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Why Multiple Instruments?
Imagine being interested in buying a new car! –
What do you do?• Watch car commercials on TV or in the
Internet more attentively – decision? No!• Read magazine ads – decision? No, but
development of relevant set• Read car magazines, watch TV programs
about cars – decision? No, but increased knowledge of cars
• Visit relevant car manufacturers‘ web sites – decision? No, but deepened knowledge of a selection of cars
• Order brochure of some cars – decision? No!
• Visit specific car seller (talking to salesman, reading & watching further material, testing car) - decision? Maybe.
What is Advertising?
• Paid• non-personal communication• from an identified sponsor• using mass and interactive media• to persuade or influence• an audience.
What is Advertising?
Key elements of advertising include the determination of the best message in the most appropriate media to reach identified target audiences and to achieve stated objectives.
What Advertising Does?
• Informs
• Persuades
• Differentiates
• Reminds
• Adds value
• Assists other marcom activities
Advertising: Advantages
• Ability to control message• Cost effective way to reach a large target
market (Cost per contact is low)• Ability to create images and differentiate
brands• Can sometimes strike responsive reaction
from customers • Reaches large, geographically dispersed
audiences • Builds brand image
Advertising: Disadvantages
• High costs of producing and placing ads
• Difficult to determine effectiveness
• Credibility problems
• Clutter
• Not very persuasive
Parties Involved in Advertising
• The Advertiser• The Advertising Agency• The Media• Suppliers• The Target Audience
(Buyers/Consumers)
Advertiser
The manufacturer, service company, retailer, or supplier who advertises their product or service [or cause]
• Firm that handles all aspects of the adv’g process, including planning, creation & design, production and placement of advertising (i.e. ‘full-service’)
The Advertising Agency
The Media
• A vehicle or group of vehicles used to convey information, news, entertainment, and advertising messages to an audience.
• These include television, newspapers, magazines, radio, billboards, etc.
Suppliers
• Provide specialized service• Artists, writers, photographers, directors,
producers, consultants….
• May increase or decrease advertising effectiveness.
The Target Audience
• The target audeince can be any group of people from the retailers, consumers, employees, shareholders…
• Identification of the target audience is essential for advertising.
• Adv. strategy, creative strategy, media strategy are all determined according to the target audeince.
• Research about target audience
Five main decisions in developing an
advertising program (5 M’s):1. What are advertising objectives (mission)?
2. How much can be spent (money)?
3. What message should be sent (message)?
4. What media should be used (media)?
5. How should results be measured (measurement)?
Developing and Managing the Advertising Campaign
Developing and Managing the Advertising Campaign
The Five Ms of Advertising
• Objectives can be classified by aim:– Inform– Persuade– Remind– Differentiate– Add value– Assist other marcom
activities
• Mission• Money• Message• Media• Measurement
Developing and Managing the Advertising Campaign
The Five Ms of Advertising
• Objectives can be classified by aim:– AIDA (attention,
interest, desire, action)
– Hierarchy of effects
• Mission• Money• Message• Media• Measurement
Developing and Managing the Advertising Campaign
• Budget of advertising:– Production budget– Media budget
The Five Ms of Advertising
• Mission• Money• Message• Media• Measurement
Developing and Managing the Advertising Campaign
• Creating advertising message:– Message aim– Message strategy
(advertising appeals)– Creative concept (Big
Idea)– Execution– Message evaluation
The Five Ms of Advertising
• Mission• Money• Message• Media• Measurement
Special Message Strategies: Unique Selling Proposition
• Superiority claims based on unique physical feature or benefit of product
• Most useful when point of difference cannot be readily matched by competitors, i.e. product has unique characteristic or can uniquely satisfy need
Developing and Managing the Advertising Campaign
• Developing media strategy involves:– Selecting media and
vehicles– Deciding on reach,
frequency, and impact – Determining media
timing– Deciding on media
budget allocation
The Five Ms of Advertising
• Mission• Money• Message• Media• Measurement
Developing and Managing the Advertising Campaign
• Evaluating advertising effectiveness– Communication-effect
research– Sales-effect research
The Five Ms of Advertising
• Mission• Money• Message• Media• Measurement
Evaluating Your Advertising – Is It…
• Focused on your message, your USP?• Geared to key benefits?• Consistent with your business?• Clear, understandable?• Attention-getting, unique?• Timely?• Realistic, deliverable?• Is it bringing in customers?• Is it bringing in inquiries?
Advertising Campaign Example
Darüşşafaka Eğitim Kurumları (Darüşşafaka Education Institute)
Aims: To create awareness about ‘Darüşşafaka Eğitim Kurumları’ by emotional ways and to motivate people for donation.
To explain that the institute is not only a social help institutition, but also a place which provides qualified education for orphan and skilled children.
Advertising Campaign Example
Target Audience: Individuals who are volunteers for donation and think that Turkey will be more modern with the good educated generations.
Media: TV, outdoor, print, cinema
Executions: http://www.effieturkiye.org/2011/index.htm
Advertising Campaign Example
Results:
Donations (TL) 2008 2010
Individual: 2.462.000 5.587.062
Institutional: 2.188.000 6.096.053
Total: 4.650.000 11.683.125
Advertising Campaign Example
Altınyunus Hotel in Çeşme
Problem: Altınyunus Hotel cannot fill its rooms although it has potential. Available hotel guests are not spending extra money at the hotel.
Solution: The agency identified that average age of hotel guests are high (45). More young guests should be attracted to the hotel.