Introduction to Social      MarketingThanks to: Dr. Debra Basil
Outline• Social Marketing defined• Behavior Management Tools:  - Education  - Marketing  - Law• Public Policy Perspectives...
Social Marketing• Social Marketing applies the principles of  marketing to address social problems by  influencing behavio...
What is Marketing?• Marketing is the process of planning and  executing the product, pricing, promotion,  and distribution...
Carrots, Sticks & Promises  Based on Rothschild 1999, other works by Dr.        Michael Rothschild, the Turning Point  Ini...
Behavior Management• Three major classes of strategic tools  – Education  – Marketing  – Force of law• What do they share?...
Law-Education-Marketing
Marketing compared to      Education and Law• Proneness to behave• Motivation/Opportunity/Ability• Public policy perspective
Proneness to BehaveProne to behave                                                    Resistant to Behaveas Desired       ...
Behavior = Function (Motivation,     Opportunity, Ability)• Motivation:   – Goal directed arousal   – Self interest   – Gr...
MOTIVATION                       yes                                       noOPPORTUNITY         yes                      ...
Education vs. Marketing• Social Benefit vs.  Self-interest• Get your mumps  immunization so that we  don’t have an epidemi...
Education vs. Marketing• Timing & Payback of  the Exchange•   Education typically shows a    vague payback at some point  ...
Public Policy Perspectives• Free Choice &  Externalities•  How to balance free  choice with control of  health cost extern...
Public Policy Perspectives• The Tragedy of the  Commons•  How to balance free  choice with control of  resource depletion ...
Public Policy Perspectives• Social Dilemmas•  How to deal with  situations in which there  is a net benefit to society  ev...
Public Policy Perspective• Education: Clearly free choice• Force of Law: Clearly coercive• Where does (Social) Marketing f...
Case Study: University of Washington’s      U-Pass program• Problem: Volume of traffic in Seattle’s  University District• ...
Segmentation Process• Identify most relevant variables for  segmentation• Segment individuals• Select target group(s)• Sel...
Targeting• Targeting Criteria  – Segment size  – Potential/expected growth or decline  – “Competition”  – Cost of marketin...
Segmentation and Targeting: UW            program• Segmented based on affiliation with UW• Segmented based on type of affi...
Marketing: The Four P’s•   Product•   Price•   Place•   Promotion
Product• Behaviour, service, product being  exchanged with the target audience  for a price and benefit• Must compete succ...
Product: UW program• Actual product:  – Alternatives to driving alone• Augmented product:  – U-pass program  – Increased m...
Price• Cost to the target audience of  changing behavior   – Barriers to behaviour change• Can be financial, or more  ofte...
Price: UW program• Inconvenient• Takes more time• Less freedom
Place• Channels through which products or programs  are available (access)• Move programs or products to places that the  ...
Place: UW program• Mass transit line (more stops)• Home (shuttle service)• Campus parking lots (free for carpools)
Promotion   • Communicating your     offering and the     benefits of behaviour     change to individuals.     – Promotion...
Promotion: UW program• “U-PASS: For You and the U”• Promotional materials, including posters,  brochures, and campus newsp...
• UW promotional  piece
Incentives and Disincentives• Incentives: Additional enticements offered  to encourage trial and use of the product• Disin...
Incentives: UW program• Unlimited usage of mass transit during the  month• University parking rates increased  significant...
Positioning• Based on PERCEPTION• Perceptual map – Relative to own products (your other   offerings or potential offerings...
Marketing: Perceptual Map                  Automobiles                  Price           BMW                     +         ...
Social Marketing: Perceptual Map     UW Commuting Options                 Cost                    +    Driving alone-     ...
Outcomes: UW program• Problem:  – Extreme traffic congestion in the University    District during morning and afternoon   ...
Introduction to social marketing
Introduction to social marketing
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Introduction to social marketing

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  • 14
  • Introduction to social marketing

