Advertising Strategy

(Third Edition)
Sternthal Cover

Authors: Brian Sternthal and Derek Rucker

Hardcover: 336 pages

ISBN: 978-1-58390-199-1

Price: $61.25 suggested retail

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About the Book

Advertising strategy examines how to plan and execute advertising campaigns. The initial chapters examine the planning of advertising strategy. This analysis begins with an assessment of how to select the target for an advertising campaign and describes how insight about the target’s knowledge and beliefs are used to guide the development of a brand position. Insight about how consumers use advertising content to make decisions is described and strategies for sustaining the impact of a position over time are evaluated. This is followed by a discussion of the execution of an advertising plan. Approaches to the selection of the media used to transmit the advertising message and the development of creative strategy are detailed and the criteria used to evaluate the effectiveness of a campaign are outlined. In the appendices, the structure of brand and agency organizations and the history of advertising are presented.


About the Author

Brian Sternthal is the Kraft Professor of Marketing at the Kellogg School of Management, Northwestern University. He holds a PhD in Consumer Research from the Ohio State University. His research focuses on assessing how consumers process advertising information and how messages can be designed to enhance the persuasive impact of these communications. Derek Rucker is Associate Professor of Marketing at the Kellogg School of Management. His work focuses on factors that influence the persuasive impact of messages, how consumer confidence influences persuasion, and consumers’ perception of their power on their consumption choices. He is a co-host of the annual Kellogg Super Bowl advertising review.


Table of Contents

About the Authors
Chapter 1—Objectives of Advertising
Chapter 2—Segmentation and Targeting
Chapter 3—Process-based Consumer Insight
Chapter 4—Insight about Consumers’ Knowledge and Beliefs
Chapter 5—Insights about Sharing Brand Information
Chapter 6—Building a Brand Positioning Statement
Chapter 7—Sustaining a Brand’s Position
Chapter 8—The Media Landscape
Chapter 9—Media Scheduling
Chapter 10—Creative Strategy: Amplification
Chapter 11—Evaluating Creative
Chapter 12—Empirical Measurements of Effectiveness
Appendix A—A Brand and Agency Structure and Interaction
Appendix B—The History of Advertising