Final Flashcards
What are the different types of TV commercial formats?
- Problem/Solution
- Demonstration
- Slice-of-LIfe
- Testimonial/Endorsement
- Presenters
- Vignette
- Jingle
What is a problem/solution TV commercial?
Using the product as a solution to a problem
What is a demonstration TV commercial?
Product is shown being used
What is a Slice-of-Life TV commercial?
Based on a realistic life story
What is a testimonial/endorsement TV commercial?
An individual delivers the sales
message; presents his/her experience
with product and recommends it
What is a presenters TV commercial?
Person talks directly to
camera and tells you why
you should use the product
What is a vignette TV commercial?
Several brief episodes
threaded together to drive
same point home over and
over again
What is a jingle TV commercial?
Message presented in lyrics set to music
What makes a TV spot good?
- A major selling feature or benefit
- A selling proposition that is relevant to the intended audience
- A strong opening to capture attention
(first 3 seconds) - An appropriate presentation
(problem/solution, demonstration,
spokesperson, etc.) - Opportunities to showcase the product
(it should be the star; show it often and
end with it) - A good fit between the audio and visual
- A way to involve the viewer with the
product
What are the development steps for a TV commercial?
Script and storyboard
What are scripts?
- Copywriter has primary
responsibility - Has unique 2-column
manuscript format
What are storyboards?
- Art director has primary responsibility
- Each cell/frame represents a major scene in the
script - Frames are shown sequentially
- Images in frames are usually drawn
- Audio and directional information are placed
below each frame (Audio is more important)
What is direct marketing?
Direct marketing is a database-driven process of
directly communicating with targeted
customers or prospects using any medium to
obtain a measurable response or transaction
via one or multiple channels.
What are the advantages of direct marketing?
- Purchase not restricted
to location - Marketer controls
product until delivery - Easier to evaluate its
effectiveness - Flexibility in form and
timing - Has more of a one-to-one,
personalization aspect than
other tools - Talk TO people, not AT them
- Focuses on sales
- Produces measurable results
- Collects relevant customer
information for databases
What are the disadvantages of direct marketing?
- Consumers reluctant
to purchase (can’t
touch the product or
try it on) - Annoyances
associated with direct
marketing - Unable to reach
everyone in
marketplace
What do databases do?
- Store consumer characteristics
and response/transaction
patterns - Enable direct marketing efforts
to be highly targeted
What is the 80/20 rule?
80% of repeat business comes
from 20% of your customers
What are the three characteristics of direct marketing?
- An offer
- Response mechanism
- Measurability
What is an offer in direct marketing?
Give the customer something;
motivate him to act
What is a response mechanism in direct marketing?
Give the customer a way to
respond immediately
What is measurability in direct marketing?
Statistically analyze what
worked and what didn’t
What are offer components in direct marketing?
- Price
- Unit of Sale
- Optional features
- Incentives
- Time limits
- Guarantees
What are the tools of direct marketing?
- Direct Mail
- Catalogs
- Telemarketing
- Direct-Response Advertising
5.
What are the formats of direct marketing?
- Self-Mailer
- Direct Mail Package
- Dimensional Mailer
What is a self-mailer format in direct marketing?
- A piece that does
not have an
envelope - It is folded and
sealed on one end - Typically has a
lower response rate,
but can cost less
What is a direct mail package format in direct marketing?
Several elements sent in
an envelope.
What is a dimensional mailer format in direct marketing?
- Includes an element that is
3-D - Expensive, but great for
getting attention and
getting opened
What is direct mail in direct marketing?
A print advertising
message for a
product or service
delivered by mail
What are catalogs in direct marketing?
A multipage direct-
mail publication that
shows a variety of
merchandise
What is telemarketing in direct marketing?
- Inbound and outbound
- Lots of criticism
- Scripts need to be
carefully constructed
considering all the
consumer responses
What is direct-response advertising in direct marketing?
- Advertising (TV
commercials, radio spots,
print ads) that goes
beyond image to offer a
contact element - All direct-response
advertising moves
consumer to action
What is lifetime value in direct marketing?