    1. 1. Introduction to Social MarketingThanks to: Dr. Debra Basil
    2. 2. Outline• Social Marketing defined• Behavior Management Tools: - Education - Marketing - Law• Public Policy Perspectives• Case study: UW traffic reduction
    3. 3. Social Marketing• Social Marketing applies the principles of marketing to address social problems by influencing behavior change.• Social marketing requires: – A “customer” focused approach – Voluntary behaviour change – An exchange – Individual or societal benefit (rather than corporate benefit or profit)
    4. 4. What is Marketing?• Marketing is the process of planning and executing the product, pricing, promotion, and distribution/placement of ideas, goods, and services to create exchanges that satisfy individual and organizational goals.• Social marketing applies these principles to individual behaviour change to benefit individuals and/or society.
    5. 5. Carrots, Sticks & Promises Based on Rothschild 1999, other works by Dr. Michael Rothschild, the Turning Point Initiative, and work by Dr. Sameer Deshpande
    6. 6. Behavior Management• Three major classes of strategic tools – Education – Marketing – Force of law• What do they share? – Spread knowledge – Change attitudes – Alter behaviors
    7. 7. Law-Education-Marketing
    8. 8. Marketing compared to Education and Law• Proneness to behave• Motivation/Opportunity/Ability• Public policy perspective
    9. 9. Proneness to BehaveProne to behave Resistant to Behaveas Desired as DesiredEasy to See or Convey Need to Manage and Show Benefits Can’t See and Can’t ConveySelf Interest Self Interest or Benefitsno/weak competition passive/active competition unmanageable competition Education Marketing Law
    10. 10. Behavior = Function (Motivation, Opportunity, Ability)• Motivation: – Goal directed arousal – Self interest – Group norms• Opportunity – Environment allows behavior• Ability – Target has skills and proficiency
    11. 11. MOTIVATION yes noOPPORTUNITY yes no yes noABILITY prone to behave unable to behave resistant to resistant to behave behave yes education marketing law marketing law unable to behave unable to behave resistant to resistant to behave behave no education education education education marketing marketing marketing marketing law law
    12. 12. Education vs. Marketing• Social Benefit vs. Self-interest• Get your mumps immunization so that we don’t have an epidemic• Get your mumps vaccine because your testicles will really hurt and your friends (you give it to) will hate you
    13. 13. Education vs. Marketing• Timing & Payback of the Exchange• Education typically shows a vague payback at some point in the future, ex: exercise & eat better and you will lower the probability of dying of a heart attack (someday)• Marketing shows an explicit and short-term payback, ex: eat this cereal and you will able to fit into that dress for the office Christmas party
    14. 14. Public Policy Perspectives• Free Choice & Externalities• How to balance free choice with control of health cost externalities?• What are roles of law, education, and marketing?• Example: Helmet laws
    15. 15. Public Policy Perspectives• The Tragedy of the Commons• How to balance free choice with control of resource depletion externalities?• What are roles of law, education, and marketing?• Example: Overfishing
    16. 16. Public Policy Perspectives• Social Dilemmas• How to deal with situations in which there is a net benefit to society even though each citizen is inconvenienced?• What are roles of law, education, and marketing?• Example: One Tonne Challenge
    17. 17. Public Policy Perspective• Education: Clearly free choice• Force of Law: Clearly coercive• Where does (Social) Marketing fit? – Free choice with incentives? – Coercively appealing? – The pleasure of being targeted is all mine?
    18. 18. Case Study: University of Washington’s U-Pass program• Problem: Volume of traffic in Seattle’s University District• University of Washington decided to use social marketing strategies to reduce traffic in the district in 1991.
    19. 19. Segmentation Process• Identify most relevant variables for segmentation• Segment individuals• Select target group(s)• Select important secondary targets – Gatekeepers, influencers
    20. 20. Targeting• Targeting Criteria – Segment size – Potential/expected growth or decline – “Competition” – Cost of marketing – Fit with org resources/objectives
    21. 21. Segmentation and Targeting: UW program• Segmented based on affiliation with UW• Segmented based on type of affiliation – Faculty and staff – Students• Targeted all with UW affiliation – Different products based on type of affiliation UW Affiliates Students U Pass U PASS Faculty and Staff Reimbursed ride home Daily flex permits
    22. 22. Marketing: The Four P’s• Product• Price• Place• Promotion
    23. 23. Product• Behaviour, service, product being exchanged with the target audience for a price and benefit• Must compete successfully against the benefit of the current behaviour• Actual product = primary behaviour advocated• Augmented product = tangible objects/services to support behaviour• Benefits: Positive outcomes occurring from product use
    24. 24. Product: UW program• Actual product: – Alternatives to driving alone• Augmented product: – U-pass program – Increased mass transit service at reduced rates – Shuttle service• Benefits: – Save money (bus pass, parking, etc.) – Help environment
    25. 25. Price• Cost to the target audience of changing behavior – Barriers to behaviour change• Can be financial, or more often related to other “costs” – time – effort – lifestyle – psychological cost
    26. 26. Price: UW program• Inconvenient• Takes more time• Less freedom
    27. 27. Place• Channels through which products or programs are available (access)• Move programs or products to places that the audience frequents, in order to ease access
    28. 28. Place: UW program• Mass transit line (more stops)• Home (shuttle service)• Campus parking lots (free for carpools)
    29. 29. Promotion • Communicating your offering and the benefits of behaviour change to individuals. – Promotional Methods: • Advertising, Personal contact, Promotional items/incentives, Publicity (free media), Direct contact • What is your message? – Be clear and single- minded
    30. 30. Promotion: UW program• “U-PASS: For You and the U”• Promotional materials, including posters, brochures, and campus newspaper advertising• “Commuter Information Centers”• Emphasis on the program’s incentives: lower prices and more commute options• Endorsement by University Vice President
    31. 31. • UW promotional piece
    32. 32. Incentives and Disincentives• Incentives: Additional enticements offered to encourage trial and use of the product• Disincentives: Deterrents introduced to discourage current (undesirable) behaviour
    33. 33. Incentives: UW program• Unlimited usage of mass transit during the month• University parking rates increased significantly for single drivers (disincentive)• Free parking to faculty and staff carpools• Vanpools: Vans picked up and dropped off only 8-15 passengers at or near their homes.• Cyclists: New bicycle paths through the University, free bike lockers and racks, free helmet ($5 for staff and faculty) with the purchase of a tune-up
    34. 34. Positioning• Based on PERCEPTION• Perceptual map – Relative to own products (your other offerings or potential offerings) – Relative to competition (behaviour you hope to extinguish)
    35. 35. Marketing: Perceptual Map Automobiles Price BMW + Lexus Fiat Camry- Reliability Subaru + Esteem Aspire -
    36. 36. Social Marketing: Perceptual Map UW Commuting Options Cost + Driving alone- + Convenience Mass transit Carpool Biking -
    37. 37. Outcomes: UW program• Problem: – Extreme traffic congestion in the University District during morning and afternoon commutes. Situation affects University students, faculty, and staff plus local residents and workers and creates longer commutes, pollution, and frustration.• Desired outcome: – Reduce single-occupancy vehicles in U District• Measure of success: – UW single-occupancy vehicle use decreased from 33% to 23% – transit use increased from 21% to 33%

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