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Promotion Mix:
Also called Marketing Communication Mix. Promotion mix is a specific blend of Advertising, Sales Promotion, Public Relations, Personal Selling and Direct Marketing tools that the company uses to pursue its advertising and marketing Objectives.
Promotion Mix
Advertising
Sales Promotion
Personal Selling
Public Relation
Direct Marketing
What is Advertising:
According to American Marketing Association: Advertising is any paid form of non-personal presentation and promotion of ideas, goods and services by an identified sponsor.
Advertising performs 3 basic functions: 1. 2. 3. Inform Function Persuasive Function Reminder Function
MESSAGE DECISION:
OBJECTIVE SETTING:
BUDGET DECISION:
CAMPAIGN EVALUATION
MEDIA DECISION:
The advertising objectives must be stated clearly in a precise and measurable terms. The objectives stated clearly and precisely enable the advertiser to measure the extent upto which the objectives have been met or achieved. The advertising objectives can be sales oriented or communication oriented. Although the long term objective of each ad is to have an increase in sales, all ad campaigns are not designed with this specific objective. Some ad campaigns may focus on increasing the awareness about the product or service, changing the attitude, informing the new product etc.
Advertising Appeal:
The advertising appeal refers to the basis or approach used in the advertisement to attract the attention or interest of consumer and to influence their feelings towards the product, service or cause. Advertising appeals can be broken down into 3: Informational appeal Emotional appeal Moral appeal
Print media: Newspaper, magazines, pamphlets, visiting cards, yellow pages etc. Broadcast media: Radio, T.V, Cinema. Out door Advertising: Bill boards, hot air balloons, wall writings, hoardings etc. Transit advertising: buses, loud speakers Specialty advertising: T-shirts, caps, cups etc. Internet
The advertising program should evaluate both the communication effect and the sales effect of advertising regularly. Measuring the communication effects of an advertisement-copy testing- tells whether the ad is communicating well. The sales effect of advertising are often harder to measure than the communication effect because sales are effected by many factors besides advertising- such as product features, price and availability.
5 Ms of advertising:
MONEY
MISSION
MESSAGE
5 Ms
MEASURE MENT
MEDIA
Advertising Agency:
The American Association of Advertising Agency (AAAA) defines an advertising agency as an independent organization of creative people and business people who specialize in developing and preparing advertising plans, advertisements and other promotional tools. Types of Advertising Agencies: Full service agency: Full service agencies are geared to provide complete range of services to its clients, which includes services such as strategic planning, creative development, production, media planning, media buying and other related services. In India, HTA, Clarion, Lintas are some of the Full Service agencies.
2.
Limited service agency: They concentrate on creative aspect of advertising. They are well appreciated and used by clients looking for high quality creative work while depending on other sources for media planning and execution of the campaign. They are also known as creative boutiques or creative shops.
3.
House agency: The house agency is an advertising agency established by a company to look after its advertising requirements. eg. Mudra Communication pvt ltd,- owned by reliance.
Ogilvy & mather J walter Thompson India Mudra Communivation Pvt Ltd FCB Ulka advertising Ltd. Rediffusion- DY&R Erickson India Ltd. RK Swamy/BBDO advertising Ltd. Grey worldwide(I) Pvt. Ltd. LEO Burnett India Pvt Ltd. Contract advertising India Ltd.
Conclusion
(Key to good advertising)
The most important step lies in deciding what your advertising should say and to whom it should say it. All you need to do is to decide who buys and uses your products and why. In order to spend your media RUPALLIES wisely, you must know what they read or watch so that they will see your ads.
IMCAudience Contact Points Point of Purchase Internet/ Interactive Media Publicity Public Relations Packaging
Direct Mail
Print Media
Broadcast Media
Outdoor
Events
Publicity
Media Advertising
Direct Marketing
Packaging
Media Advertising
Public Relations
Interactive Marketing
Direct Marketing
Special Events
Toward
Multiple Forms of Communication Specialized Media Retailer Dominance Data Based Marketing Greater Agency Accountability
Performance Based Compensation
Brand Identity is a combination of factors: Name, logo, symbols, design, packaging, product or service performance, and image or associations in the consumers mind.
IMC plays a major role in the process of developing and sustaining brand identity and equity.