Keep customers beyond the first sale
What is the mission of direct marketing?
The marketing of goods and services directly from
manufacturer or wholesaler to the consumer.
What is sales promotion?
The use of any incentive by a manufacturer to induce the trade
(wholesalers and retailers) and/or consumers to buy a brand and
to encourage the sales force to aggressively sell it. The incentive
is additional to the basic benefits provided by the brand and
temporarily changes its perceived price or value.
What is push vs. pull in sales promotion?
- Pull: Efforts designed to create demand
in the end user or consumer. Can include
advertising and promotions such as
coupons. - Push: Efforts that “push” the product
through the channels so they are available
to consumers. These communications are
targeted to the sales force and the retailers.
What is pull in sales promotion?
Efforts designed to create demand
in the end user or consumer. Can include
advertising and promotions such as
coupons.
What is push in sales promotion?
Efforts that “push” the product
through the channels so they are available
to consumers. These communications are
targeted to the sales force and the retailers.
What are the consumer promotion objectives in sales promotion?
- Short term sales boost
- Introduce new product
- Encourage trial
- Retain current customers
- Get repeat/frequent/multiple purchases
- Build brand equity/awareness/support other
media - Pre-empt competitive activity
- Increase purchase cost/size
What are the consumer promotion strategies in sales promotion?
- Trial
- Loading
- Continuity
- Usage
- Image
What are the consumer promotion tactics in sales promotion?
- Sampling
- Coupons
- Bonus Packs
- Premiums
- Continuity Programs
- Rebates
7.Contests/Sweepstakes/Games - Cause-related
- Tie-ins
What is sampling in sales promotion?
Any method used to deliver an actual or trial-sized
product to consumers. The device for trial.
What are coupons in sales promotion?
A certificate, with a stated value for either money or
merchandise, which the customer presents at the time
of the purchase.
What are bonus packs in sales promotion?
Extra quantity of product at same price. Good for products
used quickly.
What are premiums in sales promotion?
Merchandise offered free or at a reduced price as an
inducement to buy a different item.
What are continuity programs in sales promotion?
- A continuing promotion offer with inducements to make
additional purchases of the product. - Designed to create and
reward brand loyalty among consumers who might otherwise
switch from brand to brand within a category.
What are refunds/rebates in sales promotion?
An offer by a manufacturer to return a certain amount of
money to the consumer when a particular product or group of
products is purchased.
What are contests in sales promotion?
An event that invites the consumer to apply skill to solve or
complete a specified problem, such as write a jingle. Entrants
may be required to provide a proof of purchase or other
consideration to enter.
What are sweepstakes in sales promotion?
A chance promotion involving the giveaway of products and
services of value to a randomly selected group of those who
have submitted qualified entries. To prevent infringement of
lottery laws, they do not require monetary consideration such
as purchase.
What is point-of-purchase in sales promotion?
Communication materials in the store or at the point of
sale
What is out-of-home advertising?
- Short, reminder
advertising - Includes
outdoor, transit,
mobile, and
more
What are the advantages of out-of-home advertising?
- Influences customers when
they are out and likely to
make a purchase decision - TV/Radio/Print are very
cluttered; out-of-home
provides an alternative that
can’t be turned off or
thrown away - Can build awareness
quickly because we tend to
travel the same routes
every day - Outdoor has a powerful presence (size, bold images, colors, available 24/7)
- Can reach specific audiences or audiences near specific locations (restaurant)
- Can be lower in cost than other media
- Offers flexible timing (short or long periods)
- May be seen by a lot of people
What are the disadvantages of out-of-home advertising?
- No room for features/benefits
- Locations may not be available
- May reach people who aren’t interested
- Has a negative image (environmentally)
- Hard to measure effectiveness
- Weather can affect readability
- Not all markets are large enough to offer outdoor
How do you write for out-of-home advertising?
