* Your assessment is very important for improving the workof artificial intelligence, which forms the content of this project
Download S.Creative consumer sales promotion WEEK5
Product planning wikipedia , lookup
Celebrity branding wikipedia , lookup
Digital marketing wikipedia , lookup
Elaboration likelihood model wikipedia , lookup
Direct marketing wikipedia , lookup
Ad blocking wikipedia , lookup
Marketing communications wikipedia , lookup
Food marketing wikipedia , lookup
Integrated marketing communications wikipedia , lookup
Marketing mix modeling wikipedia , lookup
Marketing channel wikipedia , lookup
Personal branding wikipedia , lookup
Brand equity wikipedia , lookup
Youth marketing wikipedia , lookup
Online advertising wikipedia , lookup
Advertising wikipedia , lookup
Visual merchandising wikipedia , lookup
Customer engagement wikipedia , lookup
Brand ambassador wikipedia , lookup
Brand awareness wikipedia , lookup
Advertising management wikipedia , lookup
Consumer behaviour wikipedia , lookup
Advertising campaign wikipedia , lookup
Brand loyalty wikipedia , lookup
Neuromarketing wikipedia , lookup
Advertising Sales Promotion Events and experience Public relations and publicity Consumer Rewards Price deal Discount Bonus pack Refund/Rebate Coupon Sampling Premium Contest/Sweepstakes program Continuity Issues Creative Brief for Consumer Sales Promotion -Objective -Target audience -Current position -Repositioning -Features/Benefits -Key selling point Message strategies A message strategy is the primary tactic or approach used to deliver the message theme. There are 3 broad categories of message strategies. 1. Cognitive strategies 2. Affective strategies 3. Conative strategies Advertising Appeals Fear Humor Sex Music Rationality Emotionality Scarcity Fear concentrates on emotional responses from customers to a perceived threat, typically severity and vulnerability. Earlier, fear appeal is used when some negative behavior is usually associated with a negative effect, like smoking and lung cancer. Lately, the communicator will try to persuade the audience in avoiding the negative effect by practicing the positive behavior. Fear Fear increases interest and is remembered. Severity and vulnerability Severity – level of consequence Vulnerability – probability of event occurring Response efficacy Response costs Self-efficacy Antidrug Buy one get one killed Creative: Dan Neri and Scott Murray of Matter Director: Steven Tsuchida of Oil Factory Silent scream Listerine Fear Pro - Fear appeals tend to be very persuasive and are great for capturing peoples attention Con- hard to gauge how much fear to use, too much and you can scare people away from your ads and too little fear and nobody will notice your ad. Humor Try to make people laugh and feel amused by the ad. People like to tell jokes and talk about funny commercials; doing so further helps memorizing. Advertisers must also be culturally aware as what is funny in one culture may be offensive in another. CP S One reason for the success of humor in Interesting advertising may be that the population is issue AGING. According to Abraham Maslow, people tend to develop more comedic view of life as they are MATURE. Also, humor helps individuals adjust situations they can’t control and to cope with life’s problems. Laughing allows individuals to escape from reality. KT bank S Humor Pro- Humor is one of the best methods for cutting through advertising clutter as funny ads are more easily noticed. Humor gets attention, stays in peoples memories. ConIt is important that the joke does not overpower the brand, if people remember the joke but not the brand this is not effective. -A joke can make the brand looks foolish. Sappe S Sex Another universal aspect of being human, sex has been used for years by marketers to capture attention of the sexes. In several notable cases, sex in The use of sex can be advertising has been claimed as subliminal, sexually the reason for increased suggestive, nudity or consumer interest and sales. sensuality. 1871 : The earliest known use of sex in advertising is by the Pearl Tobacco brand which featured a naked maiden on the package cover. 1885, W. Duke & Sons inserted trading cards into cigarette packs that featured sexually provocative starlets. Duke grew to become the leading cigarette brand by 1890 (Porter, 1971). 