Launch! Advertising and Promotion in Real Time, 2009a

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Double-page spreads and bound multiple page inserts have significantly greater impact than full-page ads. Readers also are more likely to remember the brand name associated with the ad and to actually read the copy. A scent strip increases both the immediate impact of the advertisement and also the brand name association. Color has a significantly greater impact than monotone. Large advertisements on average have greater immediate impact than smaller ads. Sampling opportunities engage a reader with the product for a longer period of time. This strategy also shows that you are prepared to support your advertising claims. Placing an ad near editorial content that is relevant to the product enhances the ad’s impact. [12] KEY TAKEAWAY Traditional broadcast media platforms are under great pressure to demonstrate that they contribute to a client’s bottom line. Unfortunately, there’s no consensus regarding the single best way to do this— especially because these messages often intend to shape opinions or slowly evolve or reinforce a brand’s image over time rather than motivating an immediate purchase. For now, most metrics estimate the number and characteristics of consumers who get exposed to the message, while in some cases focus group or survey data based upon a sample of these people can suggest that these messages are likely to result in the desired action. Media companies in the television, radio, magazine, and newspaper industries continue to work on innovations that will allow them to show more direct results to advertisers who need to decide where to place their dollars. EXERCISES a. Explain the metric cost per thousand (CPM) and how it’s used in advertising. b. Explain how network TV measures advertising effectiveness. c. Characterize radio day-parts and the different markets that match these day-parts. d. Describe how Starch scores are used to measure advertising performance. e. Identify the basic principles that increase a print ad’s likely impact on the reader. Saylor URL: http://www.saylor.org/books Saylor.org 421
[1] Bill Harvey, “ARF Engagement Recipe: Surprise, Utility and Emotion,” Next Century Media, http://www.nextcenturymedia.com/2006/03/arf-engagement-recipe- surprise-utility.htm, March 3, 2006 (accessed August 16, 2008). [2] “How to Improve Marketing ROI: Free Kevin Clancy Web Seminar Offers Five Ways to Improve Marketing Performance,” The Copernicus MZine, November 2003,http://www.copernicusmarketing.com/about/mzine/monthlyeds/nov03.shtml (accessed August 16, 2008);http://www.copernicusmarketing.com/about/mzine/monthlyeds/nov03.shtml (accessed August 16, 2008). [3] ANA / Forrester, “Beyond the 30 Second Spot: Marketers Adding Alternatives to Television Advertising,” Marketing Today, March 22, 2006,http://www.marketingtoday.com/research/0306/tv_advertising_less_effective.htm(accessed February 9, 2009). [4] David Goetzl, “Turner: We’ll Get Your Brand into Our Programming,” Marketing Daily, http://www.mediapost.com (accessed March 14, 2007). [5] Anthony Crupi, “CNN Orders Out-of-Home Study on TV Viewership,” Mediaweek, August 11, 2008 (accessed August 16, 2008). [6] Steve Miller, “MTV Networks Puts New Advertising ROI Metrics into Rotation,”Brandweek, June 29, 2008, http://www.brandweek.com/bw/content_display/news-andfeatures/direct/e3i3a6a726c3dd89a140cfb16d45053c8ec (accessed August 15, 2008). [7] http://www.arbitron.com/downloads/arbitron2008mediaplan.pdf (accessed August 16, 2008). [8] “Radio Advertising,” http://www.businesstown.com/advertising/radio-buying.asp(accessed August 15, 2008). [9] http://www.starchresearch.com/services.html (accessed August 16, 2008). [10] “Reader Dynamics and Ad Impact on Readers of Pass-Along Copies,” magazine.org, 2006, http://www.magazine.org/content/Files/valReadershipPassAlong.pdf (accessed August 15, 2008). [11] Erik Sass, “Study Finds Spectacular Print Ads Get Spectacular Recall,” http://www.mediapost.com (accessed February 23, 2007). [12] “Starch Research,” http://edsites2.itechne.com/Acp3Images/edDesk/0b531cdd- eaf7-4c3e-82a7- 1980552a775c/AboutStarch.pdf (accessed August 15, 2008). Saylor URL: http://www.saylor.org/books Saylor.org 422
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This text was adapted by The Saylor
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1.1 Why Launch!? LEARNING OBJECTIVE
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1.2 Meet Our Agency Partner: SS+K L
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This perspective is a consumer-cent
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Follow the e-mail trail. Dr. Duke C
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As you can see, it takes a village
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1.3 The Pitch: Win the Account LEAR
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Initial strategic thinking. Before
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Figure 1.9 The Pitch Process How do
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1.4 Let’s Meet the Potential Clie
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1.5 Exercises TIE IT ALL TOGETHER N
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message to them. What do you percei
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LEARNING OBJECTIVES After studying
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eally are trying to fake you out. F
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MySpace. We weren’t early enough
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Specialty print media include bookl
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Ad-Supported Content Ad agencies ar
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[5] “Traditional Radio’s Digita
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the promotional activities that int
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increasingly thin layer of audience
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Figure 2.8 A sales promotion is a t
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2.3 Advertising Industry Structure
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Figure 2.10 Matrix Organization in
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P&G reacted to this problem when it
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Media buyers and media planners eva
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Within a company, the jobs of the a
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[1] Suzanne Vranica, “Ad Houses W
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drumsticks and simulated drumhead p
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Figure 3.1 Build a Foundation Chapt
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3.1 Economic Effects of Advertising
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Broadcast radio and TV rely exclusi
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3.2 The Good: Advertising Enhances
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washing with soap, that remain kill
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share, so they tend to be more stri
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now one of the primary attributes s
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[8] Mister Snitch!, “Top Ten Reje
