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Chapter 16Chapter 16
Developing a Developing a Promotional Strategy Promotional Strategy
for the Marketing of for the Marketing of Sports ProductsSports Products
Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.
McGraw-Hill/Irwin
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PromotionPromotion
• The Third Variable of the Traditional Marketing Mix
• An Effort to Communicate with One or More of the Organization’s Target Markets
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Promotional MixPromotional Mix
• Has Historically Incorporated Four Promotional Tools
– Advertising– Personal Selling– Sales Promotion– Public Relations (Publicity)
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Additions to the Promotional MixAdditions to the Promotional Mix
• Though Not Everyone Agrees: Two Tools Have Been Associated with Those of the Traditional Promotional Mix:
– Sponsorship
– Direct Response Marketing (DRM)
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Integrated Marketing Communications Integrated Marketing Communications (IMC) Plan(IMC) Plan
• New Terminology
• Encompasses All Promotional Tools
• Stresses That All Promotional Tools Used in the Development of the Organization’s Promotional Efforts Must Work in Harmony
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The IMC PlanThe IMC Plan
• Consistency
• Synergy
• Must Support the Product, Distribution, and Pricing Strategies
• Must be Appropriate for the Target Market
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The Communications ProcessThe Communications Process
• Drop in Figure 16.2 Here
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The AIDA ModelThe AIDA Modelfor Effective Promotionfor Effective Promotion
• Attention
• Interest
• Desire
• Action
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AdvertisingAdvertising
• Paid, Nonpersonal Form of Communication that is Generally Disseminated via One or More of the Mass Media
• Mass Media Include:– TV– Radio– Magazines– Newspapers– Others
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Advertising Media and VehiclesAdvertising Media and Vehicles
• A Medium Is the Broad Mechanism for Conveyance of the Message
• Once a Medium Is Selected, the Marketer Must Still Select Specific Vehicles
• A Vehicle Is a Specific Option within Each Medium
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Advertising Media and VehiclesAdvertising Media and Vehicles
• Medium: – Magazines
• Vehicles:– Cosmopolitan– TV Guide– People
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Personal SellingPersonal Selling
• Paid Form of Direct Interaction between a Selling Entity and a Prospective Buyer
• Interactive One-to-One Marketing
• Message Can be Adapted as Needed
• Persuasive Process Designed to Encourage Action on the Part of the Prospective Buyer
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Sales PromotionSales Promotion
• Tools Often Used as Direct Inducements to Encourage a Particular Response on the Part of the Prospective Buyer
• Examples:– Free Samples– Discount Coupons– Specialty Advertising– Contests
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Public Relations (PR)Public Relations (PR)
• Nonpersonal Form of Communication Designed to Influence Attitudes and Opinions of Various Groups of Stakeholders
– Designed to Generate Positive Publicity
– Often Used to Counter Negative Publicity
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SponsorshipSponsorship
• Relationship between a Marketer and a Property that Allows the Marketer Access to the Exploitable Commercial Potential Associated with the Sponsored Property
– In These Cases, the Sports Property is the Sponsor, Not the Sponsee
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Sponsorship by Sports MarketersSponsorship by Sports Marketers
• Causes – Charities, Disaster Relief, Health
• Grass Roots Events – Museum Exhibits, Fairs, Local Festivals
• Special Cases of Sponsorship– Venue Naming Rights – Endorsements– Licensing
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Direct Response Marketing (DRM)Direct Response Marketing (DRM)
• Paid Form of Mass Communications
• Effort to Communicate with the Target Audience in a Manner Such That the Receivers Can Immediately Initiate Action Upon Receiving the Message
– Internet, Infomercials, Direct Mail
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Advertising ApplicationsAdvertising Applications
• Spectator Sports – TV Ad for Next Home Game for Local Minor League Team
