mass-media in marketing communications: analysis, strategy and planning
TRANSCRIPT
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Mass-media in marketing communications:
analysis,
strategy and
planning
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Objectives
Mass Media Social FunctionsEvolution of Mass MediaStrength and weaknesses of major mass-media in marketing communications. Russian media-market. Media researches: TV, radio, press.Communicative effectiveness of advertising and PR campaigns.Principles of media selection and media-planning.
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Mass Media
Means of communication that are technologically capable of reaching most people and economically affordable to most
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MASS MEDIA SOCIAL FUNCTIONS
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Service the Economic System
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Set the Agenda
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Define our Relationship with Nature
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A Space for Public Expression
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Evolution of Mass Media
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Media Fragmentation: 1940’s
• Radio
• Newspaper
• Magazine
• Cinema
• Poster
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Media Fragmentation: 1950’s
• Radio
• Newspaper
• Magazine
• Cinema
• Poster
• TV
• Long Play
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Media Fragmentation: 1960’s
• Radio• Newspaper• Magazine• Cinema• Poster• TV• Long Play• Tape• Satellite
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Media Fragmentation: 1980’s
• Radio, Newspaper, Magazine, Cinema, Poster, TV, Long Play, Tape, Satellite
• CD, Walkman, Video Game, PC, Videocassette, Recorder, Mobile Phone, Laser Disc
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Media Fragmentation: 1990’s
• Radio, Newspaper, Magazine, Cinema, Poster, TV, Long Play, Tape, Satellite, CD, Walkman, Video Game, PC, Videocassette, Recorder, Mobile Phone, Laser Disc
• DVD, Internet, Email, Webcam, TiVo, Smartphone
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Media Fragmentation: 2000’s
• Radio, Newspaper, Magazine, Cinema, Poster, TV, Long Play, Tape, Satellite, CD, Walkman, Video Game, PC, Videocassette, Recorder, Mobile Phone, Laser Disc, DVD, Internet, Email, Webcam, TiVo, Smartphone
• Satellitte Radio, HDTV, Blue Ray, iTunes, Podcasting, Blog, RSS, Flickr, YouTube, Wikipedia, FaceBook…..
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develop digi media pic
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pic convergece
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MASS MEDIA & MARCOM PROGRAMES :
PROS & CONSPROS & CONS
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TV
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Television is a medium of entertainment which permits millions of people to listen to the same joke at the same time, and yet remain lonesome.
T.S. Eliot
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TV: ADVANTAGESADVANTAGES
High reachHigh frequency potentialLow cost per contactHigh intrusion value (motion, color, sound)Attain rapid awarenessQuality creative opportunityAbility to integrate messages with other media
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TV: DISADVANTAGESDISADVANTAGES
High production costs
Clutter
Low recall
Lack of selectivity
Zapping & zipping
Relatively downscale audience profile
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TV: MARCOM INSTRUMENTMARCOM INSTRUMENT
ADVERTISING
PRPRODUCT PLACEMENT
SPONSORSHIP
CORPORATE IMAGE
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revoA Revolution
1950’s: Introduction Television !
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revo 2
A Revolution
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You choose
what you want
to see, and when !
TV 2.0
A shiftfrom TV to My TV and We TV !
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Development Digital TV 2.0
From TV 1.0 to TV 2.0:• viewers decide, what and when to watch• development digital technology• creating new platforms• preview/mainview/postview
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Development Digital TV 2.0
A new way of thinking: • Think: multi-platform • Think: crossmedia• Think: different viewing moments• Think: screens instead of carier• Think: media agnostic
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More viewtime, more platforms
TV
Digital TV
IP TV
Mobile TV
Platfom Preview PostviewViewer
more !
Viewtime
Video on demand
Cable TV
Internet
New Media
New digital TV channels
Think: Screen !
