Resources:

Marketing an Introduction / Gary Armstrong, Philip Kotler

Advertising, Sales Promotion and Public Relations

Integrated Marketing Communication

Direct MarketingDirect Marketing

SalesPromotion

SalesPromotion

AdvertisingAdvertising

Public RelationsPublic Relations

Personal SellingPersonal Selling

The concept under which a

company carefully

integrates and coordinates its

many communications channels to

deliver a clear, consistent, compelling

message about the

organization and its

products.

The concept under which a

company carefully

integrates and coordinates its

many communications channels to

deliver a clear, consistent, compelling

message about the

organization and its

products.

Advertising

Budget DecisionsBudget Decisions

Objective settingObjective setting

Media DecisionsMedia Decisions

Message DecisionsMessage Decisions

Campaign Evaluation

Campaign Evaluation

Advertising – Objective Setting

• New product• New uses of product• Price change• How product works

• New product• New uses of product• Price change• How product works

• Building brand preference• Encourage switching• Changing customerperception

• Building brand preference• Encourage switching• Changing customerperception

• Product maybe neededin the near future• Where to buy product

• Product maybe neededin the near future• Where to buy product

Informative Persuasive Reminder

Advertising – Objective Setting (cont.)

Advertising – Budget Decisions

Affordable MethodPercentage-of-Sales MethodCompetitive-Parity MethodObjective-and-Task Method

Advertising – Message Decision

Message Strategy- Costumer benefit- Creative concept or Big Idea

Advertising appeal should be- meaningful- believable- distinctive

Advertising – Message DecisionMessage Execution

- Slice of life- Lifestyle- Fantasy- Mood or image- Musical- Personality symbol- Technical expertise- Scientific evidence- Testimonial evidence or endorsement

Advertising – Message Decision (cont.)

Advertising – Message Decision (cont.)

Advertising – Media Decision

Medium Advantages Limitations

Newspaper Flexibility; timeliness ; good local market coverage; broad acceptability; high believability

Short life; poor reproduction quality; small pass-along audience

TV Good mass-market coverage; low cost per exposure; combines sight, sound and motion; appealing to the senses

High absolute costs; high clutter; fleeting exposure; less audience selectivity

Direct Mail High audience selectivity; flexibility; no ad competition within the same medium; allows personalization

Relatively high cost per exposure; “junk mail” image

Radio Good local acceptance; high geographic and demographic selectivity; low cost

Audio only; fleeting exposure; low attention

Magazines High geographic and demographic selectivity; credibility and prestige; high quality reproduction; long life and good pass-along readership

Long ad-purchase lead time; high cost; no guarantee of position

Outdoor Flexibility; high repeat exposure; low cost; low message competition; good positional selectivity

Little audience selectivity; creative limitations

Online High selectivity; low cost; immediacy; interactive capabilities

Small audience, relatively low impact; audience controls exposure

Advertising – Evaluation

Communication effectsSales effects

Sales Promotion

Sales promotion consists of short term

incentives to encourage purchase or sales of a product or

service.

Sales promotion consists of short term

incentives to encourage purchase or sales of a product or

service.

Public Relations

Building good relations with the company’s various publics by obtaining favorable publicity, building up a good corporate

image, and handling or heading off unfavorable rumors, stories

and events.

Building good relations with the company’s various publics by obtaining favorable publicity, building up a good corporate

image, and handling or heading off unfavorable rumors, stories

and events.