G.A.M Chapter 8

Advertising & IMC: Principles and Practice, 9e (Moriarty)Chapter 8 The Creative Side

1) Which dimension of effective advertising represents the "art" part?A) strategic dimensionB) personal dimensionC) creative dimensionD) media dimensionE) evaluative dimensionAnswer: CDiff: 1 Page Ref: 226Skill: ConceptObjective: 8-1

2) Which dimension of effective advertising represents the "science" part?A) strategic dimensionB) personal dimensionC) creative dimensionD) media dimensionE) evaluative dimensionAnswer: ADiff: 1 Page Ref: 226Skill: ConceptObjective: 8-1

3) In an advertising agency, who manages the creative process?A) the account plannerB) the copy writerC) the creative directorD) the clientE) the art directorAnswer: CDiff: 1 Page Ref: 228Skill: ConceptObjective: 8-1

4) According to Professor Sheila Sasser, what are the 3 Ps of innovation?A) person, plan, productB) plan, product, processC) place, person, processD) place, plan, processE) place, plan, productAnswer: CDiff: 3 Page Ref: 228Skill: ConceptObjective: 8-1

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5) A marketing communication that is ________ is right for the product and target; it also meets the objectives.A) originalB) creativeC) logicalD) strategicE) rationalAnswer: DDiff: 2 Page Ref: 231Skill: ConceptAACSB: Communication abilitiesObjective: 8-1

6) ________ is what the advertisement says, and ________ is how it is said.A) Execution; creative strategyB) Message strategy; media strategyC) Creative strategy; executionD) Media strategy; message strategyE) Cognition; affectAnswer: CDiff: 2 Page Ref: 231Skill: ConceptAACSB: Communication abilitiesObjective: 8-1

7) The creative strategy and key execution details are spelled out in a document called a(n) ________.A) creative briefB) positioning statementC) execution planD) unique selling propositionE) big idea mapAnswer: ADiff: 1 Page Ref: 231Skill: ConceptObjective: 8-1

8) Which of the following is NOT included in a typical creative brief?A) media considerationsB) budget considerationsC) brand positionD) target audienceE) communication objectiveAnswer: BDiff: 2 Page Ref: 231Skill: ConceptObjective: 8-1


9) Which of the following is NOT another name for a creative platform?A) creative briefB) positioning statementC) creative worksheetD) creative blueprintE) both C and DAnswer: BDiff: 2 Page Ref: 231Skill: ConceptObjective: 8-1

10) Which of the following objectives is most closely related to the perception facet of the Facets Model of Effects?A) change attitudesB) create convictionC) create attentionD) stimulate trialE) touch emotionsAnswer: CDiff: 2 Page Ref: 232Skill: ConceptAACSB: Communication abilitiesObjective: 8-1

11) To deliver information and aid understanding are objectives related to which facet of the Facets Model of Effects?A) perceptionB) think/understandC) affectiveD) persuasionE) transformationAnswer: BDiff: 2 Page Ref: 232Skill: ConceptAACSB: Communication abilitiesObjective: 8-1


12) Which of the following are objectives related to the feel facet of the Facets Model of Effects??A) create attention, awareness, interest, recognition and recallB) deliver information and understandingC) touch emotions and create feelingsD) change attitudes, create conviction and preferenceE) establish brand identity and associationsAnswer: CDiff: 1 Page Ref: 232Skill: ConceptAACSB: Communication abilitiesObjective: 8-1

13) Which of the following are objectives related to the connect facet of the Facets Model of Effects?A) create attention, awareness, interest, recognition and recallB) deliver information and understandingC) touch emotions and create feelingsD) change attitudes, create conviction and preferenceE) establish brand identity and associationsAnswer: EDiff: 2 Page Ref: 232Skill: ConceptAACSB: Communication abilitiesObjective: 8-1

14) Which of the following refers to brand visibility, presence, and importance to the target market?A) ROIB) the 3 PsC) brand personalityD) brand salienceE) brand positionAnswer: DDiff: 2 Page Ref: 233Skill: ConceptAACSB: Communication abilitiesObjective: 8-1


15) In the Facets Model, the cognitive objectives generally speak to the ________, and the affective objectives are more likely to speak to the ________.A) ego; conscienceB) conscience; egoC) attributes; benefitsD) head; heartE) heart; headAnswer: DDiff: 2 Page Ref: 235Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

16) An informational message that is designed to touch the mind and create a response based on logic is known as a ________.A) factual sellB) heart sellC) hard sellD) soft sellE) personal sellAnswer: CDiff: 2 Page Ref: 235Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

17) Which approach uses emotional appeals or images to create a response based on attitudes, moods, dreams, and feelings?A) factual sellB) head sellC) hard sellD) soft sellE) attributes sellAnswer: DDiff: 1 Page Ref: 235Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


18) Which of Frazier's Six Creative Strategies is most likely to force competitors into "me too" positions?A) resonanceB) positioningC) preemptiveD) affectiveE) brand imageAnswer: CDiff: 2 Page Ref: 236Skill: ConceptObjective: 8-2

19) In Taylor's model, the ________ view is similar to the more rational "head" strategies.A) transmissionB) positioningC) ritualD) dramaticE) substantiatedAnswer: ADiff: 2 Page Ref: 236Skill: ConceptObjective: 8-2