Basic Elements of the Promotional Mix Advertising Direct Marketing Interactive/ Internet Marketing Sales Promotion
Publicity/Public Relations
Personal Selling
Direct Marketing
Shopping Channels Catalogs Cataloging
Telemarketing
The Internet
POP Displays
Contests/Sweepstakes
Refunds/Rebates Training Programs Trade Shows Coop Advertising
Bonus Packs
Loyalty Programs Events
Consumeroriented
[For end-users]
Trade-oriented
[For resellers]
Combat Competition
Sales Promotion
Enhance Personal Selling Maintain Sales In Off Season
Credibility
Reach Frequency
Lower
Measurable Schedulable High/Specific High Specifiable
Higher
Undetermined Uncontrollable
Low/Unspecified
Cost
Flexibility Timing
Low Tentative
Publicity Vehicles
Feature Articles
News Releases
Publicity Vehicles
Interviews
Press Conferences
Special Events
Publicity Vehicles
Special Publications
Community Activities
Corporate Advertising
Integration & Implementation of Marketing Communications Strategies Monitor, Evaluate & Control Promotional Program
HIGH INVOLVEMENT
1 3
2 4
LOW INVOLVEMENT
FCB Grid
Quadrant 1: THINK / HIGH INVOLVEMENT
INFORMATIVE (economic) Classical hierarchy-of-effects: Awareness Knowledge Liking Preference Conviction Purchase Learn Feel Do.
FCB Grid
Quadrant 2: FEEL / HIGH INVOLVEMENT
AFFECTIVE (psychological) Products fulfilling self-esteem, subconscious, ego-related impulses. Requires perhaps more emotional communication. Feel Learn Do.
FCB Grid
Quadrant 3: THINK / LOW INVOLVEMENT
HABITUAL (responsive) Routine consumer behavior. Learning occurs most often after exploratory trial purchase. Learning by doing. Do Learn Feel.
FCB Grid
Quadrant 4: FEEL / LOW INVOLVEMENT
SATISFACTION (social) Personal taste Lifes little pleasures Peer-oriented items. Do Feel Learn.
FCB Grid
THINK FEEL
HIGH INVOLVEMENT
1 3
2 4
LOW INVOLVEMENT
FCB Grid
THINK FEEL
2 4
LOW INVOLVEMENT
FCB Grid
THINK FEEL
HIGH INVOLVEMENT
1 3
LOW INVOLVEMENT
FCB Grid
THINK FEEL
HIGH INVOLVEMENT
1
HABITUAL (Responsive) Do Learn Feel
2 4
LOW INVOLVEMENT
FCB Grid
THINK FEEL
HIGH INVOLVEMENT
1 3
Do
2
SATISFACTION (Social) Feel Learn
LOW INVOLVEMENT
FCB Grid
THINK FEEL
FCB Grid
We may not now, or ever, know definitively how advertising works. But we do know it works in some definable ways well enough to make more effective advertising.
Reviews 250+ articles / books 7 types of models & findings Example: FCB Grid would be an integrative model ([C][A][E]) 5 generalizations about how advertising works Directions for future research
Generalization 1
Experience (E), affect (A), and cognition (C) are the three intermediate advertising effects, and the omission of any one can lead to overestimation of the effect of the others Demonstrated in the evolution of models from simple (C) to more complex ([C][A][E]).
Generalization 2
Short-term advertising elasticities are small and decrease during the product life cycle. Lower than promotions Weaker than product usage (E) effects Greater for new brands
Generalization 3
In mature, frequently purchased packaged goods markets, returns to advertising diminish fast. A small frequency, therefore (1-3 per purchase cycle), is sufficient for advertising an established brand. Diminishing returns First exposure is most influential.
Generalization 4
The concept of a space of intermediate effects is supported, but a hierarchy (sequence) is not. Significance of intermediate effects (C, A, and E) depends on context. Hierarchy framework does not allow for interactions between effects.
Generalization 5
Cognitive bias interferes with affect measurement. Affect can be more important than cognition. Cognitive bias understates the role of affect and misreports reality.
Advertising's Role in Capitalist Markets: What Do We Know and Where Do We Go from Here?
9 misconceptions about advertising. Advertising is essential for free markets. Where do we go from here?
Some advertisements are. Potential is there. Most advertising is lost in the noise (or worse, adds to the noise). Even success is quickly imitated.
Consumers havent seen it, they need more time, etc. Escalation of commitment
Misconception 3:
Advertisements take time to wearin.
Wearin = improvement of effectiveness during first few weeks. Wearout = decline in effectiveness as campaign ages.
Argue that suspension could be disastrous. Or that competitors ads would be more effective.
Misconception 6:
Weight (or intensity or frequency) is critical.
The most expensive item in the ad budget is the advertising buy expressed as weight.
Big changes in weight may not result in even small changes in effectiveness. Changes in target segments, media, message, and especially creative content result in biggest change in effects. Ad response is highest for product improvement or new products.
Misconception 7:
Advertising is highly profitable.
Because of the competitive activity, much advertising cancels out. Beware over-advertising: adding to costs more than to profits.
Consumers like to think of themselves as rational decision makers who make good if not wise decisions.
Emotional ads are more interesting, more easily remembered, more prone to lead to action, and less likely to arouse consumers defenses.
