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This tool will help you define what it is that your customer will get or experience from the intervention
– it’s features and benefits. The mix is based on the 4P’s of marketing: product, price, place and
promotion but can also include other P’s such: people, processes, physical environment,
partnerships etc. The marketing mix will help you develop how you will deliver your intervention.
How to use or apply
Pick up from where you reached at the end of the scoping phase and review your plans with your
team and key stakeholders in light of the development work to date.
Based on the possible intervention options you have indentified using the intervention mix (a
strategic focus of 5 domains of influencing behaviour) use the marketing mix (a tactical tool) to
develop the intervention options further using the 4P’s or more to shape what it is you’re offering the
target customer/audience.
As you did in scoping, assess the potential impact of each proposed element of you marketing mix
on the target audience. For example:
 How will this impact on the costs of the desired and problem behaviours, e.g. in terms of
money, inconvenience, risk, opinions of others, self-perception etc?
 How will this impact on the benefits of the desired and problem behaviour, e.g. in terms of
financial savings, lifestyle, opinions of others, self-perception etc?
 How will this strengthen/enhance any existing incentives for the desired behaviour?
 How will this reduce/remove any incentives for the problem behaviour?
 How will this strengthen/enhance any barriers or blocks to the problem behaviour?
 How will this reduce/remove any barriers or blocks to the desired behaviour?
Continue to ask yourself if the marketing mix is ethically acceptable.
 Does the marketing mix meet normal ethical standards?
 Will people be hurt of damaged by the intervention?
 Are you being entirely truthful?
 Are you inadvertently perpetuation inappropriate or harmful stereotypes?
 To stay focused on how to increase the target market’s perception of value
 To check that your offering is ethical
 The intervention and marketing mix elements work together
; adapted from McCarthy (1960)
Social marketing planning guide and toolbox
Marketing mix development
What we are offering our audience? What are the tangible and intangible benefits?
Includes product/service characteristics such as features, product design, quality and
What are the costs and barriers to overcome? Include non-monetary costs such as physical,
emotional, time and/or psychological costs. The benefits need to outweigh these costs.
How and where the target audience perform the desired behaviour or access/ consume the
product or service? How can we make it accessible, easy and convenient? For example,
where do locate a service, what should be the opening times or hours available etc?
How can we tell them about it, make them aware/sell the benefits? How do we position the
intervention against others – the branding considerations? Not just advertising – includes
personal selling, public relations, sales promotion, and direct marketing.
Social marketing planning guide and toolbox
Marketing mix development