20) In which advertising message does a speaker present evidence and use an argument to persuade the audience? A) soft sellB) lectureC) teaserD) appealE) dramaAnswer: BDiff: 2 Page Ref: 237Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


21) Which type of advertising message tells a story about the products, using characters who speak to each other rather than the audience?A) hard sellB) lectureC) teaserD) demonstrationE) dramaAnswer: EDiff: 2 Page Ref: 237Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

22) A(n) ________ connects with some emotion that makes the product particularly attractive or interesting.A) claimB) appealC) featureD) attributeE) argumentAnswer: BDiff: 1 Page Ref: 237Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

23) In Taylor's Six-Segment Strategy Wheel, ________ strategies are based on images that consumers have of themselves.A) rationB) acute needC) routineD) socialE) egoAnswer: EDiff: 2 Page Ref: 238Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


24) In Taylor's Six-Segment Strategy Wheel, ________ strategies are based on logic.A) rationB) acute needC) routineD) socialE) egoAnswer: ADiff: 2 Page Ref: 238Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

25) A(n) ________ states the logic behind the sales offer.A) attributeB) appealC) featureD) point of differentiationE) selling premiseAnswer: EDiff: 1 Page Ref: 239Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

26) Which of the following is NOT a rational customer-focused selling premise?A) benefitB) promiseC) reason whyD) unique selling proposition (USP)E) resonanceAnswer: EDiff: 2 Page Ref: 239Skill: ConceptObjective: 8-2

27) Which of the following is a benefit statement that is both unique to the product and important to the user?A) substantiationB) promiseC) reason whyD) unique selling proposition (USP)E) appealAnswer: DDiff: 2 Page Ref: 239Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


28) Which of the following is NOT a common message format?A) straightforwardB) spokespersonC) substantiationD) comparisonE) problem solutionAnswer: CDiff: 2 Page Ref: 239-240Skill: ConceptObjective: 8-2

29) Which message format is an elaborate version of a problem solution staged in the form of a drama in which "typical people" talk about a common problem and resolve it?A) demonstrationB) slice-of-lifeC) teaserD) spokes-characterE) socialAnswer: BDiff: 2 Page Ref: 240Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

30) Which type of message format is designed to arouse curiosity, using mystery ads that don't deliver quite enough information to make sense?A) teaserB) slice-of-lifeC) spokespersonD) problem avoidanceE) sensoryAnswer: ADiff: 2 Page Ref: 240Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


31) Getting attention reflects the ________ power of an advertisement; keeping attention reflects the ________ power of an ad.A) stopping; stickingB) pulling; stoppingC) stopping; pullingD) pulling; stickingE) sticking; pullingAnswer: CDiff: 2 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

32) Keeping attention through the arousal of curiosity creates ________.A) stopping powerB) pulling powerC) sticking powerD) perceptionE) awarenessAnswer: BDiff: 2 Page Ref: 241Skill: ConceptObjective: 8-2

33) In which type of campaign does the message unfold over time?A) dramaB) lectureC) slice-of-lifeD) teaserE) sloganAnswer: DDiff: 2 Page Ref: 241Skill: ConceptObjective: 8-2

34) When an ad amplifies the emotional impact of a message by engaging a consumer in a personal connection with a brand, the ad ________.A) informsB) teachesC) persuadesD) creates believabilityE) resonatesAnswer: EDiff: 2 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


35) What is typically used at the end of an ad to summarize the point of the ad's message in a highly memorable way?A) testimonialB) taglineC) teaserD) unique selling propositionE) signatureAnswer: BDiff: 1 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

36) Which of the following is a clever phrase that grabs consumers' attention and can be repeated to intensify memorability?A) sloganB) logoC) testimonialD) claimE) key visualAnswer: ADiff: 1 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

37) A ________ is a vivid image that the advertiser hopes will linger in the viewer's mind.A) taglineB) sloganC) signatureD) key visualE) testimonialAnswer: DDiff: 2 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


38) Ads that demonstrate how something works or how to solve a problem are messages that are most likely designed to ________.A) create brand associationsB) remind loyal customersC) teachD) touch emotionsE) resonateAnswer: CDiff: 2 Page Ref: 242Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

39) Messages that ________ are designed to affect attitudes and create beliefs. A) reach emotionsB) teachC) get attentionD) persuadeE) resonateAnswer: DDiff: 2 Page Ref: 242Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

40) In particular, ________ advertising is used to create a representation of the brand in a consumer's mind through symbolism.A) unique selling proposition (USP)B) imageC) convictionD) selling premiseE) call to actionAnswer: BDiff: 1 Page Ref: 242Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


41) Which type of message strategy delivers information symbolically by connecting a brand with a certain type of person, lifestyle, or other characteristic?A) unique selling proposition (USP)B) affectiveC) reminderD) associationE) call to actionAnswer: DDiff: 2 Page Ref: 243Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

42) What is one of the main goals of reminder advertising?A) maintain customer relationshipsB) build brand preferenceC) correct false impressionsD) inform the market of a price changeE) restore company imageAnswer: ADiff: 3 Page Ref: 243Skill: ConceptObjective: 8-2

