ireland may 15 session 1 and 2 nl - national university … · 2010-02-17 · social marketing...
TRANSCRIPT
DEFINITIONS
FORMAL:“ A process that applies
marketing principles andtechniques to create,communicate anddeliver value in order toinfluence targetaudience behaviors thatbenefit society as well asthe target audience.”
BEHAVIORS TO REJECT,MODIFY, ACCEPT, ABANDON
IT’S ALL ABOUTBEHAVIOR CHANGE
• Eat 5 fruits and vegetables a day.• Move right for sirens and lights.• Exercise 30 minutes, 5X a week• Don’t idle more than 10 seconds, except when
in traffic.• Store handguns in lockbox or safe.• Keep a litterbag in your car.• Ride the bus or join a carpool to work.• Immunize on time.• Sort office paper for recycling.• Ask for your chicken without the skin• Know your BMI
TYPICAL APPLICATIONS
• IMPROVINGHEALTH
• PREVENTINGINJURIES
• PROTECTINGTHE ENVIRONMENT
• MOBILIZING THE COMMUNITY
YEAR 2004 U.S.REPORT CARD
HEALTH:
• Each day, 4400+ youth tried first cigarette• 40,000 women+ died from breast cancer• 30,000+ men died from prostate cancer• Close to 40% of adults aged 18 and over had
no leisure-time activity• 12,000+ infants born with fetal alcohol
syndrome
YEAR 2004 REPORTCARD: SAFETY
• More than 3,000 children andteens died from gunshot wounds
• Close to 17,000 people were killedin alcohol-related crashes
• 10% of high school youthattempted suicide
YEAR 2004 REPORTCARD:ENVIRONMENT
•More than 8 million acres burned in theUnited States
•60% of office paper was thrown away ingarbage that would have been recycled
•4.5 trillion nonbiodegradable cigarettesbutts were littered worldwide
YEAR 2004 REPORT CARD:COMMUNITY
• 7,500,000 dogs in shelters were notadopted.
• More than 5,000 people on waiting listsfor organ transplants died.
• Only 60.7% of eligible voters voted inthe U.S. presidential election
HOW DIFFERS
• Commercial Sector Marketing– Typically goods and services– For a profit– Benefit of shareholders
• Non-Profit Marketing– Promoting services– Supporting fundraising
• Social Marketing– Benefit society and the target audience
HOW DIFFERS
From Education:– Education typically just informs– Social Marketing is intent on influencing
behavior change
From Advertising:– Advertising is only one of the
communication options (Promotion Tool) forinfluencing behavior
– There are 3 other powerful tools
WHY IT’S A 1000 TIMESHARDER.
We ask people to . . . .• Be uncomfortable• Risk rejection• Reduce pleasure• Give up looking good• Be embarrassed• Go out of their way• Spend more time• Spend more money
HISTORY
• 1971 term coinedby Philip Kotlerand Gerald Zaltman
• First 20 years, primarily used for healthand safety issues
• Last decade, used more formally forprotecting the environment andcontributing to the community
WHO DOES SOCIALMARKETING
• Professionals Working for:– Governmental Agencies :
• Centers for Disease Control & Prevention• Departments of Health• Departments of Ecology• Utilities• World Health Organization• National Traffic Safety Commission
WHO DOES SOCIALMARKETING
Nonprofit Organizations :• American Cancer Society• American Dental Association• Organ Donation Centers• American Diabetes
Foundations :• Robert Wood Johnson Foundation• Bill and Melinda Gates Foundation• Produce for Better Health Foundation
WHO DOES SOCIALMARKETING
For Profit Organizations :• Insurance Companies• Pharmaceuticals• Nurseries• Appliance Manufacturers
Professional Services :• Advertising Agencies• Public Relations firms• Marketing Research Firms• Consultants
OTHER WAYS TO IMPACTSOCIAL ISSUES
• Technology (Automatic seatbelts)• Science (Pill to quit smoking)• Laws (Ban kids’ food advertising )• Economics/Taxes ($1025 cig. butt )• Infrastructures (Bike lanes)
BUT THE SOCIAL MARKETER DOES HAVEA ROLE TO PLAY HERE
PRINCIPLES FOR SUCCESS
1. Take advantage of what’s been done before thatworks.
2. Start with target markets most ready for action.3. Promote a single, simple doable behavior.4. Understand barriers to behavior change.5. Bring real benefits to the present.6. Use all 4Ps.7. Find a tangible object or service to include.8. Look for a price that matters.9. Make access convenient.10. Practice effective communication techniques.11. Use prompts and commitments for sustainability.12. Use a sequential planning process.
