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Crafting Marketing Message
Dr. Mohamed Saad
Business Unit Manager
Biomed
Marketing Club Instructor
Crafting the marketing campaigns
How to talk to your target audiences
By:
Mohammed Saad
What is a campaign
O A series of activities sharing a single theme to
communicate the marketing message to the target
audience via different communication channels
Steps of developing a campaign
To construct a campaign, you need to go through the following steps:
1. Identify the readiness stage of your target audiences
(Response hierarchy models)
O AIDA model
O Hierarchy of effects model
2. Message decisions:
O Theme, strategy, appeal, executional framework , source and slogan/tagline
3. Develop means-end conceptualization:
O Product features, benefits, personal values and leverage point.
Steps of developing a campaign
4. Media selection
O Based on target audience, desired reach and frequency and
budget
O This point is much relevant to the optimization of the IMC
mix
5. Budget allocation
6. Production
7. Implementation
8. Evaluation
Readiness stages of minds
Readiness stages of minds
1. AIDA model:
O Attention
O Interest
O Desire
O Action
2. Hierarchy of effects model:
O Awareness
O Knowledge
O Liking
O Preference
O Conviction
O Purchasing decision
Message decisions
Message decisions
1. Theme
2. Strategy
3. Appeal
4. Executional framework
5. Source/spokes person
6. Slogan/tagline
Message theme
O The central idea intended to be communicated to the target
audiences
O Unless your campaign has a theme, it will pass like a ship in the
dark
Theme = main
idea
Message strategies
o Message is the primary approach used to deliver the message theme
o There are 3 types of message strategies:
1. Cognitive
O Logic rationalized info about the product
2. Affective
O Depends on evoking feelings and emotions and link them with
the product
3. Conative (behavioral)
O Message aims to motivate an intended type of customer
action
Message strategies
1. Cognitive:
O Generic messages >>>>>> focus on features and benefits
without claiming superiority
O Preemptive messages >>>> claiming superiority
O Unique selling proposition>>>> testable claim of
uniqueness
O Hyperbole >>>>>> un testable claim of superiority
O Comparative >>>> direct comparison between 2 brands
Message strategies
2. Affective:
O Evokes certain type of feelings/emotions and link it to the product.
3. Conative:
O Give incentive
O Limited time offers
Message appeals
O The particular approach which seeks to develop a direct
link between the product and the viewers’ needs and
wants.
1. Humor
2. Emotional (present emotions, resonance ads)
3. Rational
4. Music
5. Sex
6. Scarcity
7. Fear
Types of emotions
O In 1972, Paul Eckman described six types of emotions
named them “Basic emotions” which can be encoded
through facial expressions
O Happiness
O Sadness
O Disgust
O Fear
O Surprise
O Anger
Types of emotions
O In 1999, Eckman expanded his list to include other types
of emotions which aren’t necessarily encoded by facial
expressions like Shame, Pride, Excitement…….
O The much more recent theory described emotions as 27
basic types and stated that people experience these
emotions along gradient rather than distinct ones.
O The 27 types described by this theory are:
Types of emotions
1. Admiration
2. Adoration
3. Aesthetic
appreciation
4. Amusement
5. Anxiety
6. Awe
7. Awkwardness
8. Boredom
9. Calmness
10. Confusion
11. Craving
12. Disgust
13. Empathetic
pain
14. Entrancement
15. Envy
16. Excitement
17. Fear
18. Horror
19. Interest
20. Joy
21. Nostalgia
22. Romance
23. Sadness
24. Satisfaction
25. Sexual desire
26. Sympathy
27. Triumph
Executional frameworkThe tactic/ the frame through which the appeal will be presented to the
audiences
1. Slice of life
2. Dramatization
3. Testimonials
4. Authoritative
5. Informative
6. Demonstration
7. Fantasy
8. Animation
9. Character
10. Music and song
11. Mindset building/change
Source/spokesperson
1. Typical person (Life style matching)
2. Celebrity endorsement/ influencers
3. Expert
4. CEOs (internal stakeholder)
Slogan/tagline
O What is the difference between slogan and tagline?
Means-end conceptualization
Means-end conceptualization
O It is an algorithm for developing ad based on “Means-end
theory” which suggest that a buyer doesn’t buy features or
even benefits of a product. Features and benefits are only part
of the story. A buyer actually buys a benefit which is relevant to
his own values
O According to that ad should contain 5 components:
1. Product features
2. Benefits
3. Leverage point/personal values
4. Tag line
5. Executional framework
To be continued
THANK YOU
12th Cairo Marketing Club Sunday 25-11-2018
12th Cairo Marketing Club Sunday 25-11-2018
12th Cairo Mmarketing Club (Crafting Marketing Message) by Dr.Mohamed Saad

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12th Cairo Mmarketing Club (Crafting Marketing Message) by Dr.Mohamed Saad

  • 1. Crafting Marketing Message Dr. Mohamed Saad Business Unit Manager Biomed Marketing Club Instructor
  • 2.
