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1. Setting advertising objectives involves specifying the target customer segment, desired behavior change, and role of advertising in influencing customer behavior.
2. Common objectives include increasing sales, attracting new customers, and building brand loyalty over the long run. Achieving objectives requires identifying intervening variables like brand awareness, image, and attitude that advertising can influence.
3. Approaches for setting objectives include DAGMAR which defines a communication task, target audience, and timeframe, and models of customer decision making which identify different customer types and how to move them through the purchase process. Challenges in setting and measuring objectives also exist.
1. Setting advertising objectives involves specifying the target customer segment, desired behavior change, and role of advertising in influencing customer behavior.
2. Common objectives include increasing sales, attracting new customers, and building brand loyalty over the long run. Achieving objectives requires identifying intervening variables like brand awareness, image, and attitude that advertising can influence.
3. Approaches for setting objectives include DAGMAR which defines a communication task, target audience, and timeframe, and models of customer decision making which identify different customer types and how to move them through the purchase process. Challenges in setting and measuring objectives also exist.
1. Setting advertising objectives involves specifying the target customer segment, desired behavior change, and role of advertising in influencing customer behavior.
2. Common objectives include increasing sales, attracting new customers, and building brand loyalty over the long run. Achieving objectives requires identifying intervening variables like brand awareness, image, and attitude that advertising can influence.
3. Approaches for setting objectives include DAGMAR which defines a communication task, target audience, and timeframe, and models of customer decision making which identify different customer types and how to move them through the purchase process. Challenges in setting and measuring objectives also exist.
1. To operate as communication and coordination devices (copywriter - media buyer - research specialists)
2. To provide a criterion for decision making
3. To evaluate results (market share, brand awareness) Sales As An Objective Sales Advertising Price Distribution Packaging Product features Competition Consumer Tastes Factors influencing Sales Long-Term Impact of Advertising Advertising New customers Immediate Sales Change Attitude Improve image Future Sales Operational Objectives of Advertising 1. Who is the target segment?
2. What is the ultimate behaviour within that segment that advertising is attempting to precipitate, reinforce, change or influence?
3. What is the process that will lead to the desired behaviour and what role can advertising play in the process? Is it necessary to create awareness, communicate information about the brand, create an image or attitude, build long-term brand equity and associations, or associate feelings or a type of user personality with a brand? How does one proceed? Behavioral Dynamics Segment O Those buying Other brands exclusively Segment N Those not buying product class Segment E Existing Customers Customer Types Approach: To increase size of E To attract O to get them to try our brand To attract people from N To increase brand loyalty To reduce flow from E to O To increase consumer promotions viz., premium To increase usage of existing customers Advertising Response Variables Intervening Between Advertising & Action To identify and use advertising response variables, the key questions to be addressed are:
1. What communication, association, or persuasion task will be likely to precipitate the desired action?
2. How can this task best be conceptualized and measured?
Brand awareness Brand comprehension Brand image and personality Brand attitude Associating feelings with brands or use experiences Intervening and Behavioral Variables Model Advertising Variable Intervening Variables Behavioral Variables A Advertising Brand Awareness Trial Purchase
B Advertising Brand Awareness Loyalty
C Advertising Brand Awareness Knowledge of brand attributes Trial Purchase
D Advertising Knowledge of new application Increase usage
E Advertising Sales leads
F Advertising Knowledge about company Sales via personal selling
G Advertising Associate Brand with User Type Loyalty
H Advertising Brand Attitude Loyalty
I Advertising Associate Feelings and Brand Use Loyalty
K Advertising Knowledge of Brand Attributes Trial Purchase Brand Attitude Specifying the Target Segment A basic question in the objective-setting process is the identity of the target segment.
To whom is the advertising to be addressed? DAGMAR Approach Defining An Advertising Goal
An advertising goal is a specific communication task, to be accomplished among a defined audience, in a given period of time. A Communication Task Unaware
Aware
Comprehension and Image
Attitude
Action A Hierarchy of Effects Model of the Communication Process A Specific Task Measurement procedure: What appeal or image is to be communicated.
Benchmark: To know the starting conditions. To know whether the existing image needs to be changed, reinforced, diffused or sharpened.
Target Audience: To know the target audience precisely.
Time Period: The objective should involve a particular time period.
Written Goals: Goals should be committed to paper. Challenges to the DAGMAR Approach Sales Goal: Only a sales measure is relevant.
Practicability: Implementation difficulties inherent in approach.
Measurement Problems: What should we really measure when we speak of attitude, awareness, or brand comprehension?
Noise in the System: Many causal factors other than advertising that determines sales.
Inhibiting the Great Idea: The great creative idea is a dream or hope of many advertisers.
Hierarchy Model of Communication Effect: attacks the basic hierarchy model which postulates a set of sequential steps of awareness, comprehension, and attitude leading to action. Action can precede attitude and even comprehension with an impulse purchase of a low-involvement product. Continuous Advertising Planning Program (CAPP) - Consumer Demand profile Total Users Brand Awareness Brand Acceptance Brand Bought Last Brand Satisfaction Preference Equality Elaboration Likelihood Model (ELM) Motivation to Process Information Central Route to Attitude Change Ability to Process Information Advertisement Yes Yes Peripheral Cue Present Peripheral Route to Attitude Change Yes The ELM Model of Attitude Change No No