2. Start with target markets mostready for action.
•Costs 10 times as much toacquire a new donor, as it doesto keep current one
•If 10% of current donors givejust one more time each year,they reach donation goals
–Lower reaction risk
–Higher blood-usability
–Collection efficiency
–Most credible recruiters
3. Promote a single, simpledoable behavior.
• As of April 2009,over 2 millionpledges
• 4.7 trillion lesspounds of GreenHouse Gas
4. Understand barriers tobehavior change.
• How to Ease Your Trip Through AirportSecurity“Empty your pockets early: Anything metal onyour person will set off the “bells and whistles”and slow the whole line in the process. Typicalculprits are coins and keys, metal belt bucklesand watchbands.”
MAKE ACCESS CONVENIENT
NEW YORK CITY• 3% of population• 18% of HIV/AIDS• Increasingly (2003)
– Black (44%)– Latinos (32%)– Women (31%)– The Poor
• Since 1971: Condoms at health clinics
MAKE ACCESS CONVENIENT
• 2007: A New Approach• “Grab a Handful & Go”
– Subways,– Barber shops– African hair braiding– Nail salons,– Laundromats– Bath houses,– Tattoo parlors– Ethnic cafes
• Dial 311 to order• 2.5 million/year to 18 million
USE PROMPTS
SIDS & Pampers• Health Canada Research• From 44% to 66% saying back sleeping
position reduces risks
PROMPTS BETTER CHOICE
• City council approved 20-cent charge• Citizen petition forced the issue to be on a
ballot this August
GET COMMITMENTS &PLEDGES
• Followup Survey 500HH: 6 months• Among those who saw campaign:
– 21% who had allowed smoking in their carchanged their rules
• “We don’t smoke in the cars with kids anymore”• “I don’t smoke when the nephews are in my car
now.”
– 17% who used to allow smoking in theirhome changed their habits:
• “I don’t let people smoke inside anymore”• “I don’t smoke around the grandkids now and if
they’re coming over, I air out the house.
12. USE A SEQUENTIALPLANNING PROCESS
1. Background, Purpose & Focus2. Situation Analysis3. Select Target Markets4. Determine Objectives & Goals5. Identify Barriers, Benefits, Competition
6. Write a Positioning Statement7. Develop 4Ps (Product, Price, Place, Promo)8. Determine Evaluation Plan9. Establish Budgets & Find Funding10. Outline Implementation Plan
FOUR SUCCESS STORIES
1. Tobacco Cessation2. Pedestrian Safety3. HIV/AIDS Prevention4. Litter Prevention
FOR EACH STORY
1. Background, Purpose, Focus2. Target Audience3. Behavior Objective4. Barriers & Guiding Theory5. 4Ps in Toolbox
1. Product2. Price3. Place4. Promotion
6. Results & ROI
TOBACCO CESSATION
• Situation: Washington State– Year 2000: 1 million adult users– $1800 taxpayer cost per smoker/per year– Purpose: Reduce users– Focus: Quit Line
• Target Audience:– 70% wanting to quit
• Behavior:– Call the Quit Line
• Theory:– Stages of Change
TOBACCO USE
1 PrecontemplationNot thinking about giving it up. Not a problem.
2. Contemplation *******Thinking about quitting, but have many concerns so haven’tset a date or decided.
3. In ActionDecided to quit , maybe set a date, maybe started to cut down
4. MaintenanceHaven’t used tobacco for 6 months.
PHONE– 7 days a week– 5am – 9pm– Message 24/7WEB SITE– Worksheet– “Click to Call” buttonFAX FROM PHYSICIAN’S OFFICE
PRICE PLACE PROMOTIONPRODUCT
• Media Channels– Television– Outdoor– Posters– Brochures– Wallet cards– Bar coasters– Workplace activities– Publicity
PRICE PLACE PROMOTIONPRODUCT
RESULTS & ROI
• Seven years later– 100,000th call• 13% of callers quit• State cost per quit: $830• State savings per quit: $1800/year• 235,000 fewer smokers in state• From 22.4% to 17% users• From 20th to 5th in nation
PEDESTRIAN SAFETY
• Situation: City of Kirkland– Pedestrian flags since 1996– Purpose: Reduce injuries– Focus: Flags
• Target Audience:– Workers, shoppers
• Behavior:– Use a flag every time
• Theory:– Health Belief Model:
• Barriers Focus
Formative Research
• Purpose– How many people are using?– Who uses? (Doer)– Who doesn’t? (NonDoer)– When?– Why? (Motivators/Benefits)– Why not? (Barriers)
HOW MANY USE FLAGS NOW?
