Advertising And Sales Management 2w4g5n

Advertising by:Smit Saini

Marketing Communications • Messages and related media used to communicate with a market. • Advertising • Branding • Direct Marketing • Graphic Design • Packaging • Promotions • Publicity • Sponsorship • Public Relations Two Types of Communications

Marketing Communication

Information

Positioning

Promotions

Demand Generation

Brand Image / Corporate Image

Product Services

Corporate Communication

Image Building

Public Opinion

Company

Marketing Communication

Information

Positioning

Promotions

Demand Generation Points

Points and Marketing Communications

Integrated Marketing According to American Association; “Planning process designed to assure that all brand s received by a customer or a prospect for a product or service, are relevant to that person and consistent over time.” There have been many shifts in the advertising and media industry that have caused IMC to develop into a primary strategy for most rs.

Main shifts • From media advertising to multiple forms of communication (including promotions, product placements, mailers...) • From mass media to more specialized media, • From a manufacturer-dominated market to a retailer-dominated market. BARGAINING POWER • From general-focus advertising to data-based marketing. • From low ability to greater ability of agencies • From traditional compensation to performance-based compensation. • From limited Internet access to widespread Internet availability. Communication Planning

Communication planning 3 W & 1 H Is the art and science of reaching target audiences using marketing communication channels. It is concerned with deciding Whom to target, When, With what message How Frequency Plan Includes

Communication Plan Includes: Target audiences Key messages A budget A calendar for message release

BTL, ATL, TTL

Marketing Communication

Above the Line Communication ATL Below the Line Communication BTL Through the Line Communication TTL

ATL is a type of advertising through mass media such as TV, cinema, radio, print, banners and search engines. Increase brand awareness. Useful when larger target audience is to be addressed BTL uses less conventional methods than the usual specific channels of advertising to promote products, services, etc. These may include activities such as direct mail, public relations and sales promotions. It is more effectively used to increase sales. When the targetn group is small and specific TTL refers to an advertising strategy involving both above and below the line communications in which one form of advertising points the target to another form of advertising thereby crossing the 'line'.

Advertising Paid form of non personal communication about an organization or its products that is transmitted to a target audience through a mass/broadcast medium.

While advertising is the event, Advertising Management is the whole process - a function of marketing. Starting from market research continuing through advertising leading to actual sales or achievement of objective.

Pros • Flexibility allows you to focus on a small, precisely defined segment (School newspapers) or a mass market • Cost efficient -reach a large number at a low cost per person, allows the message to be repeated, and can improve public image. • Allows for repeating the message-lets the buyer receive and compare the messages of various competitors. • Very expressive, allows for dramatization. • Used to build a long term image of a product. • Trigger quick sales, sears advertising a weekend sale.

Cons • Absolute outlay cost very high, make a national TV ad. approx Rs.150,000, local ad. Rs.60,000. 30 second spot, • Rarely provides quick , or necessarily any • Less persuasive than personal selling • Audience does not have to pay attention • Indirect (without interactivity)

Scope and Importance of Advertising ments are important for: • standardized products • products aimed at large markets • products that have easily communicated features • products low in price • products sold through independent channel and/or are new. • Intense Competition • Introducing new Product

Objectives - Information Advertising

- New product or new uses

- To build primary demand

- Explanations or descriptions

- Builds image

- Persuasive Ad

- Fight competition

- Build demand for your brand

- Buy now

- Compare to competition

-Reminder Ads

- Mature products

- Keep product on consumers minds DAGMAR

Models of Communication Effective Communication program involves understanding the response process

Communication models aim at explaining the possible sequence through which advertising may eventually Affect the buyers

Operational AIDA Model Cognitive

Attention

Hierarchy of Innovation Effects Adoption

Information

Awareness

Presentation

Awareness

Processing

Attention Knowledge Affective

Interest

Liking

Comprehensive Interest

Yielding

Preference Conative

Desire

Conviction

Evaluation

Retention

Action

Purchase

Trial

Behaviour

Behaviour Classification …….

Classification of Advertising

(1) by geographical spread (2) by target group (3) by type of objective

National Advertising: Some ‘manufacturers may’ think that their target is, the entire country. ‘They select media with’ a countryside base. Generally large, established firms belong to this category. Hindustan Unilever, Brooke Bond, Larsen & Toubro, Escorts, Pepsi, Coke

Local Advertising: Small firms may like to restrict their business to State or regional level. Some firms first localize their marketing efforts and once success has been achieved, they spread out to wider horizons. Classifieds in Local Dailies, Small companies, Dealers

Target Group: It is on the basis of target groups aimed at it can further be divided into sub category as: a. Consumer Advertising b. Industrial Advertising c. Trade Advertising:

ments, which are directed by the manufacturers to the distribution channel , such as wholesalers or retailers.

d. Professional Adverting:

There are certain products for which the consumers themselves are not responsible for the buying choice.

