About the Authors |
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iv | |
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Part 1 Advertising and Integrated Brand Promotion in Business and Society |
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3 | (102) |
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Chapter 1 The World of Advertising and Integrated Brand Promotion |
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4 | (24) |
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1-1 The New World of Advertising and Integrated Brand Promotion |
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5 | (2) |
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1-1a Old Media/New Digital Media--It's All about the Brand |
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6 | (1) |
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1-2 What Advertising, Advertising Campaigns, and Integrated Brand Promotion Are and What They Can Do |
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7 | (3) |
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8 | (1) |
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1-2b Integrated Brand Promotion Defined |
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8 | (1) |
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1-2c Advertisements, Advertising Campaigns, and Integrated Brand Promotion |
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9 | (1) |
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1-2d A Focus on Advertising |
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10 | (1) |
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1-3 Advertising as a Communication Process: A Model of Mass-Mediated Communication |
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10 | (2) |
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1-4 Different Ways of Classifying Audiences for Advertising and IBP |
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12 | (2) |
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12 | (2) |
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14 | (1) |
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1-5 Advertising as a Business Process |
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14 | (6) |
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1-5a The Role of Advertising in the Marketing Mix |
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15 | (5) |
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1-6 Types of Advertising and the Economic Effects of Advertising |
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20 | (2) |
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1-6a Types of Advertising |
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20 | (1) |
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1-6b The Economic Effects of Advertising |
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21 | (1) |
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1-7 From Advertising to Integrated Marketing Communications to Integrated Brand Promotion |
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22 | (6) |
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24 | (1) |
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25 | (1) |
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26 | (2) |
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Chapter 2 The Structure of the Advertising and Promotion Industry: Advertisers, Agencies, Media, and Support Organizations |
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28 | (24) |
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2-1 The Advertising Industry in Constant Transition |
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28 | (3) |
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2-2 Trends Affecting the Advertising and Promotion Industry |
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31 | (3) |
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2-2a Consumer Control: Social Media, On-Demand Streaming, and Cutting the Cord |
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31 | (1) |
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2-2b Media Proliferation, Consolidation, and "Multiplatform" Media Organizations |
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32 | (1) |
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2-2c Media Clutter and Fragmentation Means More IBP |
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32 | (1) |
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33 | (1) |
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2-2e Mobile Marketing/Mobile Media |
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34 | (1) |
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2-3 The Scope and Structure of the Advertising and Promotion Industry |
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34 | (4) |
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2-3a Structure of the Advertising and Promotion Industry |
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34 | (2) |
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36 | (1) |
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2-3c The Role of the Advertiser in IBP |
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37 | (1) |
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2-4 Advertising and Promotion Agencies |
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38 | (7) |
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2-4a Advertising Agencies |
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38 | (4) |
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42 | (2) |
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44 | (1) |
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2-5 External Facilitators |
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45 | (1) |
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46 | (6) |
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2-6a Target Audiences and Content Marketing |
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48 | (1) |
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48 | (1) |
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49 | (1) |
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50 | (2) |
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Chapter 3 The History of Advertising and Brand Promotion |
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52 | (26) |
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3-1 Factors Behind The Rise of Advertising |
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53 | (2) |
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3-1a The Rise of Capitalism |
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53 | (1) |
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3-1b The Industrial Revolution |
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53 | (1) |
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3-1c The Emergence of Modern Branding |
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54 | (1) |
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3-1d The Rise of Modern Mass Media |
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55 | (1) |
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3-2 The Eras of Advertising |
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55 | (18) |
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3-2a The Preindustrialization Era (Pre 1800) |
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55 | (1) |
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3-2b The Era of Industrialization (1800 to 1875) |
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55 | (1) |
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3-2c The "P.T. Barnum Era" (1875-1918) |
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56 | (1) |
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3-2d The 1920s (1918-1929) |
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57 | (2) |
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3-2e The Depression (1929-1941) |
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59 | (1) |
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3-2f World War II and the 1950s (1942 to 1960) |
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60 | (3) |
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3-2g Peace, Love, and the Creative Revolution (1960-1972) |
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63 | (3) |
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3-2h The 1970s (1973-1980) |
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66 | (2) |
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3-2i The Designer Era (1980 to 1992) |
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68 | (2) |
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3-2j The E-Revolution Begins (1993 to 2000) |
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70 | (1) |
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3-2k Consumer Access, Connections, Branded Entertainment, and the Rise of Ad Blockers (2000 to 2020) |