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here is subjective—your image of
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“If you let me play sports, I wil
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Categories can be made quite specif
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Luxury products are not a bad or wa
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[9] Jean Grow and Joyce M. Wolburg,
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3.4 Advertising Regulation: Who Loo
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Agencies), the ANA (Association of
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[3] American Association of Adverti
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about one-half the size of existing
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Chapter 4 Consumers and the Communi
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messages they see or hear, and when
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4.2 Is the Medium the Message? Comp
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Figure 4.4 SS+K used actor George C
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SS+K developed a comparative messag
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Audio Clip “Ahem” http://app.wi
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After studying this section, studen
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SS+K Spotlight The memes and trends
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4.4 Decision Making LEARNING OBJECT
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Motivation refers to the processes
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4.5 Internal Influences on Consumer
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isn’t sure. And, regardless of hi
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it’s not subliminal; the stimulus
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Product line extensions. Marketers
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1. Sensory memory permits storage o
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Of course, the nature of the ad its
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c. Create an example involving a lo
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[24] Raymond R. Burke and Thomas K.
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products with others and to solicit
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community hub on Yahoo! it calls Po
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4.7 Culture, Globalization, and Adv
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Advertisers have (for the most part
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Why do they bother? Their goal is t
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1a &ex=1369108800&partner=USERLAND&
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advertising and ad men (and women)
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Chapter 5 Know Your Audience: SS+K
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5.1 Types of Data LEARNING OBJECTIV
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preferable but harder and more expe
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One really encouraging finding from
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Figure 5.4 Brand Tags Dig Deeper Th
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irreverent British tastes. “In th
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KEY TAKEAWAY Primary data refers to
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magazines they prefer, an agency co
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a. Identify and discuss the signifi
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more natural and objective than int
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Results showed that sportier models
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5.5 Using Research to Guide a Succe
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they wanted to see recipes for ligh
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[1] Quoted in Lisa McTigue Pierce,
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a U.S. Army ad, see yourself walkin
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audience profiling to become more t
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“The key turning point of this wh
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Life stage (e.g., empty-nest parent
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feather flock together”). PRIZM (
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fashionable. Bloomie’s research d
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Actualizers, the top VALS2 group, a
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Surveys of consumer behavior (for e
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generic attribute and not a point o
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2. Demographics are measurable aspe
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What Are the Properties of a Good T
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conversation. The customer would ha
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6.3 Position Your Brand: Why Will T
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The average Buick buyer is a man in
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muscle is being used to bring such
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check any information on ethics pro
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times like now. We see this situati
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than 32 percent in just two years w
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SS+K Spotlight Since msnbc.com’s
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Clients use a variety of methods to
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How Loud Are You? Share of voice (S
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properties, and sci-fi sites over a
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3. List and discuss the keys to usi
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Southern California, and it aims to
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are positive or negative and whethe
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the company spent on TV advertising
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y category (agency fee, production,
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You can list the pros and cons of t
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AD-VICE 1. A company is trying to d
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We are now eight months prior to th
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After studying this section, studen
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Just as people have personalities,
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KEY TAKEAWAY The power of branding
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well. It may also reveal indirect c
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ealistic feel for its market positi
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In contrast, opportunities and thre
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8.3 Define Where You Want to Go: Se