Objective: Product Advertising: promoting sale of a product or brand 1.Informative 2.Persuasive 3.Reminder

Focus is on increasing the size of existing customer base

Those Not buying Product Class

Those Buying Other Brands Exclusively

Existing Customers

Increasing share of requirements Customers have more than one preferred brand. Choosing on the basis of

Discounts Promotions

Availability

Habits

Public Service Advertising (PSA's): sponsoring a charity event, PSA's are a way to promote company in a positive light. Advocacy: Concerned with propagating an idea. Another form of Public Service Advertising, Company states the reasons for certain negative issues Emerged.

Corporate Image Building: Aditya Birla Group, TATA, BHEL, Hindustan Unilever Brand Personality Association: brands developed in Of human characteristics. all the tangible and intangible traits of a brand, beliefs, values, prejudices, features, interests,

Case Discussion

The Following Data have been collected in 5 samples Measure Brand

CASE

CASE

CASE

CASE

CASE

I

II

III

IV

V

30%

80%

80%

80%

80%

25

25

45

45

10

23

23

23

35

35

20

20

20

30

Awareness Favorable Attitude Purchased Brand Once Repeat Purchases

8

Segmentation and Positioning through Advertising

Segmentation Strategy involves : Development and pursuit of marketing programs directed towards subgroups of population that an Organisation can serve potentially

An Advertising program can be created to appeal certain types of buyers

In implementing segmented advertising more detailed Breakdown of the market is required

An organisation focuses on style conscious upper class Selects retail outlets and product lines that will attract of this group. It may be useful to further divide this segment on the basis of age.

Segmentation strategies…

Segmentation Strategies Concentration Strategy Focus is on one subgroup and direct marketing plans towards it Differentiation Strategy Two or more subgroups are focused and marketing plans are developed

Developing segmentation strategy

The objective is to identify a group of consumers That; Are not being served well presently by competitors And may try the product; Priori Base The basis on which the market might be segmented is Determined before any data is analysed from the market place Are large enough or growing in size; Priori Base

Bases for priori segmentation….

Bases for priori segmentation Age

Gender

Geographical Location

Income Usage

Consumers may seek different benefits from the same product Depending on the nature of the usage occasion Brand Loyalty as priori segmentation

Empirical Segmentation Approach Consumers differ in the need for which they buy a product Buyers tend to place different degrees of importance on the benefits Segmentation Strategies based on Attitudes and Benefits 1.Benefit Segmentation 2.Sociable Segmentation 3.Independent Segmentation Lifestyle or psychographic

Lifestyle or Psychographics as bases for segmentation A person’s pattern of interests, opinions and activities Combine to represent his or her lifestyle It includes exploring information concerning attitudes and personality traits. Defining a segment empirically is called psychographics Lifestyle segmentation is useful in categories where ’s self image is important Reaching Target Segment

Reaching Target Segment Controlled Coverage Objective is to reach desired segment and to avoid Reaching those who are not in the target segments Customer Self Selection Advertising program is directed to mass audience of which target segment may be only a part.

Positioning Strategies

Positioning Strategies Positioning involves a decision to stress only certain Aspects of our brand and not others. Key idea is that the consumers must have a clear idea of what the brand stands for. Positioning is achieved mostly through a brand’s Marketing communications. Strategic objective must be to have segmentation and positioning strategies that fit together.

Brand Positioning is the set of associations the consumer has with the brand, in of Physical Attributes Lifestyle Use of occasion

Approaches to positioning strategies

1.Using Product characteristics or customer benefits 2.Price-Quality 3.Use or Application 4.Product- 5.Product Class 6.Cultural Symbol 7.Competitor Approach Determining the positioning strategy

Determining the positioning strategy Identify the competitors Determine how the competitors are perceived and evaluated Determine the competitor’s positions Analyse the customers Select the position Monitor the position Identifying competitors

Identifying competitors Pepsi May define its competitors as; Other cola drinks Non-diet soft drinks All soft drinks Non alcoholic beverages All beverages except water

Message Strategy

Advertising Manager needs to make decisions about The content of the advertising message, called as Message Strategy Message focus should be on communicating Product Benefits Developing / Reinforcing Brand Image Evoking and associating specific feelings and emotions Making the brand appear fashionable by creating social and group influences.

