470 likes | 1.1k Views
2. Chapter Objectives. Tell what advertising is and describe the major types of advertisingDescribe the process of developing an advertising campaignExplain how marketers evaluate advertisingExplain what sales promotion is and describe the different types of trade and consumer sales promotion activitiesExplain the role of public relationsDescribe the steps in developing a public relations campaign.
E N D
2. 2 Chapter Objectives Tell what advertising is and describe the major types of advertising
Describe the process of developing an advertising campaign
Explain how marketers evaluate advertising
Explain what sales promotion is and describe the different types of trade and consumer sales promotion activities
Explain the role of public relations
Describe the steps in developing a public relations campaign
3. 3 Real People, Real Choices BzzAgent, Inc. (Joe Chernov)
Negative articles questioned �disclosure� in word-of-mouth marketing campaigns
What public relations strategy to use to respond to the criticism?
Option 1: take charge of the discussion.
Option 2: defend without being defensive.
Option 3: go quiet.
4. 4 Advertising: The Image of Marketing Advertising: nonpersonal communication paid for by an identified sponsor using mass media to persuade or inform an audience
5. 5 Discussion Some people say advertising is obnoxious, insults their intelligence, and promotes claims that are untrue.
Others argue it provides value for consumers.
--What are some arguments on each side?
--How do you feel about advertising?
6. 6 Types of Advertising Product advertising: focuses on a specific good/service
7. 7 Types of Advertising (cont�d) Institutional advertising: promotes the activities, personality, or point of view of an organization or company
Advocacy advertising
Public service announcement (PSA)
8. 8 Types of Advertising (cont�d) Retail and local advertising: encourages customers to shop at a specific store or use a local service
Do-it-yourself advertising
�Generation C� phenomenon: consumer-generated ad content on the Web
9. 9 Discussion Chevy found that DIY advertising programs can sometimes backfire when consumers created anti-SUV TV commercials.
--Should companies avoid DIY campaigns?
--What are the benefits of DIY advertising?
10. 10 Who Creates Advertising? Advertising campaign: a coordinated, comprehensive plan that carries out promotion objectives and results in a series of ads placed in media over a period of time
11. 11 Who Creates Advertising? (cont�d) Limited-service agency
Full-service agency
Account management
Creative services
Research and marketing services
Media planning
12. 12 Figure 13.1: Steps in Developing an Advertising Campaign
13. 13 Steps in Developing an Advertising Campaign Step 1: Identify the target audiences
Step 2: Establish message and budget objectives
Step 3: Design the Ads
Creative strategy: process that turns a concept into an advertisement
14. 14 Advertising Appeal: Central Idea of the Ad Reasons why: the Unique Selling Proposition (USP)
Comparative advertising
Demonstration
Slice of life
Lifestyle
15. 15 Advertising Appeal: Central Idea of the Ad (cont�d) Testimonial
Fear appeals
Sex appeals
Humorous appeals
Slogans and jingles
16. 16 Group Activity As an account team for an advertising agency, your group has been assigned a new line of high- quality, high-priced makeup.
Consider different types of appeals:
USP Comparative advertising
Fear appeal Celebrity endorsement
Slice-of-life ad Sex appeal
Humor
Outline the strengths and weaknesses of each of these appeals for advertising the makeup.
17. 17 Step 4: Pretest What the Ads Will Say Pretesting: seeks to minimize mistakes by getting consumer reactions to ad messages before they appear in the media
Copy testing: measures effectiveness of ads
18. 18 Step 5: Choose the Media Type(s) and Media Schedule Media planning: develops media objectives, strategies and tactics
Aperture: is the best place and time to reach the target market
19. 19 Where to Say It: Traditional Media Television
Radio
Newspapers
Magazines
Directories
Out-of-home media
Place-based media
20. 20 Discussion When Internet travel company Hotels.nl began using blankets on sheep for advertising, one town fined the company for ignoring a ban on advertising along the highways.
--What are the positive and negative aspects for companies of using sheep, or even horses and cows, to advertise products? For consumers?
21. 21 Where to Say It: Internet advertising Banners
Buttons
Search engine and directory listings
Pop-up ads
Email
Spamming
Permission marketing
22. 22 Discussion Through TV remotes, DVDs, computers, and cable television, technology gives today�s consumers control over the advertising images they see.
--How has this affected
the advertising industry so far?
--How do you think consumer
control will affect advertising
in the future?
