The presentation starts with a brief review of the history of our work in the area of synergy in South Africa, and leads into a discussion of why, after successfully replicating the positive results year on year, we suddenly found brands practising synergy, with sufficient advertising support, that were losing market share. Investigating this phenomenon led us to new insights into the way print advertising works, not least of which was that frequency was probably more important than reach or size in determining ad. effectiveness. The issue of frequency per se versus frequent exposure but using different creative treatments is explored with case studies supporting the thesis. The way forward is also briefly discussed with some suggestions.
The paper presents research findings of Sesame, a survey including hundreds of advertising campaigns in the various media, designed to compare average media effectiveness - and the methodology used for this survey. The results show the specific functions of magazines as a medium - on average, magazines perform better than all other media to build up brand awareness. A piece of experimental research also provides qualitative insight into the perception of advertising in magazines, and allows better understanding of the specificities of this medium.
This paper is about ways to collect and integrate information on television/radio use on the one hand and use of different products on the other. And from a Canadian perspective; which is probably sufficient motivation for the reader to turn speedily to the next article. ("Whither product/media in Canada?"). "Product/Media" has been employed to describe two different types of analyses. The first uses in-home scanning data and television meter data from the same panel of households and attempts to discover relationships between advertising weight and product purchase (Jones, 1995). We are not talking about this. The second type, which is what we're talking about, collects information on media use as well as past, or generalized, use of products, services and stores, in order to help in media selection. These techniques help to describe the audience to television programs or radio stations, in terms of their use of various products or services.
Today, the number of techniques available to evaluate advertisements are numerous. However, underlying any technique is a series of assumptions which both users and practitioners of research make that have a bearing on the interpretation of the findings and determining whether the technique is deemed successful or not. This paper reviews the basics to restate the importance of examining each step in the process before adopting any specific methodology of evaluating advertisements. Four stages of the re- search process have been selected for discussion: 1. the determination of when (stage of the advertising development process) to do advertising research, 2. the selection of the methodology for conducting the advertising research, 3. the selection of the relevant research measures to provide an assessment of advertising 4. the use of normative data.
Market research bureau Inter/View in Amsterdam has conducted a survey assigned by Weekbladpers, a Dutch publisher of weekly and monthly sports and culture magazines. In this survey an experiment was carried out to test the hypothesis of the contribution of media to recognition as an advertising effect. In a postal survey among SummoScanner respondents photographs of print advertisements and tv commercials of insurance companies were shown to the respondents who were asked to write down how often they had seen the advertisements and commercials. The recognition of advertisements was therefore detennined independent from the specific media titles. The recognition data were linked to the SummoScanner media data. The effectiveness of the media plans of three advertising campaigns was evaluated. A positive relation between campaign pressure and advertising recognition was found indicating the external validity of the indirect measure of recognition. We also found out that people who appreciate tv commercials for entertainment reasons, reach higher levels of commercial recognition. Another conclusion was that respondents who exercise other activities during commercial breaks, showed a poorer advertising recognition. With the results of this survey advertisers and their agencies can optimize media planning without direct measures of advertising recognition.
Newspapers in the Netherlands are going through difficult times. In the last few years their position on the advertisers market has been slowly but steadily deteriorating, while at the same time the advertising expenditures as a whole increased significantly. Different reasons can be pointed out for these negative developments. One of the factors that certainly must not be underestimated are the ideas and prejudices against newspapers that exist in the minds of decision makers in the advertising process. Let us name just a few: Newspapers are old-fashioned and too expensive. Newspapers are only effective for introductions and scheme advertising. It is impossible to express emotion in the newspapers. The answer on behalf of Cebuco, the marketing and research organisation of the associated Dutch newspapers came in the form of Advertisers Experiments. Advertisers Experiments were set up in order to take away some of the prejudices and to convince advertisers of the effectiveness of the newspapers as advertising medium. In 1993 Cebuco invited seven large non-newspaper advertisers to participate in research experiments. Each advertiser was to develop a newspaper campaign for one of his products. The campaign was then placed in the newspapers of their choice. Effectiveness measurements were set up in order to investigate whether the goals of the campaigns had been achieved. The results of the Advertisers Experiments were very positive. They provided the Dutch newspapers with convincing arguments in their battle for advertising revenues. In this paper the most interesting results of the Advertisers Experiments, especially the multi- media effects, will be presented.
Personal belief systems supported by social and community norms challenge the success of social campaigns to change traditional attitudes and behaviors, especially when the campaigns attempt to transport the values of developed countries to traditional cultures in less-developed countries. The introduction of well-designed, well-researched social marketing campaigns can increase the overall success rate of public, attitude-change campaigns. By utilizing professional marketing techniques (i.e., the "four 'P's' of marketing: product, price, place (distribution), and promotion), change agents can successfully sell an idea, even if people's beliefs are very much opposed to it. In this paper, the authors present a case history of "Memoirs of a Female Doctor," a 25- spot campaign which was designed to tackle more than a dozen anti-family planning social beliefs and values held by an illiterate and rural target audience in Egypt. With a high frequency of broadcasting of those spots, and with high reach using one medium- television, the campaign succeeded in considerable attitude change toward family planning. In her "memoirs," a female physician appears every night on television to present one situation of an encounter with an ordinary citizen who has some sort of misunderstanding of misconception of family planning and contraceptives. The situation usually ends with clarifying that misunderstanding and correcting the misconception. The popular, highly- respected, mother-like actress enjoyed the audience's respect and trust. By altering deeply ingrained traditional mores, the campaign managed to change behavior in the desired direction. Independent research shows an increase in contraceptive prevalence in Egypt from 37.8 in 1988 to 47.1 in 1992. This is coupled with change in knowledge and attitude regarding family planning and the use of contraceptives.
