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The Secrets to Effective Newspaper Advertising

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❶Online advertising began with unsolicited bulk e-mail advertising known as " e-mail spam ". Originally developed in the personal-selling literature, the hierarchy-of-effects model has undergone various modifications in its historical development such that today we use it in the plural form, indicating that competing models exist.

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Research Paper on Advertising

Television is used to build and reinforce brand image and awareness. TV gets more than half of all national consumer-advertising dollars.

Using the networks as a marketing strategy has become very popular. Ralston began using some network television advertising halfway through the week study period. Ralston saw its market share go up from 4. Company sponsorship of individual TV programs saw decline after the quiz show scandals of the s.

Individual advertisers occasionally affect content, but advertising as a form of financing has a more pervasive impact. A decision a TV channel must make within its schedule is the amount of advertising to allow.

Some programs that are very flexible, such as newscasts and sports events, permit channels to air large quantities of advertising time.

When a channel only sells a small amount of advertising, it can fill in with advertising for its own programs. If, for example, a TV channel broadcasts a series of minute sit-coms during an evening, there will only be time for 5 minutes of advertising per half hour.

By considering the amount of advertising a channel allocates, a producer can speculate the audience size their commercials receive. At the same time, the effect of advertising on the product markets is only felt after the advertising has been actually aired and watched by the viewers.

Advertising firms make their decisions about how much to advertise on each channel only after the TV channels have committed, not only to their programming, but also to their quantities of advertising.

For discussion purposes, television advertising can be broken up into four stages. The first stage involves each TV channel choosing its quantity of advertising and a programming schedule. The goal is to maximize profits by determining how much advertising to allocate and which programs to broadcast.

In the next stage, each producer determines how much to advertise on a specific TV channel. An advertising firm looks at viewer demographics and audience size when deciding which channel and commercial to use to realize the most benefits. The viewer then decides whether or not to watch TV and, if so, which TV channel to watch. They make their decision after the TV channel and producer have already completed their advertising decisions. Finally, the producers compete in the product market by advertising and differentiating their products.

The goal is to distinguish their product from others. By making price less of a factor than product differences, producers participate in non-price competition McConnell Brue We are now in a position to investigate how the equilibrium outcome detailed in Section 2 is affected by a change in the number of advertisers, n.

This number may increase, either through an increase in the number of firms in each market, i. Total spending on advertising increases as a result of a reduction in the number of firms, keeping constant the number of product markets. A reduction in the number of firms makes each remaining firm more concerned about the fact that own advertising tends to reduce the number of viewers. This dampens the incentive for each firm to increase advertising and would, all else equal, result in a reduction in total advertising.

On the other hand, fewer firms result in a higher price-cost margin. This encourages firms to advertise more. They invest more in programming, thereby attracting more viewers and even more advertising. The result is that both total advertising and total investment in programming increase following a reduction in the number of firms.

Note also that the total number of viewers increases following a reduction in the number of firms. Finally, note that the price per advertising slot also increases. For instance, in my former book publishing business, we placed eighth- to quarter-page ads for different books that we published in the national edition of the New York Times and regional editions of the Wall Street Journal in cooperation with various bookstore chains. These chains stock our books in hundreds of their stores, and we are able to track sales through their computer inventory systems and determine whether or not advertising can be linked to a sales increase on any given book.

Still, it covered costs but did not net a profit. Concentrate your product ad dollars on large ads rather than on frequent ones. Develop a punchy headline and include snappy illustrations or photos.

Include sell copy for the serious potential buyer. Run service ads where prospective customers will typically see them. The service directory of the local newspaper is usually an appropriate spot. Service ads need to clearly state the nature of the service offered. But you do need to convey a powerful competitive message through your ad.

This advantage can take the form of a free trial, new customer offer, special bonus, or free estimate. If your competitors advertise on any particularly strong points that have great consumer appeal, match those points.

And highlight a unique reason for clients to call on you first. Some service seekers call every service provider for quotes, some call two or three, and some call one. Make sure yours is the first call made. Whether you are advertising products or services, try to offer a special price or bonus to your customers. Make the offer generous. It costs a lot of money to run ads, and response is often iffy, so offer deep discounts on a limited range of products or services.

This is a tactic that lures the customers in and, ideally, while they are browsing, they will purchase other nondiscounted items that have a higher margin. In a best-case scenario, they will become regular customers.