  • 3. Crafting the marketing campaigns How to talk to your target audiences By: Mohammed Saad
  • 4. What is a campaign O A series of activities sharing a single theme to communicate the marketing message to the target audience via different communication channels
  • 5. Steps of developing a campaign To construct a campaign, you need to go through the following steps: 1. Identify the readiness stage of your target audiences (Response hierarchy models) O AIDA model O Hierarchy of effects model 2. Message decisions: O Theme, strategy, appeal, executional framework , source and slogan/tagline 3. Develop means-end conceptualization: O Product features, benefits, personal values and leverage point.
  • 6. Steps of developing a campaign 4. Media selection O Based on target audience, desired reach and frequency and budget O This point is much relevant to the optimization of the IMC mix 5. Budget allocation 6. Production 7. Implementation 8. Evaluation
  • 8. Readiness stages of minds 1. AIDA model: O Attention O Interest O Desire O Action 2. Hierarchy of effects model: O Awareness O Knowledge O Liking O Preference O Conviction O Purchasing decision
  • 10. Message decisions 1. Theme 2. Strategy 3. Appeal 4. Executional framework 5. Source/spokes person 6. Slogan/tagline
  • 11. Message theme O The central idea intended to be communicated to the target audiences O Unless your campaign has a theme, it will pass like a ship in the dark Theme = main idea
  • 12. Message strategies o Message is the primary approach used to deliver the message theme o There are 3 types of message strategies: 1. Cognitive O Logic rationalized info about the product 2. Affective O Depends on evoking feelings and emotions and link them with the product 3. Conative (behavioral) O Message aims to motivate an intended type of customer action
  • 13. Message strategies 1. Cognitive: O Generic messages >>>>>> focus on features and benefits without claiming superiority O Preemptive messages >>>> claiming superiority O Unique selling proposition>>>> testable claim of uniqueness O Hyperbole >>>>>> un testable claim of superiority O Comparative >>>> direct comparison between 2 brands
  • 14. Message strategies 2. Affective: O Evokes certain type of feelings/emotions and link it to the product. 3. Conative: O Give incentive O Limited time offers
  • 15. Message appeals O The particular approach which seeks to develop a direct link between the product and the viewers’ needs and wants. 1. Humor 2. Emotional (present emotions, resonance ads) 3. Rational 4. Music 5. Sex 6. Scarcity 7. Fear
  • 16. Types of emotions O In 1972, Paul Eckman described six types of emotions named them “Basic emotions” which can be encoded through facial expressions O Happiness O Sadness O Disgust O Fear O Surprise O Anger
  • 17. Types of emotions O In 1999, Eckman expanded his list to include other types of emotions which aren’t necessarily encoded by facial expressions like Shame, Pride, Excitement……. O The much more recent theory described emotions as 27 basic types and stated that people experience these emotions along gradient rather than distinct ones. O The 27 types described by this theory are:
  • 18. Types of emotions 1. Admiration 2. Adoration 3. Aesthetic appreciation 4. Amusement 5. Anxiety 6. Awe 7. Awkwardness 8. Boredom 9. Calmness 10. Confusion 11. Craving 12. Disgust 13. Empathetic pain 14. Entrancement 15. Envy 16. Excitement 17. Fear 18. Horror 19. Interest 20. Joy 21. Nostalgia 22. Romance 23. Sadness 24. Satisfaction 25. Sexual desire 26. Sympathy 27. Triumph
  • 19. Executional frameworkThe tactic/ the frame through which the appeal will be presented to the audiences 1. Slice of life 2. Dramatization 3. Testimonials 4. Authoritative 5. Informative 6. Demonstration 7. Fantasy 8. Animation 9. Character 10. Music and song 11. Mindset building/change
  • 20. Source/spokesperson 1. Typical person (Life style matching) 2. Celebrity endorsement/ influencers 3. Expert 4. CEOs (internal stakeholder)
  • 21. Slogan/tagline O What is the difference between slogan and tagline?
  • 23. Means-end conceptualization O It is an algorithm for developing ad based on “Means-end theory” which suggest that a buyer doesn’t buy features or even benefits of a product. Features and benefits are only part of the story. A buyer actually buys a benefit which is relevant to his own values O According to that ad should contain 5 components: 1. Product features 2. Benefits 3. Leverage point/personal values 4. Tag line 5. Executional framework
  • 26. 12th Cairo Marketing Club Sunday 25-11-2018
  • 27. 12th Cairo Marketing Club Sunday 25-11-2018