Brand communication is purposeful in that it seeks to create some kind of response:
an inquiry
a sale
a visit to a website
a test drive
As a class think of examples in which brand communication created one of the above responses for you. Explain.
Mass communication is traditionally a one-way process with the message moving from sender to receiver. Interactive communication is two-way—a dialogue—and is where marketing communication is headed. The source and receiver change positions as the message bounces back and forth between them.
Interest in buzz marketing indicates that marketing communication is moving beyond two-way communication. Consumers can now react to messages with comments, phone calls, e-mail inquiries; initiate communication as well as receive it.
Advertisers must learn to receive (listen) as well as send information.
Feedback is now occurring in real time through personal selling, customer service, online marketing, toll-free numbers and e-mail.
The Internet has radically changed the advertising conversation. Consider the effects of texting, Twitter and hashtags.
Logos use cues to help identify a familiar brand, and these visual elements also signal brand personality. What do you think these logos are saying about their brands?
There are problems with traditional approaches.
They presume a predictable set of steps. Also, some effects are missing—brand linkage and motivation. Ultimately, brand communication is the most important consideration.
The Facets Model of Effects does a more complete job of explaining how advertising creates consumer responses. It is useful in both setting objectives and evaluating advertising effectiveness.
Perception is the process by which we receive information through our five senses and assign meaning to it.
Selective perception occurs when c Consumers select messages to which they pay attention. For an advertisement to be effective, it first must be noticed or at least register on some minimal level on our senses.
Exposure: media planners want consumers to see or hear the message.Selection and attention: selective attention: consumers choose to attend to the message.Interest : receiver mentally engages with the ad or product.
With relevance, the message connects on some personal level. Curiosity results from questioning, wanting to know more.
With awareness, the ad makes an impression; registers with consumer. With recognition, people remember the ad. Recall means they remember what it said.
Using an IMC approach, marketers coordinate all marketing communication messages to create synergy. This means individual messages have more impact working jointly than they would on their own.
Subliminal effects are message cues given below the threshold of perception. Subliminal messages are designed to get past your perceptual filters by talking directly to your subconscious.
As a class:
For more on this issue, let’s look at “A Matter of Principle: Ice Cubes, Breasts, and Subliminal Ads.”
Affective responses mirror our feelings about something. “Affective” describes something that stimulates wants, touches the emotions, and elicits feelings. Brand messages can arouse a range of different emotions.
Feelings draw on emotional appeals based on humor, love, or fear. Liking means that if you like the ad, those positive feelings transfer to the brand. With resonance, you get a feeling that the message rings true.
Cognition refers to how customers search for and respond to information, learn and understand something. It’s a rational, “left-brain” approach.
Cognition refers to how customers search for and respond to information, learn and understand something. It’s a rational, “left-brain” approach.
As a class: Let’s discuss how American Airlines used the left-brain/right brain approach in an ad to creatively communicate its new seating in coach. What more can you find out about this campaign through some quick online research?
With need, ad messages describe something missing in the consumer’s life. Cognitive learning means that presenting facts, information, and explanations leads to understanding. Comprehension is the process by which we understand, make sense of things, or acquire knowledge.
Association means using symbols to communicate. It is the primary tool used in brand communication.
Brand linkage reflects the degree to which the associations presented in the message and the consumer's interest are connected to the brand.
Persuasion: influencing or motivating the receiver of a message to believe or do something. Attitude is an inclination to react in a given way. Attitudes are expressed as beliefs when people are convinced.
With engagement, the consumer is “turned on.” Conviction means that consumers agree with a message and achieve a state of certainty or belief about a brand. With preference and intention, consumers are motivated by conviction.
Visit this website as a class and discuss how information processing is used in this YouTube ad.
In mental rehearsal, advertising attempts to create virtual memories. Trial is important for new or expensive products. With buying, advertising sometimes stimulates sales by the call to action.
When its six factors work together, they can create a coherent brand perception.
However, we must remember that the effects are interdependent, and that they are not all equal for all marketing communication situations.
The “Strong” Theory holds that advertising can persuade people who had never bought a brand to buy it once, and then repeatedly.
The “Weak” Theory holds that advertising has a limited impact on consumers; best used to reinforce existing brand perceptions.
Delayed effects means that a consumer may see or hear an advertisement but not act on that message until a later date.
As a class: Discuss the Facets Model of Effects and describe how is applies to Chrysler’s “Imported from Detroit” campaign.