If you are selling a product through local retailers, you will save money if you get the retailer to place the ad, even if you reimburse the retailer for all costs involved. In some industries, however, the retailer typically shares some portion of the ad space with the manufacturer or supplier. Newspapers also offer volume discounts if you guarantee to place a certain number of ads over the course of a year.

Still, it can be painful to reimburse the publication for the higher ad rate. And if your ads are particularly clever, you can sometimes negotiate a better rate deal with a larger newspaper. Some years ago I wanted to run several full-page ads in a newspaper owned by a large U. This company was notorious for adhering to their rate card. But I was determined to negotiate a discount. This creative individual, wanting to keep my business but unable to go against a strict company policy on rates, established a new rate category just for me!

I ran my ads for 30 percent less than any other advertiser in the publication! Part 1 of 5. Part 2 of 5. Part 3 of 5. Part 4 of 5. Part 5 of 5. The first compilation of such advertisements was gathered in "Les Crieries de Paris", a thirteenth-century poem by Guillaume de la Villeneuve.

In the 18th century advertisements started to appear in weekly newspapers in England. These early print advertisements were used mainly to promote books and newspapers, which became increasingly affordable with advances in the printing press; and medicines, which were increasingly sought after.

However, false advertising and so-called " quack " advertisements became a problem, which ushered in the regulation of advertising content.

Barratt of London has been called "the father of modern advertising". One of his slogans, "Good morning. Have you used Pears' soap? Barratt introduced many of the crucial ideas that lie behind successful advertising and these were widely circulated in his day. He constantly stressed the importance of a strong and exclusive brand image for Pears and of emphasizing the product's availability through saturation campaigns.

He also understood the importance of constantly reevaluating the market for changing tastes and mores, stating in that "tastes change, fashions change, and the advertiser has to change with them.

An idea that was effective a generation ago would fall flat, stale, and unprofitable if presented to the public today. Not that the idea of today is always better than the older idea, but it is different — it hits the present taste. As the economy expanded across the world during the 19th century, advertising grew alongside. In the United States, the success of this advertising format eventually led to the growth of mail-order advertising.

In June , French newspaper La Presse was the first to include paid advertising in its pages, allowing it to lower its price, extend its readership and increase its profitability and the formula was soon copied by all titles. Around , Volney B. Palmer established the roots of the modern day advertising agency in Philadelphia.

In Palmer bought large amounts of space in various newspapers at a discounted rate then resold the space at higher rates to advertisers. The actual ad — the copy, layout, and artwork — was still prepared by the company wishing to advertise; in effect, Palmer was a space broker.

The situation changed when the first full-service advertising agency of N. By the advertising agency had become the focal point of creative planning, and advertising was firmly established as a profession. At first, agencies were brokers for advertisement space in newspapers. Advertising increased dramatically in the United States as industrialization expanded the supply of manufactured products. In it was 2.

Industry could not benefit from its increased productivity without a substantial increase in consumer spending. This contributed to the development of mass marketing designed to influence the population's economic behavior on a larger scale. It is evident that the successful propagandist must understand the true motives and not be content to accept the reasons which men give for what they do.

In other words, selling products by appealing to the rational minds of customers the main method used prior to Bernays was much less effective than selling products based on the unconscious desires that Bernays felt were the true motivators of human action. In the s, under Secretary of Commerce Herbert Hoover , the American government promoted advertising.

The tobacco companies became major advertisers in order to sell packaged cigarettes. Advertising was also used as a vehicle for cultural assimilation , encouraging workers to exchange their traditional habits and community structure in favor of a shared "modern" lifestyle.

The AAFLN was primarily an advertising agency but also gained heavily centralized control over much of the immigrant press. At the turn of the 20th century, advertising was one of the few career choices for women. Since women were responsible for most household purchasing done, advertisers and agencies recognized the value of women's insight during the creative process. In fact, the first American advertising to use a sexual sell was created by a woman — for a soap product.

Although tame by today's standards, the advertisement featured a couple with the message "A skin you love to touch". In the s psychologists Walter D. Scott and John B. Watson contributed applied psychological theory to the field of advertising. Scott said, "Man has been called the reasoning animal but he could with greater truthfulness be called the creature of suggestion. He is reasonable, but he is to a greater extent suggestible". In the early s, the first radio stations were established by radio equipment manufacturers, followed by non-profit organizations such as schools, clubs and civic groups who also set up their own stations.

The rise of mass media communications allowed manufacturers of branded goods to bypass retailers by advertising direct to consumers. This was a major paradigm shift which forced manufacturers to focus on the brand and stimulated the need for superior insights into consumer purchasing, consumption and usage behaviour; their needs, wants and aspirations.