Michael Porter suggests that a nation's firms are often international leaders in industries that are related to the nation's national passions. A firm developing product for demanding and sophisticated consumers in the home market gets an earlier picture of emerging buyer needs and can often anticipate foreign demand. The American entertainment industry is such a leading-edge industry, successfully anticipating foreign demand. American movies, music, and television sit-coms. ubiquitous in worldwide TV culture, spread the themes of U.S. culture around the world, communicating a sub-text of American valuesâ American Expressive Individualism. Absorption of American values via TV culture is a major source of sociocultural change around the globe.
This paper describes the results of a study commissioned by the Foreign and Commonwealth Office from Research Surveys of Great Britain (RSGB) to determine whether the World Service is effective in communicating a positive impression of Great Britain to the audience. The study was based on the results of an interview survey of 750 adult residents of Lisbon in Portugal which was carried out in April and May 1990. In essence, the survey was designed to facilitate comparisons between listeners to the World Service (both via direct transmissions and rebroadcasts) and non-listeners in terms of their attitudes towards Britain. However, since attitudinal differences between these groups could simply be due to characteristics, other than exposure to the World Service, on which listeners and non-listeners are also differentiated, it was necessary to employ particular statistical techniques in order to make comparisons which were unbiased by the effects of these other factors. By means of this statistical analysis, groups of people were examined who were similar in respect of other characteristics likely to be predictive of relevant opinions about Britain. Scores derived from a number of relevant summary measures (reflecting different aspects of a battery of attitudes towards Britain) definitely tended to be higher amongst listeners than for non-listeners.
This paper illustrates the use of multi-criteria to evaluate an international travel advertising campaign. The effectiveness of print advertisements that contain coupons for response were measured on several different criteria: 1) the number of responses generated; 2) the cost per response; 3) the value of the respondents (i.e., whether they fit the profile of the target audience and the extent to which they are "converted" or "activated" by exposure to the advertising); and finally, the level of 4) retention of ad derived communications material for future reference. Data to be presented - will consist of an analysis of coupon returns (number generated and cost per return in comparison with other campaign results); plus survey findings with a sample of responders to the advertising (their relevant demographic and past travel behavior characteristics compared with the known profile of Americans who have travelled to Europe); the extent to which coupon responders went or plan to go to Europe after exposure to the advertising, as well as the extent to which "planners" carried-out any validating actions to confirm their intentions; and, finally, the extent to which coupon returners kept the fulfillment piece, giving an opportunity for long-term impact. Major Conclusion - that the newspaper campaign evaluated (for travel from the U.S. to Europe) was highly effective on the basis of multi-criteria evaluation outlined above.
In September 1989 a short but heavy multimedia campaign was started to increase the knowledge in the Netherlands of the new tax laws that will influence everybody's life as from the first of January 1990. A small brochure was inserted in all TV guides during one week. Small newspaper ads were announcing this brochure for the next week tv magazine. During that week special television spots were pointing out the new tax laws for next year and that useful information could be found in this weeks televison magazine. This offered the opportunity for the researchers of the group of publishers of tv-guides, the media buying company Media Matters, and AGB-Intomart to use this multi media campaign as a real-life experiment. The purpose was to test if synergy between the three different media types occurred and if there were any multimedia effects on the main goals of the campaign: to increase the intensity of reading of the brochure and to increase the knowledge of the relevant target group on some crucial aspects of the new tax laws. The research was carried out during two weeks by means of 8 daily telephone interviewing waves of between 125 and 170 individuals each. In total 1166 individuals were interviewed. The analyses were carried out with help of multiple regression techniques to show the different influences and interactions from a number of relevant variables on the selected dependent variables: reading intensity of the brochure and level of knowledge on the new tax laws.
A committee was set up in Italy in 1981 - its members being the association of companies which run outdoor advertising sites, the main association of advertising agencies and the association of advertising users - with the purpose of promoting continuous research initiatives in the field of poster advertising. The outcome has been a survey called ICSA (continuous study on outdoor advertising), which is not a specific survey, but a system of research. The ICSA study has the following objectives: - estimation of poster audience, by calculating coverage and frequency of "passages" past sites in Italian towns end cities - assessment of the effectiveness of posters as an advertising medium. To-date the ICSA study has involved surveys in 5 Italian towns and cities (with different geographical and demographic characteristics) to estimate coverage and frequency of passages past sites, and also surveys on the advertising impact of poster campaigns, conducted in 19 towns and cities of Italy.