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In developing an advertising program, marketing managers must always start by identifying the target
market and buyer motives. Then they can make the five major decisions, known as “the five Ms”.
Mission: It states the objectives of the advertising. It also includes the sales goals of the
company. The different company has its own mission, and its own marketing plan.
Money: It gives an idea that how much money should be spent by the company for the
advertisement. Factors to be considered for this are stage of product life cycle, market share
and consumer base, competition, advertisement frequency and product substitutability.
Organizations use several methods for determining advertising budgets including:
affordable method, percentage-of-sales, competitive-parity method, objective-and-task
method:
Message: Message includes what message should be spent in advertisement. It includes
message generation, message evaluation and selection, message execution and social
responsibility review.
Media: It includes which media should be used for the advertisement. It also includes reach,
frequency, and impact of the advertisement. It also contains major media types, media
vehicles, media timing and geographical media allocation.
Measurement: it is nothing but evaluation of the results. It measures communication impact
and sales impact by an advertisement.
Informative advertising: The prime objective of the advertising is to inform the existing and potential
customers about the product.
Persuasive advertising: It aims to create liking preference, conviction and purchase of a product or
service. Persuasion will create demand of the product.
Reminder advertising: It aims to simulate repeat purchase of products and services. This will remind the
customers that the product may be needed in the near future.
Reinforcement advertising: It aims to convince current purchases that they made the right choice.
2) Deciding On the Advertising Budget.
After determining advertising objectives the company next sets its advertising budget for each product.
Specific factors that should be considered when setting the advertising budget.
Effective message strategy begins with identifying customer benefits that can be used as advertising
appeals. Advertising appeals should have three characteristics: Meaningful, Believable and Distinctive.
Television Ads: It is generally acknowledge as the most powerful advertising medium. Properly designed
and executed TV ads can improve brand equity and affect sales and profits.
Print Ads: It offer a stark contrast to broadcast media. In general there are two main print media:
Magazines and Newspaper.
Radio Ads: It is cheaper than television. Radio listening is expected to increase significantly over the
coming years. Radio Ads can be extremely creative. Creative devices can tap into the listeners
imagination to create powerfully relevant and popular images.
Film Ads: India is the largest producer of films in the world. Many local firms use this medium to
advertise their products and services as this minimizes the spillage and the wastage of advertisement
money.