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CHAPTER 9
PROMOTIONAL MIX ON THE
INTERNET
Chapter Objectives
To
introduce the elements of promotional mix as it
is applied to online marketing.
To understand advantages Vs disadvantages of
promotional mix.
To develop on line promotional strategy.
Online Awareness
WWW is well suited to marketing mix strategies including
advertising, marketing research, product introduction,
pricing and distribution(shipping).
Web is matured a great deal within last few years as such
that:
Abilities to personalize user’s site.
Improving site navigation.
Partnering with complementary products and services to save
viewer time and effort.
Online Awareness (cont.)
Value
of online promotion:
Web
is a support media for most consumer goods and
services accept computer hardware and software.
Since it is in a print format, it helps awareness and
viewer’s interaction.
Because of interaction capability of online, marketers
focus on external dialog rather than internal monologue
since Web provides two way communication with
audience.
Online Awareness (cont.)
Value
of online promotion (Cont.):
Web
pages must sent information rather than
exaggeration.
Two-way dialog sets by Web apart from traditional
media which direct their messages through one-way
dialog.
Web is ideal marketing medium because of its global
reach and its accessibility to both consumer and
business markets.
Online Awareness
Stages
The
in online awareness:
site should establish visibility:
Discussion
The
groups, usernets.
site should develop believability:
It
help to turn prospects into customers
It should be separate from real merchants from scam artists.
It
should establish longevity:
Mutual
understanding and long term relationships between
buyers and sellers.
Commerce and Communications
Web marketers should try to balance commerce with
electronic communications.
Superior service at every point of contact with the
customers.
Relationship marketing can encompass of influence four
opportunities (www.occ.com):
Customer acquisition-new customers
Customer retention-satisfied customers
Customer extension-new product for existing customers
Customer selection-frequent purchase programs/or 80/20 rule
Pull Strategy of the Web
It is effective when unidentified prospect open the page
worldwide.
There is a need for a directory that can guide customers to
targeted site.
Yahoo has directory.
http://advertising.utexas.edu/world
Site may be pure advertisement and it does not have order
entry form.
It can be the first steps in sales activity on the internet.
Push Strategies of the Web
The Web first use ‘pull’ technology where clients browser
must request a Web page before it is sent.
Web will evolve into ‘push’ strategy as it delivers
customized news and advertising.
Web marketers can combine the push interactively and the
promotional program into a push and pull strategy at the
same time.
www.pointcast.com
Send e-mail to relevant customers:
www.doubleclick.com
Formulating the Promotional Strategy
Promotional
Mix:
Advertising
Sales
promotion
Public relations
Direct marketing
Personal selling
Advertising
Paid for of non-personal message about products/services:
Advantages:
Effective way of communicating with large audience.
It creates image and appeal for products/services.
Well suited for brand awareness.
Disadvantages:
The cost of national advertising coverage.
It may not be selective for target market.
Must be produced in advance, and allows a little flexibility.
There s much clutter among advertising messages.
Direct Marketing
A promotional media directly communicates with the
target customers to generate response or transaction:
Advantages:
The ability to target customers via data base.
It contains large amount of product/service information.
It allows to personalize direct mail and web messages by adding
recipient’s name to envelope and e-mail
It has ability to send samples to prospects or target users.
There is opportunity to repeat exposure according to marketing plan.
Disadvantages:
Cost is high if it uses traditional media
It may be considered junk mail
As advertising, it may fight with clutter problem.
Sales Promotion
Marketing activities that provides extra value or incentives
to ultimate customers:
Advantages:
Rapid increase in sales activity.
Attract new buyers for trial purposes.
Defend an established brand against competition
Reward loyal customers as they continue product users.
Provides additional marketing support.
Disadvantages:
Trains customers to buy only if there is sales promotion.
Extensive use of it can erode brand perception.
It may encourage fraudulent coupon redemption.
Personal Selling
Person-to-person communication in which a seller tries to
persuade the buyer:
Advantages:
Its effects may last many years.
Interactive face-to-face communication between buyers and sellers.
Yields more immediate and precise marketing results.
Disadvantages:
High cost.
Reaching to prospective customers is limited.
Salesmen may not act as same as home office intended.
Many times purchase and repurchase cycle may be very long.
Developing Unique Advertising
Strategy on the Web
Advertisement should be visually appealing:
It should be effective to grab visitor’s attention and draw
repeated visits.
Advertisement must be targeted to specific groups or
individual consumers.
The contents should be valuable to consumers:
Web pages should provide valuable information and avoid slow
downloading time.
Advertisement must emphasize brand and firm’s image:
Ads should emphasize how your firm and its products differ
from other competition.