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71 | (2) |
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3-21 Business and Advertising in a COVID Era (2020-Current) |
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73 | (1) |
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3-3 Forces Affecting the Evolution of Advertising and IBP |
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74 | (4) |
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74 | (1) |
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75 | (1) |
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75 | (3) |
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Chapter 4 Social, Ethical, and Regulatory Aspects of Advertising and Promotion |
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78 | (27) |
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4-1 The Social Aspects of Advertising |
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79 | (8) |
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4-1a Advertising Educates Consumers |
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79 | (1) |
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4-1b Advertising Improves the Standard of Living |
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80 | (1) |
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4-1c Advertising Affects Happiness and General Weil-Being |
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80 | (2) |
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4-1d Advertising: Demeaning and Deceitful or Liberating and Artful? |
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82 | (4) |
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4-1e Advertising Has a Powerful Effect on the Mass Media |
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86 | (1) |
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4-2 The Ethical Aspects of Advertising |
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87 | (2) |
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4-2a Truth in Advertising |
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87 | (1) |
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4-2b Advertising to Children |
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87 | (1) |
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4-2c Advertising Controversial Products |
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88 | (1) |
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4-3 The Regulatory Aspects of Advertising |
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89 | (6) |
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4-3a Areas of Advertising Regulation |
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89 | (1) |
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90 | (5) |
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4-4 The Regulation of Other Promotional Tools |
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95 | (10) |
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4-4a Regulatory Issues in Direct Marketing and the Internet |
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95 | (1) |
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4-4b Regulatory Issues in Sales Promotion |
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96 | (2) |
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4-4c Regulatory Issues in Public Relations |
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98 | (1) |
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99 | (1) |
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99 | (1) |
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100 | (5) |
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Part 2 Analyzing the Environment for Advertising and Integrated Brand Promotion |
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105 | (80) |
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Chapter 5 Advertising, Integrated Brand Promotion, and Consumer Behavior |
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106 | (20) |
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5-1 Consumer Behavior Perspective One: The Consumer as a Decision Maker |
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108 | (7) |
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5-1a The Consumer Decision-Making Process |
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108 | (2) |
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5-1b Four Modes of Consumer Decision-Making |
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110 | (3) |
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5-1c Advertising, Consumer Behavior, and Memory |
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113 | (2) |
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5-2 Consumer Behavior Perspective Two: The Consumer as a Social Being |
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115 | (6) |
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5-2a Consuming in the Real World |
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115 | (6) |
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5-2b Cultural Branding and Advertising |
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121 | (1) |
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5-3 How Ads Transmit Meaning |
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121 | (5) |
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123 | (1) |
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124 | (1) |
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124 | (2) |
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Chapter 6 Market Segmentation, Positioning, and the Value Proposition |
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126 | (16) |
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6-1 STP Marketing and Advertising |
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127 | (1) |
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128 | (5) |
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6-2a Usage and Commitment Level |
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128 | (1) |
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6-2b Switchers and Variety Seekers |
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129 | (1) |
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130 | (1) |
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131 | (1) |
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131 | (1) |
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6-2f Psychographics and Lifestyle |
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132 | (1) |
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6-2g Benefit Segmentation |
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132 | (1) |
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6-2h Segmenting Business-to-Business Markets |
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133 | (1) |
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6-3 Prioritizing Segments |
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133 | (2) |
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135 | (3) |
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6-4a Positioning and Repositioning |
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135 | (1) |
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6-4b Positioning Opportunity |
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136 | (1) |
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6-4c Essentials for Effective Positioning Strategies |
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137 | (1) |
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6-5 Working with a Value Proposition and a Brand Platform |
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138 | (4) |
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6-5a Now, Making It Happen |
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138 | (2) |
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140 | (1) |
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140 | (1) |
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141 | (1) |
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Chapter 7 Advertising Research |
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142 | (22) |
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7-1 Stage One: Developmental Advertising and IBP Research |
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143 | (7) |
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144 | (1) |
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144 | (1) |
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144 | (1) |
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144 | (2) |
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7-1e Projective Techniques |
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146 | (3) |
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7-1f Method: Fieldwork/Long Interviews |
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149 | (1) |