43) In generating original ideas, which of the following should be avoided?A) clichésB) "what if" gamesC) punch linesD) divergent thinkingE) creative riskAnswer: ADiff: 2 Page Ref: 244Skill: ConceptObjective: 8-3

44) A ________ is a creative concept that becomes a point of focus for communicating the message strategy.A) big ideaB) clicheC) sloganD) taglineE) creative leapAnswer: ADiff: 1 Page Ref: 244Skill: ConceptObjective: 8-3


45) An advertising agency has a meeting with its client to present the Big Idea for an advertising campaign. What exactly does "Big Idea" mean?A) It's the art part of advertising.B) It's the science part of advertising.C) It's the creative concept that implements the advertising strategy so that the message is both attention getting and memorable.D) It's the verbal part of advertising that presents the selling premise.E) It's the visual part of advertising that catches and holds attention.Answer: CDiff: 2 Page Ref: 244Skill: ConceptAACSB: Communication abilitiesObjective: 8-3

46) The ROI of effective advertising stands for ________.A) real, original, and intenseB) relevant, original, and impactC) relevant, original, and intenseD) real, on-target, and investedE) ready, on-target, and interestingAnswer: BDiff: 2 Page Ref: 246Skill: ConceptObjective: 8-3

47) It is most accurate to say that an ad that means something to the target audience is ________.A) relevantB) originalC) creativeD) divergentE) unexpectedAnswer: ADiff: 1 Page Ref: 247Skill: ConceptAACSB: Communication abilitiesObjective: 8-3

48) An advertising idea is considered ________ when it's one of a kind.A) relevantB) impactfulC) originalD) divergentE) convergentAnswer: CDiff: 1 Page Ref: 247Skill: ConceptObjective: 8-3


49) An idea that breaks through the clutter, gets attention, and sticks in memory is said to have ________.A) relevanceB) originalityC) resonanceD) impactE) associationAnswer: DDiff: 2 Page Ref: 247Skill: ConceptAACSB: Communication abilitiesObjective: 8-3

50) In marketing communication, using an idea that someone else has originated is known as ________.A) duplicate advertisingB) left-brain advertisingC) copycat advertisingD) right-brain advertisingE) divergent advertisingAnswer: CDiff: 1 Page Ref: 247Skill: ConceptObjective: 8-3

51) Which of the following is a style of thinking that explores multiple possibilities?A) rational thinkingB) divergent thinkingC) logical thinkingD) immersionE) illuminationAnswer: BDiff: 1 Page Ref: 247Skill: ConceptObjective: 8-4

52) Which of the following refers to intuitive, nonverbal, and emotion-based thinking?A) lateral-brain thinkingB) back-brain thinkingC) top-brain thinkingD) right-brain thinkingE) left-brain thinkingAnswer: DDiff: 1 Page Ref: 247Skill: ConceptObjective: 8-4


53) Which type of thinking is logical, orderly, and verbal?A) right-brainB) left-brainC) top-brainD) back-brainE) lateral-brainAnswer: BDiff: 1 Page Ref: 247Skill: ConceptObjective: 8-4

54) A ________ involves moving from the safety of predictable business language in a strategy statement to an original idea.A) creative leapB) creative gapC) brainstorming processD) creative briefE) free associationAnswer: ADiff: 2 Page Ref: 247Skill: ConceptObjective: 8-4

55) John had been working on the creative concept for one of his clients when he finally jumped from the strategy statement to an original idea that conveys the strategy in an interesting way. What did John just do?A) took the creative leapB) took the creative plungeC) switched from right- to left-brain thinkingD) completed a creative aerobics sessionE) switched from facts to fantasyAnswer: ADiff: 2 Page Ref: 247Skill: ConceptObjective: 8-4

56) Which of the following is a common technique that creative thinkers use to stimulate new ideas?A) free associationB) divergent thinkingC) analogies and metaphorsD) right-brain thinkingE) all of the aboveAnswer: EDiff: 2 Page Ref: 247-251Skill: ConceptObjective: 8-4


57) Which of the following is NOT a technique that creative thinkers use to stimulate new ideas?A) visualizationB) conceptual thinkingC) creative aerobicsD) right-brain thinkingE) copycat thinkingAnswer: EDiff: 2 Page Ref: 248-249Skill: ConceptObjective: 8-4

58) Which of the following is NOT a step in the process of creative aerobics?A) Come up with a list of facts about a product.B) Create new "names" for the product.C) Look for similarities between dissimilar objects.D) Create new definitions for product-related nouns.E) Copytest ideas with a focus group.Answer: EDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

59) The technique of creative aerobics is best classified as a ________ process.A) thought-evaluation B) thought-starterC) visualizationD) brainstormingE) risk-takingAnswer: BDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

60) Which of the following is the first step in the creative process?A) ideationB) brainfagC) incubationD) immersionE) illuminationAnswer: DDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4


61) In which step of the creative process does the problem solver read, research, and learn everything he or she can about the problem?A) ideationB) brainfagC) incubationD) immersionE) illuminationAnswer: DDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

62) In which step of the creative process does the problem solver look at the problem from every angle, develop ideas, and generate as many alternatives as possible?A) ideationB) brainfagC) incubationD) immersionE) illuminationAnswer: ADiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