Developing Unique Advertising
Strategy on the Web (cont.)
Advertisement
must be part of an overall
marketing strategy:
Firms
should participate other internet activities such as
newsgroups, mailing lists and bulletin boards.
Advertisement
should be seamlessly linked with
the ordering process:
When
the internet customer sees the advertisement and
wants to buy it, he/she should be able to order and pay
conveniently.
Designing Internet Advertisements
Web site design is an art as well as science.
Click-through is higher if the ad is placed one third of way
down than the top:
www.webreference.com/dev/banners
Research results:
Page loading speed:
Graphic and tables should be simple and meaningful.
Business Contents:
Clear and concise.
Requested information for registration should be minimal.
Designing Internet Advertisements
Navigation Efficiency:
Well-labeled, accurate, meaningful links are a must.
Sites must be compatible with browser, software, etc.
Security and privacy:
It must be assured.
Marketing Customer focus:
Terms and conditions of purchases including delivery
information, return policy, etc. must be provided.
Confirmation page after the purchase is needed.
Creativity on the Internet
The
Web should be able to tell the story about
product, and give answer to the questions of Web
visitors.
Unique selling proposition:
Generate
fresh and appropriate ideas.
Convenience, quality, efficiency, delivery, availability
and performance.
E-mail addresses in all advertising and activity
materials.
The Services of an Interactive Agency
State-of-the-Art technology to communicate, inform and
sell.
Dynamic page creation capability of the Web site.
Enable to perform secure electronic commerce and
personalized technology for user customization.
Using media expertise to allow Webcasting and high
performance Web serving.
www.cks.com
International expertise reaching global audience.
Attracting Visitors to the Site
Making
the top List of a search engine:
URL and
Improving
search engine spider for establishing links.
company’s ranking on the search engine
list:
By
adding, removing, or changing a few sentences, the
Web designer may alter he way a search engine’s spider
ranks its findings.
When the Web designer redesign a page, use search
queries to be responsive.
Economics and Effectiveness of
Advertisement
Exposure models that are based on Cost Per Thousand
Impression(CPMs):
The price charged is different for different search engines and
other popular sites:
Excite charged $68 per CPM and Lycos charged $50-$60 per CPM
Click-Through:
More accountable way of charging for Web advertising
The payment for a banner ad is based on the number of times a visitor
actually clicks on it:
www.pawluk.com/pages.htm
Economics and Effectiveness of
Advertisement
Interactivity:
Instead of click-through, the pricing is based upon the amount
the visitors interacts with the target ad:
Actual Purchase:
Number of repeat visits and duration
Instead of number of visits, the ultimate outcome of the visit is
used as an effect an ad. Exp. Amazon.com pays 8% of the
purchase price as a referral fee to AOL.
Other methods:
Fixed monthly fee
Market prices-auctions
Components of the Promotional Plan
It should meet corporate objectives.
Consideration should be given to promotion mix,, the
message and the media.
Promotional objectives should be extended to online
media.
Sales promotion should be used for introduction of a new
product.
If sampling will be used, it should match the right product
with the right prospects in the right place.
The Major Web Ad Players
Advertising agencies and Web site developers:
Market research providers.
Market segmentation and targeting.
These are companies that are tracking the evolution of internet
technology with a focus on its impact on business and certain
industries, including the Web advertising area.
Traffic Measurement and Analysis companies:
Offer software and services to aid publishers in tracking and
executing advertising delivery on their Web sites.
The Major Web Ad Players (cont.)
Networks/rep
firms:
They
provide value-added services for Web advertisers
and publishers alike by brokering the distribution of
advertisement and overseeing their delivery.
Order
processing and support:
They
are the companies that provide outsourcing
services to Internet publishers and services providers.
Managerial Issues
Make
Vs. buy:
Web
advertisement is a complex undertaking; therefore,
outsourcing may be considered.
Finding
the most visited sites:
Check
the traffic of most popular Web sites such as
Yahoo or Nestcape.
www.web21.com
www.pcmag.com/special/Web100/top100f
www.arbitron.com
Managerial Issues (cont)
Company research:
Companies should research the Web thoroughly before meeting
with an internet marketing/advertising service.
An Ad network should provide a convenient way for web
publishers to manage a portfolio of Web pages or sites.
Commitment to Web advertising and coordination with
traditional advertisement:
A successful Web program requires top management support.
Coordination with the traditional media is a must:
Wed address on TV advertisement.
Managerial Issues (cont.)
Ethical
Issues:
Selling
of mailing list and customer information.
Integrating
advertisement with ordering and other
business process:
Shopping
Catalog.
Ordering.
Paying
cart.