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7-2 Sources of Secondary Data |
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150 | (1) |
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7-2a Netnography and Big Data |
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150 | (1) |
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7-2b Internal Company Sources |
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150 | (1) |
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150 | (1) |
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7-2d Commercial, Industry, and Nonprofit Sources |
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151 | (1) |
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7-3 Stage Two: Copy Research |
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151 | (6) |
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7-3a Evaluative Criteria and Methods |
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151 | (1) |
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7-3b Common Methods for Assessing Cognitive Impact |
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152 | (5) |
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7-4 Stage Three: Results Research |
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157 | (7) |
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7-4a Method: Tracking Studies |
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157 | (1) |
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7-4b Method: Direct Response |
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158 | (1) |
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7-4c Method: Estimating Sales Derived from Advertising |
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158 | (1) |
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7-4d Method: All-in-One Single-Source Data |
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159 | (1) |
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7-4e Account Planning versus Advertising Research |
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159 | (1) |
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7-4f Future of Advertising Research |
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159 | (1) |
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160 | (1) |
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160 | (1) |
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161 | (3) |
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Chapter 8 Planning Advertising and Integrated Brand Promotion |
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164 | (21) |
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8-1 The Advertising Plan and Marketing Context |
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165 | (1) |
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166 | (1) |
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166 | (3) |
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167 | (1) |
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168 | (1) |
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168 | (1) |
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169 | (1) |
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169 | (1) |
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169 | (4) |
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8-4a Communications versus Sales Objectives |
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172 | (1) |
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173 | (3) |
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173 | (1) |
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8-5b Share of Market/Share of Voice |
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174 | (1) |
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174 | (1) |
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174 | (1) |
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8-5e Implementing the Objective-and-Task Budgeting Method |
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175 | (1) |
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176 | (1) |
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177 | (1) |
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177 | (1) |
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177 | (1) |
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8-7c Integrated Brand Promotion |
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177 | (1) |
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178 | (1) |
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8-9 The Role of the Agency in Planning Advertising and IBP |
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178 | (7) |
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179 | (1) |
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180 | (1) |
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181 | (4) |
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Part 3 The Creative Process |
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185 | (70) |
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Chapter 9 Managing Creativity in Advertising and IBP |
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186 | (18) |
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9-1 Why Does Advertising Thrive on Creativity? |
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186 | (1) |
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9-2 Creativity across Domains |
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187 | (4) |
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9-2a Creative Genius in the Advertising Business |
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188 | (2) |
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9-2b Creativity in the Business World |
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190 | (1) |
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9-2c Can You Become Creative? |
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190 | (1) |
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190 | (1) |
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9-3 Agencies, Clients, and the Creative Process |
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191 | (5) |
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9-3a Oil and Water: Conflicts and Tensions in the Creative / Management Interface |
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192 | (4) |
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9-4 Making Beautiful Music Together: Coordination, Collaboration, and Creativity |
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196 | (5) |
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9-4a What We Know about Teams |
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196 | (3) |
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9-4b When Sparks Fly: Igniting Creativity through Teams |
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199 | (1) |
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9-4c Final Thoughts on Teams and Creativity |
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199 | (2) |
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9-5 Have You Decided to Become More Creative? |
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201 | (3) |
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201 | (1) |
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202 | (1) |
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202 | (2) |
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Chapter 10 Creative Message Strategy |
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204 | (24) |
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10-1 Creative Message Strategy |
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204 | (1) |
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10-2 Ten Essential Message Objectives and Strategies |
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205 | (23) |
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10-2a Objective #1: Promote Brand Recall |
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205 | (3) |
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10-2b Objective #2: Link Key Attribute(s) to the Brand Name |
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208 | (2) |
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10-2c Objective #3: Persuade the Consumer |
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210 | (5) |
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10-2d Objective #4: Affective Association: Get the Consumer to Feel Good about the Brand |
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215 | (3) |
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10-2e Objective #5: Scare the Consumer into Action |
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218 | (1) |
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10-2f Objective #6: Change Behavior by Inducing Anxiety |
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218 | (1) |
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10-2g Objective #7: Define the Brand Image |
