificación de posiles venta!as competitiva •
Canales Pilsen 9a desarrollado una cadena de distribuci(n de su producto muy importante, la cual 9a permitido encontrar un producto de su marca en casi todo el Per:2
•
Ima"en
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Meno s
Comunicación ' entrega de la posición otenida Pilsen Callao Juees de PatasE 9a sido una campa6a muy bien recibida por los consumidores, rea.irmando Pilsen su principal enta+a #A A-ISTAD2 A-ISTAD2 Producto na cereza de calidad, con el sabor ori"inal desde &45'2
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&lmac>n 4ensorial A primera instancia los consumidores perciben 3ue se transmite in.ormaci(n sobre una
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Durante esta etapa el consumidor comienza a asociar más elementos, entre ellos la cereza en s), los ami"os y el d)a +uees2
Codificación
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consumo por parte del sector A2 Pilsen está lo"rando romper las barreras culturales a traBs de sus mensa+es de amistad y compa6erismo2
Ejemplo
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aaa aa a'ALORE%
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Personali"a" - Psi$o4*ra53a "el C$ons#(i"or
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