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You’ll learn more about how these
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adio, or read magazines. It may als
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Figure 8.5 Anatomy of a Creative Br
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Figure 8.7 The Communications Brief
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KEY TAKEAWAY This section described
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2. Is there a Chick-fil-A in your n
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Chapter 9 Choose Your Communication
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direct mail people, whoever else yo
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Campaigns that utilize multiple med
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9.2 Elements of the Promotional Mix
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team is more relevant and effective
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virtual trade shows that you attend
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newsworthy, such as announcing a ne
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aloud. Salespeople in fashion retai
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drive potential new Sun customers t
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service Loopt, which allows its sub
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Fox: Ads That Can Change Pitch,”
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The third campaign in the series be
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Pool Resources with Associations an
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1. Assume that you are a proponent
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Chapter 10Plan and Buy Media: SS+K
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10.1 Traditional Advertising Media
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The print portion of the media plan
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The television plan that The Media
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“advertising abhors a vacuum,”
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Lack of messaging. Although sponsor
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KEY TAKEAWAY Traditional media incl
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10.2 New Media LEARNING OBJECTIVES
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In order to maximize the effectiven
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presented by Craftsman at Sears,”
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As the tip of the iceberg, MTV rece
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are used to getting from real-world
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where they select the flavor of the
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catch up to Google (which provides
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[16] Quoted in Paul Hyman, “Burge
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2. Demonstrate how media planning i
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A common place for these negotiatio
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Cost per thousand (CPM) Calculation
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outdoor advertising, online banner
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c. Define and discuss impressions,
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Assume that your advertising agency
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Assume one of two roles: (a) You ar
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11.1 Execute on Media Platforms LEA
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Figure 11.4 The other campaign opti
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Figure 11.8 The client’s new logo
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Subject matter, composition, color,
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visually.” Sound effects reinforc
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from the opposite direction seeing
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TV: Online ads are like TV commerci
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The total spending on alternative m
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[6] Quoted in Martin Pazzani, “Ma
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is a more accurate measure of likel
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position for Apple as revolutionary
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prompted the viewer to think about
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11.3 Exercises TIE IT ALL TOGETHER
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products? What do you think the fut
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Chapter 12 Make the Message Sell: S
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1. Define relevance and resonance.
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The common denominator among the mo
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[5] Quoted in Geoff Colvin, “Sell
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In 2007, Dial rebranded its Soft &
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It also helps when viewers don’t
Page 372 and 373: The solution? Advertisers need to s
Page 374 and 375: [2] David Carr and Tracie Rozhon,
Page 376 and 377: providing our consumers with even m
Page 378 and 379: Tupperware Chairman-CEO Rick Goings
Page 380 and 381: KEY TAKEAWAY An executional framewo
Page 382 and 383: 1. Characterize the members of an a
Page 384 and 385: Art direction has grown in importan
Page 386 and 387: You can explain why having an emoti
Page 388 and 389: 3. Go to at least one favorite maga
Page 390 and 391: accomplished this by designing mult
Page 392 and 393: As you saw in the media plan we pre
Page 394 and 395: 13.4 TV Another important element o
Page 396 and 397: Figure 13.7 The banners titled “P
Page 398 and 399: The “Keywords” banner ads were
Page 400 and 401: 13.7 NewsBreaker Game Another insig
Page 402 and 403: 13.8 NewsBreaker Live The final pus
Page 404 and 405: 13.10 Spectrum Home Page Figure 13.
Page 406 and 407: 14.1 ROI: Show Me the Money LEARNIN
Page 408 and 409: Marketers echo this pessimism; many
Page 410 and 411: The ROI for any campaign must relat
Page 412 and 413: [1] Jeff Lowe, “The Marketing Das
Page 414 and 415: While an advertiser in the 1960s co
Page 416 and 417: National cable metrics from the msn
Page 418 and 419: Figure 14.8 msnbc.com purchased a
Page 420 and 421: Read Most: The percentage of reader
Page 424 and 425: 14.3 ROI for Alternative Media LEAR
Page 426 and 427: Outdoor advertising is quickly movi
Page 428 and 429: procure products they needed to dre
Page 430 and 431: Figure 14.15 Chart tracking number
Page 432 and 433: Online advertising formats have his
Page 434 and 435: Figure 14.18 In order to optimize o
Page 436 and 437: In addition to measuring elements o
Page 438 and 439: Figure 14.24 SS+K compared the rate
Page 440 and 441: Table 14.1 Final Takeaway and Lesso
Page 442 and 443: [2] “The Association of National
Page 444 and 445: 14.4 Exercises TIE IT ALL TOGETHER
Page 446 and 447: site. Summarize what you have learn
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