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219 | (2) |
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10-2h Objective #8: Give the Brand the Desired Social Meaning |
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221 | (1) |
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10-2i Objective #9: Leverage Social Disruption and Cultural Contradictions |
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222 | (1) |
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10-2j Objective #10: Transform Consumption Experiences |
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223 | (2) |
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225 | (1) |
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225 | (1) |
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226 | (2) |
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Chapter 11 Executing the Creative |
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228 | (27) |
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11-1 The Creative Team and the Creative Brief |
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229 | (1) |
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229 | (1) |
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11-1b Copywriters and Art Directors |
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229 | (1) |
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230 | (1) |
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11-2 Copy writing for Print Advertising |
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230 | (2) |
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231 | (1) |
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231 | (1) |
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231 | (1) |
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11-3 Copy writi ng for Television and Video |
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232 | (2) |
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11-3a Writing Copy for Television (Video) |
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232 | (1) |
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11-3b Guidelines for Writing Television Copy |
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233 | (1) |
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11-4 Writing Copy for Radio and Podcast Advertising |
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234 | (1) |
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11-4a Guidelines for Writing Radio Copy |
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234 | (1) |
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11-5 Copywriting for Digital/Interactive Media |
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235 | (1) |
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11-5a Copywriting Approaches to Digital/Interactive Advertising |
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235 | (1) |
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236 | (2) |
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11-6a The Copy Approval Process |
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236 | (2) |
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238 | (8) |
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11-7a Illustration, Design, and Layout |
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238 | (6) |
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11-7b Art Direction and Production in Digital / Interactive / Mobile Media |
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244 | (1) |
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11-7c Art Direction and Production in Television Advertising |
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245 | (1) |
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11-8 The Production Process in Television Advertising |
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246 | (9) |
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246 | (4) |
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250 | (1) |
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251 | (1) |
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251 | (4) |
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255 | (66) |
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Chapter 12 Media Planning Essentials |
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256 | (20) |
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12-1 Measured and Unmeasured Media |
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257 | (3) |
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12-1a Media Investment Allocations |
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258 | (2) |
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12-2 Media Investment Terminology |
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260 | (6) |
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12-2a Media Strategies, Objectives, and Data |
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260 | (5) |
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12-2b Continuity and the Forgetting Function |
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265 | (1) |
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12-2c Length or Size of Advertisements |
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265 | (1) |
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12-3 Competitive Media Assessment and Share of Voice |
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266 | (1) |
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266 | (1) |
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12-4a Digital/Internet Media |
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267 | (1) |
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12-5 Social Media: A Media Planning Perspective |
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267 | (1) |
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12-5a Social Networks and Integrated Brand Promotions |
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267 | (1) |
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12-6 Branded Entertainment as a Media Choice |
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268 | (1) |
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12-6a Branded Entertainment |
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268 | (1) |
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12-7 Media Planning Models: Benefits and Realities |
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269 | (2) |
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12-8 Media Buying and Programmatic Media Buying |
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271 | (5) |
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273 | (1) |
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274 | (1) |
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274 | (2) |
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Chapter 13 Media Planning: Newspapers, Magazines, TV, and Radio |
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276 | (22) |
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13-1 The Present and Future of Traditional Mass Media |
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271 | (8) |
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13-2 Newspapers and Digital Newspapers |
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279 | (3) |
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13-2a Advantages of Newspapers |
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280 | (1) |
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13-2b Disadvantages of Newspapers |
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281 | (1) |
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13-2c Categories of Newspaper Advertising |
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281 | (1) |
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13-2d The Future of Newspapers |
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281 | (1) |
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282 | (3) |
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13-3a Advantages of Magazines |
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282 | (2) |
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13-3b Disadvantages of Magazines |
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284 | (1) |
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13-3c The Future of Magazines |
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285 | (1) |
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285 | (5) |
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13-4a Television Categories |
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285 | (2) |
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13-4b Advantages of Television |
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287 | (1) |
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13-4c Disadvantages of Television |
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288 | (1) |