The challenge is to identify which attributes are considered in making the brand-choice decision Which of them are most important in the targeted product-market situation. Success of a positioning strategy is reflected in link between benefits or images and an overall attitude in the mind of customers

Attitude

Attitude is associated with the notion of liking or disliking Attitude is not directly observable and have to be identified from what people say about and what they do Attitude is a central concept in the field of social psychology Attitude Structure is made up of three closely Interrelated components

Cognitive Awareness, comprehension, knowledge Affective Evaluation, Liking Preferences Conative Action Tendencies like trial, or purchase We buy something because we like it, and we like it Because we cognitively evaluate its benefits

Types of actions people take

People develop overall attitudinal liking for a product without cognitively evaluating them. Such Attitudes are purely based on emotions and feelings rather than some rational evaluation

LOW

INVOLVEMENT

SITUATIONS

Vice Versa for High Involvement Situations

Making the Positioning Decision 1. Economic Analysis Market Segment Size Penetration Probability “Penetration Probability must indicate “ Competitive Weakness to attack Competitive advantage to exploit

2. Segmentation Commitment An overt decision is made to ignore parts of the Market. Give Meaningful position through undifferentiation Deliberately generating a diffuse image Meaning different things to different people VS. Positioning through differentiation

3. If advertising is working, stick with it Brand personality or image is developed over many years Consistency is desirous over change in personality year after year 4. Don’t try to be something which brand is not 5. Consider Symbol

Message Strategy through Attention and Comprehension Getting increasingly difficult to gain attention There are two important prerequisites Individual must be exposed to message and pay attention

Those who pay attention must interpret / comprehend as intended

Each of the stages discussed as Attention Comprehension Go through a perceptual barrier Perception Process Stimulus

Attention

Interpretation

Active Search

Simplify

ive Search

Distort

ive Attention

Organize

Cognition

Stimulus Conditions Intensity Size Message Position Context

Audience Conditions Information Needs Attitudes Values Interests Confidence

Attention can be viewed as information filter It is an screening mechanism that controls the quantity and nature of information any individual receives

Amid advertising noise it is not easy to create an ment that gets noticed, processed and Evaluated. Effectiveness of advertising is reduced; Higher Level of Clutter Proximity of ments from competing brands Television rs have to cope with much noise in the form of; Clutter Zapping

Zipping

Clutter: Too many ments in related as well as unrelated product categories.

Zapping: Switching programs during commercial breaks

Zipping: Fast-forwarding through ments when Viewing pre-recorded programs.

Combating clutter, zapping and zipping

Combating Clutter, Zapping and Zipping Clutter Higher levels of clutter hurt the performance of Individual ments Effects of increased clutter do not affect all ments Ads placed either at beginning or end are less affected High involvement ments are less affected Print Media: three dimensional pop-ups, freebies, etc.

Zapping A viewer can turn off the sound or change channel It is higher in households with Cable TV and with Multiple people at home Consumers are forced to pay more attention to ads they Are zapping than those that are not. One can make commercials that are interesting, Entertaining or pleasurable Consumers are forced to pay more attention to ads they Are zapping than those that are not. Executional elements are equally important

Zipping Zipping rates are lowest for first commercial in The first slot and highest for last ones. Far more difficult to fight zipping than zapping Combat zipping by developing commercials that use visual Elements like; logos or still shots These will be visible even if viewers are fast-forwarding

Creating ments that attract The attention filter operates at various levels of Efforts and consciousness. Information is an important stimulus for paying attention There are 4 motives for attending to informative stimuli Information of Practical Value Information that s Information that Stimulates Information that Interests

Practical Value Successful headline format “How to……..” in context Of the problem that the consumer is trying to solve Robert Burnkrant applies general theory of motivation to process information; based on 3 factors 1. Information need depends upon the nature of product Products that are costly, complex or unknown

. Expectancy (probability) that processing a particular ad will lead to relevant information exposure

. Value of the source of relevant information / goodness or badness of the message This structure provides an approach to determine the extent to which a person might be motivated to process information

Information that s People have psychological preference for ive information They tend to avoid non-ive or discrepant information Dissonance Theory predicts that cognitive dissonance, the existence of conflicting cognitive elements is discomforting and that people will try to reduce it.

Information that Stimulates

Complexities Theory

Based on Salvatore Maddi’s Variety Theory; novelty, unexpectedness, change, and complexity are pursued Because they are inherently satisfying. Assumption is; people get bored and are motivated to reduce the boredom by seeking stimuli that are unusual or different.