TV repeats
TV channels
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rupert murdoch
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Target audience selectivityHigh frequencyAble to transfer sound from TVPortable, personal mediumAd music can match station’s formatFlexibilityLow production costsShort production timeCreative opportunities with music and other soundsAbility to integrate messages with other media
RADIO: ADVANTAGESADVANTAGES
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ClutterRelatively small audiencesListener may be otherwise occupied while listeningSome station formats relatively uninvolving for listenersLow attentionTarget duplication with several stations use the same formatLimited research data
RADIO: DISADVANTAGESDISADVANTAGES
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ADVERTISING
PR
PRODUCT PLACEMENT
SPONSORSHIP
CORPORATE IMAGE
RADIO: MARCOM INSTRUMENTMARCOM INSTRUMENT
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Rapid audience accumulationShort lead time to purchase spaceHigh credibilityGeographic flexibilityCan convey detailed copyStrong retail trade supportGood for merchandising and promotionLow production costsExcellent local market penetration
NEWSPAPERS: ADVANTAGESADVANTAGES
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Not intrusive
Cluttered ad environment
Reproduction quality limitations (color)
Short life cycle (24 hours for daily newspapers)
Limited target selectivity
NEWSPAPERS: DISADVANTAGESDISADVANTAGES
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ADVERTISING
PR
SALES PROMOTION
SPONSORSHIP
CORPORATE IMAGE
NEWSPAPERS : MARCOM INSTRUMENTMARCOM INSTRUMENT
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Efficient reach of selected audienceTimeliness Ability to match advertising with compatible editorial contentHigh quality graphics and imagesPrestigeRich light TV viewers Excellent for complex copyDirect response techniques and special featuresMultiple readers
MAGAZINES: ADVANTAGESADVANTAGES
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High costs
Not intrusive: reader controls ad expose
Significant slippage from reader audience to ad-exposure audience
Long lead times to purchase magazine space
Long production time
Limited geographic options
MAGAZINES: DISADVANTAGESDISADVANTAGES
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ADVERTISING
PR
SALES PROMOTION
SPONSORSHIP
CORPORATE IMAGE
MAGAZINES: MARCOM INSTRUMENTMARCOM INSTRUMENT
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High selectivity
High information content
Opportunities for repeat exposure
DIRECT MAIL: ADVANTAGESADVANTAGES
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Reader controls exposure
High cost per contact
Junk mail
Clutter
DIRECT MAIL: DISADVANTAGESDISADVANTAGES
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ADVERTISING
PR
SALES PROMOTION
DIRECT MAIL: MARCOM INSTRUMENTMARCOM INSTRUMENT
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High speed of news distribution
Multi channels of info distribution
High credibility
PRESS INFORM AGENCIES : ADVANTAGESADVANTAGES
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Specialized agencies
News formats
PRESS INFORM AGENCIES : DISADVANTAGESDISADVANTAGES
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PR
SPONSORSHIP
CORPORATE IMAGE
PRESS INFORM AGENCIES: MARCOM INSTRUMENTMARCOM INSTRUMENT
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Company’s own web-site – full control on the content
Creative possibilities
Flexibility
Interactivity (feedback opportunities)
User selects product information
Direct selling potential
INTERNET: ADVANTAGESADVANTAGES
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Low intrusion valueOnly for PC ownersShort life spanWebsnarl (crowded access)SurfingClutter Spam problems© problemsTechnology limitationsFew valid measurement techniques
INTERNET: DISADVANTAGESDISADVANTAGES
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ADVERTISING
PR
SALES PROMOTION
DIRECT MARKETING
SPONSORSHIP
CORPORATE IMAGE
INTERNET: MARCOM INSTRUMENTMARCOM INSTRUMENT
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Geographic flexibility
Broad reach
24-hour exposure
Localized message capabilities
Ability to create awareness
Production capabilities
OUTDOOR (OOH): ADVANTAGESADVANTAGES
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Short expose timeBrief messageHard to make copy changesLittle segmentation possibilitiesWaste coverageCluttered travel routesWeather and vandalism issuesMeasurement problemsLocal restrictions
OUTDOOR (OOH): DISADVANTAGESDISADVANTAGES
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ADVERTISING
SALES PROMOTION
SPONSORSHIP
CORPORATE IMAGE
OUTDOOR (OOH): MARCOM INSTRUMENTMARCOM INSTRUMENT
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OGILVY (GB) ONE WORLD WIDE CANCER RESEARCH
"I SHOULDN'T BE HERE-BENCH"
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PUBLICIS FRANKFURTRENAULT MODUS "TREE"
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LOWE DUBAIAXE DEODORANT
"SPY HOLE"
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ADVANCE (DK)LEGO "CONSTRUCTION SITE"
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SAATCHI & SAATCHI (PL) HEAD & SHOULDERS SHAMPOO
"IT CAN'T FALL HERE"
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TBWA\PARIS
AMNESTY INTERNATIONAL "BARS" CAMPAIGN
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TBWA\PARIS AMNESTY INTERNATIONAL "BARS" CAMPAIGN
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ARAG Insurance Billboard Campaign
BUTTER (Düsseldorf)
Household Insured?