23. 23 Media Scheduling: When To Say It Media schedule: specifies exact media to use and when to use it
Advertising exposure: defines degree to which the target market will see an advertising message in specific vehicles
Impressions: measures
number of people exposed
to a message in one or
more vehicles
24. 24 Figure 13.3: Media Schedulefor a Video Game
25. 25 Media Scheduling: When To Say It (cont�d) Reach: measures percentage of target market exposed to media vehicle
Frequency: measures average number of times a person in the target group will be exposed to the message
26. 26 Media Scheduling: When To Say It (cont�d) Gross rating points (GRPs) = reach X frequency
Cost per thousand (CPM): the cost to deliver a message to 1,000 people
27. 27 Media Scheduling: How Often To Say It Continuous schedule: puts out steady stream of advertising
Pulsing schedule: varies the amount of advertising
Flighting schedule: puts ads out in short, intense bursts
28. 28 Step 6: Evaluate the Advertising Posttesting: research on consumers� responses to advertising they have seen or heard
Unaided recall
Aided recall
29. 29 Sales Promotion Programs designed to build interest in or encourage purchase of a product during a specified period of time
Deliver short-term sales results
Can target end consumers, channel partners, and/or employees
30. 30 Sales Promotion DirectedToward the Trade: Trade Promotions Discounts and deals
Merchandising allowances
Case allowances
Increasing industry visibility
Trade shows
Promotional products
Incentive programs (push money)
31. 31 Sales Promotion DirectedToward Consumers Price-Based Consumer Sales Promotion
Coupons
Price deals, refunds, and rebates
Frequency (loyalty/continuity) programs
Special/bonus packs
32. 32 Discussion Companies sometimes teach consumers a �bad lesson� by overusing sales promotion.
As a result, consumers expect the product always to be �on sale.�
--What are some products for which this bad lesson has occurred?
--How can companies prevent it?
33. 33 Sales Promotion DirectedToward Consumers (cont�d) Attention-getting consumer promotion
Contests and sweepstakes
Premiums
Sampling
Point-of-purchase promotion
Product/brand placements
Cross-promotion
34. 34 Group Project Your group works for a firm producing several brands of household cleaning products.
--Develop recommendations for trade and consumer sales promotion activities for a new laundry detergent
--In a role-playing situation, present and defend your recommendations to your boss.
35. 35 Public Relations PR: communication function that seeks to build good relationships with an organization�s publics.
Publics include consumers, stockholders, legislators, and other firm stakeholders.
Basic rule of good PR: do something good, then talk about it.
36. 36 Public Relations (cont�d) Proactive PR activities stem from firm�s marketing objectives.
Publicity: unpaid communication about an organization that gets media exposure.
PR is even more important when firm�s image is at risk due to negative publicity.
PR is responsible for preparing a crisis management plan.
37. 37 Discussion Some critics denounce PR specialists, calling them �flacks� or �spin doctors� whose job is to hide the truth about a company�s problems
What is the proper role of PR within an organization?
Should PR specialists try to put a good face on bad news?
38. 38 Objectives of Public Relations Introducing new products to manufacturers
Introducing new products to consumers
Influencing government legislation
Enhancing image of a firm
Enhancing image of a city, region, or country
Calling attention to a firm�s involvement with the community
39. 39 Planning a Public Relations Campaign A statement of objectives
Situation analysis
Specification of publics, communicated messages, and specific program elements
Timetable and budget
Discussion of program evaluation plan
40. 40 Public Relations Activities Press releases (timely topics, research project stories, and consumer information releases)
Internal PR
Investor relations
Lobbying
Speech writing
Corporate identity
41. 41 Public Relations Activities (cont�d) Media relations
Sponsorships
Special events
Buzz-building: word-of-mouth/blogging
Advice and counsel
42. 42 Group Activity As PR professionals employed by your university, your group must develop strategies for improving your school�s PR program.
--Write a memo to your university president with your recommendations.
43. 43 Real People, Real Choices BzzAgent, Inc. (Joe Chernov)
Joe chose option 1: take charge of the discussion.
BzzAgent issued a press release announcing it had enhanced its disclosure policy, becoming the first company to enforce compliance with disclosure policies.
44. 44 Marketing Plan Exercise Think about one of the following:
A new brand of toothpaste
Your local city or state
Your university
Outline an advertising campaign for the product and discuss the following:
The type of appeal
The main message
The media (include at least one print and one broadcast medium)
How you�ll develop the ads to share the same look and feel
45. 45 Marketing in Action Case:You Make the Call What is the decision facing Amazon?
What factors are important in understanding this decision situation?
What are the alternatives?
What decision(s) do you recommend?
What are some ways to implement your recommendation?
46. 46 Keeping It Real: Fast-Forward to Next Class, Decision Time at IBM Meet Esther Ferre, a General Manager at IBM.
IBM sales teams are responsible for IBM relationships with clients and are evaluated on maximizing revenue and profits.
The decision: How to allocate resources across a broad customer base?