The effects of marketing activities on fast moving consumer good purchases : the case of yoghurt Italian market.

This paper examines whether sales promotions effectiveness depends upon the consumer’s brand loyalty and her buying behaviour and whether consumer’s behavioural characteristics in term of purchase frequency and level affect the response to promotional activities and moderate the effect of brand loyalty during the consumer choice process. Different specifications for the utility function, exploiting information on selling price, promotional activities such as displays usage, ad features in the store, 3x2 and discount, and differently brand loyalty measures have been estimated into a discrete choice framework, that is into the rational brand choice paradigm, paying attention to their effects on individuals’ probabilities to choose the specific brand during each purchase occasion. The application is run on a ACNielsen dataset of Italian households consumer panel, observed to buy at least two yoghurt packages during a year, matched to store panel data with respect to quantities, prices and promotions.promotional effectiveness, brand loyalty, purchase volume, purchase frequency, random utility model, multinomial logit,

An analysis of the role of liking on the memorial response to advertising

After the publication of the results of the Advertising Research Foundation’s Copy Research Validity Project, ad liking has been extensively used as copy test predictor of campaign’s performance. Less favourable findings have been recently presented on the basis of its delayed effects. This paper addresses the question of carryover effects of ad liking on the recall, jointly modelling the patterns of recall, ad pressure and ad liking, by means of the specification of a vector autoregressive model with GRPs acting as exogenous variable. The approach is innovative since literature has mainly investigated until now only the simultaneous relationship between advertising, recall and liking. The analysis is carried out for the markets of small automobiles, deodorants and shampoos. Main empirical findings for the analysed categories highlight that: 1) carryover effects of ad liking on the recall measures may be detected but not systematically, and 2) the ad liking role of ad likeability on memorial responses varies among product categories. Moreover 3) a further finding shows that, whereas positive influences are thoroughly retrievable (in the small car category), ad likeability influences more advertising than brand awareness and more total than unaided awareness.Advertising effectiveness; Ad Liking; Recall; VARX models;

The effects of marketing activities on fast moving consumer good purchases: the case of yoghurt Italian market

This paper examines whether sales promotions effectiveness depends upon the consumer’s brand loyalty and her buying behaviour and whether consumer’s behavioural characteristics in term of purchase frequency and level affect the response to promotional activities and moderate the effect of brand loyalty during the consumer choice process. Different specifications for the utility function, exploiting information on selling price, promotional activities such as displays usage, ad features in the store, 3x2 and discount, and differently brand loyalty measures have been estimated into a discrete choice framework, that is into the rational brand choice paradigm, paying attention to their effects on individuals’ probabilities to choose the specific brand during each purchase occasion. The application is run on a ACNielsen dataset of Italian households consumer panel, observed to buy at least two yoghurt packages during a year, matched to store panel data with respect to quantities, prices and promotions

An analysis of the role of liking on the memorial response to advertising

After the publication of the results of the Advertising Research Foundation’s Copy Research Validity Project, ad liking has been extensively used as copy test predictor of campaign’s performance. Less favourable findings have been recently presented on the basis of its delayed effects. This paper addresses the question of carryover effects of ad liking on the recall, jointly modelling the patterns of recall, ad pressure and ad liking, by means of the specification of a vector autoregressive model with GRPs acting as exogenous variable. The approach is innovative since literature has mainly investigated until now only the simultaneous relationship between advertising, recall and liking. The analysis is carried out for the markets of small automobiles, deodorants and shampoos. Main empirical findings for the analysed categories highlight that: 1) carryover effects of ad liking on the recall measures may be detected but not systematically, and 2) the ad liking role of ad likeability on memorial responses varies among product categories. Moreover 3) a further finding shows that, whereas positive influences are thoroughly retrievable (in the small car category), ad likeability influences more advertising than brand awareness and more total than unaided awareness

An analysis of the role of liking on the memorial response to advertising

After the publication of the results of the Advertising Research Foundation’s Copy Research Validity Project, ad liking has been extensively used as copy test predictor of campaign’s performance. Less favourable findings have been recently presented on the basis of its delayed effects. This paper addresses the question of carryover effects of ad liking on the recall, jointly modelling the patterns of recall, ad pressure and ad liking, by means of the specification of a vector autoregressive model with GRPs acting as exogenous variable. The approach is innovative since literature has mainly investigated until now only the simultaneous relationship between advertising, recall and liking. The analysis is carried out for the markets of small automobiles, deodorants and shampoos. Main empirical findings for the analysed categories highlight that: 1) carryover effects of ad liking on the recall measures may be detected but not systematically, and 2) the ad liking role of ad likeability on memorial responses varies among product categories. Moreover 3) a further finding shows that, whereas positive influences are thoroughly retrievable (in the small car category), ad likeability influences more advertising than brand awareness and more total than unaided awareness

Analysis of the competitive structure in branded consumer goods markets

In this paper we examine the Italian coffee market competitive structure during the period 1989-1992. Some market share response functions related to the most important brands are analyzed. By means of the estimates of an attraction model (Multinornial Logit or MNL) with differential cross-competitive effects we get useful information about the influence of some marketing-mix elements on brands market share. We can also evaluate the so-called baseline market share. The results point out that in the short run price is really the most effective marketing instrument for firms which compete in the coffee market. On the other hand advertising expenditure mainly contributes to brand image reinforcement