Liability Insured? Legal Aid Insured?
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user generated media slides
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STRUCTURE OF THE RUSSIAN MEDIA MARKET
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I LEVEL
Mass media owned by the State or controlled by politicized private capital
Inform & Press
agencies
TV Radio Press
ИТАР-ТАСС
РИА«Новости»
РБК
ОРТ
РТР
НТВ
Культура
Радио России
Радио «Маяк»
«Российская газета»
«Парламентская газета»
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II LEVEL
Commercial press, TV & radio companies of national (federal) cover
Inform & Press
agencies
TV Radio Press
Интерфакс
Прайм-ТАСС
СТС
ТНТ
REN-TV
ТВ-3
«Маяк-24»
«Русское радио»
«Эхо Москвы»
Сетевые
Радиостанции
FM диапазона
Коммерсантъ
Эксперт
Комсомольская
правда
АиФ
Советский спорт
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III LEVEL
Regional mass media
Inform & Press
agencies
TV Radio Press
RosBalt
IMA -Press
Channel 100
Regional TV
Sputnik
Hermitage
Baltica
Delovoy Peterburg
Na nevskom
Sobaka
St.Petes Times
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IV LEVEL
Global communication environment
Internet
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Out of system mass media
Radio Press
«Liberty»
«Voice of America»
BBC Russian service
Foreign publishing corporations«Cosmopolitan» «ELLE»
«Moscow Times»
«St.Petersburg Times»
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MEDIA RESEARCH & MEASUREMENTS
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Advertiser buysnot time in TV or Radio airnot pages in Press Mediabutaudience of Mass Media
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TV Media Research
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TV Audience Research
Gallup TV INDEX• Panel research• Electronic method (Peoplemeters)• Respondents’ age: 4+• 53 Russian cities (100+)• Data provided for Russia, European part
and 25 cities• Monitoring data
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Data Collection:
Sample Size
TV watching registration
Data Base
Air Monitoring Clients
Population
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Surveys
People meters
PPM
Future of Electronic Media Measurements
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Press Media Research
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What do we have and what do we measure?
CIRCULATION AUDIENCE
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What do we measure?
Average Issue of Edition?
YES!
Definite Issue of Edition?
NO!
?
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National Readership Survey
• 104 400 interviews per year
• Non stop interview flow during the year
• Face-to-Face interview in the household
• Respondents age: 16+
• 62 Russian cities (100+)
• Quarterly reports
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What is Measured?
• Average Issue Readership (AIR)
• Half a Year Audience
• Audience Socio-Demographic Structure
• Publications’ Cross Audience
• Subscription\Purchase
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World Readership Surveys
• 2001: 60 National Readership Surveys– 48-Face-to-face– 12-Telephone interviews
• The biggest sample size:
India 235 000 interviews per year• The smallest sample size:
Peru 2 000 interviews per year• The largest number of measured editions:
Russia and China: 450+
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World Readership Surveys
• UK (NRS): 37 000
• France (EPSOS): 21 400
• Germany (MA): 23 976
• USA (NCS): 28 000
• Russia (NRS): 50 000 (30 000 Moscow, 6 000 St.Petersburg)
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Readership Interview Duration
• Maximum: 65 min: Germany
• Average:15-20 min
• Minimum: 7 min: Canada
• Russia: 25 min (Moscow & St.Petersburg-12-15 min)
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Radio Media Research
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RADIO
• Radio Index GallupMedia (TNS)
• Face-to-face interview
• 104 400 interview per year
• Age: 16+
• 27 cities (100+)
• 18 national & 127 local radio stations
• Quarterly reports
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What is Measured?
