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Kotler On Marketing: The Best Advertising Is Done by Satisfied Customers
Kotler On Marketing: The Best Advertising Is Done by Satisfied Customers
Promotion
I. Developing and Managing and Advertising
Program Advertising is any form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor. The major decisions in developing an advertising programme:
Five Ms :
Mission
Money
Message
Media
Setting the Advertising Objective whether the aim is to inform, persuade, remind or reinforce. Advertising Objective : - Is a specific communication task and achievement level to be accomplished with a specific audience in a specific period of time The advertising objective should emerge from a
consider include stage in the product life cycle, market share and consumer base, competition and clutter, advertising frequency, and product substitutability.
Budget Methods : i. ii. iii. iv. Affordable method Percentage of sales method Competitive parity method Objective & Task method - Determine Objective - Determine Tasks - Estimate the cost of performing these tasks.
i)
ii)
iii) Social-Responsibility Review make sure the creative advertising does not overstep social and legal norms.
Media Selection is finding the most cost effective media to deliver the desired number and type of exposures to the target audience
Deciding on the Media
Deciding on reach (number of people exposed at least once within a specified time period), frequency (total number of times they are reached within a specified time period) and impact (qualitative value). The relationship among reach, frequency and impact is seen in determining the total number of exposures, and the weighted number of exposures.
Product Placement
Point of Purchase
i. Communication-Effect Research pretesting and postesting methods ii. Sales-Effect Research historical approach,
experimental design
II. Sales promotion consists of a diverse collection of incentive tools, mostly short term, designed to stimulate quicker and / or greater purchase of particular products/services by consumers or the
trade.
i. The rapid growth of sales promotion ii. The purpose of sales promotion
b. Selecting the Sales - Promotion Tools (Consumerpromotion, trade-promotion, and/or business- and sales force promotion tools).
c. Developing the sales - promotion program (make decisions on the size of the incentive, conditions for participation, duration of the promotion, distribution vehicle, timing and the total sales-promotion budget). d. Pre-testing, Implementing and controlling evaluating the sales- romotion program. Sales data, consumer surveys, and experiments. and
Major decisions in marketing public relations (MPR) Establishing the Marketing Objectives (build
i.