Adaptation-Level Theory suggests; not only focal Stimuli determines perception but also the contextual (background) and residual (past experience) ments that are sufficiently different from an audience’s adaptation level and expectations will attract attention. Suggested to use ad elements that are moderately inconsistent rather than very consistent or extremely inconsistent.

Information that interests People tend to notice information that is interesting to Them. They are interested in subjects with which they are involved Approach could be to run an ment about the Person or the persons to whom it is directed. OR To present a communication involving topical issues in which audience is likely to be heavily involved

Advertising Appeal An ment should contain an appeal for creating human interest so that it catches attention. Human needs are the basis for appeals There are two issues that are important for an r Regarding needs: The number and nature of basic needs Intensity of motivated behaviour

Unsatisfied needs are motivators Much of the human behaviour is motivated by sub conscious and unconscious needs Several needs operate simultaneously to cause a given behaviour We may spend a great deal of time and efforts to Satisfy some of motives or vice – versa.

People differ significantly in the efforts they put forth To achieve what appears to be the same motive.

Intensity of Motivating Behaviour invokes the concept of central and peripheral needs.

Central Needs: are closely related to our sense of Survival and identity. Peripheral Needs: are instrumental needs or wants, consisting of preferences one has for alternative means of satisfying central needs

Associating Feelings with the Brand Previously we talked about logical processing of information and rational thinking process Creating feelings that can ultimately influence attitudes or beliefs is also important consideration. For example: Pepsi (youngistan commercial), Thumsup (adventure commercials) evoking feeling of energy, thrill ………. Feelings created get associated with the brand and thereby affect brand attitudes.

Buying Motives Different kinds of motives encourage an individual to Give attention to certain ments and purchase Certain products. Achievement: need to perform difficult tasks Independence: need to be autonomous, have options, be different Exhibition / Recognition: need to gain public attention, show off or to be held up as exemplary Affiliation: need for close association with others

Advertising Appeal Rational Appeals: ads based on functional benefits Emotional Appeals: are designed to stir up certain positive (happiness) or negative emotions (fear, anxiety) Moral Appeals: instilling sense of right and wrong. often used in messages to arouse a favourable response

Product Oriented

Consumer Oriented

Feeling Advertising is execution focused opposed to message focused. Such ments develop: EMTIONAL BONDING BRAND IMAGERY BRAND PERSONALITY Feelings are more important in low involvement situations

ments evoke feelings for products that are likely to be needed when consumers have a low level of intrinsic interest in the product category or brand. This is most likely to happen in the mature stages of product life cycle. When a product is new and product interest is high consumers may seek more information. It is suggested to have feeling oriented ments For products in mature stage and informative ments in introduction stage in PLC

FCB and Rossiter and Percy Grid Defines different product categories and motives for which consumers purchase a product How ments can be designed to address each buying motive. Product categories can be classified into four categories Based on High Or Low Involvement Thinking Products or Feeling Products

Motives can be Informational or Transformational Thinking Products could be purchased for several informational motives That have to do with the consumer’s desire to reduce negative feelings A product might be purchased for; Remove a problem Problem avoidance Dissatisfaction with a prior purchase

Feelings Products can be purchased for various Transformational motives. That have to do with increasing certain positive feelings A product might be purchased for; Sensory Gratification Sense of achievement Social Approval Needs

Transformational Advertising Way in which feeling-oriented advertising succeeds in Associating feelings with brands.

Such advertising involves developing associations with the Brand or the brand use. So that the experience of using the brand is transformed Into something related to feelings.

Rossiter Percy Grid Informational

Low Involvement Trial Experience Is sufficient

Transformational

Negative Motivation

Positive Motivation

Focus on one or two key benefits

Unique and authentic emotional benefits

Use simple problemsolution format

Frequently repeated likeable ad Drama Format

High Involvement

Convincing and logical brand claims

Create a feeling of lifestyle identification

Comparative formats

ive information Thrown in

Search and Conviction Is required prior To purchase Refutational or

High Repetition needed

Requirements for successful Transformational Advertising Adequate Budget: heavy repetition to build Association is required Consistency: thrust of ments can not be allowed To change frequently. Close Connect the brand with the advertising: connecting Use experience to the brand. An ment attempting to generate an emotional response should be believable and engender empathy

There are countless numbers of feelings and combinations of feelings that could potentially be precipitated by advertising.