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13-4d Measuring Television Audiences |
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289 | (1) |
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13-4e The Future of Television |
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290 | (1) |
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290 | (8) |
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290 | (1) |
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13-5b Types of Radio Advertising |
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291 | (1) |
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13-5c Advantages of Radio |
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291 | (1) |
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13-5d Disadvantages of Radio |
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292 | (1) |
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13-5e The Future of Radio |
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292 | (1) |
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293 | (1) |
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294 | (1) |
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294 | (4) |
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Chapter 14 Media Planning: Advertising and IBP in Digital, Social, and Mobile Media |
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298 | (23) |
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14-1 The Role of Digital, Social, and Mobile Media for I BP Synergy |
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298 | (5) |
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14-1a Social Media and Web 3.0 |
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299 | (1) |
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14-1b Media Types in Social Media |
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300 | (2) |
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14-1c Options via Digital or Social Media: Definitions and Categories |
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302 | (1) |
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14-2 Consumer and Brand Virtual Identity |
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303 | (4) |
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14-2a Consumer Virtual Identity |
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303 | (1) |
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14-2b Social Media as a Brand Management Tool: Brand Image and Visibility |
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304 | (3) |
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14-3 Basics of Digital Advertising and Online Search |
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307 | (2) |
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14-3a Digital Advertising Investments |
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307 | (1) |
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308 | (1) |
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14-4 Importance of I BP in E-Tail: Emergence of Social E-Commerce and Big Data |
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309 | (1) |
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14-5 Advantages of Digital, Social, and Mobile Media for Implementing Advertising and IBP Campaigns, as Well as the Dark Side |
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310 | (3) |
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14-5a Advantages of Digital, Social, and Mobile Media |
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310 | (1) |
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14-5b Privacy Issues and the Dark Side of Digital, Social, and Mobile Media |
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311 | (2) |
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14-6 Synergizing with Other IBP Tools |
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313 | (8) |
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14-6a Video Games and Advergaming |
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313 | (1) |
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314 | (1) |
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14-6c Public Relations and Publicity |
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314 | (1) |
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14-6d Direct Marketing and E-Commerce |
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314 | (1) |
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14-6e Mobile Marketing and M-Commerce |
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315 | (1) |
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316 | (1) |
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317 | (1) |
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317 | (4) |
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Part 5 Integrated Brand Promotion |
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321 | (99) |
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Chapter 15 Sales Promotion, Point-of-Purchase Advertising, and Support Media |
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322 | (28) |
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15-1 Sales Promotion Defined and Types of Sales Promotion |
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324 | (1) |
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15-2 The Importance and Growth of Sales Promotion |
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325 | (5) |
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15-2a The Importance of Sales Promotion |
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326 | (1) |
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15-2b Growth in the Use of Sales Promotion |
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327 | (3) |
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15-3 Sales Promotion Directed at Consumers |
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330 | (8) |
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15-3a Objectives for Consumer-Market Sales Promotion |
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330 | (2) |
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15-3b Consumer-Market Sales Promotion Techniques |
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332 | (6) |
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15-4 Sales Promotion Directed at the Trade Channel and Business Markets |
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338 | (3) |
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15-4a Objectives for Promotions in the Trade Channel |
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338 | (1) |
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15-4b Trade-Market Sales Promotion Techniques |
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339 | (1) |
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15-4c Business-Market Sales Promotion Techniques |
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340 | (1) |
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15-5 The Risks of Sales Promotion |
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341 | (1) |
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15-5a Creating a Price Orientation |
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341 | (1) |
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15-5b Borrowing from Future Sales |
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341 | (1) |
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15-5c Alienating Customers |
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341 | (1) |
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15-5d Managerial Time and Expense |
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341 | (1) |
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15-5e Legal Considerations |
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341 | (1) |
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15-6 Point-of-Purchase Advertising |
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342 | (1) |
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15-6a Point-of-Purchase Advertising Defined |
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342 | (1) |
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15-6b Objectives for Point-of-Purchase Advertising |
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342 | (1) |
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15-6c Types of Point-of-Purchase Advertising and Displays |
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342 | (1) |
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15-6d P-O-P Advertising and Mobile or Location Marketing |
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343 | (1) |
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15-6e P-O-P Advertising and the Trade and Business Markets |
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343 | (1) |
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15-7 The Role of Support Media in a Comprehensive IBP Strategy |