63) In which step of the creative process does the problem solver hit a blank wall and want to give up?A) ideationB) brainfagC) incubationD) mental blockE) immersionAnswer: BDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

64) In which stage of the creative process does the problem solver try to put his or her conscious mind to rest to let the subconscious take over?A) ideationB) brainfagC) incubationD) immersionE) illuminationAnswer: CDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4


65) Which stage of the creative process is characterized as an unexpected moment when the idea comes, often when the mind is relaxed and doing something else?A) ideationB) brainfagC) incubationD) immersionE) illuminationAnswer: EDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

66) Which of the following is the last step in the creative process?A) ideationB) evaluationC) incubationD) immersionE) illuminationAnswer: BDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

67) A technique in which six to 10 people work together to come up with ideas is known as ________. A) concept listingB) brainstormingC) convergent thinkingD) free associatingE) dramatizingAnswer: BDiff: 1 Page Ref: 250Skill: ConceptAACSB: Communication abilitiesObjective: 8-3

68) Which of the following techniques involves describing everything that comes into your mind when you imagine a given word?A) free associationB) conceptual thinkingC) problem solvingD) dramatizationE) visualizationAnswer: ADiff: 1 Page Ref: 250Skill: ConceptObjective: 8-4


69) What is often used to test an ad before it runs to try to determine whether it works?A) narrative testingB) concept evaluationC) brainstormingD) comparative analysisE) copytestingAnswer: EDiff: 1 Page Ref: 253Skill: ConceptObjective: 8-5

70) A particular problem that Big Ideas face is that the message is sometimes so creative that the ad is remembered but not the product. This is known as ________.A) marketing imperialismB) the carryover effectC) overpowering creativityD) cannibalistic creativity E) vampire creativityAnswer: EDiff: 1 Page Ref: 253Skill: ConceptObjective: 8-5

71) Effective advertising is a product of both science and art.Answer: TRUEDiff: 2 Page Ref: 226Skill: ConceptObjective: 8-1

72) Copywriters and art directors are the only creative roles in advertising agencies.Answer: FALSEDiff: 2 Page Ref: 229Skill: ConceptObjective: 8-1

73) Creative strategy is what the advertisement says, and execution is how it is said.Answer: TRUEDiff: 2 Page Ref: 231Skill: ConceptAACSB: Communication abilitiesObjective: 8-1


74) The message plan is the document prepared by the account planner to summarize the basic marketing and advertising strategy as well as give direction to members of the creative team as they search for a creative concept.Answer: FALSEDiff: 2 Page Ref: 231Skill: ConceptObjective: 8-1

75) A creative brief is typically completed in outline form.Answer: TRUEDiff: 2 Page Ref: 231Skill: ConceptObjective: 8-1

76) A creative brief is more likely to provide creative suggestions than creative ideas.Answer: TRUEDiff: 3 Page Ref: 231Skill: ConceptObjective: 8-1

77) An advertising objective associated with achieving the behavior Facet of Effect is to touch emotions and create feelings.Answer: FALSEDiff: 3 Page Ref: 232Skill: ConceptObjective: 8-1

78) A hard sell is an informational message that is designed to touch the mind and create a response based on logic.Answer: TRUEDiff: 1 Page Ref: 235Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

79) Lecture as a basic strategy relies on the viewer to make inferences.Answer: FALSEDiff: 2 Page Ref: 237Skill: ConceptObjective: 8-2


80) An appeal connects with some emotion that makes the product particularly attractive or interesting.Answer: TRUEDiff: 2 Page Ref: 237Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

81) An appeal typically states the logic behind the sales offer.Answer: FALSEDiff: 2 Page Ref: 237Skill: ConceptObjective: 8-2

82) The unique selling proposition is a benefit statement that looks to the future and predicts that something good will happen if you use the product.Answer: FALSEDiff: 2 Page Ref: 239Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

83) To get attention, an ad has to have pulling power.Answer: FALSEDiff: 2 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

84) The ability to keep consumers' attention reflects the pulling power of an ad.Answer: TRUEDiff: 2 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

85) The key visual in a print, interactive, or television ad is a vivid image that the advertiser hopes will linger in the viewer's mind.Answer: TRUEDiff: 2 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2


86) A jingle is a valuable memorability device.Answer: TRUEDiff: 2 Page Ref: 241Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

87) A persuasive message is designed to change behaviors rather than attitudes.Answer: FALSEDiff: 3 Page Ref: 242Skill: ConceptAACSB: Communication abilitiesObjective: 8-2

88) An association message strategy delivers information symbolically by connecting a brand with a certain type of person, lifestyle, or other characteristic.Answer: TRUEDiff: 2 Page Ref: 242Skill: ConceptAACSB: Communication abilitiesObjective: 8-1

89) Style, quality, prestige, package, and color are all considered to be intangible characteristics of the product.Answer: FALSEDiff: 2 Page Ref: 243Skill: ConceptObjective: 8-2

90) Most ads end with a signature of some kind.Answer: TRUEDiff: 2 Page Ref: 243Skill: ConceptObjective: 8-2

91) An effective ad is relevant, original, and has impact.Answer: TRUEDiff: 2 Page Ref: 246Skill: ConceptObjective: 8-3

92) Left-brain thinking involves the juxtaposition of two seemingly unrelated thoughts.Answer: FALSEDiff: 2 Page Ref: 247Skill: ConceptObjective: 8-4