Equity Building Advertising • Brands have equity because they have: • High Reputation for Perceived Quality • Brand Awareness • Positive Brand Association • Consumers prefer high-equity brands because: • they find it easier to interpret what benefits the brand offers. • Feel more confident about it • Get more satisfaction by using it

Brand can charge a higher price. Command more Loyalty Run more efficient marketing programs

Brand Image Attributes + Consequences + Brand Personality A brand could acquire a personality profile through Advertising-created association. Feelings can be associated through ments. security, calmness, excitement, happiness etc.

Why are Brand Personality Associations Important Importance to Marketers: Differentiate from competition Intense Competition in the same product category Near Parity in of attributes, quality, price etc. Only difference between brands is often the personality associated with them

Brand Personality Association enables the organisation to gain market share or charge price. While competitors can match product features, price, promotions etc. They can not duplicate the brand personality; it is done it May lead to advertising for the original brand. Long term advantages: Increase the asset value Brand Acquires higher sale price

Access to better distribution network Better shelf space High consumer awareness and loyalty Increased repurchases Economies in of marketing expenses and launching new brands, categories or extensions

Importance to Consumers Self Definition and Symbolic Association Consumers regard their possessions as part of themselves Brands encapsulate social meanings (intelligence, sophistication) Consumers select those brands that have a brand Personality, which is congruent with their own selfconcept

When are Brand Personality Associations More Important ? Self rationale would be stronger in some product Categories than in others. High Involvement products vs. Low Involvement Products It matters more when a product is socially visible Relatively scarce product categories Certain individuals are also susceptible to brand personality symbolisms People who are more conscious about there public appearance

Implementing Brand Personality Association

1.Researching the symbolic associations that currently exist with the product category and competitive brands. A. Photo Sorts: Consumers are given photographs of Individuals and asked to pick those, which they think use particular brand. Then they are asked to describe the individual B. Sentence Completion: Ladies like Sunsilk Shampoo because …………………

2. Deciding which brand personality is going to be of greatest value with the target consumer segment. 3. Executing the desired brand personality strategy Every element of marketing and communication mix Plays an important role: packaging, pricing, sales promotions, distribution etc.

Key advertising elements that contribute to a brand’s personality are: Endorser: Personality of the endorser gets transferred To the brand Use Imagery: Kind of brand portrayed in the ad . Executional Elements: music, visual direction, colour Schemes, typography Symbols: Nike’, Air Deccan Consistency:

Creative Approach Comparative Advertising: Two or more named or recognizable brands of the same Product class are compared and the comparison is made is Made in of one or more attributes. The comparisons can be:

Implicit (Brands implied but not Named) or Explicit (Brand Names) Verbal or Visual

Claims can be of complete superiority Superiority on some attributes or of parity. Inoculative (immunizing) Advertising: Companies try to resist attempts by competitors or outside Influences to change his or her attitudes. Companies are involving with defensive marketing. Refutational (denial) and ive Advertising: Emotional Creative Approaches

Using an Endorser Benefits of using Endorsers: 1. Enhance ment readership / viewership / listenership.

2. Induce Positive attitude change towards the brand/ company.

3. Personality characteristics of the endorser can get associated with brand personality.

Selecting an Endorser A Celebrity: has the publicity of and attention getting Power. Large segments of the audience instantly recognize and identify with the with the famous person. Goodwill can be transferred to the brand. Celebrities cost a lot and hard to get. If they are used for other products they may loose credibility They may be overexposed

An Expert Best choice when product is technical or consumers need Reassurance that the product is right choice and safe to Use. A satisfied customer To maximize the naturalness of the situation. Best choice when it is anticipated that there will be strong audience identification with the role involved.

Creative Process 1.Fact finding : Information search, advertising objectives a. Problem Definition: Picking out and pointing the problem b. Preparation: 2. Idea Finding: a. Idea Production: tentative ideas b. Idea Development:

Copywriting Some Important guidelines: Cash in on personal experience Write with heart Learn from experience of others Talk with the manufacturers or service providers Study the product Review previous ments of the product and that of the competitors’

Copy is more effective if: it is simple and clear touching only one or two ideas. It is extendible Flows smoothly from beginning to end. For Print media copy: Key element is headline, it must flag down the target reader and pull him into body copy. Offer reward for reading on Headline should appeal to reader’s interest, offer new twists, evoke curiosity

Headlines and visuals should complement each other Body copy should be detailed and specific, The headline, readable and interesting. For Television Copy: Right mix of visuals or sounds. Frequent use of visual repetition of brand name, package And key product attributes. All elements should be well connected and linked to each other

