Download BE201 Summary Prepared by: Honey Bonny ((أبومحمد Fall semester

BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
Fall semester 2011 – 2012
Prepared by:
Honey Bonny
‫أبوحممد‬
1
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
Part two: The Consumer as an Individual
Chapter nine
Communication and Consumer Behavior:
Topic Outline:




Components of communication
The communications process
Designing persuasive communications
Marketing communication and ethics
The communication components:


Communication is the transmission of a message from a sender to a receiver via a medium (or
channel) of transmission.
There are five basic components of communications: sender, receiver, medium, message and
feedback:
The sender:

The sender, as the initiator of the communication, can be a formal or an informal source.
- A formal communication source is likely to represent either a for-profit (commercial) or a notfor-profit organization.
- an informal communication source can be a parent or friend who gives product information or
advice. The sender is perceived as having nothing to gain from the receiver’s subsequent actions.
For that reason, word-of-mouth communications tend to be highly persuasive. Persuasion
The receiver:

The receiver of formal marketing communications is likely to be a targeted prospect or a customer
(E.g: a member of the marketer’s target audience). Intermediary and unintended audiences are also
2
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
likely to receive marketer’s communications. Examples of intermediary audiences are wholesalers,
distributors, and retailers.
The medium:


The medium, or communications channel, can be:
- Impersonal (E.g: a mass medium).
- Or interpersonal (a formal conversation between a salesperson and a customer or an informal
conversation between two or more people that takes place face-to-face, by telephone, by mail, or
online).
Mass media are generally classified as print (newspaper, magazines, billboards), broadcast (radio,
television), or electronic (primarily the Internet). Direct Marketers – often called database marketers
– also seek individual responses from advertisements they have placed in all the mass media:
broadcast, print, and online, as well as from direct mail.
The message:

The message can be verbal (spoken or written), nonverbal (a photograph, an illustration, or a
symbol), or a combination of the two.
- A verbal message, whether it is spoken or written, can usually contain more specific product (or
service) information than a nonverbal message.
- Nonverbal information takes place in both interpersonal channels and in impersonal channels and
often takes the form of symbolic communication. The Coca-Cola Company, for example, has
trademarked both the word Coke in a specific typographic style and shape of the traditional Coke
bottle, and both are instantly recognizable to consumers as symbols of the company’s best selling
soft drink.
Feedback:

Feedback is an essential component of both interpersonal and impersonal communications.
Generally, it is easier to obtain feedback (both verbal and nonverbal) from interpersonal
communications than impersonal communications. For example, a good salesperson usually is alert to
nonverbal feedback provided by consumer prospects. Such feedback may take the form of facial
expressions.
The communication process:
In general, a company’s marketing communications are designed to make the consumer aware of the
product, induce purchase or commitment, create a positive attitude toward the product, give the product a
symbolic meaning, or show how it can solve the consumer’s problem better than the competitive product
(or service).
The message initiator (source):

The sponsor (initiator) of the message first must decide to whom the message should be sent and
what meaning it should convey. Then the sponsor must encode the message in such a way that its
3
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
meaning is interpreted by the targeted audience in precisely the intended way. The sources of
impersonal communications usually are organizations (either for-profit or not-for-profit) that develop
and transmit appropriate messages through special departments (E.g: marketing or public relations)
or spokesperson.
1. Credibility: ‫المصداقية‬


The credibility of the source affects the decoding of the message. The sponsors of the
communication – and his or her perceived honesty and objectivity – have an enormous influence
on how the communication is accepted by the receiver(s).
Credibility is built on a number of factors, of which the most important are the perceived intentions
of the source.
2. Credibility of Informal source:


One of the major reasons that informal sources such as friends, neighbors, and relatives have a
strong influence on a receiver’s behavior is simply that they are perceived as having nothing to
gain from a product transaction that they recommend. That is why word-of-mouth communication
is so effective. Interestingly enough, informal communications sources, called opinion leaders,
often do profit psychologically, if not tangibly, by providing product information to others.
Even with informal sources, however, intentions are not always what they appear to be. Individuals
who experience post purchase dissonance often try to alleviate their uncertainty by convincing
others to make a similar purchase.
3. Credibility of Formal source:



Not-for-profit sources generally have more credibility than for-profit (commercial) sources.
Formal sources that are perceived to be “neutral” – such as Consumer Reports or newspaper
articles – have greater credibility than commercial sources because of the perception that they are
more objective in their product assessments.
Because consumer recognize that the intentions of commercial sources (E.g.: manufacturers,
service companies, financial institutions, retailers) are clearly profit oriented, they judge
commercial source credibility on such factors as past performance, reputation, the kind and quality
of service they are known to render, the quality and image of other products they manufacture.
The ability of a quality image to invoke credibility is one of the reasons for the growth of family
brands. Recognizing that a manufacture with a good reputation generally has high credibility
among consumers, many companies spend a sizable part of their advertising budget on
institutional advertising, which is designed to promote a favorable company image rather than
to promote specific products.
4. Credibility of Spokespersons and Endorsers:

4
Consumers sometimes regard the spokesperson who gives the product message as the source (or
initiator) of the message. Many studies have investigated the relationship between the
effectiveness of the message and the spokesperson or endorser employed (that is male or female, a
person who appear in a commercial that is why there are celebrities in the ads to promote the
product). Here are some of the key findings of this body of research:
- The effectiveness of the spokesperson is related to the message itself.
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
- The synergy between the endorser and the type of product or service advertised is an
important factor.
- Endorsers who have demographic characteristics (E.g: age, social class, and ethnicity) that are
similar to those of the target audience are viewed as more credible and persuasive than those
that do not.
- The endorser’s credibility is not a substitute for corporate credibility; one study discovered that
although the endorser’s credibility strongly impacted the audience’s attitudes toward the ad, the
perceived corporate credibility had a strong impact on attitudes toward the advertised brand.
- Marketers who use celebrities to give testimonials or endorse products must be sure that the
specific wording of the endorsement lies within the recognized competence of the
spokesperson.
5. Message Credibility:



The reputation of the retailer who sells the product has a major influence on message credibility.
The aura of credibility generated by reputable retail advertising reinforces the manufacturer’s
message as well.
The reputation of the medium that carries the advertisement also enhances the credibility of the
advertiser. The reputation of the medium for honesty and objectivity also affects the believability
of the advertising. Consumers often think that a medium they respect would not accept advertising
for products it did not “know” were good.
The consumer’s previous experience with the product or the retailer has a major impact on the
credibility of the message.
The target audience (receivers):
Receivers decode the messages they receive on the basis of their personal experiences and personal
characteristics. A number of factors affect the decoding and comprehension of persuasive message
including the receiver’s personal characteristics, involvement with the product or product category, the
congruency of the message with the medium, and the receiver’s mood.
1. Personal characteristics and comprehension:


The amount of meaning accurately derived from the message is a function of the message
characteristics, the receiver’s opportunity and ability to process the message, and the receiver’s
motivation. A person’s demographics (such as age, gender, marital status), socio cultural
memberships (social class, race, religion), and lifestyles are key determinants in how a message is
interpreted.
Personality attitudes and prior learning all affect how a message is decoded. Perception, based
as it is one expectations, motivation, and past experience, certainly influences message
interpretation.
2. Involvement and congruency:

5
People who have little interest (that is a low level of involvement) in golf, for example, may not
pay much attention to an ad for a specially designed putter; people who are very interested (highly
involved) in golf may read every word of a highly technical advertisement describing the new golf
club. One study discovered a relationship between low involvement and the style and context of an
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
ad. Subjects with low involvement with the product preferred message placed within a congruent
context. Another study showed that the congruency between the nature of the television program
and the advertisement affected the level of viewer recall.
3. Mood:

Mood, or affect, plays a significant role in how a message is decoded. A consumer’s mood (E.g:
cheerfulness or unhappiness) affects the way in which an advertisement is perceived, recalled,
and acted upon. Marketers of many image-centered products such as perfume, fashion, and
sunglass have found that appeals focused on emotions and feelings associated with these products
are more effective than rational appeals depicting the product’s benefits. Advertisers have found
that emotional appeals work well even for technologically complex products.
4. Barriers to communication:
Various “barriers” to communication may affect the accuracy with which consumers interpret
messages:
1. Selective Exposure to Message: ‫اإلنتقائيه في اختيار الرسائل‬
Consumers selectively perceive advertising messages. They read carefully ads for products they
are interested in and tend to ignore advertisements that have no special interest or relevance to
them. Furthermore, technology provides consumers with increasingly sophisticated means to
control their exposure to media. When consumer run away from the ads that have no interest to
them and uses the remote control to change the TV channel. In this case, the marketer uses the
“blocking road” way to overcome this problem by putting the same advertisement in other
channels .
2. Psychological Noise:
o Just as telephone static can impair reception of a message, so too can psychological noise (E.g:
competing advertising messages or distracting thoughts). A viewer faced with the clutter of
nine successive commercial messages during a program break may actually receive and retain
almost nothing of what he has seen. E.g: a student daydreaming about a Saturday night date
may simple not hear a direct question by the professor. So there are various strategies that
marketer’s use to overcome psychological noise:
- Repeated exposure to an advertising message (through repetition or redundancy of the
advertising appeal) helps surmount psychological noise and facilitates message reception.
- Copywriters often use contrast to break through the psychological noise and advertising
clutter. Using features within the message itself to attract additional attention (such as
color or sound).
- Broadcasters and marketers also use teasers to overcome noise. E.g: in teaser campaigns,
the advertiser runs an initial advertisement that is meaningless in itself. The first ad is
intended to get the consumer’s attention by being mysterious.
- Where possible, marketers place ads in specialized media where there is less psychological
noise.
o The most effective way to ensure that a promotional message stands out and is received and
decoded appropriately by the target audience is through effective positioning and a unique
selling proposition.
6
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
Feedback: the receiver’s response:



It is essential for the sender to obtain feedback as promptly and as accurately as possible. Only
through feedback can the sender determines whether and how well the message has been received.
An important advantage of interpersonal communication is the ability to obtain immediate feedback
through verbal as well as nonverbal cues. Experienced speakers are very attentive to feedback and
constantly modify their messages based on what they see and hear from the audience. Immediate
feedback is the factor that makes personal selling so effective.
Obtaining feedback is an important in impersonal (mass) communications as it is in interpersonal
communications. Indeed, because of the high costs of advertising space and time in mass media, many
marketers consider impersonal communication feedback to be even more essential. Unlike
interpersonal communications feedback, mass communications feedback is rarely direct; instead, it is
usually inferred. Senders infer how persuasive their messages are from the resulting action (or
inaction) of the targeted audience.
Advertising effectiveness research:
In evaluating the impact of advertising, marketers must measure the persuasions effects (i.e., was the
message received, understood, and interpreted correctly?) and the sales effects (i.e., did the ad
increases sales?) of their advertising messages.
Generally, persuasion effects are measured through: exposure, attention, interpretation and recall.
 Media and message exposure measures:
o Some of these measures assess how many consumers received the message and others focus on
who received it.
o Data collected by both measures are offered for sale by syndicated services.
 Message attention and interpretation measures:
Physiological measures track bodily responses to stimuli. For example: using eye tracking, brain
wave analysis, theater tests, website usability tests and facial electromyography (Facial EMG).
 Message Recall measures:
Researchers use recall and recognition measures and day-after recall tests.
7
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
Designing persuasive communications:
In order to create persuasive communications, the sponsor (who may be a individual, a for-profit
company, or a not-for-profit organization) must first establish the objectives of the communication, then
select the appropriate audiences for the message and the appropriate media through which to reach
them, and then design (encode) the message in a manner that is appropriate to each medium and to each
audience.
Communications strategy:



In developing its communications strategy, the sponsor must establish the primary communications
objectives by creating awareness of the issue planned to communicate.
There are many models claiming to depict how persuasive communications work. The cognitive
models show a process in which exposure to a message leads to interest desire for the product and in
the end to buying behavior.
The authors of this paradigm maintain that it reflects the interrelationship among the key factors of
persuasion – perception, experience, and memory – in a manner more consistent with how the
human mind really works than the older cognitive models, and the advertising messages based on this
model are more likely to generate consumption behavior.
Phase
8
Preexperience Exposure
Postexperience Exposure
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Function
Effect
Prepared by: Honey Bonny (‫(أبومحمد‬
Framing
perception
Enhancing
Experience
Organizing
Memory
1. Expectation
2. Anticipation
3. interpretation
1. Sensory
Enhancement
2. Social
Enhancement
1. Cueing
2. Branding
3. interpretation
Target audience:



