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Review. Major Topics: Marketing Planning Integrated Marketing Communications Media Planning Direct Marketing Personal Selling Sales Promotion Public Relations – Press Release. Review. Creative Strategy and the Creative Process The Creative Brief Art and Copy (Chapter 13)
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Review Major Topics: Marketing Planning Integrated Marketing Communications Media Planning Direct Marketing Personal Selling Sales Promotion Public Relations – Press Release
Review Creative Strategy and the Creative Process The Creative Brief Art and Copy (Chapter 13) Producing Ads (Chapter 14)
Review Marketing Planning Top-down marketing Situation analysis Marketing objectives Marketing strategy Marketing tactics
Situation analysis Marketing objectives Corporate objectives Marketing objectives Need-satisfying objectives Sales-target objectives
Situation analysis Marketing objectives Marketing Strategy Determining the marketing mix Selecting the target market Positioning the product
Situation analysis Marketing objectives Marketing Strategy Marketing tactics
Bottom-Up Marketing: How Small Companies Plan Marketingresults Marketingstrategy Marketing tactics
Importance of relationships Cost of lost customers (LTCV) Cost of acquiring new customers Value of loyal customers
Product concept Target audience Creative Mix Advertising media Communications media
Planning Media Strategy: Finding Links to the Market Shows how communications media help advertisers achieve marketing and advertising objectives
Effective reach Effective frequency Advertising response curve
Relationship Building: Direct Marketing, Personal Selling, and Sales Promotion Emphasizes the importance of relationship marketing and demonstrates how various forms of marketing communications can be integrated with advertising
Direct marketing Database marketing Direct response advertising
Direct sales Personal direct selling Telemarketing Direct response advertising Direct mail Catalog sales Direct-response print advertising Direct-response broadcast advertising
Role of Personal Selling in IMC Gathering information Providing information Fulfilling orders Building relationships
Sales Promotion Strategies and Tactics Push strategies Trade promotions Trade advertising Pull strategies Consumer sales promotions Consumer advertising
Trade promotions Slotting allowances Trade deals Diverting Forward buying Display allowances Buyback allowances Advertising allowances Co-op advertising
Consumer sales promotions Point-of-purchase (POP) materials Coupons Electronic coupons and convenience cards
Sampling Polybagging In-store sampling Contests and sweepstakes Combination offers
Public Relations The management function that focuses on the relationships and communications that individuals and organizations have with other groups for the purpose of creating mutual goodwill
PublicRelations Advertising Free media Paid media Openly sponsored Not openly sponsored Precise placement Imprecise placement
News releases and press kits News release Press kit
Types of Sponsorships Sports marketing Venue marketing Entertainment marketing Causes Festivals Fairs Events Arts and culture
Creative Strategy and the Creative Process Shows how advertising strategies are translated into creative briefs and message strategies that guide the creative process
Formulating Advertising Strategy: The Key to Great Creative Target Audience Communications Media Advertising Message Product Concept
Writing the Creative Brief (Copy Platform) Behavioristic Demographic Who? Geographic Psychographic
Why? Writing the Creative Brief (Copy Platform) Rational Appeals Emotional Appeals
Writing the Creative Brief (Copy Platform) Product positioning Special product features? What? Perceived strengths and weaknesses Product personality or image Claim support?
Writing the Creative Brief (Copy Platform) Where and When? What style, approach, and tone?