For Radio Copy: Write copy that creates a picture in the mind of the Listeners. Elements used are, sound effects, human voice, humour Or music. Should be well utilised Short words and short sentences are more effective. For Outdoor Copy: Message should be communicated in few seconds. Should be extremely short, simple, strong and distinctive

Layouts Involves bringing all the pieces together Important factors to consider: Balance: Pleasing distribution Contrast: different sizes, shapes and densities, colours to enhance attention value and readability. Gaze motion: logical sequence Unity

Media • The vehicles that carry the ads to the target market. • Which is most important? Picking the correct media or having great creative? • What are the types of media?

Newspapers

Outdoo r

Magazines Internet

Consumer’s View of Media Advertising

Wireless

World Wide Web

Radio

Television

Media Overview • rs are placing more emphasis than ever on media planning • Choosing media & vehicles is the most complicated of all marketing communications decisions • Aside from specific vehicles in media, the planner has to choose geographical locations and budget distribution over time

Key Media ❖ Media plan: document that establishes how media will be used to disseminate an r’s message, including objectives and strategy. ❖ Media objective: statement in media plan that explains the goals of the plan; usually states how many of the target will be exposed to advertising messages in a given time period, and how often.

❖ Media strategy: statement in media plan that outlines how objectives will be accomplished; shows where and when advertising messages will appear, and at what cost.

Media Planning Media Planning = Selection + Scheduling Factors Influencing Media Planning Decisions ❖ Target Market Profile ❖ Looking at Brand/Product Dynamics ❖ The Creative Execution ❖ Budget Considerations and Media Deals ❖ The Competitive Situation ❖ Availability and Timing Considerations

The Media-Planning Process Involves the process of deg a scheduling plan that shows how advertising time and space will contribute to the achievement of marketing objectives

The Media-Planning Process media planning involves coordination of three levels of strategy formulations: • Marketing Strategy • Advertising Strategy • Media Strategy

Overview for the Media Planning Process Advertising Strategy

Marketing Strategy

Advertising

Advertising Budget

Objectives

Message Strategy

Media Strategy

Media Strategy • • • •

Audience Selection Objective Specification Media and Vehicle Media Buying

The Media-Planning Process Marketing Strategy: Provides impetus and direction for choice of both advertising and media strategies Advertising Strategy: Involves advertising budgets, objectives and message and media strategies – extends from overall marketing strategy

The Media-Planning Process

1. Selecting the target audience

2. Specifying media objectives

3. Selecting media categories and vehicles

4. Buying media

Selecting the Target Audience Four major factors

(1) Buying Behaviour (2) Geographic (3) Demographic (4) Lifestyle/psychographics

Specifying Media Objectives 1. What proportion of the population should be reached with advertising message during specified period (reach) 2. How frequently should audience be exposed to message during this period (frequency) 3. How much total advertising is needed to accomplish reach and frequency objectives (weight)

Specifying Media Objectives 4. How should the advertising budget be allocated over time (continuity) 5. How close to the time of purchase should the target audience be exposed to the advertising message (recency) 6. What is the most economically justifiable way to accomplish objectives (cost)

Reach Percentage of target audience that is exposed to an ment. At least once, during a certain time frame (usually four weeks) • Reach represents the percentage of target customers who have an opportunity to see the rs message.

Factors Determining the Reach • More people are reached when a media schedule uses multiple media • The number and diversity of media vehicles used • By diversifying the day parts

Frequency Average number of times an ment reaches the target audience in a four-week period

Media Scheduling Reach (% of target audience with opportunity for exposure to media vehicle(s) or media plan in a given time frame)

+ Frequency (average number of times target is likely to be exposed to the ad in a given time frame)

100%

The Difference between Reach and Frequency

Evaluating the Media: Key ❖ Rating point: the % of a given population group that uses a specified media vehicle. ❖ Share: Households/persons using television % of homes or people watching TV at a given time. ❖ Audience: number or % of homes or persons using a media vehicle. ❖ Coverage: Same as reach – the % of homes or persons receiving broadcast signal within specified area, or receiving specific magazine or newspaper.

❖ Circulation: Total number of copies of a publication sold through various forms of distribution. ❖ Readers per copy: average number of people who read each issue of publication.

Market Factors/Frequency Levels Market Factor • • • • • •

Brand History Brand Share Brand Loyalty Purchase Cycle Usage Cycle Share of Voice

Type New High High Short Short High

Frequency High Low Low High High High