As a relatively weak market force (see misconceptions 1-8), advertising probably has little effect on values. Essential for free markets: the means by which an innovative firm can communicate its brands competitive superiority to consumers.
Multiple routes to persuasion ELM (central vs. peripheral processing) Power of emotional appeals. Consistency of cues enhances persuasion. Difficult translating/integrating lab results to the field.
Move away from aggregate data. Focus on content, message, cues, and creativity rather than message weight.
1. 2.
Misses two key points: How to use both jointly. Discount price may be competitive price.
1. 2. 3.
Advertising may Increase price competition. Lower prices. Increase consumers price elasticity.
ADVERTISING
Advertising may be defined as the process of buying sponsor-identified media space or time in order to promote a product, service or an idea. Advertising is any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor.
Competitive
Comparative Pioneering
Hierarchy-Effect Model
FCB Grid
A.I.D.A MODEL
AIDA model is initiatory and simplest. AIDA model was presented by Elmo Lewis to explain how personal selling works. It shows a set of stair-step stages which describe the process leading a potential customer to purchase. The stages, Attention, Interest, Desire, and Action, form a linear hierarchy. Exp:- Reliance Communication GSM Launch. Attention:- can elaborate by advertisement where Mukesh Ambani spoke about the new project being introduced on his fathers 70th birthday. Interest:- is generated as the company spokesperson featured in the ad, as a representative of the company image and also spoke about introducing a new technology GSM.
Contd.
Desire:- was created with various offers like free SMS, 40paise STD calls, 5Rs./day, Lifetime validity and various coupons etc. Action:- In the last stage people are moved to action in the form of buying product/Service etc. It demonstrates that consumers must be aware of a product's existence, Be interested enough to pay attention to the product's features/benefits, and Have a desire to have benefits from the product's offerings. Action, the fourth stage, would come as a natural result of movement through the first three stages.
Advantages
SimplestExplain how Personal Selling worksA set of stair-step stagesDescribe the process leading a potential customer to purchase-
DAGMAR Model
Russell Colley (1961) developed a model for setting advertising objectives and measuring the results. This model was entitled Defining Advertising Goals for Measured Advertising Results- DAGMAR. DAGMAR model suggests that the ultimate objective of advertising must carry a consumer through four levels of understanding: from unawareness to Awareness the consumer must first be aware of a brand or company Comprehensionhe or she must have a comprehension of what the product is and its benefits; Convictionhe or she must arrive at the mental disposition or conviction to buys the brand; Actionfinally, he or she actually buy that product.
Advantages
Hierarchy-of-Effects Models
Among advertising theories, the hierarchy-of-effects model is predominant. It shows clear steps of how advertising works Hierarchy of effects Model can be explained with the help of a pyramid.
Contd.
PURCHASE
CONVICTION PREFERENCE LIKING KNOWLEDGE/COMPRIHENSION AWARENESS
Contd.
Awareness:- If most of the target audience is unaware of the object, the communicators task is to build awareness, perhaps just name recognition, with simple messages repeating the product name. Like:- Parle-G. G mane Genius. Knowledge:- The target market might have product awareness but not know much more; hence this stage involves creating brand knowledge. This is where comprehension of the brand name and what it stands for become important. ExpAircel Pocket Internet Liking:- If target market know the product, how do they feel about it? If the audience looks unfavorably towards the product so communicator has to find out why. Exp- India Today- Send Suggestions to us
Contd.
Preference:- The target audience might like the product but not prefer it to others. In this case, the communicator must try to build consumer preference by promoting quality, value, performance and other features. Conviction:- A target audience might prefer a particular product but not develop a conviction about buying it. The communicators job is to build conviction among the target audience. Purchase:- Finally, some members of the target audience might have conviction but not quite get around to making the purchase. They may wait for more information or plan to act later. The communicator must need these consumers to take the final step, perhaps by offering the product at a low price, offering a premium, or letting consumers tried out.
Advantages
FCB GRID
FCB grid, is suggested by Dave Berger and Richard Vaughn. This model combines high and low involvement, and left and right brain specialization. It shows a visually coherent matrix which has four quadrants with two factorshigh and low involvement, and feeling and thinking.
The communication response would certainly be different for high versus low involvement products and those which required mainly thinking (left brain) and feeling (right brain) information processing
High Involvement: Very important decision Lot to lose if you choose the wrong brand Decision requires lot Low involvement : Little to lose if you choose the wrong brand. Decision requires little thought Decision is not mainly logical or objective Decision is not based mainly on functional facts Low Feel or emotional approach Decision does not express ones personality Decision is not based on looks, tastes, touch, smell, or sound (sensory effects)
Advantages
Helps to analyze the awareness in target audienceHelps to create, develop, refine or sustain the awareness in the target market.