93) Left-brain thinking is intuitive, nonverbal, and emotion-based thinking.Answer: FALSEDiff: 2 Page Ref: 247Skill: ConceptObjective: 8-4

94) Creative problem solvers are risk takers with a high tolerance for ambiguity.Answer: TRUEDiff: 2 Page Ref: 248Skill: ConceptObjective: 8-4

95) For advertising professionals, creative thinking is more important than strategic thinking.Answer: FALSEDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

96) The first step in the creative process is to read, research, and learn everything you can about the problem.Answer: TRUEDiff: 2 Page Ref: 249Skill: ConceptObjective: 8-4

97) Illumination is a technique in which a group of six to 10 people work together to come up with ideas.Answer: FALSEDiff: 2 Page Ref: 250Skill: ConceptAACSB: Communication abilitiesObjective: 8-4

98) In the case where the core targeting and positioning strategies remain the same in different markets, execution needs to be the same. Answer: FALSEDiff: 2 Page Ref: 252Skill: ConceptAACSB: Multicultural and diversity understandingObjective: 8-5

99) A formal method of evaluating the effectiveness of an ad, either in draft form or after it has been used, is called copytesting.Answer: TRUEDiff: 1 Page Ref: 253Skill: Concept


Objective: 8-5100) Vampire creativity is using an idea that someone else has originated.Answer: FALSEDiff: 2 Page Ref: 253Skill: ConceptObjective: 8-5

101) The most creative marketing communication may not be the most strategic marketing communication.Answer: TRUEDiff: 2 Page Ref: 231Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-1

102) A product's point of differentiation relative to the competition reflects its position.Answer: TRUEDiff: 2 Page Ref: 236Skill: ApplicationAACSB: Reflective thinking skillsObjective: 8-2

103) An ad showing how much food a Dixie paper plate can handle and how much more food a Chinet paper plate can handle is an example of a problem avoidance message format.Answer: FALSEDiff: 2 Page Ref: 240Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

104) No matter how hard a creative team tries, it is unlikely to come up with a Big Idea for a parity product, such as toilet paper.Answer: FALSEDiff: 2 Page Ref: 244Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-3

105) Unilever regularly runs ads comparing its Suave products to "overpriced competitors." Unilever would need to adapt this campaign if it wanted to run ads in Japan.Answer: TRUEDiff: 3 Page Ref: 253Skill: ApplicationAACSB: Reflective thinking skillsObjective: 8-5


106) Name and describe the four rational customer-focused selling premises.Answer: (1) Benefit–Emphasizes what the product can do for the user by translating the product feature or attribute into something that benefits the consumer.(2) Promise–A benefit statement that looks to the future and predicts that something good will happen if you use the product.(3) Reason Why–A type of benefit statement that gives reason to buy something, although the reason sometimes is implied or assumed. The word because is the key to a reason-why statement.(4) Unique Selling Proposition (USP) –A benefit statement that is both unique to the product and important to the user. The USP is a promise that consumers will get this unique benefit by using this product only.Diff: 3 Page Ref: 239Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-2

107) Name and describe any five of the common message approaches.Answer: Students can discuss any five of the following:(1) Straightforward–A straightforward factual or informational message conveys information without any gimmicks, emotions, or special effects.(2) Demonstration–Focuses on how to use the product or what it can do for you.(3) Comparison–Contrasts two or more products, showing the advertiser's brand to be superior. The comparison can be direct, with competitors mentioned, or indirect, with just a reference to "other leading brands."(4) Problem Solution/Problem Avoidance–In problem solution (a.k.a. product-as-hero), the message begins with a problem and the product is the solution. A variation is the problem-avoidance message format, in which the product helps avoid a problem.(5) Humor–It gets attention; advertisers hope that people will transfer the warm feelings they have as they are being entertained to the product. To be effective, the selling premise must reinforce the point of the humor.(6) Slice of Life–An elaborate version of a problem solution staged in the form of a drama in which "typical people" talk about a common problem and resolve it.(7) Spokesperson (or Endorser Format) –Ad uses celebrities we admire, created characters, experts we respect, or someone "just like us" whose advice we might seek out to speak on behalf of the product to build credibility.(8) Teasers–Mystery ads that don't identify the product or don't deliver enough information to make sense, but are designed to arouse curiosity. The ads run for a while without the product identification and then when curiosity is sufficiently aroused, a concluding ad runs with the product identification.Diff: 3 Page Ref: 239-240Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-2


108) A print ad for the American Cancer Society pictured an attractive young woman in a bikini bathing suit from the torso up with her face turned toward the sun and her arms folded behind her head. The headline read, "Fry now, pay later." The copy went on to give factual information on skin cancer and how to avoid it, as well as information on how sun exposure can cause wrinkles later in life. In terms of DDB Needham agency's "ROI" evaluate this ad.Answer: According to DDB agency, an effective ad is relevant, original, and has impact which is referred to as ROI. This ad is relevant to the target audience, in this case young women, especially those who like to tan themselves. An advertising idea is considered creative when it is novel, fresh, unexpected, and unusual. Original means one of a kind. Although this might not be one of a kind, the headline does play on words and delivers the message effectively. That is, do this to your skin now, and you will pay later. To be effective, the idea must have impact, which means it breaks through the clutter, gets attention, and sticks in memory. The ad catches attention because of the beautiful woman and the message sticks in memory through the catchy headline.Diff: 3 Page Ref: 247Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-3

