When Ads Work: New Proof That Advertising Triggers Sales / Edition 1

by David M Jones

Overview

The "accepted wisdom" in advertising is that ad campaigns are good for building brand recognition and good will, but not for immediate sales impact. "When Ads Work" argues the opposite - that well-planned and well-executed advertising campaigns can and should have an immediate impact on sales. Featuring numerous examples from recent ad campaigns, the new edition of this popular book is a model for any successful advertising research program. With a device he calls STAS (Short Term Advertising Strength) - a measure of the immediate effect of advertising on sales - the author demonstrates that the strongest ad campaigns can triple sales, while the weakest campaigns can actually cause sales to fall by more than 50 percent. He exposes sales promotions as wasteful, especially when they are unsupported by advertising, and also demonstrates the strong synergy that can operate between advertising and promotion when they are planned and executed in an integrated fashion. "When Ads Work" offers eye-opening research and practical information that no one who studies advertising or spends advertising dollars can afford to ignore.

Product Details

ISBN-13:	9780765617392
Publisher:	Taylor & Francis
Publication date:	12/15/2006
Edition description:	New Edition
Pages:	232
Product dimensions:	6.00(w) x 9.00(h) x (d)

Table of Contents

Part I Facts Replace Theory; Chapter 1 The Single-Source Breakthrough; Chapter 2 The Short-Term Effect of Advertising; Chapter 3 The Rapid Spread of Pure Single-Source Research; Chapter 4 How a Short-Term Effect Can Turn Into a Medium-Term Effect; Chapter 5 Keeping the Brand in the Window; Chapter 6 An Interlude; Part II; Chapter 7 Advertising That Works The; Chapter 8 Advertising That Stops Working; Chapter 9 Advertising That Works in Some Cases The Beta Brands; Chapter 10 Advertising That Does Not Work; Chapter 11 Penetration and Purchase Frequency; Chapter 12 From Insight to Action;