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Chapter 3 The Advertising Spiral and Brand Planning. Objectives_1. Understand The importance of understanding the product life cycle The relationship of the advertising spiral The birth and basics of branding. Objectives_2. Understand Brands and integrated marketing Brand equity

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objectives 1


  • The importance of understanding the product life cycle
  • The relationship of the advertising spiral
  • The birth and basics of branding
objectives 2


  • Brands and integrated marketing
  • Brand equity
  • Strategic planning methods
purpose of the pioneering stage
Purpose of the Pioneering Stage
  • To educate consumers about new product
  • To show people they have a need and that advertised product can fulfill it
  • To show that a product now exists that is capable of meeting a need that had been recognized but previously unfulfilled
competitive stage
Competitive Stage

The competitive stage is the advertising stage a product reaches when its general usefulness is recognized but its superiority over similar brands has to be established in order to gain preference.

retentive stage
Retentive Stage

The retentive stage is the third advertising stage of a product, reached when its general usefulness is widely known, its individual qualities are thoroughly appreciated, and it is satisfied to retain its patronage merely on the strength of its past reputation.

exhibit 3 10 egg beaters expansion
Exhibit 3.10 Egg Beaters Expansion

The “newest pioneering”

stage focuses on

getting more people

to use the product.

advertisers should use the spiral to answer these questions
Advertisers Should Use the Spiral to Answer These Questions
  • In which stage is the product?
  • Should we use pioneering advertising to attract new users?
  • Should we work harder at competitive advertising to obtain a larger market share?
  • What portion of our advertising should be pioneering? Competitive?
  • Are we coasting in the retentive stage?

A brand is a name, term, sign, design, or a unifying combination, intended to identify and distinguish the product or service from competing products or services.

brand equity
Brand Equity

Brand equity is the value of how such people as consumers, distributors, and salespeople think and feel about a brand relative to its competition over a period of time.

y r s brand value structure
Y&R’s Brand Value Structure











developing imc strategic plans
Developing IMC Strategic Plans

Brand equity audit analysis

Strategic options

Brand equity research

Creative brief

brand equity audit analysis
Brand Equity Audit Analysis
  • Market context
  • Brand equity weaknesses and strengths
  • Consumer attitude descriptions
  • Competitive strategies and tactics
strategic options recommendations
Strategic Options/Recommendations
  • Communication objectives
  • Audience
  • Source of business
  • Brand positioning and benefits
  • Marketing mix
  • Rationale
creative brief
Creative Brief

A creative brief (strategy or work plan) is a short statement that clearly defines the audience, how consumers think or feel and behave, what the communication should achieve, and the promise that will create a bond between the consumer and the brand.

key components of a creative strategy
Key Components of a Creative Strategy

Key observations

Communication objective

Consumer insight





what great brands do according to bedbury
What Great Brands Do (According to Bedbury)

A great brand

  • is in it for the long haul
  • can be anything
  • knows itself
  • invents or reinvents an entire category
  • taps into emotions
  • is a story that is never completely told
  • is relevant
for discussion
For Discussion
  • What determines the stage of a product?
  • What are the elements of the creative brief?
  • What is brand equity?