109) Describe the creative person.Answer: Creative advertising people may be zany, weird, off-the-wall, and unconventional. However, they must be focused on creating effective advertising. Research indicates that creative people tend to be independent, assertive, self-sufficient, persistent, and self-disciplined, with a high tolerance for ambiguity. They are also risk takers with powerful egos. They don't care much about group standards and opinions and typically have inborn skepticism and strong curiosity. Here are a few of the key characteristics of creative people who do well in advertising:

(1) Problem Solving–Creative problem solvers are alert, watchful, and observant, and reach conclusions through intuition rather than through logic. They also tend to have a mental playfulness that allows them to make novel associations.(2) Ability to Visualize–Most of the information we accumulate comes through sight, so the ability to manipulate visual images is crucial for good copywriters, as well as good designers.(3) Openness to New Experiences–Creative people are open to exploring a range of new experiences.(4) Conceptual Thinking–People open to experience might develop innovative advertisements and commercials because they are more imaginative.Diff: 3 Page Ref: 248Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-4


110) Name and describe the six steps in the creative process.Answer: (1) Immersion–Read, research, and learn everything you can about the problem.(2) Ideation–Look at the problem from every angle; develop ideas; generate as many alternatives as possible.(3) Brainfag–Your mind may hit a blank wall, but don't give up.(4) Incubation–Try to put the conscious mind to rest to let the subconscious take over.(5) Illumination–This is the unexpected moment when the idea comes, often when the mind is relaxed and doing something else.(6) Evaluation–Ask yourself: Does it work? Is it on strategy?Diff: 3 Page Ref: 249Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-4

111) A television commercial for Tylenol brand pain reliever focuses on a woman's face as she talks about her arthritis pain and how she used to think that prescription medication was the answer. She then goes on to say that with all the problems that are being discovered about prescription pain medications, she has reconsidered over-the-counter Tylenol, which provides just as much pain relief without all the risks. What type of advertising message is this?A) dramaB) lectureC) slice-of-lifeD) teaserE) sensoryAnswer: BDiff: 2 Page Ref: 237Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

112) An ad for Mongoose mountain bikes shows a serious biker traversing remote and rugged but beautiful terrain and states, "There are places that are so awesome and so killer that you'd like to tell the whole world about them. But please, don't." This ad is most closely related to the ________ strategy of Taylor's Six-Segment Strategy Wheel.A) rationB) egoC) socialD) routineE) acute needAnswer: BDiff: 3 Page Ref: 238Skill: ApplicationAACSB: Analytic skillsObjective: 8-2


113) When Taco Bell used a Chihuahua, a small dog, to represent its product, which type of message format was being used?A) comparisonB) teaserC) brand iconD) slice-of-lifeE) demonstrationAnswer: CDiff: 2 Page Ref: 240Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

114) Laurie saw a television commercial that depicts a mother stressed out from working and taking care of children. The scenes show hassles at work, kids crying, dogs barking, and the phone ringing. Then the commercial shows the mother relaxing in a bubble bath with the voice-over saying, "Calgon, take me away!" When Laurie saw that ad, she exclaimed, "Yes, that's exactly how I feel!" What message approach was this ad using?A) straightforwardB) demonstrationC) comparisonD) slice-of-lifeE) humorAnswer: DDiff: 2 Page Ref: 240Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

115) Suave ran ads featuring a woman with beautiful hair questioning "Suave or Matrix? Can You Tell?" This is an example of a ________ format.A) spokespersonB) teaserC) comparisonD) problem-solutionE) problem avoidanceAnswer: CDiff: 2 Page Ref: 240Skill: ApplicationAACSB: Analytic skillsObjective: 8-2


116) An ad for a new convection oven shows a busy professional woman serving dinner to her family. The convection oven is seen in the background, and the headline reads, "The latest development in time travel." This objective of this message was most likely to ________.A) create believabilityB) resonateC) informD) teachE) remindAnswer: BDiff: 3 Page Ref: 241Skill: ApplicationAACSB: Reflective thinking skillsObjective: 8-2

117) A pharmaceutical ad features a world-renowned heart surgeon describing the benefits of the medication. Which of the following was most likely the objective of this ad?A) remindB) teaseC) teachD) resonateE) create believabilityAnswer: EDiff: 3 Page Ref: 241Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

118) Jell-O ads contain the phrase "Make some magic." All Ace Hardware store ads contain the statement "Life is an ongoing project." The American Dairy Farmers run ads that say, "Ahh, the power of cheese." These are all examples of ________.A) jinglesB) testimonialsC) unique selling propositions D) slogansE) slice-of-life appealsAnswer: DDiff: 2 Page Ref: 241Skill: ApplicationAACSB: Analytic skillsObjective: 8-2


119) When Proctor & Gamble developed the Mr. Clean Magic Eraser, the company needed to explain how the product cleans grime from walls without removing paint. Proctor & Gamble likely used a message that ________.A) informsB) touches emotionC) resonatesD) teasesE) remindsAnswer: ADiff: 2 Page Ref: 242Skill: ApplicationAACSB: Reflective thinking skillsObjective: 8-2