• Weekly radio stations audience (Weekly Reach)
• Average daily radio stations audience (Daily Reach)
• Audience of time breaks (15 min)• Frequency of listening• Place of listening• Audience Socio-demographic Structure
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KEY MEDIA TERMS& MEASUREMENNTS
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STATISTICS for TV
• Reach: The percent of the target audience that will see or hear an ad at least one time.
• Frequency: The number of times the average target audience member that was reached sees or hears an ad.
• Rating Point: represent the percent of the total available target audience impressions that are delivered by a media vehicle.– GRP stands for Gross Rating Points, the sum of all the
rating points for a specific time period.– TRP stands for Target Rating Points, the rating points
delivered to a particular target audience for a specific time period.
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• Audience: The number of homes or people exposed to an advertising vehicle.
• CPM (Cost per Thousand): Used as a comparison tool to determine the efficiency of different media vehicles. Cost of a media vehicle divided by the targeted impressions expressed in thousands. – For example: a media vehicle that costs $10,000 and has an audience of
500,000 Women 18-34 has a CPM of $20.• CPP (Cost per Point): represent how much it would cost to deliver one
target rating point, or 1% of target audience. Primarily used in television and radio buying as a comparison and planning tool to determine how much media can be afforded at a given budget level. – For example, a unit that costs $1,000 and delivers a 10 Women 25-34 rating
has a CPP of $100.• Impression: A single potential exposure of a message to a member of
your target audience. The number of pairs of eyes or ears that will be exposed to a media vehicle.
• Share: The percentage of households or target audience members using television or radio that are tuned to a particular program.
STATISTICS
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NEWSPAPER AND MAGAZINE TERMINOLOGY
• Circulation: The number of copies sold or distributed.
• Insertion: A single ad.
• Broadsheet: Term used to describe a full or standard size newspaper such as the New York Times. Typically, a broadsheet newspaper is 6 columns wide by 20-22 inches high.
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• Tabloid: Term used to describe a smaller than standard size newspaper such as the Sun Times. – Typically, a tabloid newspaper that is 5 columns wide
by 14 inches high (approximately half the size of a broadsheet newspaper).
• Closing Date: The final date to commit to the purchase of advertising space.
• Materials Closing: The final date by which a publication must receive the advertising materials to be printed.
NEWSPAPER AND MAGAZINE TERMINOLOGY
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RADIO TERMINOLOGY
• Dayparts: How the day is broken down for buying purposes.
• MORNING DRIVE 5am – 10am• DAY 10am – 3pm• AFTERNOON DRIVE 3pm – 7pm• EVENING 7pm – 12pm• OVERNIGHT 12pm - 5am
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OUTDOOR TERMINOLOGY
• Out-of-Home (OOH): Any form of visual communication outside a consumer’s place of residence
• Showing: The basic unit of measurement in purchasing OOH. A showing is the total number of GRPs delivered in a market on a daily basis.
• Daily Effective Circulation (DEC): The gross number of exposure opportunities, per unit, per day against a given target audience. Provides basis of all outdoor measurement.
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TELEVISION TERMINOLOGY
• Dayparts: How the day is broken down for buying purposes.
• EARLY MORNING (EM) 5am – 9am• DAY 9am – 4pm• EARLY FRINGE (EF)
EARLY NEWS (EN) 4pm – 6pm• PRIME ACCESS (PA)6pm – 7pm• PRIME 7pm – 10pm• LATE NEWS (LN) 10pm – 10:35pm• LATE FRINGE (LF) 10:35pm – 1am• OVERNIGHT 1am-5am
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GENERAL TERMINOLOGY
• Flighting: The scheduling pattern of an advertising schedule.
