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Research papers

Do promotions undermine the brand?

This classic paper raises the main problem with below-the-line expenditure: its long-term effects. Most evaluations cover a year at longest. People concerned with the saleability of a brand, with the values added by its marketing effort, with all the...

Catalogue: Market Researchers Look At Advertising: A Collection of ESOMAR papers 1949-1979
Authors: Robin T. J. Tuck, W. G. B. Harvey
January 1, 1980


Research World (April 2000)

When considering the long-term effects of advertising, Internet advertisements can only be seen as part of an integrated media mix, re-enforcing messages that have become ingrained in memory. But the Net is an immediate medium and short-term effects...

Catalogue: Research World 2000
Author: ESOMAR B.V.
April 1, 2000


Harnessing powerful storytelling

Storytelling can conjure up magical imagery. In research, our challenge is bringing a method behind the magic. Sports can bring out the best in storytelling: drama is built-in; everyone can identify with the main characters. But not all storytelling...

Catalogue: Insights Festival 2020
Authors: Renata Policicio, Collin Leirvik
Companies: ESPN, LRWGreenberg
September 15, 2020

Research papers

Build, measure, learn

It's said that 95% of all purchasing decisions are not made consciously. In other words, brands that evoke our emotions always win. When it comes to designing a content marketing campaign, there's no such thing as a bad emotion! We'll show you...

Catalogue: Congress 2017: Visionary
Authors: Patrick Fagan, Sally Wu
September 4, 2017

Research papers

Evaluation of CESEA's teaching system

This paper presents an evaluation of the effectiveness of CESEA's system for the teaching of Marketing. CESEA is a School of Business Administration that offers, among other programs, a two years' Marketing Management course. The system aims at...

Catalogue: Workshop 1976: Educating The Effective Marketing Decision Makers
Author: José Maria Veciana
June 1, 1976

Research papers

The impact of changes in retailing on promotions research

No one would dispute that over the last two decades there has been a dramatic shift in the balance of power between manufacturer and retailer. Whilst perhaps most evident is the grocery sector this has extended to roost other areas of retailing. This...

Catalogue: Seminar 1985: Below-The-Line And Sponsoring
Author: Maureen Johnson
November 6, 1985

Research papers

Models of the effects of advertising

An aggregate, numerical model is proposed to assess the effects of advertising. It is intended as an aid to advertisers and to an advertising agency. The main decisions it assists are about the size and allocation over time of the advertising budget,...

Catalogue: ESOMAR Congress 1982: Fitting Research To Turbulent Times
Author: Simon Broadbent
June 15, 1982

Research papers

Sales promotion

Sales Promotion is a strategic communications discipline at least for those client companies who use it properly. As a discipline it has a leading edge over most others in that it can be used tactically to produce a short term result but only within...

Catalogue: Seminar 1985: Below-The-Line And Sponsoring
Author: Gerry Postlethwaite
November 6, 1985

Research papers

Measuring the effectiveness of advertising in the industrial press

As yet, measurements of the effectiveness of campaigns in the industrial press are rarely used, and have not always found a specific adaptation to industrial problems. A study carried out by us on the direct and indirect effects of the industrial...

Catalogue: Seminar 1979: Publishing And The Communications Industry
Author: Cecile Kreweras
November 1, 1979