An essential component of a communications strategy is selecting the appropriate audience. It is
important to remember that an audience is made up of individuals – in many cases, great numbers of
individual.
Because each individual has his or her own traits, characteristics, interests, needs, experience, and
knowledge, it is essential for the sender to segment the audience into groups that are homogenous in
terms of some relevant characteristics. Segmentation enables the sender to create specific messages
for each target group and to run them in specific media that are seen, heard, or read by the target
group.
Companies that have any diverse audiences sometimes find it useful to develop a communications
strategy that consist an overall (or umbrella) communications message to all their audiences, from
which they spin off a series of related messages targeted directly to the specific interests of individual
segments.
Media strategy:


Media strategy is an essential component of a communications plan. It calls for the placement of ads
in the specific media, read, viewed, or heard by each targeted audience. Media organizations regularly
research their own audiences in order to develop descriptive audience profiles.
Before selecting specific media vehicles, advertisers must select general media categories that will
enhance the message they want to convey. Which media categories the marketer selects depends on
the product or service to be advertised, the market segments to be reached, and the marketer’s
advertising objectives.
Message strategies:


The message is the thought, idea, attribute, image, or other information that the sender wishes to
convey to the intended audience.
The sender must also know the target audience’s personal characteristics in terms of education,
interests, needs, and experience. The sender must then design a message strategy through words
and/or pictures that will be perceived and accurately interpreted (decoded) by the targeted audience.
9
‫نسخه محدثه‬
1/31/2012
BE201 Summary

Prepared by: Honey Bonny (‫(أبومحمد‬
There are three personality types determine the message design:
- The righteous buyer (who looks to recommendations from independent sources such as Consumer
Reports),
- The social buyer (who relies on the recommendations of friends, on celebrity endorsements, and
testimonials),
- The pragmatic buyer (who looks for the best value for the money, through not necessarily the least
expensive.
Involvement theory:
Involvement theory suggests that individuals are more likely to devote active cognitions effort to
evaluating the pros and corns of a product in a high involvement purchase situations. The Elaboration
Likelihood Model (ELM) proposes that, for high-involvement products, marketers should follow the
central route to persuasion; that is, they should preset advertisement with strong well-documented.
Message Structure and presentation:
Some marketers must make in designing the message include the use of resonance, positive or negative
framing, one-sided or two-sided messages, comparative advertising, and the order of presentation.
1. Resonance: ‫رنين الرسالة‬
Advertising resonance is defined as the use of metaphors, puns, and word plays used in combination
with a illustration or picture to create a double meaning.
An example of resonance would be an advertisement that shows a photo of a bottled beverage drink
with the words “Absolute masterpiece” next to the bottle.
2. Message framing: ‫إطار الرسالة‬


Should a marketer stress the benefits to be gained by using a specific product (positive message
framing) or the benefits to be lost by not using the product (negative message framing)?
Research suggests that the appropriate message framing decision depends on:
- The consumer’s attitudes and characteristics.
- The product itself.
- Individual’s self image
3. One-sided vs. two-sided messages:




10
Should marketers tell their audience only the good points about their products, or should they also
tell them the bad (or the commonplace).
There are very real strategy questions that marketers face every day, and the answers depend on
the nature of the audience and the nature of the competition.
If the audience is critical or unfriendly (E.g: if it uses competitive products), if it is well educated,
or if it is likely to hear opposing claims then a two-sided (refutational) message is likely to be
more effective. Two-sided advertising messages tend to be more credible than one-sided
advertising messages because they acknowledge that the advertised brand has shortcomings. Twosided messages can also be very effective when consumers are likely to see competitor’s negative
counterclaims or when consumer attitudes toward the brand are already negative.
Some marketers stress only positive factors about their products and pretend that competition does
not exist.
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
4. Comparative advertising:



Comparative advertising is a widely used marketing strategy in which a marketer claims product
superiority for its brand over one or more explicitly named or implicitly identified competitors,
either on an overall basis or on selected product attributed.
Comparative advertising is useful for product positioning, for target market selection, and for
brand positioning strategies.
The comparative advertising is suitable to two kinds of audiences who related to two types of
personality traits: Self-construal (the degree to which people view themselves as autonomous and
independent) and the need for cognition.
5. Order effects:




