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to communication
What is advertising
sender
It is
encode successful
when what
TV, print, WOM, the sender
Internet ,POS wants to
medium =ATL/BTL
say is
Manage the correctly
Noise ,filters interpreted
by the
decode receiver
receiver
Persuasion matrix
Dependent variables-steps in being Independent variables –communication components
persuaded
Message presentation
attention
comprehension
yielding
retention
behavior
Source
• Direct /indirect
• Credible
– Expertise
– trustworthiness
• Attractiveness
– similarity
– Likeability
– celebrity
• power
Source-
Celebrity endorsement
• Stage of the product - It depends on what stage of the product life cycle is the brand in.
• Is it a strategic decision over 4, 5 years- brand value must remain consistent with the value
of the celebrity being endorsed in terms of personality, positioning. So even if the celebrity
changes the values remain consistent ..
• Celebrity–brand match: , strong enough so that the endorsements are able to strongly
influence the thought processes of consumers and create a positive perception of the brand ?
• Constant monitoring mechanism : Are we able to monitor the behavior, conduct and public
image of the celebrity continuously to minimize/maximize any potential.
• Brand over endorser: should ensure that this does not happen by formulating advertising
collaterals and other communications
• Celebrity endorsement is just a channel: it is one part of the communication mix that falls
under the broader category of marketing. I have observed that the teams/ sales /CP
• Celebrity ROI: should have a system combining quantitative and qualitative measures to
measure the overall effect of celebrity endorsements.
Message structure
• Order of presentation
– primacy/recency
• Conclusion drawing-
– explicit /thought provoking
• Message sidedness
– One sided /2 sided/refutation
• Verbal/visual messages
• Appeal
– Comparitive/fear/humour/
Channel factors
= medium to deliver the message
• Personal
• Non-personal
Sub-culture
CONSUMER Situational-
determinants
BEHAVIOUR
Consumer –
decision making process
• Problem recognition need/repeat purchase/desire/greed
– maslow’s hierarchy
– Psychoanalalytic theory –Sigmund Freud
– MR probes needs-in depth interview/FGD/association tests/projecting techniques
• Information search
• Alternatives evaluation
• Purchase decision
• Post purchase evaluation –cognitive dissonance
• Recommendation-WOM
Internal psychological process
• Motivation
• Attitudes/beliefs /baggage
• Culture
– Subculture/social class/reference groups/influencers
• Perception-visual/sensory/psychological
• Attitude formation
• Integration
• Learning
Models of response process-
traditional
AIDA Hierarchy effects model Innovation adoption model Information Processing
model model
• Personnel
– Client, agencies, consumer
• Process
– Rigor, time , budgets, understanding of the personnel /audience ,media type
• Young’s model :immersion, digestion, incubation, illumination, verification
• Graham Wallas : Preparation, incubation, illumination, verification
Creative Strategy
-development involves
• Communication of a product is developing
a series of messages (which make up an
IMC ) which is a set of interrelated ideas
and coordinated activities that revolve on
the core central theme during a specified
period