How Advertising Works
Chapter 4
Part Two:
Planning and Strategy
• Part 2 uncovers various
aspects and details of
consumer behavior
• Looks at the important
role of research
• Discusses development
of an ad plan
Chapter Outline
I. Chapter Key Points
II. How Advertising Works as Communication
III. The Effects Behind Advertising
Effectiveness
IV. Perception
V. Cognition
VI. The Affective or Emotional Response
VII. Association
VIII. Persuasion
IX. Behavior
1
Key Points
• Demonstrate why communication is a key
factor in advertising effectiveness
• Explain the Facets Model of Advertising
Effects to show how brand advertising
works
• List the six key effects that govern
consumer response to advertising
messages
SignBoy is a Hole in One
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The Communication Model
• Mass communication is generally a one-way
process
• Feedback is obtained by monitoring the
response of the receiver to the message
Figure 4.1a
2
Advertising as Communication
• Advertiser and agency determine message
objectives
• Objectives predict message impact
• Noise hinders consumer’s reception of message
Figure 4.2
Adding Interaction to Advertising
• Feedback occurs in an environment of give-and-
take communication
• Achieved by using more interactive forms of
marketing communication
Figure 4.1b
Effects Behind Ad Effectiveness
• AIDA (attention, interest, desire, action)
• Think-Feel-Do
Different Paths to a Response
Path Goal Example Advertising’s
Objective
think-feel-do learning, computer game, CD, provide information,
interest DVD emotion
think-do-feel learning, college, a computer, a provide information,
understanding vacation arguments
feel-think-do needs a new suit, motorcycle create desire
feel-do-think wants cosmetics, fashion establish a
psychological appeal
do-feel-think impulse a candy bar, a soft create brand
drink familiarity
do-think-feel habit cereal, shampoo remind of satisfaction
Table 4.1
3
The Facets Model of
Advertising Effects
Figure 4.3
OnStar GPS System:
Creating a Desire for Safety
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Perception
• The process by which we
receive information through
our five senses and assign
meaning to it
4
Perception
• Exposure
• Selection and
attention
• Interest and
relevance
• Awareness
• Recognition
Making an Impression with a Simple
‘Thank You’
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The Subliminal Issue
• Subliminal effects
are message cues
given below the
threshold of
perception
5
Cognition
• How consumers respond to
information, learn, and
understand something
Cognition
• Needs • Differentiation
• Information • Recall
• Learning
Using Demonstration to Prove You’re
‘Like Nothing Else’
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6
The Affective Response
• Mirrors a person’s feelings
about something
The Affective Response
• Wants
• Emotions
• Liking
• Resonance
Proactiv:
The Emotional Way to Fight Acne
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7
Association
• The process of making
symbolic connections between
a brand and characteristics that
represent the brand’s image and
personality
Association
• Symbolism
• Conditioned learning
• Brand transformation
Association
Brand Communication
1. Brand identity
2. Brand position
3. Brand personality
4. Brand image
5. Brand promise
6. Brand loyalty
8
Linking Mountain Dew to Teenage Fun
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Persuasion
• The conscious intent on the
part of the source to influence
the receiver of a message to
believe or do something
Persuasion
• Attitudes
• Arguments
• Involvement
• Motivation
• Influence
• Conviction and
preference
• Loyalty
9
The YMCA:
Creating Conviction in America’s Youth
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Behavior
• The action response
• Effectiveness is measured in
terms of its ability to motivate
people to do something
Behavior
• Try
• Buy
• Contact
• Prevention
10
Stimulating a Response and
Creating Soldiers
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Discussion Questions
Discussion Question 1
• What is breakthrough advertising?
• Give an example and explain how it
works.
• Find an example of an ad that you don’t
think is breakthrough advertising and
explain why you evaluate it that way.
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Discussion Question 2
• This chapter identifies six major
categories of effects or consumer
responses.
• Find an ad that you think is effective and
explain how it works, analyzing the way
it cultivates responses in these six
categories.
Discussion Question 3
• Uma Proctor is a planner in an agency that
handles a liquid detergent brand that competes
with Lever’s Wisk.
• The Wisk theme, “ring around the collar” is one
of the longest-running themes on television, and
it has been successful.
• The Wisk history includes numerous consumer
surveys that show consumers find “ring around
the collar” to be a boring, silly, and altogether
irritating advertising theme.
– Can you explain why Wisk is such a popular brand
even though its advertising campaign has been so
disliked?
Discussion Question 4
• You have been asked to participate in a debate
in your office about two different approaches to
advertising.
• The question is: Which is most important in
creating effective advertising – informing
consumers about the product’s features or
creating an emotional bond with consumers?
• Take one side or the other and develop an
argument in support of that view.
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