Chapter 5 communication process from belch and belch. principles of advertising.

1. The communication
process
Chapter 5

2. The Nature of Communication
The communication process is complex, and often unsuccessful

3. The nature of communication
• Language is one of the
major barriers to effective
communication, as there
are different languages in
different countries,
different languages or
dialects within a single
country, and more subtle
problems of linguistic
nuance and vernacular.

5. Encoding
• The communication process begins
when the source selects words,
symbols, pictures, and the like, to
represent the message that will be
delivered to the receiver(s).
• This process, known as encoding,
involves putting thoughts, ideas, or
information into a symbolic form.
• The sender’s goal is to encode the
message in such a way that it will be
understood by the receiver.

6. Message
• The encoding process leads
to development of a
message that contains the
information or meaning the
source hopes to convey. The
message may be verbal or
nonverbal, oral or written,
or symbolic.

14. Semiotics
The study of signs and symbols
and their use or interpretation.

16. Semiotics &
Branding

17. Semiotics- Disneyland
• A good example of branding
according to cultural code is
Disney’s international theme park
business. Disney fits well with
Japan's cultural code because the
Japanese value "cuteness",
politeness, and gift giving as part of
their culture code; Tokyo Disneyland
sells the most souvenirs of any
Disney theme park.
• In contrast, Disneyland Paris failed
when it launched as Euro Disney
because the company did not
research the codes underlying
European culture. Its storybook
retelling of European folktales was
taken as elitist and insulting, and the
strict appearance standards that it
had for employees resulted in
discrimination lawsuits in France.
Disney souvenirs were perceived as
cheap trinkets.
• The park was a financial failure
because its code violated the
expectations of European culture in
ways that were offensive.

18. Semiotics in Marketing

25. Channel
• Personal channels of communication
are direct interpersonal (face-to-face)
contact with target individuals or
groups
• Non-personal channels of
communication are those that carry a
message without interpersonal
contact between sender and receiver.
• Non-personal channels are generally
referred to as the mass media or
mass communications, since the
message is sent to many individuals at
one time.

26. Personal Channels of Communication

27. Receiver / decoding
• Decoding is the process of
transforming the sender’s
message back into thought.
• This process is heavily
influenced by the receiver’s
frame of reference or field
of experience, which refers
to the experiences,
perceptions, attitudes, and
values he or she brings to
the communication
situation.

31. Noise
• Throughout the communication
process, the message is subject to
extraneous factors that can distort
or interfere with its reception. This
unplanned distortion or
interference is known as noise.
• Errors or problems that occur in
the encoding of the message,
distortion in a radio or television
signal, or distractions at the point
of reception are examples of noise.
• Noise may also occur because the
fields of experience of the sender
and receiver don’t overlap. Lack of
common ground may result in
improper encoding of the
message—using a sign, symbol, or
words that are unfamiliar or have
different meaning to the receiver.

33. Some Examples of Noise

35. Forms of Encoding
Graphic
• Pictures
• Drawings
• Charts
Verbal
• Spoken
Word
• Written
Word
• Song Lyrics
Musical
• Arrange-
ment
• Instrum-
entation
• Voices
Animation
•Action/
Motion
•Pace/
Speed
•Shape/
Form

36. The Semiotic Perspective
Object brand such as
Marlboro
Sign/Symbol
representing intended
meaning (Cowboy)
Interpretant /
intended meaning
(masculine-rugged-
individualistic)

37. An Image Can Convey More Than Words

40. Communication Channels
Personal Channels
Personal
Selling
Word of
Mouth
Nonpersonal Channels
Print
Media
Broadcast
Media

43. Excellent Examples of Print Advertising

44. Excellent Examples of Print Advertising

45. Field of Experience Overlap
Receiver
Experience
Sender
Experience
Different Worlds
Receiver
ExperienceSender
Experience
Moderate Commonality
Receiver
ExperienceSender
Experience
High Commonality

47. Successful Communication
Receive feedback
Select an appropriate source
Develop a properly encoded message
Select appropriate channel for target audience

48. Identifying the Target Audience
Mass Markets and Audiences
Markets Segments
Niche Markets
Individual
and Group
Audiences

49. The Response Process

50. Obtaining Feedback
Exposure/presentation
Attention
Comprehension
Message acceptance/
yielding
Retention
Purchase behavior
Circulation reach
Listener, reader,
viewer recognition
Recall, checklists
Brand attitudes,
purchase intent
Recall over time
Inventory
POP consumer panel
Scanner data
Effectiveness Tests Persuasion Process
Each stage can be measured, providing the advertiser with feedback regarding the effectiveness of the strategies being
used to move the consumer to purchase.

