Promotions Decisions•   Elements in the communication process•   Promotions mix•   The promotions message•   Executions st...
Elements in the Communication ProcessSender    Encoding      Message        Decoding     Receiver                         ...
• Sender - party sending the message• Encoding - message in symbolic form• Message - word, pictures and symbols  that the ...
• Response - reaction of the receiver after  being exposed to the to the message• Feedback - the part of the receiver’s  r...
Promotions Mix•   Personal selling•   Telemarketing•   Direct mail•   Trade fairs and exhibitions•   Commercial television...
The Promotional MessageGrab         ATTENTIONExcite       INTERESTCreate       DESIREPrompt       ACTION             AIDA
Execution styles•   Slice of life        e.g. OXO•   Lifestyle            e.g. After Eight mints•   Fantasy              e...
• Technical expertise e.g.Vorsprung durch  Technik - Audi• Scientific evidence e.g. Whiskers• Testimonial evidence e.g. Ia...
Media choice?• Marketing objectives• Definition of problem e.g falling awareness• Evaluation of different tools• choice of...
Exercise - What beliefs and expectations do you have    about the following brands? How far are these due to       promoti...
Promotional objectives•   To support sales increases•   To encourage trial•   To create awareness•   To inform about a fea...
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promotions decisons

  1. 1. Promotions Decisions• Elements in the communication process• Promotions mix• The promotions message• Executions style• Media choice?• Promotional objectives
  2. 2. Elements in the Communication ProcessSender Encoding Message Decoding Receiver Media Noise Feedback Response
  3. 3. • Sender - party sending the message• Encoding - message in symbolic form• Message - word, pictures and symbols that the sender transmits• Media - the communication channel e.g radio• Decoding - receiver assigns meaning to symbols encoded by the sender
  4. 4. • Response - reaction of the receiver after being exposed to the to the message• Feedback - the part of the receiver’s response after being communicated to the sender• Noise - unplanned static or distortion during the communication process e.g. competitor action (Creature Comforts?)
  5. 5. Promotions Mix• Personal selling• Telemarketing• Direct mail• Trade fairs and exhibitions• Commercial television• Newspapers and magazines• Radio• Cinema• Point of sale displays• Packaging
  6. 6. The Promotional MessageGrab ATTENTIONExcite INTERESTCreate DESIREPrompt ACTION AIDA
  7. 7. Execution styles• Slice of life e.g. OXO• Lifestyle e.g. After Eight mints• Fantasy e.g .Turkish Delight• Mood or image e.g. Timotei shampoo• Musical e.g .Gap• Personality symbol e.g. Richard Branson
  8. 8. • Technical expertise e.g.Vorsprung durch Technik - Audi• Scientific evidence e.g. Whiskers• Testimonial evidence e.g. Ian Botham
  9. 9. Media choice?• Marketing objectives• Definition of problem e.g falling awareness• Evaluation of different tools• choice of optimum mix of promotional methods• Integration into overall marketing communication programme
  10. 10. Exercise - What beliefs and expectations do you have about the following brands? How far are these due to promotion as opposed to personal experience?• Fairy liquid• Persil washing powder• Midland Bank• Virgin Radio• Nissan• Tesco
  11. 11. Promotional objectives• To support sales increases• To encourage trial• To create awareness• To inform about a feature or benefit• To remind• To reassure• To create an image• To modify attitudes
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