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Lecture III

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Social Marketing & Strategic Management Process – Lecture IIIMarketing mindset- all marketing decisions must emanate from a consideration of the customer- in commercial sector, companies may be able to get away with minimal consideration of the customer (may hit right cultural trend, great product, no competition)- low-involvement behaviorso consumers care littleo influenced by price changes, jingles, whims, coupons, etc.- but in social marketing, behavior is always difficult to promote (high-involvement behaviors for which customers have ambivalent or negative feelings)o behaviors which individuals care a great dealo significant riskso think a lot before actingo e.g., smoking and drugs are hard to quit; people fear ruining relationships by mentioning safe sex or condomsWrong mindsets- product mindset (focuses on superior products or new ways to offer healthier behaviors – e.g., ORT, family planning, etc.) – offer it and they will come- successful for short-term in social marketing b/c of pent-up demand- limits: eventually pent-up demand is satisfied; or early success may lead to backlash- selling mindset need to persuade customers that offering is superior (includes gimmicky advertising, high pressure sales, etc.)- limits: customers need to agree to undertake recommended behaviors- organization-centered mindset Organization’s mission seen as inherently good - customers can be seen as the problem – because of ignorance and lack of motivation! Customer is seen as standing in the way of program success- marketing is seen as communication – focus on providing information and arguments for behavior rather than complex causes for resistance to change – lookfor impact on awareness and motivation w/o evidence of behavior change – “my argument is good, they just need to understand it.”- Marketing research is not adequately done or used – If you assume you know the answer, then formative research may be limited to documenting baseline levels of ignorance and apathy, rather than root causes for behaviors. - Customers treated as a mass – ignore individual differences in readiness for change or reasons for resistance to change- Competition is ignored – selling approach ignores competing reasons inside customers’ heads and hearts for continuing old behaviorsRight mindset- customer centered mindset – begin with what customer needs and wants- organization’s mission seen as bringing about behavior change by meeting the target market’s needs and wants- customer is seen as someone with unique perceptions, wants, needs to which marketer must adapt (GOAL: get inside audience’s psyche and understand why they do what they do and what their perceptions are about the costs and benefits of the new behavior) – challenge is to figure out how to adapt the marketing message to respond to the audience’s reasons- marketing seen as more than communication – may need to change Place that behavior is offered (e.g., access to vaccinations) – may need to improve Product (e.g., customer service) – may need to reduce Price of vaccination (e.g., make it closer to home so she doesn’t get in trouble with her husband, or offer day care) – many of the ingredients have little to do with Promotion- marketing research is vital (barriers to change, perceived self-efficacy, role of social pressures and groups, norms, etc.) – need not be excessively sophisticated (focus groups, interviews, small samples to learn simple facts)- focus on measures of behavior change (bottom line) – look at long-term behavioral impact as well.- Audience segmentation – need to segment by variables associated with target behavior (not demographics) like lifestyle variables or past behaviors – later they try to link psychographic variables with demographics – if there is a match up thatmakes it easier- Competition is everywhere and never-ending – in everyone’s mind, peers, hearts –each segment may face different demons or competing causes, barriers to change. Competition is always changing too. - Willingness to change the offer – able to recognize that customers may not agree with proposed behavior – may not be ready for it – (e.g., if a birth control really does have uncomfortable side effects, maybe another one can be offered)- Committing to planning – - Willing to take reasonable risks – accept that some of their actions will fail; experimental – try one strategy, monitor effects, and if it fails tweak it or change it; need to accept what you don’t know. - Skills – marketing research, creation and positioning of brands, packaging, distribution, promotion, creation and placement of advertising, global marketing. Special Nature of Social Marketing- Negative demand – public has a distaste for many recommended behaviors- Highly sensitive issues – denial, avoidance common- Invisible benefits – prevention of disease, longevity, etc. - Intangibles- Long-term change process – - Culture conflicts- Public controversy- Limited budgets- Multiple publics- Absence of marketing mindset- Few opportunities to modify products (e.g., 30 years and we only have one male contraceptive, the


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