1. Internet Advertising & Promotional Communication Class 8 Ad Placement / Media Planning/Buying Issues

2. Ad Placement Issues  D_______ among Targets (Targeting Capabilities)  Advertising P______ (& Cost-efficiency)  R_______ (by entire buy, if possible)  F________ (by entire buy, if possible)  Ad P_______ Effects  B___ Value of a Vehicle  Qualitative Values

3. Delivery Among Targets  Content F___  based on analysis of consumer characteristics, interest, values & lifestyle, etc.  S____ of Delivery (target i___________, when possible):  % delivery breakdown by consumer groups – demographic, geographic, usage, etc.  Site Reach & T_____ Reach  ______ reach: total unique users of the site  _______ reach: target unique users as % of total unique users

4. Delivery Among Targets  Site F________  frequency control capabilities  T_________ Capabilities  geodemographics, behavioral, any desired option, etc.

5. Ad Pricing  Sources for Web Advertising Sites & Rates  Who sells ad space on the Net?  How much does it cost?  Ad Pricing Methods & Cost-Efficiency  How is ad priced and its cost-efficiency determined?  Tactics of Buying & Selling Ad Space

6. Ad Pricing Sources for Web Ad Sites & Rates _____________ – general source –covers the largest number of sites PSA Banner Ads -- PSA only ____________ DoubleClick (www.doubleclick.net) 24/7 Media (www.247media.com) Link Exchange (www.bcentral.com)www.doubleclick.netwww.247media.comwww.bcentral.com Ad Auction (www.adauction.com)www.adauction.com

7. Ad Pricing Ad Pricing Methods & Cost-Efficiency _______ (Cost-Per-Thousand) Impressions: Cost for 1000 pages or ads displayed or requested (___________ or _________) Most popular method (47% used in 2006) Current Rates at $ - Rate varies by _____ (branded sites charge more) and by ________ option (the more specific the target, the more _________)

8. CPC (Click-Through) Paying only for the number of ____________ made (those who clicked the given ad and linked to the destination page – mini-page in the current site or advertiser’s site) Demanded by ___________ advertisers, though its use or popularity is decreasing Rates are ________ than CPM Popular for search buys Ad Pricing Ad Pricing Methods & Cost-Efficiency

9. ______________ Paying only for the completed sales transaction (in terms of so much $ or % of the sale, which varies on the value of the item sold) ________________ Paying for other desired actions leading to sales (store visits, leaving info for contact, test- drive, etc.) Ad Pricing Ad Pricing Methods & Cost-Efficiency

10. ___________ A set amount charged, regardless of # impressions or clicks Used often for _______________ Rate may range from $ to $ per month Ad Pricing Ad Pricing Methods & Cost-Efficiency

11. CPVT (Cost per View-Through) Number of those who are exposed to the ad and take action within 30 days of the exposure New approach, getting popular for _________ marketers

12. Ad Pricing Ad Pricing Methods & Cost-Efficiency Auctions & Bidding Price determined via auction (auction sites, DoubleClick’s new, e-bay style auction service) May be much lower Popular in s_______ buys Hybrid Pricing Combining two or more methods Popular method ( %)

13. Tactics of Buying and Selling Ad Space  Study Competitive Pricing  Be Open to Negotiation  Flexibility is the Key

14. Reach Unduplicated audience = ___________ expressed in number or % of total online population Reported by week, month, quarter Tactics of building reach (in general): –Use _____ ________ categories; use _______ sites within a category (thru ___________); use ____ sites in unique users (costly); and/or buy ________ at search engines

15. Frequency  Average # of times the target is exposed to ad  Issue: How much is optimal?  Limit ad frequency to avoid burnout? Or the more the better? – see reading list  How much is too much? -- depends on the goal (direct response vs. branding), and many other factors.  3 exposures in a purchasing cycle?  Tactics of Building Frequency:  Use ________ content categories; use _______ in each category  Develop and rote _____________ within the same site

16. Ad Timing/Scheduling  When is the best time to run ads?  Any day of the week? Any time of the day? Seasonal effects?  Least developed, increasingly important area – how ad timing is related to the desired response  Advertising will be most effective when delivered right before one is about to make a purchase decision or when he searches for the relevant information  Traditional tactics may apply (e.g., double-spots, roadblocks, etc.)

17. Ad Positions within a Site  Keep the Message Close to Page Content  (Place at the Top and/or Bottom of Page??)  Place a Third Way Down Close to the Scroll Bar

18. BPI Value Assessment  Most useful for direct response marketers  NetScore by comScore Network Inc. – see table in reading list  BPI overall vs. BPI by Product Category (ROI or cost-efficiency indicator)  100 = ________________________; 100 = below average; the larger the BPI, the more ______ (___________) the buy  Example: a site with overall BPI of 120 (site visitors are 20% more likely than an average Internet user to purchase anything); a site with BPI of 120 for Travel (site visitors are 20% more likely than an average Internet user to travel)

19. BPI Value Assessment  Other Valuable Information (see the table in Journal Exercises)  Unique User weighed by BPI:  Indicates the relative ________________ to be generated by site; the larger this number, the larger the __________

20. Qualitative Values  content match/fit  ad clutter (article in reading list)  audience loyalty/site stickiness (article in reading list)  ad inventory availability  category exclusivity

21. Qualitative Values  any added value (special deals & discount)  image and reputation  Read Zeff & Aronson book for others (reporting quality & frequency, performance guarantees, etc.)