We have made an attempt of producing a marketing model, which arranges the brand and product selection according to the requirement development of the consumer. Thus you would have an instrument, which would bring the maximum appeal to the consumer re-brands and products in order to place them in the wanted position.
The model is essentially a modified and completed, DAG-MAR inspired system containing various psychological measures , questions about actual behaviour, distribution and reading habits (media information). It distinguishes between the analysis of short term effects (i.e. measurement of the current campaign) and the long term effects. It is completed by an analysis of the communication content of the advertising. The model is non-linear. Sampling is done every four weeks and is random, but the model has also been applied to selected target groups.
In 1963 "Se Centre Francais de Recherche Operationnelle whilst associated with the CEIR Inc. was examining the possibility of adopting the Mediametrics method in France. Such a tool - integrating numerous intuitive values into a linear model by segments and disregarding the non-additivity of the various publics - seemed to me too unsuited to our special advertising problem. To give an example in as easily grasped field - the same methods cant be used to determine the objectives fo/either hundreds of H bombs or a few A bombs. Thus our work introduces a group of methods whose common characteristic is to exploit as thoroughly as possible the existing information obtained from individual enquiries into what is read carried out by the C. E. S. P. and to do this using modern information analysis methods.
In the realm of simulation techniques one must consider a certain number of objectives, fields of application, and methods. The principal objectives of such games are, to give individual attention to the formation of future decision-makers, to increase their awareness of problems, to prepare management for the task of formulating policies and assessing their effectiveness, and to give them experience in series-decision-making, where later decisions depend upon the effect of earlier decisions. My researches departed from the realisation that no one had ever made a real business game that is, a game where commercial activity itself is simulated.
The project described in this paper, which the British Market Research Bureau is carrying out on behalf of the J. Walter Thompson Company and its clients, is an attempt systematically to collect and interrelate a number of partial measures of the effectiveness of competitive advertising- campaigns. By studying these interrelationships continuously over time we hope to gain a greater insight into the way advertising works in particular product fields, and to provide information helpful in planning advertising strategy. The measures themselves are for the most part not particularly new, but the approach shows sufficient promise to Justify further experimentation. At the moment this paper should therefore be regarded as a progress report on a study which is still evolving. The section which follows discusses-further the nature of the problem confronting us. We then turn to a simplified model of the situation which serves as the basis for the research project, and explain how we expect to apply the research. Finally we describe a little more the mechanics of the operation and examples of the kinds of data which it yields, with a brief note on various problems which are encountered and developments which we foresee.
The paper "A Special Advertising Program Directed to Children" is based on pure description and for the purpose of illustrating its contents mathematical symbols are used. This form of illustration is just another method of setting down logical conclusions in a manner not normally used and is therefore to be rated positively. This paper actually contains suggestions which can be used in practice and the methods mentioned in it seem to be helpful. Especially the exhibits in the appendix have been well arranged and can provide suggestions for similar situations. The paper "A New Approach to the Evaluation of Advertising Themes" is of great theoretical importances. A model has been developed here similar to those used in econometry. Such models school the powers of thinking and clarify simple relations, and in doing so prove to be of great value. Now we should like to test this model as to its application in practice. Since, as has been proved in econometry, no more knowledge is gained from such a model than was invested in the model with the help of the assumptions, the assumptions must be tested as to their degree of nearness to reality if the model is to be valid for practice. It can then be decided whether it is only of theoretical importance or also useful for practice.
In the paper we are presented with a model relating motives of the purchasing public, the activation of these motives, and advertising effectiveness. Whilst in general welcoming any signs of a theoretical, i.e. generalising, approach in market research, my welcome - speaking personally - would tend to be limited to work which is based to a reasonable extent - whatever that may mean - on empirical facts. In the present case, however, I have grave doubts. It looks to me as though the authors' approach lacks contact with reality at three levels.
Very practical reasons account for the introduction of motivation research in-the field of market study. When it becomes desirable to influence consumer behaviour and attitudes, a simple assessment is no longer adequate and there is an obvious need for a deeper knowledge of their roots. The word motivation expresses this concept of psychological causality. But the very concept of causality is by no means a simple one, as many Western thinkers have repeatedly observed. Aristotle felt that it was necessary to distinguish between four kinds of causes. In modern times, Malebranche and Hume have demonstrated that in the realm of psychology as well as in physics , we are utterly unable to comprehend the effectiveness of a given cause, and that, however vivid, our spontaneous intuitions of causality are hollow and meaningless.
Very practical reasons account for the introduction of motivation research in-the field of market study. When it becomes desirable to influence consumer behaviour and attitudes, a simple assessment is no longer adequate and there is an obvious need for a deeper knowledge of their roots. The word motivation expresses this concept of psychological causality. But the very concept of causality is by no means a simple one, as many Western thinkers have repeatedly observed. Aristotle felt that it was necessary to distinguish between four kinds of causes. In modern times, Malebranche and Hume have demonstrated that in the realm of psychology as well as in physics , we are utterly unable to comprehend the effectiveness of a given cause, and that, however vivid, our spontaneous intuitions of causality are hollow and meaningless.
A basic research technique which measures sales, resulting from advertising, has long been a recognized need of the advertising profession. Now comes a major development which offers a way to measure the sales effectiveness of advertising. We can now identify those campaigns which are most effective in moving goods and those which are least effective. And having these data, we can analyze advertising campaigns objectively and systematically to learn the basic principles that govern advertising failure and success. Since we are interested primarily in what makes people buy - in the relationship between advertising stimulus and buying behavior - we have called this research development ACTIVATION.