Chapter Nine Creative Advertising Strategy Chapter Nine Objectives • Understand the role of advertising agencies and the relationship between agency and client • Appreciate the factors that promote creative and effective advertising • Describe a five-step program used in formulating advertising strategy Chapter Nine Objectives • Describe the features of a creative brief • Explain alternative creative strategies that play a role in the development of advertising messages • Explain the concept of means-end chains and their role in advertising strategy Chapter Nine Objectives • Understand the MECCAS model and its role in guiding message formulation • Describe the laddering method that provides the data used in constructing a MECCAS model • Describe the role of corporate image and issue advertising Alternative ways to perform the advertising function In-house advertising operation • Necessitates employing an advertising staff and absorbing the operation costs • Unprofitable unless a company does a large and continuous advertising Alternative ways to perform the advertising function Full-service advertising agency Advantages Disadvantages • In-depth knowledge • Some control is lost and skills • Larger clients are • Obtaining negotiating favored over small muscle with the media clients • Coordinating • Occasionally advertising and inefficient in media marketing efforts buying Alternative ways to perform the advertising function A la carte Advantages Disadvantages • Use services only • Specialists approach when they are needed client problems in a stereotyped fashion • Availability of highcaliber creative talent • Lack of cost accountability • Potential cost efficiencies • Financial instability of smaller boutiques Advertising Agency Organization Creative Services Media Services Research Services Account Management • Develop advertising copy and campaigns • Copywriters, production people, and creative directors Advertising Agency Organization Creative Services Media Services Research Services Account Management • Selecting the best advertising media • Media planners develop overall media strategy • Media buyers procure the selected media Advertising Agency Organization Creative Services Media Services Research Services Account Management • Study clients’ customers’ buying habits, purchase preferences, and responsiveness • Focus groups, mall intercepts, acquisition of syndicated research data Advertising Agency Organization Creative Services Media Services Research Services Account Management • Link the agency with the client • Act as liaisons so that the client does not need to interact directly with several different service departments and specialists Agency Compensation •Commissions from media (15%) •Reduced commission system(<15%) Three Sources •Labor-based fee system •Outcome-based Memorable Advertising Apple Computer’s “1984” TV Commercial What Makes Effective Advertising? Sound Strategy Consumer’s View Persuasive Effective Advertising Break Clutter Deliver on Promises Doesn’t Overwhelm Creating Effective Advertising • The Role of Creativity Being Creative Characteristics of creative campaigns • Differentiates itself • Out-if-the-ordinary Energizer Batteries Energizer Batteries • Energizer Batteries keep going, and going, and going… • Like the drumbeating bunny that reinforces the argument Being Creative Characteristics of creative campaigns • Differentiates itself • Out-if-the-ordinary Energizer Batteries Pepsi-Cola Pepsi-Cola Pepsi-Cola commercial pokes fun at its competitor, Coca-cola and subtly conveys the message that perhaps Pepsi is better than Coke Being Creative Characteristics of creative campaigns • Differentiates itself Energizer Batteries Pepsi-Cola Volkswagen Golf • Out-if-the-ordinary Being Creative Characteristics of creative campaigns Energizer Batteries • Differentiates itself Volkswagen Golf • Out-if-the-ordinary Pepsi-Cola Bud Light Creating Effective Advertising The Role of Creativity • Spuds MacKenzie campaign • Budfrogs • Louie and Frank • Whassup?! Little Caesar’s The toga-clad “Pizza, Pizza” man captures and holds the viewer’s attention and provides Little Caesar’s with a unique image vis-a-vis its more laid-back competitors Volkswagen Golf This simple ad dramatizes that the Volkswagen Golf is a roomy car while holding the viewer’s attention in an entertaining manner Advertising Plans and Strategy Advertising plan Provides the framework for systematic execution of advertising strategies Advertising Plans and Strategy Advertising strategy An advertising message that communicates the brand’s primary benefits or how it can solve a consumer’s problem Advertising Plans and Strategy Advertising Plans and Strategy Key Fact A single-minded statement from the customer’s points of view that identifies why consumers are or are not purchasing the brand Advertising Plans and Strategy States the problem from the marketer’s point of view Advertising Plans and Strategy What effect the advertising is intended to have on the target market and how it should persuade consumers Advertising Plans and Strategy • • • • Define the target market Identify the primary competition Choose the positioning statement Offer reasons why Advertising Plans and Strategy • Relatively technical and uncreative • It reminds the advertiser to include the corporate slogan or logo, any regulatory requirements and so on Constructing a Creative Brief Background Their current thoughts/feelings Strategy What do we want them to think/feel Task What do we want them to do Positioning Client’s Objectives Target Proposition Belief in proposition How we speak to them Alternative Creative Strategies Unique Selling Proposition Definition Superiority claims based on unique physical feature or benefit Conditions Most useful when point of difference cannot be readily matched by competitors Competitive Implications May force competitors to imitate or choose more aggressive strategy Alternative Creative Strategies Brand Image Definition Claims based on psychological differentiation, usually symbolic association Conditions Best for homogeneous good where differences are difficult to develop; easily duplicated Competitive Implications Most often involve prestige claims; rarely challenge competition directly Alternative Creative Strategies Resonance Definition Attempts to evoke stored experiences of prospects to endow product with relevant meaning or significance Conditions Best for socially visible goods; requires considerable consumer understanding to design messages Competitive Implications Few direct limitations on competitor’s options; most likely competitive response is imitation Alternative Creative Strategies Emotional Definition Attempts to provoke involvement or emotion through ambiguity, humor without strong selling emphasis Conditions Best suited to discretionary items; effective use depends on competitor response Competitive Implications Competitors may imitate to undermine strategy of difference or pursue other alternatives Alternative Creative Strategies Generic Definition Straight product or benefit claim with no assertion of superiority Conditions Monopoly or extreme dominance of product category Competitive Implications Brand attempts to become synonymous with product category Alternative Creative Strategies Preemptive Definition Generic claim with assertion of superiority Conditions Growing or awakening market where competitive advertising is generic or nonexistent Competitive Implications May be successful in convincing customer of superiority Advertising Applications of Means - End Chains 1. Leverage Point The manner in which the advertising will tap into, reach, or activate the key value, or end-level that serves as the advertisement’s driving force Advertising Applications of Means - End Chains 2. Brand Attributes The brand’s specific attributes or features that are communicated as a means of supporting the consequences of using the brand Advertising Applications of Means - End Chains 3. Brand Consequence The major positive consequences, or benefits of using the brand Advertising Applications of Means - End Chains 4. Value - Orientation The end-level (terminal or instrumental value) to be focused on in the advertising Advertising Applications of Means - End Chains 10 Universal Values • • • • • • • • • • Self-direction Stimulation Hedonism Achievement Power Security Conformity Tradition Benevolence Universalism Means - End Chains and Advertising Strategy Attributes Consequences Low fat Healthy Values Self-respect Wisdom Healthy Choice Many flavors Variety of choices Freedom (of choice) High quality Great Tasting Happiness, Pleasure Lack of self-control Corporate Advertising Two Forms • Image advertising • Issue or advocacy advertising Image Advertising • Jaguar