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ini semua slide marketing strategik kelas sabtu ukm semester 1 2010/2011


  • 1. The means by which firm attempts to _____, ________, and _____ consumer directly or indirectly about the products and brands that they sell Definition of Marketing C mmunications

2. The means by which firm attempts to informinform, persuadepersuade, and remindremind consumer directly or indirectly about the products and brands that they sell Definition of Marketing C mmunications 3. Response Hierarchy Model:Response Hierarchy Model: AIDA ModelAIDA Model Attention Interest Desire Action 4. 1. Personal Selling1. Personal Selling 2. Non Personal Selling:2. Non Personal Selling: Advertising Place Advertising Sales Promotion Publicity & Public Relations Direct Marketing 5. Oldest form of promotion Interpersonal influence process involving a sellers promotional presentation conducted on a person-to-personperson-to-person basis with the buyer 6. For mass consumptionmass consumption & geographically disperseddispersed markets High overall cost but low cost per exposure Television was the dominant media Particularly important when consumers are in the awareness stage. 7. MAJOR MEDIA TYPESMAJOR MEDIA TYPES 1. Television mass coverage, repetition, flexibility, prestige high cost, public distrust, temporary message 2. Radio low cost, flexibility, targeted audience, mobility temporary message 3. Newspapers ability to refer back to ads, short life span 4. Magazine quality image reproduction, long life 5. Outdoor brief exposure, effective along high-traffic areas, strong promotion for locally available products, the simplest media 8. MEDIA VEHICLESMEDIA VEHICLES 1. Television Sesame Streets, Desperate Housewives, News at 12, Money Talks, MTV Asia Award 2. Radio Weekly Hit Charts, Morning Show 3. Newspapers The Star, Tamil Nesan, Metro, Utusan Malaysia, Nanyang SP 4. Magazine Voque, Malaysian Business, Home Improvement.. 5. Outdoor KL Monorail, Ampang Street Billboard, Merdeka Stadium.... 9. RFI are used to select the most cost-effective media to deliver the desired number and type of exposure to the target audience. R (Reach) The number of different persons or households exposed to a particular media schedule at least once during a specified time period. F (Frequency) The number of times within the specified time period that an average person or household is exposed to the message. I (Impact) The qualitative value of an exposure through a given medium (thus, a cosmetic ad in Cleo would have a higher impact than in Fortune magazine). 10. R is most important when: launching new products infrequently purchased brands going after an undefined target market. Etc. F is most important where there are: strong competitors high consumer resistance Etc. 11. Classification of Advertising Timing Patterns 12. Banner AdsBanner Ads small rectangular boxes containing text and perhaps a picture. Companies pay to place banner ads. 13. MicrositeMicrosite a limited area on the Web managed and paid for by an external advertiser/company. For instance, an insurance company creates a microsite on used-car sites that offers a good car insurance deal. InterstitialsInterstitials advertisements, often with video or animation, that pop-up between changes on a Web site 14. Out-of-homeOut-of-home advertising. Using creative and unexpected ad placements to grab consumers attention. Some of the options available include: 1. BillboardsBillboards one-place billboards, mobile billboards. 2. Public SpacesPublic Spaces movies, airlines, lounges, sports arenas, restroom 3. Product PlacementProduct Placement 4. Point-of-purchase4. Point-of-purchase The rationale often given is that: marketers are better off reaching people in otherother environmentsenvironments such as where they work, play etc. 15. Large electronic advertising screensLarge electronic advertising screens - major shopping areas in Japan - in the Harajuku District 16. SpriteSprite displaysdisplays billboardsbillboards withwith light boxeslight boxes atat light rail transitlight rail transit stationstation - Bangkok- Bangkok 17. 3-D bus stop ad by DBS Bank during Christmas festive season, complete with pop-up presents 18. HSBC advertises on Kuala Lumpurs monorail to show that the worlds local bankworlds local bank can bring people placesbring people places tie-in to monorail that goes along heart of city 19. Outdoor Advertising PopularOutdoor Advertising Popular in Asia. WHY?in Asia. WHY? 1. Traffic jams - cities like Bangkok - massive captive audience 2. Rural areas- TV & newspaper ad less available - billboards - mass audience 3. TV ad rates went up - outdoor ad more cost effective 20. Marketer pays a motion picture or television program owner a fee to displaydisplay his/her product prominently in the film/show. 21. Spider-Man 2Spider-Man 2: Peter Parker loses his pizza delivery job: Joe's Pizza, NY 22. Pretty Woman:Pretty Woman: Julia Roberts gets a taste of the high-life: Regent Beverly Wilshire, 9500 Wilshire Boulevard, Beverly Hills 23. Marketing activities that stimulatestimulate consumer purchasing. - provide short-term incentive. Includes coupons, contests, samples, premium, product demonstration, display, trade show etc. Particularly important when the products are in the: declining stage of their PLC. 24. 