Beruflich Dokumente
Kultur Dokumente
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Institutional Promotion
Type of promotion that a business uses to create a favorable image for itself.
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Communication Platforms
Sales Promotion Advertising Print and broadcast ads Contests, games, Packaging inserts Premiums Motion pictures Sampling Brochures and booklets Trade shows, exhibits Posters Coupons Billboards Rebates POP displays Entertainment Logos Continuity programs Videotapes
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Communication Platforms
Events/ Experiences Sports Entertainment Festivals Arts Causes Factory tours Company museums Street activities Public Relations Press kits Speeches Seminars Annual reports Charitable donations Publications Community relations Lobbying
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Communication Platforms
Personal Selling Sales presentations Sales meetings Incentive programs Samples Fairs and trade shows Direct Marketing Catalogs Mailings Telemarketing Electronic shopping TV shopping Fax mail E-mail Voice mail
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Interactive marketing
WOM
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Promotional objectives
To increase sales To attract new customers To retain existing ones To encourage customer loyalty To create awareness Brand awareness To inform To remind To ensure To modify attitudes To create an image To position a product To improve position in the market To pull the product through channels To push the product through channels
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CS is the way a marketer translates the message into a specific communication Informational and transformational appeals
Informational appeals-related to product /service attributes,benefits appealsProblem solution ads Product demonstration ads Product comparison ads Endorsements
Creative Strategy
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Message Source
Source can be the company itself or known/unknown people Celebrity Characteristics
Expertise Trustworthiness Likeability
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Advertising.
Any paid form of nonnonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor.
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Retail advertising
Institutional advertising
Trade advertising
Industrial advertising
Advocacy advertising
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Advertising Objectives
Informative advertising Persuasive advertising Reminder advertising Reinforcement advertising
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Creative Brief
Positioning statement Key message Target market Objectives Key brand benefits Brand promise Evidence of promise Media Background Creative considerations
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Advertising media
Media Newspaper Television Radio Magazines Outdoor Direct mail Yellow pages Internet Strengths
Good local coverage, broad acceptance, believable
Weaknesses
Competition from other features, limited selectivity
Mass coverage, high attention with High cost, fleeting exposure, sight, sound,& motion limited audience selectivity Low cost, high geographic & demographic selectivity Long life, quality reproduction, high demographic selectivity High repeat exposure, low cost, local market focus Very flexible, targets specific audience, complete information Fleeting exposure, audio presentation only Long ad-purchase lead time, lack of flexibility Brief exposure, limited audience selectivity High cost, junk mail image, need accurate mailing list
Low cost, excellent local coverage, Long ad-purchase lead time, wide consumer use high other-ad competition Low cost, interactive, 24-hour Easily ignored, low readership
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Media Selection
Reach Frequency Impact Exposure- reach X frequency
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Media vehicles
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Evaluating Advertising
Sales Promotion
Collection of incentive tools, mostly short term, designed to stimulate quicker or greater purchase of particular products or services by consumers or the trade.
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Sales promotion
Tactical point of sale material or inducements designed to stimulate purchases Short term incentives to increase sales Some promotions are aimed at consumers, some at intermediaries and others at the salesforce E.g.: coupons, leaflets, demonstrations, samples, free gifts, point of sale (POS) displays etc.
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Games
Trade Promotion
Objectives
Persuade resellers to carry a brand Give a brand shelf space Promote brand in advertising Push brand to customers
Tools
Discounts Allowances Free Goods Push Money Specialty Advertising Items
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- Bonus - Commission
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Public Relations
Any activity designed to create a favorable image toward a business, its products or its policies.
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Public relations
Managing relations with an organization s various stakeholders The planned and sustained effort to establish and maintain goodwill & mutual understanding between an organization s various stakeholders
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Scope of PR
Promotion through media publicity Enhances public awareness of the company Projects company s mission & philosophy Projection of the organization as a source of opportunities Obtaining favorable comments on the media
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Publicity
A specific kind of public relations that involves placing positive and newsworthy information about a business, its products, or its policies in the media is called ..
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Publicity
Release of a commercially significant news about a particular product or service Purpose is to obtain a favorable presentation of such news via a medium not paid for by a sponsor Involves getting media coverage of an event or product launch / articles in newspapers
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Sponsorship
Payment for an event/person/organization is given in return of some benefit A specialized form of advertising that can create significant exposure for companies Common in the world of art and sports
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Ideal Events
Audience closely matches target market Event generates media attention Event is unique with few sponsors Event enhances brand image of sponsor
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Merchandising
Attempts to influence customers at the point of sale
Display pop-up stands, danglers etc. popStore layout Storage space Ambience
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Packaging
The outer wrapper or the container is often an indicator of the quality of the product itself Packaging serves the following purposes:
Protection of the product Preservation of the product Provides information Promotes the product Convenience
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Direct Marketing
Use of consumer-direct channels to reach and deliver goods and services to customers without using market middlemen.
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Personal Selling
This type of promotion requires contact with potential buyers
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Personal Selling
Personal selling is a paid, personal form of promotion. Involves two-way personal communication twobetween salespeople and individual customers. Carried out through telephone, at meetings, at retail outlets & door to door selling High priced, low volume and highly technical products rely heavily on personal selling 12-55
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Personal Selling
STRENGTHS Great attention Msg is customized Persuasive impact Potential for development of relationship Adaptable Opportunity to close sale call
WEAKNESSES High cost Labor intensive Expensive Can only reach a limited no. of customers
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Direct mail
Personal selling
Telemarketing
Word of mouth
Difficult to manage
Sales promotion
Non-personal appeal
Public relations
Public Relations
Creates a favorable image for the business itself
Sales Promotion
Efforts stimulate sales
Personal Selling
Builds on all of the other efforts by helping customers complete the sale
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A company wishes to launch a new toothpaste which can effectively prevent cavities and tooth decay. But the toothpaste market is highly crowded with multiple brands. If you were to evolve a marketing communication strategy ,how will you proceed? Which appeal will you use and why??
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A leading European departmental store is all set to enter the Indian market. Evolve an advertising strategy for the store. Mention the objectives, creative strategy and media choices.
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Customization CommunicationCommunication-interactivity ConnectionConnection- linkage to other sites CommerceCommerce- capabilities for commercial transactions
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Attractiveness
Clean looking Not overly crammed with content Readable fonts Good use of color and sound
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Online Ads
Banner ads MicrositesMicrosites- a limited area on the web managed and
paid for by an external advertiser/company
SponsorshipsSponsorships- e.g podcasts Interstitials SearchSearch-related ads & display ads Alliances Communities WOM thru-Social networking sitesthrusitesmyspace ,facebook Buzz & viral Marketing
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Relationship marketing
Relationship Marketing -The process of creating , maintaining and enhancing strong ,value-laden relationships with Customers and other stakeholders. Relationship marketing is based on the premise that important accounts need focused and continuous attention.
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ICICI Bank
The ad opens on Shah Rukh Khan speaking about relationships in life. He says all relationships are based upon trust, same as his with ICICI. He says how 2.5 crore Indians have entrusted this bank, making it India's second largest bank. He goes on to say that the bank is solid, responsible and trustworthy, just like every relationship The ad ends as he says he trusts ICICI bank with his money and will always continue to do so.
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