9
Creative Strategy: Implementation
and Evaluation
McGraw-Hill/Irwin © 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
Appeals and Execution Style
Advertising Appeal
The approach used to attract the attention
of consumers and/or
To influence consumer feelings toward the
product, service or cause
Creative Execution Style
The way a particular appeal is turned into
an advertising message
The way the message is presented to the
consumer
Advertising Appeals
Two Broad Categories of Appeals
Informational/Rational Appeals Emotional Appeals
Focuses on
Focuses on the
the consumer’s
consumer’s Relate to consumers’
practical, functional,or
practical, functional,or social and/or psychological
utilitarian need
utilitarian need for
for the
the product
product needs for purchasing a
or service
or service product or service
the features
Emphasizes the
Emphasizes features or
or Many advertisers believe
benefits
benefits consumers’ emotions work
better at selling brands
emphasize facts
Messages emphasize
Messages facts that do not differ markedly
and logic
and logic from competing brands
Rational Appeals
Feature appeals
Focus on the dominant traits of the product
Competitive appeals
Makes comparisons to other brands
Favorable price appeals
Makes price offer the dominant point
News appeals
News or announcement about the product
Product/service popularity appeals
Stresses the brand’s popularity
Informational/Rational Appeals
Rational Motives
¾ Comfort
¾ Convenience
¾ Economy
¾ Health
¾ Quality
¾ Dependability
¾ Durability
¾ Performance
¾ Efficiency
Emotional Appeals
Personal States or Feelings
¾ Achievement / ¾ Joy
Accomplishment ¾ Love
¾ Actualization ¾ Nostalgia
¾ Affection ¾ Pleasure
¾ Ambition ¾ Pride
¾ Arousal / stimulation ¾ Safety
¾ Comfort ¾ Security
¾ Excitement ¾ Self-esteem
¾ Sentiment
¾ Fear
¾ Sorrow/grief
¾ Happiness
Emotional Appeals
Social-Based Feelings
¾ Acceptance
¾ Approval
¾ Affiliation / belonging
¾ Embarrassment
¾ Involvement
¾ Recognition
¾ Rejection
¾ Respect
¾ Status
¾ Sophistication
Advertising for Skyy vodka uses emotional
appeals
Source: Courtesy of Skyy Spirits, LLC
Transformational Advertising
A transformational ad is “one which associates the
experience of using the advertised brand with a unique set of
psychological characteristics which would not typically be
associated with the brand experience to the same degree
without exposure to the advertisement”
¾ The ads create feelings, images, meanings, and beliefs
about the product or service that may be activated
when consumers use it
¾ Transformational ads have two characteristics:
The ad must make the experience of using the product
richer, warmer, more exciting and/or enjoyable than that
obtained solely from an objective description of the
advertised brand
It must connect the experience of the ad so tightly with
the experience of using the brand that the consumer
can’t remember the brand without recalling the
experience generated by the ad
Levels of Relationship with Brands
Emotions
Personality
Product Benefits
Other Types of Appeals
¾ Reminder Advertising – the objective is to
build and/or maintain awareness and keep
the name of the company and/or brand in
front of the customer.
Often used by well known brands and market
leaders that are well-established in the market.
¾ Teaser advertising – goal is to create
curiosity, interest, and/or excitement about
a product, brand or topic by mentioning it
but not actually showing it.
Often used for new products/models and for
movies.
Lee Jeans used teaser advertising to create
interest and excitement for its new jeans
Advertising Execution Techniques
Creative execution: The way an advertising
appeal is presented.