120) Apple recently ran ads featuring real people who had switched from Microsoft Windows-based PCs to Macs. These ads use a ________ strategy.A) testimonialB) lifestyleC) slice-of-lifeD) promiseE) demonstrationAnswer: ADiff: 2 Page Ref: 242Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

121) When Budweiser beer started using the Budweiser frogs in commercials, people raved about how creative the advertising was. However, someone who has worked in the advertising industry for many years pointed out that he used that creative idea several years before. This is an example of ________.A) duplicate advertisingB) revised advertisingC) copycat advertisingD) cliched advertisingE) vampire advertisingAnswer: CDiff: 2 Page Ref: 247Skill: ApplicationAACSB: Analytic skillsObjective: 8-3


122) Patrick and his colleagues were working on the creative concept for a client when they all seemed to hit a blank wall. To help overcome this, they decided to go play a game of basketball. In the second half of the game, Patrick came up with a great idea, and they all went back to work. In which step of the creative process were Patrick and his colleagues when they went to play basketball?A) immersionB) ideationC) incubationD) evaluationE) creative leapAnswer: CDiff: 2 Page Ref: 249Skill: ApplicationAACSB: Analytic skillsObjective: 8-4

123) Carly saw a billboard for a local church that said, "CH_ _ CH–What's missing?" This is an example of which technique for creating original and unexpected ideas? A) clichésB) an unexpected associationC) metaphorsD) play on wordsE) analogiesAnswer: DDiff: 3 Page Ref: 251Skill: ApplicationAACSB: Analytic skillsObjective: 8-4

124) Which message strategy approach is most likely to emphasize tangible product features and benefits?A) resonance sellB) affective sellC) hard sellD) soft sellE) brand sellAnswer: CDiff: 2 Page Ref: 235Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-2


125) In Taylor's Six-segment strategy wheel, the transmission view is equivalent to the ________ strategy.A) headB) heartC) teaserD) talking headE) resonanceAnswer: ADiff: 2 Page Ref: 238Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-2

126) What purpose do brand icons such as the Burger King's Burger King and Geico's Gecko fulfill?A) the relevant use of humorB) the visible demonstration of product benefitsC) the establishment of credibilityD) the association of personality with a brandE) the arousal of curiosityAnswer: DDiff: 3 Page Ref: 240Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-2


Refer to the following scenario to answer the questions below.

For years, Energizer batteries used the Energizer Bunny in its television commercials. The bunny was cute, always beating a drum with the tagline, "The Energizer Bunny keeps going and going and going." Several of the ads were humorous. Viewers could remember the battery ad with the bunny, but for a long time, people could not name the brand of battery. In response, Energizer started putting the bunny on the packaging and using it in point-of-purchase displays in stores, even going so far as to let consumers enter a drawing to take home the bunny that was on top of the battery display. The creative team that worked on this campaign spent considerable time researching consumers' usage of batteries as well as the problems they had with them. The team learned that people didn't like batteries that don't last long, and because Energizer batteries lasted much longer than competitors' brands, they decided to feature that in the execution of the ads.

127) In which step of the creative process did the creative team read, research, and learn everything they could about Energizer batteries and their competitors?A) immersionB) ideationC) incubationD) illuminationE) evaluationAnswer: ADiff: 2 Page Ref: 249Skill: ApplicationAACSB: Analytic skillsObjective: 8-4

128) One commercial was particularly effective because viewers watched the entire commercial to see the bunny do something funny at the end. It is most accurate to say that this commercial had ________.A) stopping powerB) pulling powerC) sticking powerD) credibilityE) repetitionAnswer: BDiff: 2 Page Ref: 241Skill: ApplicationAACSB: Analytic skillsObjective: 8-2


129) Though humorous, the ads stressed that Energizer batteries last three times longer than competing brands. What is this known as?A) intangible characteristicsB) vampire creativityC) association message strategyD) positioningE) creative platformAnswer: DDiff: 2 Page Ref: 236Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

130) Initially, people could remember the ads but not the brand. This is an example of ________.A) vampire creativityB) positioningC) structural faultD) copycat advertisingE) cliched thinkingAnswer: ADiff: 2 Page Ref: 253Skill: ApplicationAACSB: Analytic skillsObjective: 8-5

131) How might creativity be demonstrated in the use of media?Answer: Though creativity is usually demonstrated in the message, media selection also plays a role. New, more engaging media such as social networks and smart phones allow for creative executions of messages.Diff: 2 Page Ref: 228Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-1

132) What role does environment play in the process of innovation?Answer: Environment, or place, can help or hinder the creative process. The structure, image, and culture of the workplace can all affect creativity; for this reason, many ad agencies have playful offices to stimulate their creative team's ideas.Diff: 3 Page Ref: 228Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-1


133) Compare and contrast the terms creative strategy and creative execution.Answer: Creative strategy is what the advertisement says and execution is how it is said. Advertising creativity is about coming up with an idea that solves a communication problem in an original way, which incorporates both creative strategy and creative execution.Diff: 2 Page Ref: 231Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-1