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343 | (7) |
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15-7a Outdoor Signage and Billboard Advertising |
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344 | (1) |
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15-7b Out-of-Home Media Advertising: Transit, Aerial, Cinema |
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345 | (1) |
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346 | (1) |
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347 | (1) |
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348 | (1) |
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348 | (2) |
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Chapter 16 Event Sponsorship, Product Placements, and Branded Entertainment |
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350 | (20) |
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16-1 The Role of Event Sponsorship, Product Placements, and Branded Entertainment in IBP: Experiential Marketing and the Convergence of Advertising and Entertainment |
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350 | (3) |
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16-1a Experiential Marketing |
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352 | (1) |
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16-1b Brand-Building and the Convergence of Advertising and Entertainment |
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352 | (1) |
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16-2 Event Sponsorship: Who Uses It, Measurement, Benefits, and Leveraging |
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353 | (6) |
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16-2a Who Uses Event Sponsorship? |
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354 | (2) |
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16-2b Finding the Sweet Spot for Event Sponsorship |
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356 | (1) |
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16-2c Assessing the Benefits of Event Sponsorship |
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357 | (2) |
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16-2d Leveraging Event Sponsorship |
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359 | (1) |
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359 | (3) |
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360 | (1) |
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360 | (1) |
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361 | (1) |
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16-3d What We Know about Product Placement |
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361 | (1) |
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16-4 Branded Entertainment |
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362 | (3) |
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16-4a Where Are Product Placement and Branded Entertainment Headed? |
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364 | (1) |
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16-4b What's Old is New Again |
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364 | (1) |
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16-5 The Coordination Challenge |
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365 | (5) |
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366 | (1) |
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366 | (1) |
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367 | (3) |
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Chapter 17 Integrating Direct Marketing and Personal Selling |
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370 | (24) |
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17-1 Direct Marketing: Definition and Purposes |
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372 | (2) |
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17-2 The Evolution of Direct Marketing and Direct Marketing Today |
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374 | (4) |
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17-2a Origins in Catalog Marketing |
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374 | (1) |
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17-2b Direct Marketing Today |
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374 | (4) |
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17-3 Advantages of Direct Marketing |
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378 | (2) |
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380 | (2) |
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17-4a Mailing Lists/Email Lists |
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380 | (1) |
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381 | (1) |
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17-4c The Marketing Database |
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381 | (1) |
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17-4d Marketing Database Applications |
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382 | (1) |
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382 | (2) |
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17-6 Media Applications in Direct Marketing |
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384 | (4) |
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385 | (1) |
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385 | (2) |
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387 | (1) |
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17-6d Direct Response Advertising in Other Media |
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387 | (1) |
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387 | (1) |
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17-7 Closing the Sale with Direct Marketing and/or Personal Selling |
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388 | (6) |
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388 | (2) |
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17-7b Customer Relationship Management |
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|
390 | (1) |
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391 | (1) |
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392 | (1) |
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392 | (2) |
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Chapter 18 Public Relations, Inf luencer Marketing, and Corporate Advertising |
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|
394 | (26) |
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|
396 | (4) |
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18-1a Public Relations, Social Media, and Brand Conversations |
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|
397 | (2) |
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18-1b Public Relations and Damage Control |
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|
399 | (1) |
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18-2 Objectives for Public Relations |
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400 | (1) |
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18-3 The Tools of Public Relations |
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401 | (3) |
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401 | (2) |
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403 | (1) |
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18-3c Company Newsletters/E-Newsletters |
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|
403 | (1) |
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18-3d Interviews and Press Conferences |
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|
403 | (1) |
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18-3e Sponsored Events and Event Marketing |
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|
403 | (1) |
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|
404 | (1) |
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18-4 Proactive and Reactive Public Relations Strategies |
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|
404 | (4) |
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|
405 | (1) |
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|
406 | (2) |
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18-5 Influencer Marketing and Social Media for PR Strategy |
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|
408 | (6) |
|
18-5a Professional Influencer Programs |
|
|
408 | (1) |
|
18-5b Peer-to-Peer Influencer Programs |
|
|
409 | (5) |
|
18-6 Corporate Advertising |
|
|
414 | (6) |
|
18-6a The Scope and Objectives of Corporate Advertising |
|
|
414 | (1) |
|
18-6b Types of Corporate Advertising |
|
|
415 | (2) |
|
|
417 | (1) |
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|
418 | (1) |
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|
418 | (2) |
Glossary |
|
420 | (15) |
Name/Brand/Company Index |
|
435 | (6) |
Subject Index |
|
441 | |