• Gross Cost: The total cost of a media vehicle or media schedule which includes the “discount” typically offered by a media supplier.
• Net Cost: The cost of a media vehicle after all discounts are deducted.
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• Makegood: In broadcast, a commercial offered in lieu of an announcement which was (or will be) missed due to either station error, preemption by another advertiser, or movement of the program purchased from one time slot to another.
In print, the free repeat of an ad to compensate for the publication’s error in the original insertion.
GENERAL TERMINOLOGY
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MEDIA PLANNING PROCESS
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MISSION:
• To create innovative and cost-effective plans designed to fulfill media objectives through the development of strategies and tactics. – a multi-step process – begins with the marketing objective (what is
the client company trying to accomplish in terms of sales, brand image and market share)
– Media advertising is typically only one part of a company's marketing mix
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MEDIA OBJECTIVES
• an extension of the marketing objective.
• If media and advertising are a part of the marketing strategy, what does the media plan need to accomplish to fulfill its role?
• Answers could include share-of-mind measurements, sales goals or brand recognition measures.
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MEDIA STRATEGY
• explains the "how" of a media campaign. • The questions answered at this stage will help
media planners devise a strategy:– Who is the target audience? – Where is the target audience (global, U.S. market,
etc.)?– When should the marketing message air (timing,
seasonality, etc.)? – How many times should the message air? – How will we communicate the message (creative)? – How much does the marketer have to spend?
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• forms the base of a detailed discussion of specific tactics.
• at this stage that a media plan is developed
• answers form the media plan
• and the next step
• is to execute the plan by airing commercials and advertisements.
MEDIA STRATEGY
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DETERMINING THE MEDIA MIX
• MEDIA MIX is the proportion of
• television,
• radio,
• and other forms of advertising
• used in a particular campaign.
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The "best" mix
a combination of
• the product or service,
• the marketing objectives,
• target audience
• and budget
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Advertising CampaignMedia Research
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Step 1Competitors Advertising Analysis
• Tasks:
• Seasonality
• Optimal ad campaign intensity
• Advertising spending analysis
• Competitors advertising tactics analysis
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Step 1Competitors Advertising Analysis
• Additional data for competitors analysis:
• Ad message format (ad duration, copy layouts)
• Target audience
• What do they advertise? (models, images etc)
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Step 2 Media planning
• Tasks:
• Media Choice
• Rational Budget distribution
• Efficiency maximization
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Step 3 Post Campaign Analysis
• Tasks:
• Efficiency Estimation
• Output Control
• Breakdowns monitoring
• Media plan & fact comparison
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Basic Media Planning Indexes
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TV
• Rating: Target Audience exposed\Total TV Audience
• Audience: share of TA (‘000)• Reach:% of the audience at which the ad
message is aimed to see the ad at least once• Frequency: the average number of times TA are
exposed to ad message• Share: TV Channel Audience\Total TV Audience
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TV
• Affinity: TA Rating\ Total Audience Rating
• CPP: cost per point
• CPT: cost per thousand
• Cost
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Radio
• Daily Reach (Cover,%)• Daily Reach (Cover, ‘000)• Weekly Reach• Affinity: Target Audience Cover\ Total Audience
Cover• % of Audience: share of TA in Total Audience
• CPT• Cost
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Press
• AIR
• Half a Year Audience
• Affinity: TA\Total Audience
• % of Audience
• CPT
• Cost
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Basic Media Indexes
TVRating
Audience
Reach
Frequency
Share
Affinity
CPP
CPT
Cost
RadioDaily Reach (Cover, %)
Daily Reach (Cover, 000)
Weekly Reach
Affinity
% of Audience
CPT
Cost
PressAIR
Half a year audience
Affinity
% of Audience
CPT
Cost
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Basic Rules for Media Planning Indexes Analysis
1. Analysis and media planning are valid only for Target Audience
2. Qualitative & Quantitative Indexes are analyzed simultaneously
3. Analysis is valid only inside media segments
4. Period Standardization for research and Target Audience