- Keep it short (7 words)
- Use simple words
- Use common, easy-to-read fonts
- Use visuals and make them large
- Show product visually
- Use emotion and humor
- Focus on one idea
- Don’t be subtle
- Be creative
What is branding?
The process of creating special meaning (brand
image) for your product
Why are brand names important for branding?
- The success of the name is critical to the success
of the product - Helps product stand out
- Must be appealing, memorable, easy to pronounce
What are slogans in branding?
- Theme line, tagline
- A phrase or sentence that captures the heart of
the advertiser or its message
What are trade characters in branding?
Illustrative devices to add memorability
or personality to the brand
What is brand equity in branding?
Reputation, meaning and value that the
brand name or symbol has acquired over time
What are domain names in branding?
The place where customers can find you on the
web (URL, web address)
What is interactive media in digital marketing?
Communication systems that permit two-way
communication (the closer it is to a
conversation, the more accurately it can be
called “interactive”)
What is internet advertising in digital marketing?
- Web sites (many different
forms: catalog, storefront,
info clearinghouse,
content, etc.) - Advertising resources
- Social media
- Blogs
- Streaming
What are the advantages of internet advertising in digital marketing?
- Relatively inexpensive
- Advertisers can
customize and
personalize messages - Can provide sales
leads or actual sales
What are the disadvantages of internet advertising in digital marketing?
- Inability of experts to
effectively place ads
and measure
effectiveness - Clutter may even be
worse than in other
media
What is the purpose of internet advertising in digital marketing?
- Provide brand reminder message
- Deliver informational or persuasive message
- Drive traffic and sales
- Interactive brand experience
- New home for “TV commercials”
What is alternative media advertising?
Alternative (or nontraditional) is concerned
first with the encounter, effect,
impression and then the brand connection
What is alternative out-of-home advertising?
Brand messages
experienced outside
the home that go
beyond traditional
outdoor advertising
What is guerilla marketing?
Low cost or free marketing that promotes
the product in a creative, unexpected way
What is experiential advertising in alternative advertising?
Give the consumer an experience with the
brand instead of sending a message
What is new media in alternative advertising?
- Brand experiences on the Web
- Webisodes
What are key issues in ethical advertising?
- Poor taste and offensive advertising
- Stereotyping
- Body and self image
- Targeting children
- Misleading claims and other message
strategies - Controversial products
What are some ethical issues in advertising?
- Should advertising be allowed for harmful products such as cigarettes?
- Should children be
targeted with
advertising? - Do advertisers go too far with puffery?
- Is advertising having
harmful effects on
viewers (physical
characteristics, gender
roles, etc.)?
What is puffery in ethical advertising?
- An exaggerated statement
- Not factual statement
What is the shape vs. mirror debate in ethical advertising?
How is advertising related to the society it is in
What is shape in ethical advertising?
Advertising manipulates people, shapes social
trends, dictates how people behave, controls how we think
and act. The cumulative effect of all the advertising we see takes control away from us.
What is mirror in ethical advertising?
Advertising spots trends and creates messages using them. It cannot MAKE people do things they don’t want to do. People are not robots who simply follow commands. They think and choose for themselves and if
they don’t like or want a product, they won’t buy it.
What are the pros of advertising?
- Advertising is based on the capitalist idea of continually expanding
demand for new products and services. - Advertising gives people information and helps consumers make
choices. - Advertising can be used for all types of products, services and
organizations, including charities - Advertising subsidizes the cost of mass media—keeps media “free”
or inexpensive. - Advertising is a type of “free speech” which is protected by the
Constitution. - Advertising helps the economy grow and provides people with jobs.
- Advertising does not force people to buy things.
- Advertising is a type of art that persuades and amuses
simultaneously.
What are some criticisms of advertising?
- Advertising makes people feel inadequate if they
don’t look a certain way or own certain products. - Advertising presents a skewed reality of body sizes, aging, product representations, etc.
- Advertising promotes overconsumption
which can hurt the
environment. - Advertising encourages people to buy things they don’t
really need or products that can be harmful. - Advertising encourages people to value owning things over more important
social values.
