Baixe o app para aproveitar ainda mais
Prévia do material em texto
16/06/2017 1 Fundamentos de Marketing e Comportamento do Consumidor Prof. Dr. Andres Rodriguez Veloso 1º Semestre de 2017 2ª e 5ª feira – Matutino 19/06/2017 Cap. 18 - Gerenciamento da comunicação de massa: propaganda, promoção de vendas, eventos e experiências e relações públicas Propaganda InformarPersuadirLembrarReforçar 16/06/2017 2 Fatores a considerar 1. Stage in the product life cycle • New products typically merit large advertising budgets to build awareness and to gain consumer trial. Established brands usually are supported with lower advertising budgets, measured as a ratio to sales. 2. Market share and consumer base • High-market-share brands usually require less advertising expenditure as a percentage of sales to maintain share. To build share by increasing market size requires largerexpenditures. 3. Competition and clutter • In a market with a large number of competitors and high advertising spending, a brand must advertise more heavily to be heard. Even simple clutter from advertisements not directly competitive to the brand creates a need for heavier advertising. 4. Advertising frequency • The number of repetitions needed to put the brand’s message across to consumers has an obvious impact on the advertising budget. 5. Product substitutability • Brands in less-differentiated or commodity-like product classes (beer, soft drinks, banks, and airlines) require heavy advertising to establish a unique image. 16/06/2017 3 16/06/2017 4 16/06/2017 5 https://www.youtube.com/watch?v=YdYDePsNMug 16/06/2017 6 Product Placement A different breed How I Met Your Mother Avicii - Lay Me Down 16/06/2017 7 Advergames Espaços Públicos https://youtu.be/fGaVFRzTTP4 16/06/2017 8 Ponto de Venda 16/06/2017 9 Pesquisa e a comunicação (Antes e Depois) Promoção de vendas Whereas advertising offers a reason to buy, sales promotion offers an incentive Promoção de Vendas: Curto Prazo Propaganda: Longo Prazo Impacto no valor da marca 16/06/2017 10 Eventos e experiências Objetivos com eventos:•To identify with a particular target market or lifestyle•To increase salience of company or product name•To create or reinforce perceptions of key brand image associations•To enhance corporate image•To create experiences and evoke feelings•To express commitment to the community or on social issues•To entertain key clients or reward key employees•To permit merchandising or promotional opportunities 16/06/2017 11 Relações públicas e publicidade 1. Press relations • Presenting news and information about the organization in the most positive light 2. Product publicity • Sponsoring efforts to publicize specific products 3. Corporate communications • Promoting understanding of the organization through internal and externalcommunications 4. Lobbying • Dealing with legislators and government officials to promote or defeat legislation andregulation 5. Counseling • Advising management about public issues, and company positions and image during good times and bad Relações públicas de Marketing Lançamento de novos produtos Reposicionamento de um produto maduro Construir interesse numa categoria de produto 16/06/2017 12 Influenciar segmentos específicos Defender produtos que tenham encontrado problemas públicos Construir uma imagem corporativa que reflitapositivamente nos produtos da empresa Fundamentos de Marketing e Comportamento do Consumidor Prof. Dr. Andres Rodriguez Veloso 1º Semestre de 2017 2ª e 5ª feira – Matutino 19/06/2017 Cap. 19 - Gerenciamento das comunicações pessoais: marketing direto e interativo, boca a boca e vendas pessoais 16/06/2017 13 Marketing direto Direct marketing is the use of consumer-direct (CD)channels to reach and deliver goods and services to customers without using marketing middlemen. Marketing direto Pode ocorrer por iniciativa do consumidor ou por iniciativa da empresa 16/06/2017 14 Marketing interativo 16/06/2017 15 Boca-a-boca 16/06/2017 16 16/06/2017 17 https://www.bulldogreporter.com/secrets-of-going-viral-revealed-in-new-video-study-laughs-and-social-sharing-are-what-make-videos-go-viral/ http://www.theharrispoll.com/ Vendas pessoais 1. Deliverer •A salesperson whose major task is the delivery of a product (water, fuel, oil). 2. Order taker •An inside order taker (standing behind the counter) or outside order taker (calling on the supermarket manager). 3. Missionary •A salesperson not permitted to take an order but expected rather to build goodwill or educate the actual or potential user (the medical “detailer” representing an ethical pharmaceuticalhouse). 4. Technician •A salesperson with a high level of technical knowledge (the engineering salesperson who is primarily a consultant to client companies). 5. Demand creator •A salesperson who relies on creative methods for selling tangible products (vacuum cleaners, cleaning brushes, household products) or intangibles (insurance, advertising services, oreducation). 6. Solution vendor •A salesperson whose expertise is solving a customer’s problem, often with a system of the company’s products and services (for example, computer and communications systems).
Compartilhar