Resources Library by ANA

Models of the advertising process

In 1967 I gave a paper with the title "What do we know about how advertising works?" to an ESOMAR seminar on advertising research. That paper queried a number of assumptions about advertising which were then still prevalent: such as advertising as...

Catalogue: Seminar 1991: How Advertising Works And How Promotions Work

Author: Timothy Joyce

June 15, 1991

Too much of advertising and promotion is wasted

Information on the effectiveness of promotions and advertising is more and more indispensable for a successful brand. Advance in technology has given the chance to develop a tool which is required to measure the effects of advertising and promotion:...

Catalogue: Seminar 1991: How Advertising Works And How Promotions Work

Author: Sabine Ullrich

Company: GfK

June 15, 1991

The influence of commercial TV on the volume of ads in magazines in Germany from introduction to maturity

Germany was and still is a print media market. How much longer, if at all, will it remain a print media market? Their pattern of advertising expenditures varied only marginally during the two decades before 1985 the beginning of private commercial TV...

Catalogue: Seminar 1991: Publishing For An Optimal Product

Author: Rolf Speetzen

June 15, 1991

Approaches to tracking the impact of national destination advertising

The approach adopted to assessing the effectiveness of national destination advertising, where the final sale is not made in an easily measured fashion, should ideally be multi- facetted. In the case of major changes in advertising campaigns made by...

Catalogue: Seminar 1991: Travel And Tourism Transition

Author: Ciaran Tuite

June 15, 1991

Over-promise and under-delivery

This paper is in three parts. Part 1 introduces and describes the Strong and Weak theories. Outside observers (both protagonists and antagonists of advertising) and many practitioners believe in the Strong theory. This paper introduces facts...

Catalogue: Seminar 1991: How Advertising Works And How Promotions Work

Author: John Philip Jones

June 15, 1991

The message is (or may be) the medium... But is certainly not the message!

Under this somewhat iconoclastic title, referring to the equally and deliberately iconoclastic statements from McLuhan, we want to show that good intellection of an advertising message often depends not so much on the actual message, more on the...

Catalogue: ESOMAR Congress 1991: Marketing In A New Europe

Author: François Laurent

June 15, 1991

The longer and broader effects of advertising

Historically the short term sales response to advertising has been the easiest to measure, giving rise to a mistaken belief that long term effects do not exist. As this became an issue in the ERA Advertising Effectiveness Awards, a new category was...

Catalogue: Seminar 1991: How Advertising Works And How Promotions Work

Authors: Paul Feldwick, Chris Baker

June 15, 1991

Advertising pretesting

Advertising affects buyer attitudes to the brand in a number of characteristic ways. The important effects are similar across product types fmcg, durables and services  because brand attitude formation is relatively similar in the unpressured...

Catalogue: Seminar 1991: How Advertising Works And How Promotions Work

Author: Ian D. Greig

June 15, 1991

Marketing and research today (August 1990)

The first paper of this issue is provocative! It was originally made at anESOMAR seminar on financial marketing but is relevant to any marketingbased on research. It renounces our myopic practice to evaluate too few options for every decision in the...

Catalogue: Marketing and Research Today

Author: ESOMAR B.V.

August 1, 1990