51. Alternative Response Hierarchies
High Low
HighLow
Involvement
Perceivedproduct
differentiation
Learning
model
Low involvement
model
Dissonance/
attribution model
Cognitive
Affective
Conative
Conative
Affective
Cognitive
Cognitive
Conative
Affective
The Standard Learning Hierarchy = learn
feel do sequence. The consumer is
viewed as an active participant and this
sequence is likely when there is much
differentiation among brands and the
consumer is highly involved in the purchase
process.
The Dissonance/Attribution Hierarchy =
do feel learn sequence. Occurs when
consumers must choose between two
alternatives that are similar in quality but
are complex and may have unknown
attributes. Focus of mass media should be
on reducing dissonance after purchase.
Low involvement Hierarchy = learn –
do feel sequence. Occurs when
involvement in the purchase decision is
low, there are minimal differences among
brand alternatives, and mass-media
advertising is important.

52. Dissonance Attribution Model

53. High Involvement Ad.

54. Low Involvement Ad..

55. The Low Involvement
Hierarchy
• Another popular creative
strategy used by advertisers of
low-involvement products is
called VIP, or visual image
personality.

56. The Foot-Conning-Belding Grid
1
Informative
‘The Thinker’
3
Habit
Formation
‘The Doer’
Thinking Feeling
Low
Involvement
2
Affective
‘The Feeler’
4
Self-
Satisfaction
‘The Reactor’
High
Involvement

57. • Informative – for highly involved purchases where rational thinking
and economic considerations prevail.
• Affective – for highly involved/feeling purchases. These types of
products should be advertised stressing psychological and emotional
motives.
• Habit formation – for low involvement/thinking products where
routine behavior patterns and learning occurs most often after
purchase.
• Self-satisfaction – low involvement/feeling products where appeals to
sensory pleasures and social motives are important
The Foot-Conning-Belding Grid

58. Example of Ad appealing to ‘Thinkers’

59. Example of Ad appealing to ‘Feelers’

60. Example of Ad appealing to ‘Reactor’

61. A Model of Cognitive Response

62. Cognitive Responses
• Cognitive responses are the
thoughts that occur while
reading, viewing, and/or hearing
a communication.
• The assumption is that these
thoughts reflect the recipient’s
reactions and help shape
ultimate acceptance or rejection
of a message.

63. Cognitive Response Categories
Counterarguments Support arguments
Source derogation Source bolstering
Thoughts about
the ad itself
Affect attitude
toward the ad
Product/Message Thoughts
Source-Oriented Thoughts
Ad Execution Thoughts

64. Cognitive Response Categories
• Product/message thoughts –
directed at the product or
service and/or claims being
made in the communication.
These types of thoughts
include:
• Counterarguments –
thoughts the recipient has
that are opposed to the
position taken in the
message
• Support arguments –
thoughts that affirm or
support the claims made in
the message

65. Cognitive Response Categories
• Source-oriented thoughts –
directed at the source of the
communication and include:
• Source derogations –
negative thoughts about the
spokesperson or organization
making the claims
• Source bolsters – favorable
thoughts about the
spokesperson or organization
making the claims

67. Cognitive Response Categories
• Ad execution thoughts – thoughts
about the ad itself, including
execution factors such as
creativity, quality, colors, or voice
tones. Affect/attitude toward the
ad represents the receivers’
feeling of favorability or
unfavourability toward the ad.

68. Elaboration Likelihood Model
Focuses on the way consumers respond to persuasive
messages, based on the amount and nature of elaboration
or processing of information
Peripheral route –
ability and
motivation to process
a message is low;
receiver focuses more
on peripheral cues
than on message
content
Central route –
ability and
motivation to process
a message is high and
close attention is paid
to message content
Routes to attitude change

69. Central
Route to
Persuasion

70. Celebrity Endorsers Can Be Peripheral Cues

71. How Advertising Works