1910 : Woodbury's Facial Soap, a woman's beauty bar, was almost discontinued. The soap's sales decline was reversed, however, with ads containing images of romantic couples and promises of love and intimacy for those using the brand (Account Histories, 1926). Food and Drink Food and Drink Food and Drink Fashion Fashion Technology Detergent Detergent Shiseido Sex Pro- Sex is proven to cut through clutter, if your advertising in a busy time-slot using sex appeals will help your ad get noticed, this helps increase brand recognition. ConSex appeals can be provocative and may cause negative reactions with among some audience groups. It sometimes make the ad looks cheap Banned Sprite Germany http://www.youtube.com/watch?v=0mOIhNiJJD8& feature=related Special issue • Some ad aims at tuning down the negative effects brought by sexual appeal by adding humorous element in the advertising message. • By combining different appeals, somehow the advertisers can retain the merits of one appeal and avoid deficit by adding another appeal. Oishi Music is something that everyone enjoys, music is something that is both personal and causes people to recall moments that are both good and bad in their life. Music Music helps capture attentions and link to the consumers emotions. It is far more likely to memorize a piece of music than spoken language or images because “music tends to linger in the listeners mind.” “Forever,” by Chris Brown along with a new version of the venerable jingle for Doublemint gum; the song is a longer version of the jingle. Double Mint gum The trend is gaining favor for a couple of reasons. • On the side of musicians, marketers can help generate exposure for new songs, which struggle to gain attention because of the decline in CD sales, radio play, and retail outlets. • On the side of marketers, the trend fits in with the rise of what is called branded entertainment, by which a product seeks to link itself in the minds and hearts of consumers with movies, TV shows or songs they like. Failure matching • “There is road kill along this path” — that is, hook-ups between musicians and brands that were deemed poor fits, inappropriate or over commercialized. • There is an agreement in 2002 between Celine Dion and Chrysler which Chrysler ended two years early because the company had determined the partnership stimulated sales of her music more than sales of its cars. The entertainment aspect of music helps making an advertisement more appealing to the viewer by simply making it more attractive respectively more aesthetic I Drove All Night by Celine Dion Chrysler Music Pro- sing a well known song can bring back positive nostalgic memories in consumers causing them to have positive attitudes towards your brand, music's intrusive nature means that people can still be attracted to the ad even if they are avoiding ads in general. ConCertain music can cause negative reactions in consumers if they relate to bad memories in the past. Some type of music is annoying for some group of people. Mitsubishi Lancer The rationality appeal relies on consumers actively processing the information presented in the ad, this appeal is typically used in print media due to the consumers having more time set aside to read the advertising in this medium. Rational Typically rational appeals focus on the practical, functional or utilitarian needs of consumers. Example: Feature appeals/Competitive advantage appeals/Favorable price appeals/News appeals/Product/service popularity appeals Rational Pro- rationality is great for high-involvement products and for B2B advertising. Conthe rational appeal must be credible as false claims can cause negative brand attitudes. Centrum Amway Bona Scarcity is based on limitations, typically this is in the form of limited time to purchase or limited supply. Scarcity Scarcity is often used with fear appeals, to help empower customers by missing out on a potential immediately negative event. Marketers make frequent use of this effect and base promotional claims on the principle of scarcity, using phrases like "limit one per customer," "limited release," "only while supplies last," or "limited time only." Scarcity The perceptions mediate the impact of value perception for scarcity appeals and can contribute to increased purchase intention. Scarcity One potential source of uniqueness is the possession of scarce commodities, provided that their scarcity is caused by low supply rather than high demand. Scarcity effects apparently depend on at least two further conditions: (1) The commodities must be desirable, (2) They must have the potential of being possessed. Perceived value, in turn, is regarded as the primary driver of purchase intentions and behavior (Zeithaml 1988). Jason Mraz Got talent Alfa Romeo Alfa will follow the 8C with two hoped-for money-spinners: despite a projected U.S. price of around $230,000, the car has been sold out almost since Alfa announced it. The production will be limited to 500 copies. Scarcity Pro- scarcity is great for encouraging users to take action, and is often effectively used with other promotions like coupons, sweepstakes and contests Conscarcity appeals must be genuine or consumers will harbor negative attitudes towards your brand. Appealing to the emotions of consumers is an effective technique for capturing attention and fostering attachments for a consumer to your brand, it is generally more effective to concentrate on positive emotions like happiness, joy, trust and love. Emotional Typical industries that use emotions in their advertising copy often center on optimistic emotions like happiness and joy Pro- emotional appeals combine with nearly every appeal very effectively, can be the key Emotional to building up brand loyalty amongst customer base. Con- Sony TAT Canon