What is Advertising
The American Marketing Association, Chicago, defines advertising as “any paid form
of non personal presentation of ideas, goods and services by an
identified sponsor.”
To Communicate, to Persuade, to Influence and to Lead to some action is
what advertising is all about.
What is IMC
• Product advertising
Consumer products[consumer durables and non durables]
Industrial products
• Service advertising
• Corporate advertising
• Public relations advertising
• Social advertising
• Financial advertising
• Tender advertising
• Global advertising etc.
Advertiser
Advertisement
Media
Target audience
Formats of advertising
IEC/IEW Format
Introduce
Elaborate
Conclude / Wrap-up
Substantiate
Attention
Interest
Desire
Action
Promise
Amplification
Proof
Action
Our advertising message consists of the idea together with other relevant
information. The idea spots the uniqueness of the product to win a place
in the consumer mind. It is easier said than done. Message design
identifies the consumer’s perceptions about the products. The following
question gives a good insight.
1. What is the nature of the product: its generic category.
2. For whom it is meant: the segment.
3. What are the special characteristics of the product? How
is the consumer going to be benefited?
4. Who are the competitors? What is their promise?
5. Is the product different from the other available
products? How? Is it a technological breakthrough?
6. On which occasions will the product be used? How often?
7. What would you like your consumer to perceive this brand
as? What position would it take?
Types of ad copy :.
• Scientific copy (Technical specifications are specified. E.g. High involvement
goods or durable goods or industrial goods.)
• Descriptive copy: In a non-technical manner, the product attributes are described.
The copy uses direct active sentences. There are short and pithy sentences. It
looks very commonplace announcement.
• Narrative copy: Here a fictional story is narrated. The benefits of the product
emerge from the story. Maybe, the narrative is humorous. Or else, it has strong
appeal. It should make an imprint on our memory.
• Colloquial copy: Here informal conversational language is used to convey the
message. It could even become a dialogue. In many TV advertisements, we find
the colloquial copy.
• Humorous copy: Humor has been heavily used in advertising-especially in TV
commercials. It is just as heavily suspect. But effective humor makes the
advertisement noticeable.
• Topical copy comes about when a copy is integrated to a recent happening or
event. Especially during the world cup days, you had ads like – ‘Britannia Khao,
World Cup Jao’.
• Endorsement copy here a product is endorsed by an opinion leader who has a large
following. I shall be discussing this at length in a later lecture.
• Questioning Copy: In this copy, several questions are put forward not to seek
answers but to emphasize a certain attribute.
• Prestige Copy The product is not directly advertised. Only a distinguished and
favorable atmosphere is created for the sale of the product. The copy is
used to build an image.
• “Reason Why” Copy It is known as an explanatory copy where the reasons for a
purchase are explained. Each reason illustrates a particular attribute, and its
benefit to the consumer. One attribute may be chosen and repeated for several
times, each time an occasion is given to justify it.
(n) Testimonial...
(o) Question...
3. The illustration
4. Logo signature
promotion
a. what is promotion
What is Promotion?
i. advertising
ii. publicity / public relations
iii. sales promotion
iv. personal selling
v. direct marketing
c. types of promotion
Publicity / public relations Non paid form and Maintaining relations with
personnel communication public
mainly :
Media – press conference
Government – liasioning
Political party – lobbying
Employees – ERM
Customers – CRM
Society – donations /
sponsorships
Stakeholders – AGM,s
Competitors – business
forums like CII, FICCI
etc.
Sales promotion The activities which are Mainly schemes are
only meant for enhancing developed for
the sales. Any sales Promotion to trade &
promotion activity should Promotion to consumers
ideally for 90 days.
Personal selling Where sales team is The company entire sales
involved in promotion of force because they directly
company and its products. interact to customers and
can promote effectively
Direct marketing Diret methods of meeting Door to door
customers Tele marketing
Web marketing
Kiosks (atm’s, canopies)
Participation in fairs &
exhibitions