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Percentage-of-Sales Method
Pros
Financially safe
Reasonable limits
Stable
Percentage-of-Sales Method
Cons
Reverse the cause-and-effect relationship
between advertising and sales.
Stable?
Misallocation
Difficult to employ for new product introductions.
Sales Advertising budget
Competitive-Parity Method
This method uses competitors budgets as
benchmarks and relates the amount invested in
advertising to the products share of market.
Logic: share of media voice share of consumer
mind share of market.
Share of media voice: the advertisers media
presence.
The actual relationship above depends to a great
extent on factors such as the creativity of the
message and the amount of clutter in the
marketplace.
Competitors Advertising
Outlays Do Not Always Hurt
Competitive-Parity Method
Pros
Take advantage of the collective wisdom of the
industry
Spending what competitors spend helps prevent
promotion wars.
Cons
Companies differ greatly.
There is no evidence that budgets based on
competitive parity prevent promotion wars.
(Prisoners Dilemma)
Return on Investment (ROI)
In this method, advertising and promotions are considered
investment, like plant and equipment. Thus, the budgetary
appropriation leads to certain returns.
ROI has received a great deal of attention by practitioners over
the past few years, with many still disagreeing as to how it should
be measured.
Figure 7-18
While the ROI method looks good on paper, the reality is that it is
rarely possible to assess the returns provided by the promotional
effort at least as long as sales continue to be the basis for
evaluation.