• Observed 20 days (March-April,2007)
• 3090 pedestrians in crosswalks• 267 flags used• 11% usage
WHO USES? WHO DOESN’T?
10.1%9.2%13.7%7.7%8.3%14.1%71%% UsingFlag
13013743571112531# UsingFlag
13021486315744134317744AllPedestriansFlagAvailable]
FEMALEMALE60+YRS.
40-60YRS.
20-40YRS.
10-20YRS.
<10YRS.
BARRIERS
• What are they for?• No flags on my side.• Holder hard to use.• I feel safe.• I’d look silly.• Takes too much time.• I didn’t see them.
RESULTS: 5 MONTHS LATER
68%Increase
18.5%11.0%% Usage
64%Increase438267# Flags
3% Decrease23632426#
People/Groups
% CHANGE20082007
HIV/AIDS TESTING
• Situation: King County, WA– About a third of positives don’t know it– Knowing positive changes behaviors– 1996 declining testing rates– Purpose: Increase Testing– Focus: Rapid Tests
• Target Audience:– Customers at Gay Bath Houses
• Behavior:– Get tested
• Theory:– Ecological Model
Ecological Model
• Behaviors Influenced By:– Individual factors– Relationship factors– Community factors– Societal factors
RESULTS
• Tested 1559 ( 2003 – 2007)• 33 positives (2.1%)• 1% considered cost effective• Unexpected benefit
– Return for partner help– Return for early treatment counseling
LITTER PREVENTION
• Situation: Washington State 2001– 16 million pounds of litter/year (Just on roads)– $4 million for only 25%– Purpose: Reduce Litter– Focus: Cars & Pickup Trucks
• Target Audience:– 20% tossing stuff or
not securing loads– 80% watching!
• Behavior:– Proper disposal– Report littering
• Theory:– Social Norms
Social Norms Theory
• Behaviors influenced by incorrectperceptions– % students drink– % of people who litter– % of people who wear seatbelts
• Correct the perceived norm
RESULTS & ROI
• Outcome:– Calls to Hotline: Almost 15,000/year
• Impact– 2003-2007– 24% Reduction (From 8000 to 6000
tons)
IT TOOK ALL 4PS
Integrated Mix
Testimonials
HealthcareProviders
Promotion
Line: 5am-9pmWeb site: 24/7
Place
Toll FreeSavingsMedications
Price
Quit LineQuit KitQuite Counselor
Product
TobaccoQuit Line
IT TOOK ALL 4PS
Drink coastersBannersNewspaperStoriesPostersPartner mention
Integrated Mix
Testimonials
HealthcareProviders
Promotion
Buckets to easeuse andcloser tocrosswalk
Line: 5am-9pmWeb site: 24/7
Place
Discountcoupons fromPartners
Toll FreeSavingsMedications
Price
Improved FlagsQuit LineQuit KitQuite Counselor
Product
PedestrianFlags
TobaccoQuit Line
IT TOOK ALL 4PS
Web sitesStaff
Drink coastersBannersNewspaperStoriesPostersPartner mention
Integrated Mix
Testimonials
HealthcareProviders
Promotion
Bath HousesBuckets to easeuse andcloser tocrosswalk
Line: 5am-9pmWeb site: 24/7
Place
FreeDiscountcoupons fromPartners
Toll FreeSavingsMedications
Price
Rapid testsImproved FlagsQuit LineQuit KitQuite Counselor
Product
HIV/AIDSTesting
PedestrianFlags
TobaccoQuit Line
IT TOOK ALL 4PS
Road signsRadio adsTV adsOutdoorPosters
Web sitesStaff
Drink coastersBannersNewspaperStoriesPostersPartner mention
Integrated Mix
Testimonials
HealthcareProviders
Promotion
24/7Bath HousesBuckets to easeuse andcloser tocrosswalk
Line: 5am-9pmWeb site: 24/7
Place
FreeFines
FreeDiscountcoupons fromPartners
Toll FreeSavingsMedications
Price
HotlineRapid testsImproved FlagsQuit LineQuit KitQuite Counselor
Product
LitterHIV/AIDSTesting
PedestrianFlags
TobaccoQuit Line
WASHINGTON STATE #1 What are theydoing in
WashingtonState?
What are theydoing in
WashingtonState?
We useSocial
Marketing!
We useSocial
Marketing!