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Communications
14
chapter
Prepared by
Deborah Baker
Texas Christian University
promotional mix.
Rapid Delivery
Features
that provide
Differential Low Prices
Advantage
Excellent Service
Unique Features
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Learning Objective
Combination of promotion
Advertising
tools used to reach the
Public Relations
target market and fulfill
Personal Selling
the organization’s
Sales Promotion
overall goals.
Sales Promotion
Impersonal, one-way
mass communication
about a product or
organization that is
paid for by a marketer.
Television Internet
Radio Computer modems
Newspapers Fax machines
Magazines
Books
Direct mail
Billboards
Transit cards
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Advertising
Advantages Disadvantages
Can be micro-targeted
Functions of
Public Relations
Executes
Evaluates public
programs to
attitudes
“win” public
Identifies areas
of public interest
Marketing activities--other
than personal selling,
advertising, and public
relations--that stimulate
consumer buying and
dealer effectiveness.
Sales Promotion
Targets
End Company
Consumers Employees
Trade Customers
Contests
Premiums
Trade Shows
Popular Tools
for Vacation Giveaways
Consumer Sales
Promotion Coupons
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Personal Selling
Planned presentation to
one or more prospective
buyers for the purpose
of making a sale.
Traditional Relationship
Selling Selling
Describe the
communication process.
Categories of
Communication
Interpersonal Mass
Communication Communication
Message
Channel
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Characteristics of Advertising
Advertising
Target
Audience
Persuading
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Goals and Tasks of Promotion
Informing Reminding
PLC Stages:
Growth
Maturity Persuading
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Goals and Tasks of Promotion
Informative Objective
• Increase awareness
Interest
Attention
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AIDA and the Promotional Mix
Awareness Interest Desire Action
Stage in PLC
Product characteristics
– Business product vs. consumer product
Social risk
Maturity
Sales ($)
Time
Decline
Introduction Growth
Time
Light Heavy use of Advertising, Ads AD/PR
Advertising, advertising, PR, Brand decrease. decrease
pre- PR for loyalty Sales Limited
introduction awareness; Personal Promotion, Sales
Publicity sales Selling for Personal Promotion,
promotion distribution Selling Personal
for trial Reminder & Selling for
Persuasive distribution
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Target Market Characteristics
FOR:
Widely scattered
market
Informed buyers
Repeat buyers
Advertising
Sales Promotion
Orders to manufacturer
PULL STRATEGY
Consumer Retailer Wholesaler
Manufacturer
demands demands demands
promotes to
product product product from
consumer
from retailer from wholesaler manufacturer
Orders to manufacturer
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Learning Objective
A method of carefully
coordinating all
promotional activities to
produce a consistent,
unified message that is
customer focused.