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1 Part Five Developing the Integrated Marketing Communications Program Belch: Advertising and Promotion, Sixth Edition Chapter Objectives V. Developing the Integrated Marketing Communications Program 1. To recognize the various support media available to the marketer in developing an IMC program. 2. To develop an understanding of the advantages and disadvantages of support media. 13. Support Media © The McGraw−Hill Companies, 2003 Support Media 13 3. To know how audiences for support media are measured.
Belch: Advertising and Promotion, Sixth Edition V. Developing the Integrated Marketing Communications Program The next time you see a campus opinion leader or Hollywood star driving a certain type of car, drinking a soda, or talking about the merits of some product or service, realize that he or she may be being paid to promote the item. While not a com- pletely new idea, the use of nonconventional methods of getting products promoted appears to almost be becoming conventional. Referred to by a variety of titles including stealth marketing, ambush marketing, and guerrilla marketing, these “under-the-radar” methods attempt to get exposure for products or services in a number of ways at the lowest cost. For smaller companies stealth marketing may be the only form of communications they can afford, so this means of communication is a necessity. But now many of the larger advertisers have also adopted the approach. One of the more popular brands in Britain is Colman’s Mustard. Founded 188 years ago, Colman’s has successfully employed under-the-radar tactics since the 1920s, when its advertising agency initiated the idea of a fictitious “mustard 13. Support Media © The McGraw−Hill Companies, 2003 Stealth Marketing Goes Mainstream club.” The campaign started with the agent himself pasting stickers on buses that read, “Has father joined the mustard club?” The campaign caught on very quickly with Brits and eventually expanded into an integrated campaign that included a club members’ newsletter, card games, and badges (500,000 badges were distributed in 1933 alone!). The success of the campaign led Colman’s to be the top-selling mustard by 1938, and it has remained a brand leader ever since, although it is now owned by Unilever. In the United States, a number of brands that have become successful through more conventional advertising approaches are also attempting to capitalize on the stealth approach. For example, Revlon paid ABC to include its cosmetics as part of the plot on the soap opera All My Children. Calvin Klein’s $45 million launch of the men’s cologne Crave will include street sampling, “seeding”—having designated opinion leaders be seen with and talk about the brand— and sand sculptures of the logo on beaches on both coasts. Sony Ericsson hired troupes of actors to pose as tourists in New York City and Los Angeles to ask passers-by to take their picture with the company’s new combination cell-phone camera. Procter & Gamble sent elaborate Porta Potties to state fairs to promote Charmin toilet paper, and Elle magazine (among others) has hired individuals to log on to Internet chat rooms and talk about its product. And this is just a sampling! Like many other things, however, overuse creates problems. Many consumers and businesspeople consider the practice of stealth marketing
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142 Part Three Analyzing the Commun
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11 Part Five Developing the Integra
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196 Part Four Objectives and Budget
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620 Belch: Advertising and Promotio
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624 Part Six Monitoring, Evaluation
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IN2 Name and Company Index Belch: A
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