Marketing ch 11

• A model that includes several different promotion objectives, including attention, interest, desire, and action.
• One objective may be to get attention. Other objectives of promotion may be to generate interest and desire. The ultimate objective is to get customers to take action or purchase the product or service.

Established by the Federal Trade Commission (FTC) in 2008, the service prevents organizations from calling any phone numbers registered with the FTC.

A message that is paid for and sent to large groups of the population at one time with an identified organization or brand (product or service) being promoted.

A budgeting technique whereby companies spend what they think they can afford promoting a product.

In direct marketing, requesting consumers to make a specific response such as a purchase or a call for more information.

A promotional message that draws a logical conclusion.

A budgeting method whereby companies make sure their promotion budgets are comparable to their competitors’.

Receivers interpret messages.

A form of direct marketing that is mailed to consumers. It can be personalized and ask consumers to make a certain response. Catalogs are often part of direct mail campaigns.

Delivering personalized promotional materials directly to individual consumers. Materials may be delivered via mail, catalogs, Internet, e-mail, or telephone, or in person.

Direct marketing that includes an offer and a call to action.

Senders must translate or convert benefits and value of a product or service into a message for the message channel selected.

Means of telling sellers you saw their information and wanted to try their product.

How often people are exposed to a message.

Approach designed to deliver one consistent message to buyers across an organization’s promotions.

Any distractions or noise that senders and receivers face during the transmission of a message.

Marketing media that is available in different places such as cell phones or on forms of transportation.

A budget based on a company’s promotion objectives and the costs of the activities and tasks necessary to accomplish those objectives.

A promotional message that allows the consumer to draw his or her own conclusions.

Billboards and movable promotions that are displayed in a broad range of public spaces including tray tables on airplanes, the inside of subways, trains, buses, and even in bathroom stalls.

A budgeting technique based on a set percentage of current or projected sales.

The way in which people select to be exposed to information, pay attention to it, interpret it, and retain it.

An interactive, personal, paid promotional approach between a buyer and a seller.

Demand for a product category (e.g., orange juice) versus a product brand (e.g., Tropicana).

Communication tools that may include advertising, sales promotions, public relations and publicity, personal selling, and direct marketing.

The process of creating a positive image for a company, an offering, or a person via publicity.

A strategy in which consumers are targeted with sales promotions such as coupons, contests, games, rebates, mail-in offers.

A strategy in which businesses are the target of promotions so products get “pushed” through their marketing channels and sold to consumers.

The number of people exposed to a message.

Other forms of promotions (coupons, contests, rebates, mail-in offers) not included as a component of a communication mix.

Demand for a specific brand (Tropicana orange juice).

A form of direct marketing that involves contacting people by phone.

Sales promotions aimed at businesses.

A specific product benefit consumers will remember.

The specific means, such as a particular magazine or a specific television show, within a medium to reach a selected target market.