70% of all buying decisions are made in the store. Should focus on in-store advertising 25. POINT-OF-PURCHASE, POP: In-store advertising - ads on shopping carts, shelves, etc Increase impulse buying decisions Buyers make bulk of final brand decisions in store 26. Direct communication between buyer and seller, designed to generate sales, information request, or store or Web site visits. 27. Includes catalogs, direct mail, telemarketing, direct-response advertising, on television, radio, and kiosks *help creating urgent response *help closing sale *depend on the quality and accurateness of mailing list 28. 1.1. Direct MailDirect Mail - Communications in the form of sales letters, postcards, brochures, cataloqs, Cds, videotapes, audiocassettes and the like conveying messages directly from the marketer to the customer - a narrow target market, send messages quickly, provide complete info & personalize each mailing piece - response rates higher than other types of advertising - cataloqs are the most popular form of direct mail 29. 2.. TelemarketingTelemarketing refers to direct marketing conducted entirely by telephone, and it can be classified as either outbound or inbound contacts. outbound telemarketing involves a sales force that uses only telephone to contact customers. the customers initiate inbound telemarketing, typically by dialling a toll-free number that firms provide. 30. Unconventional, innovative and low-cost marketing technique designed to get consumers attention (in unusual way). 31. This photo is from a publicity stunt for a small bookshop specialising in crime novels in Barcelona. (The corpse and the men in hats are actors.) 32. Print ads that offer editorial content that reflects favorably on the brand. - difficult to distinguish from newspaper or magazine content. 33. AdvertorialsAdvertorials 34. AdvertorialsAdvertorials 35. PR refer to a firms communicationscommunications and relationships with its various publicsrelationships with its various publics such as customers, suppliers, stockholders, employees, the government, the general public, and the society in which the organization operates. Besides advertising, PR is also particularly important when consumers are in the awareness stage. 36. PR refer to a firms communicationscommunications and relationships with its various publicsrelationships with its various publics such as customers, suppliers, stockholders, employees, the government, the general public, and the society in which the organization operates Publicity is the marketing-oriented aspect ofmarketing-oriented aspect of public relationspublic relations - nonpersonal stimulation of demand through unpaid placement of significant news about it in a published medium or through a favourable presentation of it on the radio, television or stage. 37. -- newsnews -- speechesspeeches -- special events such as press-special events such as press- conference, launchingconference, launching -- written/audiovisual materials:written/audiovisual materials: annual report, brochure, newsletter, corporate video, slides -- corporate identity materials:corporate identity materials: logo, stationery, uniform, company car, business cards, buildings -- public-service activitiespublic-service activities 38. FACTORS IN SETTING THE MARKETING COMM. MIXFACTORS IN SETTING THE MARKETING COMM. MIX 1.1. Type of Product Market (consumer vs business)Type of Product Market (consumer vs business) - Consumer product advertising and sales promotion - Business products personal selling 2. Buyer Readiness Stage (Awareness, Comprehension,2. Buyer Readiness Stage (Awareness, Comprehension, Conviction, Order and Reorder)Conviction, Order and Reorder) - Awareness building stage advertising and publicity - Comprehension advertising and personal selling - Conviction personal selling - Order/Closing the sale personal selling and sales promotion - Reordering personal selling and sales promotion plus reminder advertising 3. PLC (Introduction, Growth, Maturity and Decline)3. PLC (Introduction, Growth, Maturity and Decline) - Introduction advertising and publicity - Growth demand has its own momentum thru word of mouth - Maturity sales promotion, advertising, and personal selling - Declining sales promotion