 2007 Thomson South-Western

1. Chapter Ten Creating Effective and Creative Advertising Messages  2007 Thomson South-Western

2. Chapter Ten Objectives • Appreciate the factors that promote effective and creative advertising. • Understand a five-step program used in formulating advertising strategy.

3. Chapter Ten Objectives • Describe the features of a creative brief. • Explain alternative creative styles that play a role in the development of advertising messages. • Understand the concept of means-end chains and their role in advertising strategy.

4. Chapter Ten Objectives • Appreciate the MECCAS model and its role in guiding message formulation. • Describe the laddering method that provides the data used in constructing a MECCAS model. • Recognize the role of corporate image and issue advertising.

5. Consumer’s View Sound Strategy Persuasive Effective Advertising Break Clutter Doesn’t Overwhelm Deliver on Promises What Makes Effective Advertising?

6. Creative ads share two characteristics: Originality Appropriateness American Family Life Assurance Company (AFLAC) Nike Honda U.K. Apple iPod The Role of Creativity

7. Advertising Successes and Mistakes • Value Proposition is the essence of a message and the reward to the consumer for investing his or her time attending to an advertisement. • The reward could be information about the product or just an enjoyable experience.

8. Advertising Successes and Mistakes

9. Advertising Plans and Strategy Advertising strategy An advertising message that communicates the brand’s primary benefits or how it can solve a consumer’s problem

10. Advertising Strategy: A Five-Step Program • Specify the key fact from the customer’s viewpoint. • State the primary problem, or advertising issue, from brand management’s perspective. • State the advertising objective. • Implement the creative message strategy. • Establish mandatory requirements.

11. Constructing a Creative Brief Background Their current thoughts/feelings Strategy What do we want them to think/feel Task What do we want them to do Positioning Proposition Client’s Objectives Belief in proposition Target How we speak to them

12. Styles of Creative Advertising

13. Unique Selling Proposition Creative Style (USP) An advertiser makes a superiority claim based on a unique product attribute that represents a meaningful, distinctive consumer benefit.

14. Brand Image Creative Style • The brand image style involves psychosocial, rather than physical differentiation. • Transformational advertising

15. Resonance Creative Style • Does not focus on product claims or brand images but rather seeks to present circumstances or situations that find counterparts in the real or imagined experience of the target audience. • Examples: Dove’s “Real Beauty” campaign • QuickStep laminate floors

16. Generic Creative Style • An advertiser employs a generic style when making a claim that could be made by any company that markets a brand in a particular category. • Most appropriate for a brand that dominates a product category. • Example: Campbell’s Soup

17. Preemptive Creative Style • An advertiser makes a generic-type claim but does it with an assertion of superiority. • Example: “Visine gets the red out.”

18. In Summary • An advertiser might use two or more styles simultaneously. • Some experts believe that advertising is most effective when it addresses both functional product and symbolic benefits. • Effective advertising must establish a clear meaning of what the brand is and how it compares to competitive offerings.

19. Means-End Chaining

20. Attributes-Consequences-Values • Attributes are features or aspects of advertised brands. • Consequences are what consumers hope to receive (benefits) or avoid (detriments) when consuming brands. • Values represent those enduring beliefs people hold regarding what is important in life.

21. Self-direction Stimulation Hedonism Achievement Power Security Conformity Tradition Benevolence Universalism The Nature of Values

22. The MECCAS Model MECCAS: Means End Conceptualization of Components for Advertising Strategy