• Participation Sport – Newspaper Ad Seeking Members for a New Bowling League
• SASS – Magazine Ad for Nike Golf Balls
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Personal Selling ApplicationsPersonal Selling Applications
• Spectator Sports – Sell Luxury Suites at Major Sports Venue
• Participation Sports – Convert Trial Member of a Health Club into a Regular Member
• SASS – Fitting of Custom Golf Clubs
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Sales Promotion ApplicationsSales Promotion Applications
• Spectator Sports – 2 for 1 Discount Coupon for the local MLB Team
• Participation Sports – Free Trial Membership at a Tennis Club
• SASS – PGA Merchandise Show
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Public Relations ApplicationsPublic Relations Applications
• Spectator Sports – Press Release Announcing Signing of New Star Player
• Participation Sports – Press Release Seeking Runners for a Charity Event
• SASS – Nike Press Release Explaining Often Criticized Labor Practices Abroad
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Sales PromotionSales Promotion
Drop in Figure 16.3 Here
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Sponsorship ApplicationsSponsorship Applications
• Spectator Sports – NFL’s Sponsorship of “Tackling Men’s Health” CRM Program
• Participation Sports – NHL Licensed Ice Skating Rinks
• SASS – Reebok Stadium (Soccer Venue); Tiger Woods’ Endorsement of Nike
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Sponsorship by a Sports EntitySponsorship by a Sports Entity
• Drop Figure 16.4 in Here
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Direct Response Marketing Direct Response Marketing (DRM) Applications(DRM) Applications
• Spectator Sports – DVD Sent to Known Buyers of Tickets to a NASCAR Event
• Participation Sports – Direct Mail Piece for Entry into Hoinke Bowling Tournament
• SASS – Infomercial Reaching Prospective Purchasers of the Total Gym Exercise Equipment (Order by Phone or WWW)
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DRM – New York YankeesDRM – New York Yankees
• Drop in Figure 16.5 Here
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Emerging Tool: Emerging Tool: Product PlacementProduct Placement
• Drop in Table 16.2 Here
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Brand EquityBrand Equity
• Value Associated with a Specific Brand
• High Levels of Brand Recognition
• Consumers Associate Quality with Brand
• Provides Differential Advantage that Creates Brand Preference or Insistence
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Brand EquityBrand Equity
• Opportunities for Brand Extension Involving Other Sports Products:
– NBA – WNBA– NFL – NFL Europe– ESPN – ESPN Golf School– Fox Sports – Fox Soccer Channel– NHL – NHL Ice Skating Rinks
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Brand EquityBrand Equity
• Opportunities for Brand Extension Involving Nonsports Products:
– Fox Sports – Sky Box Fun Food & Spirits– ESPN – ESPN SportsZone
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Brand Extension Brand Extension Based on Brand EquityBased on Brand Equity
• Drop Figure 16.6 in Here
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Cross-PromotionCross-Promotion
• Joint (Collaborative) Marketing Effort of Two or More Marketing Entities
• May Be Common Ownership or Control– Pittsburgh Steelers & Kenny Chesney Concert
• May Be Separate Entities– ESPN Golf School Involves Golf Magazine
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Effective Promotions – the NBAEffective Promotions – the NBA
• Drop in Table 16.4 Here
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Closing CapsuleClosing Capsule
• Drop in Box 16.1 Here
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Closing CapsuleClosing Capsule
• Sports Marketers Must Coordinate the Components of Their IMC Plan in a Manner that the Components Are Consistent and Support Each Other
• An Effective IMC Plan Does Not Require Initiatives in Each of the Six Categories
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Closing CapsuleClosing Capsule
• Effective Promotion Helps Develop a Higher Level of Brand Equity
• Brand Equity Creates Opportunities to Collaborate in Effective Cross-Promotions
• Not Only Must Components of IMC be Consistent, the IMC Must Support the Remainder of the Marketing Mix
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Closing Capsule Closing Capsule
• Examination of the Basic Elements of Marketing Strategy Is Almost Complete
• Target Market• Marketing Mix
– Product– Distribution (Place)– Promotion (IMC Plan)– Price