Introduction to Advertising
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Today’s Learning Objectives
 Discuss the elements of great advertising.
 Define advertising and identify nine types
and four roles of advertising.
 Identify the five players in the advertising
world.
 Explain how key figures and events in
advertising history affect advertising
today.
 Summarize current advertising issues.
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What Makes an Ad Great?
 Explicit objectives should drive the
planning, creation, and execution of
each ad.
 An ad is great to the extent that it
achieves its objectives, not because it
wins awards.
 Creativity for its own sake does not
always lead to great advertising.
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Characteristics of Great Ads
Good or Great Ads Work on Two Levels
Satisfy the Customer’s
Objectives by Engaging
Them & Delivering a
Relevant Message
Achieve the Sponsor’s
Objectives
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Dual Process of Great Advertising:
Reaching Objectives (Fig. 1.1)
Advertising Objectives
Consumer’s Objectives
Attention/ Awareness
Satisfy Curiosity/Memory/
Entertainment
Interest
Identify Personal Needs
Knowledge
Gather Relevant
Information
Attitude Change
Support Risk Associated
With Attitude Change
Behavioral Change/ Trial
Enhance Need Reduction
Repurchase/Commitment/
Reminder
Reinforce Trial and
Need Reduction
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Objectives of Advertising
o Informative advertising: promotion that seeks
to develop initial demand for a good, service,
organization, person, place, idea, or cause.
o Persuasive advertising: promotion that
attempts to increase demand for an existing
good, service, organization, person, place,
idea, or cause.
o Reminder advertising: advertising that
reinforces previous promotional activity by
keeping the name of a good, service,
organization, person, place, idea, or cause
before the public.
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Broad Dimensions That
Characterize Great Advertising
The Ultimate Test for the Greatness of An Ad is Whether
It Achieved Its Goals.
Creativity
Strategy
Execution
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Practical Tips # 1
Measuring an Ad’s Success
 Consider one item as the measure of
an ad’s success: How well does it
achieve its goals? Some typical goals
include the following:
 Increased sales
 Attitude change
 Heightened brand awareness
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What is Advertising?
Advertising is Paid, Nonpersonal
Communication From An
Identified Sponsor Using Mass
Media to Persuade or Influence
an Audience.
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Types of Advertising
Interactive
Advertising
Brand
Advertising
Public Service
Advertising
Retail or Local
Advertising
Institutional
Advertising
Political
Advertising
Business-toBusiness
Advertising
Direct-Response
Advertising
Directory
Advertising
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Roles of Advertising
Marketing Role
Communication Role
Economic Role
Societal Role
•Marketing is the process a business
uses to satisfy consumer needs and
wants through goods and services.
•Advertising is a form of mass
communication.
•Two main views about advertising,
either the market power model or the
economics of information theory.
•Informs us about new and
improved products, teaches us how
to use these innovations, etc.
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Functions of Advertising
Provide Product &
Brand Information
Provide Incentives
To Take Action
Advertising
Performs 3 Basic
Functions
Provide
Reminders and
Reinforcement
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Five Players of Advertising
 The Advertiser is the individual or organization
that usually initiates the advertising process.
 The Advertising Agency plans and implements
part or all of the advertising efforts.
 May use an outside agency, or their own advertising
department or in-house agency.
 The Media are the channels of communication
that carry the messages from the advertiser to
the audience, i.e. television, magazines, radio,
etc.
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Five Players of Advertising
 The Vendors are a group of service
organizations that assist advertisers,
advertising agencies, and the media, i.e.
freelance copywriters, graphic artists,
photographers, etc.
 The Target Audience may be the purchaser or
the consumer of the product, or both. May
need to design different ads for each group.
 Critical to know as much about these target
audiences as possible.
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The Evolution of Advertising
14411850
1850’s1900
19001950’s
1920’s
Age of
Print
Industrial
Revolution &
Consumer Society
Age of
Science
Rise of
Agencies
World War IWorld War II
Advertising
Declines
1950’s
Reintroducing
Consumers to
Marketing
1960’s1970’s
Creative
Era
1970’s1990’s
Accountability
Era
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Practical Tips # 2
Ogilvy’s Advertising Tenets
 Here are some advertising tenets that
David Ogilvy offers: (11)
 “Never write an advertisement you wouldn’t
want your own family to read.”
 “The most important decision is how to position
your product.”
 If nobody reads or looks at the ads, “it doesn’t
do much good to have the right positioning.”
 “Big ideas are usually simple ideas.”
 “Every word in the copy must count.”
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Current Advertising Issues
Interactive Advertising
Integrated Marketing Communication
Globalization
Niche Marketing
Consumer Power, Relationship Marketing
and Customization
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Advertising as Art, Science,
Business Practice
“The written word is the deepest dagger you can drive into a
man’s soul.”
-British writer Indra Sinha
“Advertising is of the very essence of democracy. An election
goes on every minute of the business day across the counters of
hundreds of thousands of stores and shops where the customers
state their preferences and determine which manufacturer and
which product shall be the leader today, and which shall lead
tomorrow.”
- Bruce Barton, chairman of BBDO agency
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Advertising as Art, Science,
Business Practice
“I browse for an original thought, usually
while on the bog, and the sense of
achievement in finding exactly the phrase
you’re looking for is a pleasure that
transcends the most spectacular of dumps.”
-Neil French, “Worldwide Creative Godfather” to all the
companies in the WPP Group, on his fondness for
quotation anthologies.
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Key Terms




Advertiser: the client (persons, organizations,
companies, and manufacturers of products and services)
that needs creative messages (advertisements) and
advertising campaigns to reach target markets.
Advertising: a paid form of communication intended to
inform, persuade, and remind an audience to take some
kind of action.
Advertising agency: a marketing business that plans,
creates, and manages the advertising for other businesses
(clients)
Boutique advertising agency: a small, specialized
advertising company that outsources many of its services;
also referred to as a virtual ad agency
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 Brand: the combination of unique qualities of a
company, product, or product line
 Brand advertising: a form of advertising that is used to
build an image based on the set of values held by the
company
 Consumer: the end user of a product or service
 Corporate advertising: a form of advertising that is
intended to enhance a company’s reputation or build
goodwill
 Green marketing: the use of advertising to support and
improve the environment
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 Industry trade groups: trade associations that are
founded and funded by businesses operating a specific
industry and that are responsible for public relations
activities such as advertising, education, political
donations, lobbying, and publishing
 Infomercial: a lengthy paid advertisement that
showcases the benefits of a product.
 Product advertising: a form of advertising that uses
rational arguments to communicate why consumers
needs a specific product by highlighting the benefits
associated with the use of that product.
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