By the s, these advertising spots, as the packets of time became known, were being sold by the station's geographical sales representatives, ushering in an era of national radio advertising. In the early s, the DuMont Television Network began the modern practice of selling advertisement time to multiple sponsors.

Previously, DuMont had trouble finding sponsors for many of their programs and compensated by selling smaller blocks of advertising time to several businesses. This eventually became the standard for the commercial television industry in the United States. However, it was still a common practice to have single sponsor shows, such as The United States Steel Hour. In some instances the sponsors exercised great control over the content of the show — up to and including having one's advertising agency actually writing the show.

The late s and early s saw the introduction of cable television and particularly MTV. Pioneering the concept of the music video, MTV ushered in a new type of advertising: As cable and satellite television became increasingly prevalent, specialty channels emerged, including channels entirely devoted to advertising , such as QVC , Home Shopping Network , and ShopTV Canada.

With the advent of the ad server , online advertising grew, contributing to the " dot-com " boom of the s. At the turn of the 21st century, some websites, including the search engine Google , changed online advertising by personalizing ads based on web browsing behavior. This has led to other similar efforts and an increase in interactive advertising.

The share of advertising spending relative to GDP has changed little across large changes in media since In , the main advertising media in America were newspapers, magazines, signs on streetcars , and outdoor posters. Advertising spending as a share of GDP was about 2.

By , television and radio had become major advertising media; by , the balance between broadcast and online advertising had shifted, with online spending exceeding broadcast. Guerrilla marketing involves unusual approaches such as staged encounters in public places, giveaways of products such as cars that are covered with brand messages, and interactive advertising where the viewer can respond to become part of the advertising message.

This type of advertising is unpredictable, which causes consumers to buy the product or idea. The advertising business model has also been adapted in recent years. If the company grows and is sold, the media companies receive cash for their shares.

Domain name registrants usually those who register and renew domains as an investment sometimes "park" their domains and allow advertising companies to place ads on their sites in return for per-click payments. These ads are typically driven by pay per click search engines like Google or Yahoo, but ads can sometimes be placed directly on targeted domain names through a domain lease or by making contact with the registrant of a domain name that describes a product.

Domain name registrants are generally easy to identify through WHOIS records that are publicly available at registrar websites.

Advertising may be categorized in a variety of ways, including by style, target audience, geographic scope, medium, or purpose.

Advertising may be local, national or global. An ad campaign may be directed toward consumers or to businesses. The purpose of an ad may be to raise awareness brand advertising , or to elicit an immediate sale direct response advertising. The term above the line is used for advertising involving mass media; other types of advertising and promotion are referred to as below the line.

Virtually any medium can be used for advertising. Commercial advertising media can include wall paintings , billboards , street furniture components, printed flyers and rack cards , radio, cinema and television adverts, web banners , mobile telephone screens, shopping carts, web popups , skywriting , bus stop benches, human billboards and forehead advertising , magazines, newspapers, town criers, sides of buses, banners attached to or sides of airplanes " logojets " , in-flight advertisements on seatback tray tables or overhead storage bins, taxicab doors, roof mounts and passenger screens , musical stage shows, subway platforms and trains, elastic bands on disposable diapers, doors of bathroom stalls, stickers on apples in supermarkets, shopping cart handles grabertising , the opening section of streaming audio and video, posters, and the backs of event tickets and supermarket receipts.

Any place an "identified" sponsor pays to deliver their message through a medium is advertising. Increasingly, other media are overtaking many of the "traditional" media such as television, radio and newspaper because of a shift toward the usage of the Internet for news and music as well as devices like digital video recorders DVRs such as TiVo.

Online advertising began with unsolicited bulk e-mail advertising known as " e-mail spam ". Spam has been a problem for e-mail users since The first banner ad appeared on the World Wide Web in In online display advertising, display ads generate awareness quickly.

Unlike search, which requires someone to be aware of a need, display advertising can drive awareness of something new and without previous knowledge. Display works well for direct response.

Display is not only used for generating awareness, it's used for direct response campaigns that link to a landing page with a clear 'call to action'.

As the mobile phone became a new mass medium in when the first paid downloadable content appeared on mobile phones in Finland, [65] [ citation needed ] mobile advertising followed, also first launched in Finland in More advanced mobile ads include banner ads, coupons, Multimedia Messaging Service picture and video messages, advergames and various engagement marketing campaigns.