¾ Straight-sell or factual ¾ Testimonial
message
¾ Animation
¾ Science / technical
evidence ¾ Personality Symbol
¾ Fantasy
¾ Demonstration
¾ Dramatization
¾ Comparison
¾ Humor
¾ Slice of life
¾ Combinations
This ad uses a straight sell execution of a
product popularity appeal
Source: Courtesy Neutrogena Corporation
Creative Tactics: Print Advertising
Headline
Words in the leading position of the ad. Attract readers’
attention/interest and encourage them to read the rest of
the ad
Direct Headlines – straightforward and informative about the
product or service
Indirect Headlines – provoke curiosity or interest by use of
questions, provocations, challenges, how-to
Subheads
Smaller than the main headline, larger than the copy. Used
to break up large amounts of copy and highlight key sales
points
Body copy
The main text portion of a print ad, used to present the
relevant information. Content depends on appeal and
execution style
Creative Tactics: Print Ad Components
Visual Elements
Must attract attention
Communicate idea or image
Work in synergistic fashion with headline and copy
Illustrations such as drawings or photos
Identification marks such as trademarks, logos, brand
name
Layout or Format
The physical arrangement of the various elements of
a print ad including headline, subheads, body copy,
illustrations, and identifying marks
Decisions include size, color, white space
Elements of a Print ad
Headline
Visual Insert Savin ad
from 6/e
acetates here
T9-6
Body Copy
Identification Marks
Creative Tactics: Print Ad Layout
¾ Size
Expressed in columns, column
inches or portions of a page
¾ Color
Black & white or two-, three-, or
four-color printing
¾ White Space
Marginal and intermediate space on
the page that remains unprinted
Creative Tactics: Television
Components of a TV Commercial
Video – what is seen on the screen.
Includes decisions regarding visual,
sequencing, setting, lighting, talent,
etc.
Audio – voices, music, sound effects
Voiceover – delivery of the message
Music
Needledrop
Well known songs
Jingles
Classic songs used in commercials
Title Artist Brand/Company
Revolution Beatles Nike
Start Me Up Rolling Stones Microsoft Windows 95
Come Together Beatles Nortel
Desert Rose Sting Jaguar
Ray of Light Madonna Microsoft Windows XP
Rock and Roll Led Zeppelin Cadillac
Creative Tactics: Television
Planning and Production
The elements of a TV commercial are brought together
in a Script which is used to provide a detailed
description of the video and audio content
Three Phases of Production
1. Preproduction
All work before actual shooting, recording
2. Production
Period of filming, taping, or recording
3. Postproduction
Work after commercial is filmed or recorded
Creative Tactics: Television
Preproduction Tasks
¾ Select a director
¾ Choose production company
¾ Bidding
¾ Cost and timing
¾ Production timetable
Set construction
Location
Agency, client approval
Casting
Wardrobes
¾ Production Meeting
Creative Tactics: Television
Production Tasks
¾ Location versus set shoots
¾ Night/weekend shoots
¾ Talent arrangements
Creative Tactics: Television
Postproduction Tasks
¾ Editing
¾ Processing
¾ Sound effects
¾ Audio/video mixing
¾ Opticals
¾ Client/agency approval
¾ Duplicating
¾ Release/shipping
Evaluation and Approval of Creative Work
Guidelines for Evaluating Creative Output
Consistent with
¾ Consistent
¾ with brand’s
brand’s marketing
marketing objectives?
objectives?
Consistent with
¾ Consistent
¾ with brand’s
brand’s advertising
advertising objectives?
objectives?
Consistent with
¾ Consistent
¾ with creative
creative strategy,
strategy, objectives?
objectives?
Does itit communicate
¾ Does
¾ communicate what
what it’s
it’s suppose
suppose to?
to?
Approach appropriate
¾ Approach
¾ appropriate to
to target
target audience?
audience?
Communicate clear,
¾ Communicate
¾ clear, convincing
convincing message?
message?
Does execution
¾ Does
¾ execution overwhelm
overwhelm the
the message?
message?
Appropriate to
¾ Appropriate
¾ to the
the media
media environment?
environment?
Is the
¾ Is
¾ the advertisement
advertisement truthful
truthful and
and tasteful?
tasteful?