Is it best to present your commercial first or last? Should you give bad news first or last?
Communications researchers have found that the order in which a message is presented affects
audience receptivity.
When just two competing messages are presented, one after the other, the evidence as to which
position is more effective is somewhat conflicting.
Some researchers have found that the material presented first produces a greater effect (primary
effect), whereas others have found that the material presented last is more effective (recency
effect). Example: magazine publishers recognize the impact of order effects by charging more for
ads on the front, back, and inside covers of magazines than for the inside magazine pages because
of their greater visibility and recall.
Order is also important in listing product benefits within an ad. If audience interest is low, the
most important point should be made first to attract attention.
6. Repetition:

Repetition is an important factor in learning. Thus, it is not surprising that repetition, or
frequency of the ad, affects persuasion, ad recall, brand name recall, and brand preferences. It also
increases the likelihood that the brand will be included in the consumer’s consideration set.
Another regard claims that are repeated frequently as more truthful than those repeated with less
frequency.
7. Advertising appeals:

11
Sometimes objective, factual appeals are more effective in persuading a target audience; at other
times emotional appeals are more effective. It depends on the kind of audience to be reached and
their degree of involvement in the product category. The following sections examined the
effectiveness of several frequently used emotional appeals:
1. Fear: ‫خوف‬
Fear is an effective appeal used in marketing communications. Some researchers have found a
negative relationship between the intensity of fear appeals and their ability to persuade, so that
‫نسخه محدثه‬
1/31/2012
BE201 Summary
Prepared by: Honey Bonny (‫(أبومحمد‬
strong fear appeals tend to be less effective than mild fear appeals. Strong fear appeals
concerning a highly relevant topic (such as cigarette smoking) cause the individual to
experience cognitive dissonance, which is resolved either by rejecting the practice or by
rejecting the unwelcome information. Marketers must also consider that the mention of
possible detrimental effects of using a product while proclaiming its benefits may result in
negative attitudes towards the product itself.
2. Humor: ‫روح الدعابة أو الفكاهة‬
Many marketers use humorous appeals in the belief that humor will increase the acceptance
and persuasiveness of their advertising communications.
Impact of Humor on Advertising:
- Humor attracts attention.
- Humor does not harm comprehension.
- Humor is not more effective at increasing persuasion.
- Humor does not enhance source credibility.
- Humor enhances liking.
- Humor that is relevant to the product is superior to humor that is unrelated to the product.
- Audience demographic factors affect the response to humorous advertising appeals.
- The nature of the product affects the appropriateness of a humorous treatment.
- Humor is more effective with existing products than with new products.
- Humor is more appropriate for low-involvement products and feeling-oriented products
than for high-involvement products.
3. Abrasive advertising:
o How effective can unpleasant or annoying ads are? Studies of the sleeper effect,
discussed earlier suggest that that memory of an unpleasant commercial that antagonizes
listeners or viewers may dissipate over time, leaving only the brand name in the minds of
consumers. All of us have at one time or another been repelled by so-called agony
commercials.
o The Sleeper Affect  The idea that both positive and negative credibility effects tend to
disappear after a period of time.
4. Sex in advertising:
In our highly permissive society, sensual advertising seems to permeate the print media and the
airwaves. Advertisers are increasingly trying to provoke attention with suggestive illustrations,
crude language, and nudity in their efforts to appear “hip” and contemporary.
5. Audience Participation:
The provision of feedback changes the communications process from one way to two way
communication. This is important to senders because it enables them to determine whether and
how well communication has taken place. But feedback also is important to receivers because
it enables then to participate, to be involved, to experience in some way the message itself.
Marketing communication and ethics:

12
The keys to effective marketing communications are developing the right persuasive message and
delivering it to the right audience. The corresponding ethical issues focus on:
1. Identifying and locating specific audiences.
‫نسخه محدثه‬
1/31/2012
BE201 Summary

Prepared by: Honey Bonny (‫(أبومحمد‬
2. The contents of the promotional messages they are sent.
The ethical issues related to marketing communications include invasion of consumer privacy, the
potential manipulation of consumers who are less capable of making wise decisions due to age or
other demographic factors, the distinction between advertising puffery and deception, misleading
advertising, and the cumulative persuasive impact of messages that portray socially undesirable
behavior or value.
Hint: read more about “marketing communication and ethics” from the textbook page 302 & 303.
Please read the discussion questions at the end of this chapter from the textbook.
‫الرجاء الرجوع ألسئلة نهاية الشابتر من الكتاب‬
13
‫نسخه محدثه‬
1/31/2012