A particular feature driving mobile ads is the 2D barcode , which replaces the need to do any typing of web addresses, and uses the camera feature of modern phones to gain immediate access to web content.

Some companies have proposed placing messages or corporate logos on the side of booster rockets and the International Space Station. However, some companies [ which? Equating a brand with a common noun also risks turning that brand into a generic trademark — turning it into a generic term which means that its legal protection as a trademark is lost.

From time to time, The CW Television Network airs short programming breaks called "Content Wraps", to advertise one company's product during an entire commercial break. A new promotion concept has appeared, "ARvertising", advertising on augmented reality technology. Controversy exists on the effectiveness of subliminal advertising see mind control , and the pervasiveness of mass messages Propaganda.

With the Internet came many new advertising opportunities. Pop-up, Flash , banner, pop-under, advergaming , and email advertisements all of which are often unwanted or spam in the case of email are now commonplace. Particularly since the rise of "entertaining" advertising, some people may like an advertisement enough to wish to watch it later or show a friend. Another significant trend regarding future of advertising is the growing importance of the niche market using niche or targeted ads.

Also brought about by the Internet and the theory of the long tail , advertisers will have an increasing ability to reach specific audiences. In the past, the most efficient way to deliver a message was to blanket the largest mass market audience possible. Among others, Comcast Spotlight is one such advertiser employing this method in their video on demand menus.

These advertisements are targeted to a specific group and can be viewed by anyone wishing to find out more about a particular business or practice, from their home. This causes the viewer to become proactive and actually choose what advertisements they want to view. Different colours play major roles when it comes to marketing strategies, for example, seeing the blue can promote a sense of calmness and gives a sense of security which is why many social networks such as Facebook use blue in their logos.

Google AdSense is an example of niche marketing. Google calculates the primary purpose of a website and adjusts ads accordingly; it uses key words on the page or even in emails to find the general ideas of topics disused and places ads that will most likely be clicked on by viewers of the email account or website visitors.

The concept of crowdsourcing has given way to the trend of user-generated advertisements. User-generated ads are created by people, as opposed to an advertising agency or the company themselves, often resulting from brand sponsored advertising competitions. The resulting ads were among the most-watched and most-liked Super Bowl ads.

This trend has given rise to several online platforms that host user-generated advertising competitions on behalf of a company. Advertising has gone through five major stages of development: For global advertisers , there are four, potentially competing, business objectives that must be balanced when developing worldwide advertising: Born from the evolutionary stages of global marketing are the three primary and fundamentally different approaches to the development of global advertising executions: Advertising research is key to determining the success of an ad in any country or region.

Once one knows what works in an ad, that idea or ideas can be imported by any other market. Market research measures, such as Flow of Attention , Flow of Emotion and branding moments provide insight into what is working in an ad in any country or region because the measures are based on the visual, not verbal, elements of the ad. Foreign governments, [ which? A prime example of this messaging technique is advertising campaigns to promote international travel.

While advertising foreign destinations and services may stem from the typical goal of increasing revenue by drawing more tourism, some travel campaigns carry the additional or alternative intended purpose of promoting good sentiments or improving existing ones among the target audience towards a given nation or region.

By depicting their destinations, airlines, and other services in a favorable and pleasant light, countries market themselves to populations abroad in a manner that could mitigate prior public impressions. In the realm of advertising agencies , continued industry diversification has seen observers note that "big global clients don't need big global agencies any more".

The ability to record shows on digital video recorders such as TiVo allow watchers to record the programs for later viewing, enabling them to fast forward through commercials. Additionally, as more seasons of pre-recorded box sets are offered for sale of television programs; fewer people watch the shows on TV. However, the fact that these sets are sold , means the company will receive additional profits from these sets. To counter this effect, a variety of strategies have been employed.

Many advertisers have opted for product placement on TV shows like Survivor. Other strategies include integrating advertising with internet-connected EPGs , advertising on companion devices like smartphones and tablets during the show, and creating TV apps. Additionally, some like brands have opted for social television sponsorship. In recent years there have been several media literacy initiatives, and more specifically concerning advertising, that seek to empower citizens in the face of media advertising campaigns.

Advertising education has become popular with bachelor, master and doctorate degrees becoming available in the emphasis. Advertising is at the front of delivering the proper message to customers and prospective customers. The purpose of advertising is to inform the consumers about their product and convince customers that a company's services or products are the best, enhance the image of the company, point out and create a need for products or services, demonstrate new uses for established products, announce new products and programs, reinforce the salespeople's individual messages, draw customers to the business, and to hold existing customers.


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