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Advertising
Advertising is centuries old. U.S. advertisers spend in excess of $212 billion each year; worldwide spending exceeds $414 billion. Advertising is used by:
What is Advertising?
Advertising is Any Paid Form of Nonpersonal Presentation and Promotion of Ideas, Goods, or Services by an Identified Sponsor.
Objectives Setting
Communication objectives Sales Objectives
Budget Decisions
Affordable Approach Percent of sales Competitive parity Objective and task
Campaign Evaluation
Communication Impact Sales Impact
Reach, Frequency, Impact Major Media Types Specific Media Types Media Timing
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Media Decisions
Persuasive Advertising
Build Selective Demand i.e Sony CD Players
Specific Communication Task Accomplished with a Specific Target Audience During a Specific Period of Time
Advertising Objective
Comparison Advertising
Compares One Brand to Another i.e. Avis vs. Hertz
Reminder Advertising
Keeps Consumers Thinking About a Product i.e. Coca-Cola
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Affordable
Percentage of Sales
Objective-and-Task
Competitive-Parity
Stage in the product life cycle, Market share, Competition and clutter, Product differentiation.
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Develop a Message
Focus on Customer Benefits
M es s a ge Exe cut i o n
What type of message execution do these two ads employ?
In both cases, what dis tinguishes the product from the res t of the ad?
Turning the Big Idea Into an Actual Ad to Capture the Target Markets Attention and Interest.
Mood or Image
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Advertising Strategy:
Specific Media Within a Given Type, i.e. Magazines. Must Balance Media Cost Against Media Factors:
Audience Quality & Attention, Editorial Quality
Scheduling of Advertising Over the Course of a Year Pattern of Ads: Continuity or Pulsing
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Evaluating Advertising
Advertising Program Evaluation
Communication Effects
Is the Ad Communicating Well?
Sales Effects
Is the Ad Increasing Sales?
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Discussion Connections
Advertising objectives can be classified by primary purpose: to inform, persuade, or remind. Using your local newspaper, find examples of ads pursuing each of the above. Apply Table 15.1 to explain your answers.
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Advertising Agency
Firm that Assists Companies in the Planning, Creation, & Implementation of Their Advertising Programs
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Advertising Agencies
Large agencies divide their staffs to specialize in creative,media,research, or business (account planning). Ad agencies are moving away from the commission system because it no long accurately reflects the services performed. Most ad agency clients still want just a few of the services that can be provided by the agency, so diversification efforts have been limited.
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Product managers are facing more pressure to increase their current sales, Companies face more competition, Advertising efficiency has declined, Consumers have become more deal oriented.
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carry new items and more inventory, advertise products, give products more shelf space, and buy product ahead.
Allowances
This K ibble s n Bit s promotion offered pet owners a chance to see their dogs in a commercial.
Which of the four obj ectives does this type of promoti on fulfill?
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Trade Shows
Sales Contests
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Public Relations Departments May Perform Any of All of the Following Functions:
Investor Relations
Development
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Audiovisual Materials