Download mrkt 435 advertising midterm exam content 3

SELF STUDY QUESTIONS
IN THE EXAM YOU ARE REQUIRED TO ANSWER ALL THE FOLLOWING QUESTIONS
1- What is evangelism marketing? How does it differ from affiliate marketing?
2- What is organic word of mouth? What should be done to enhance it?
3- What is amplified word of mouth? What should be done to enhance it?
4- What is buzz marketing? What is the difference between buzz marketing and mass
marketing? Explain in detail.
Evangelism marketing is an advanced form of word-of-mouth marketing in which companies
develop customers who believe so strongly in a particular product or service that they freely try to
convince others to buy and use it. The customers become voluntary advocates, actively spreading
the word on behalf of the company.
Evangelism marketing is sometimes confused with affiliate marketing. However,
while affiliate programs provide incentives in the form of money or products, evangelist customers
spread their recommendations and recruit new customers out of pure belief, not for the receipt of
goods or money. Rather, the goal of the customer evangelist is simply to provide benefit to other
individuals.
As they act independently, evangelist customers often become key influencers. The fact that
evangelists are not paid or associated with any company make their beliefs perceived by others as
credible and trustworthy.
Organic WOM occurs naturally when people become advocates because they are happy with a
product and have a natural desire to share their support and enthusiasm. Practices that enhance
organic word of mouth activity include:
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Focusing on customer satisfaction
Improving product quality and usability
Responding to concerns and criticism
Opening a dialog and listening to people
Earning customer loyalty
Amplified WOM occurs when marketers launch campaigns designed to encourage or accelerate
WOM in existing or new communities. Practices that amplify word of mouth activity include:
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Creating communities
Developing tools that enable people to share their opinions
Motivating advocates and evangelists to actively promote a product
Giving advocates information that they can share
Using advertising or publicity designed to create buzz or start a conversation
Identifying and reaching out to influential individuals and communities
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Researching and tracking online conversation
Buzz marketing
Put simply, buzz marketing is the practice of gathering volunteers to try products, then sending
them out into the world to talk up their experiences with the people they meet in their daily lives.
The idea is that the more people see a product being used in public, or the more they hear about it
from people they know and trust, the more likely they will be to buy it for themselves. Of course,
word-of-mouth has long been the way that many people find their favorite products, or learn about
a new favorite movie, book or restaurant. “For years, people recognized the power of word-ofmouth in convincing, influencing, affecting consumer behavior,” says marketing professor Jerry
Wind. “It has more credibility than traditional advertising.” But it’s a fairly recent development
for companies to try to create a structure around the practice, to harness and direct the way that
word-of-mouth spreads — and to attempt to measure its effect on sales once the ‘campaign’ is
complete. “Buzzing isn’t really new. The hype about these different kinds of buzz agents is what’s
new,” says Kahn. In practice, buzz marketing can take several different forms. Some companies
identify particular types of people to do their buzzing for them. Known as ‘mavens’ (for readers
of Malcolm Gladwell’s Tipping Point) or ‘influencers’ or ‘early adopters,’ these are the people
who naturally set cultural trends, who define what is cool before the rest of the world even realizes
it exists. “Gladwell put it in terms that everyone understood, but basically there are people out
there who can tell what’s cool and what’s not. We all know them — the people who tell us about
great restaurants, or who have cool clothes before we do,” Kahn says. “To make buzzing really
work, I do have to believe that the person I’m listening to is discriminating, that he or she knows
something I don’t. Otherwise that person is not giving me anything new.” Procter & Gamble
pioneered this approach on a large scale by recruiting hundreds of thousands of ‘maven’ teenagers
to create buzz about new products — some as mundane as toothpaste. “P&G started this idea of
manufacturing word-of-mouth,” says Wind. “They recruited a quarter million teens to talk about
their products. Now they are in the process of recruiting mothers to do the same thing because they
have suddenly realize that word-of-mouth is a powerful thing.” Other buzz marketers rely less on
natural trendsetters and more on ‘connectors.’ “If they really want something to spread — to see
not just a slow diffusion but a big jump in awareness — you go to the connectors,” Kahn says.
Buzz marketing stands in direct contrast to traditional television or radio advertising — the classic
‘mass marketing’ approach that is based on the premise of broadcasting a message as widely as
possible, assuming that this is the best way to reach the largest possible number of interested
consumers. Buzzing, which might also be described as ‘micro-marketing,’ assumes that a personto-person marketing message is much more powerful because it is so personal — and that it could
potentially reach more people than a broadcast message, if only it is buzzed about in great quantity
by people who have very long contact lists and no qualms about promoting products to anyone
who will listen.