134) Two basic approaches are sometimes referred to as head and heart strategies. Explain what this means in terms of the Facets Model.Answer: In the Facets Model, the cognitive objectives generally speak to the head, and the affective objectives are more likely to speak to the heart. Diff: 2 Page Ref: 235Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-2

135) Give two examples of different types of advertising appeals that marketers can use.Answer: Answers will vary, but may include economic savings, fear, love, admiration, and vanity.Diff: 2 Page Ref: 237Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

136) What is a USP? When would an advertiser use a USP strategy?Answer: USP stands for unique selling proposition, a strategy marketers use to emphasize the distinct advantages of a product that a customer can identify.Diff: 2 Page Ref: 239Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-2

137) At one time, Michael Jordan was the highest paid celebrity endorser for several products. Why do advertisers use such celebrity endorsers? Answer: Celebrity endorsements are used to intensify conviction in the target audience, as well as get attention and cue the brand personality. The idea is that celebrities draw attention, but they also carry a strong message of conviction when they speak with passion about something they believe in. Celebrities, product placements (i.e., brands used by stars in a movie or television program), and other credibility techniques are used to give the consumer permission to believe a claim or selling premise.Diff: 3 Page Ref: 240, 242Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-2


138) How do recent changes in FTC rules affect endorsers of products?Answer: According to changes in FTC rules, endorsers as well as advertisers are liable for any false or unsubstantiated claims they make in an advertisement.Diff: 3 Page Ref: 240Skill: Critical ThinkingAACSB: Ethical understanding and reasoning abilitiesObjective: 8-2

139) Give a hypothetical example of a slice-of-life message execution style.Answer: Possible examples are endless. Slice-of-life examples show one or more typical people using a product in a normal setting.Diff: 2 Page Ref: 240Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-2

140) To get attention, an ad has to have stopping power. Describe how ads can accomplish this.Answer: Ads that stop the scanning and break through the clutter are usually high in originality. People will notice something that is new, novel, or surprising. Creative advertising breaks through the old patterns of seeing and saying things; the unexpectedness of the new idea creates stopping power. Many clutter-busting ads are intrusive and use loud, bold effects to attract viewer attention. Contrast can attract attention too.Diff: 3 Page Ref: 241Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-2

141) Explain the function of a key visual.Answer: The key visual is a vivid image that the advertiser hopes will linger in the viewer's mind.Diff: 2 Page Ref: 241Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-2

142) When would a marketer most likely use a message that informs?Answer: Informative ads are used heavily when introducing new or reformulated products. Diff: 2 Page Ref: 242Skill: ApplicationAACSB: Analytic skillsObjective: 8-2


143) Explain what a Big Idea is and give an example.Answer: The Big Idea becomes a point of focus for communicating the message strategy a theme or central concept or creative concept. Examples will vary.Diff: 2 Page Ref: 244Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-3

144) One of your assignments in an advertising class is to give a brief presentation on tips for coming up with original ideas. List three tips you would include in your presentation.Answer: Tips for creating original ideas:(1) Live big.(2) The right answer is the wrong answer.(3) What do you want to say?(4) Do not use a computer to create.(5) Use the power of play.(6) Play what-if.(7) Don't play scared.(8) Use associations.(9) Use a set-up and a punch line.(10) Have fun.Diff: 2 Page Ref: 245-246Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-3

145) Marcy is a creative consultant who goes to a business or organization to conduct "creative aerobic" sessions. Explain what she does.Answer: Creative aerobics is a thought-starter process that uses both the head and the heart. The four-step approach is:(1) Facts–The first exercise is left-brain and asks you to come up with a list of facts about the product.(2) New Names–Create new "names" for the product.(3) Similarities–Look for similarities between dissimilar objects.(4) New Definitions–Create new definitions for product-related nouns.Diff: 3 Page Ref: 249Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-3


146) You have been asked by your supervisor to participate in a brainstorming session to come up with ideas for your company's advertising campaign. Explain what brainstorming is and why it is used.Answer: Brainstorming involves a group of six to 10 people working together to come up with ideas. One person's idea stimulates someone else's, and the combined power of the group associations stimulates far more ideas than any one person could think of alone.Diff: 2 Page Ref: 250Skill: SynthesisAACSB: Reflective thinking skillsObjective: 8-4

147) Explain how you would ensure that a brainstorming session is successful.Answer: The secret to brainstorming is to remain positive and defer judgment. Negative thinking during a brainstorming session can destroy the playful atmosphere necessary to achieve a novel idea. Brainstorming sessions should be scheduled and located away from distractions.Diff: 3 Page Ref: 250Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-4

Refer to the following scenario to answer the questions below.

For several years, the Cotton Growers of America, a trade group representing U.S. cotton farmers, used an advertising campaign that depicted people in everyday scenarios with a voice-over saying that cotton was the "fabric of our lives." Although cotton has several advantages over other types of fabric, none of this information was conveyed in this advertising campaign.

148) Did this campaign use a hard-sell or soft-sell strategy? Answer: This is an example of a soft-sell strategy because it uses emotional appeals or images to create a response based on attitudes, moods, dreams, and feelings. Diff: 2 Page Ref: 235Skill: ApplicationAACSB: Analytic skillsObjective: 8-2

149) Although there were several executions of the cotton television commercials, they each included the words, "Cotton. The fabric of our lives." What are these words known as?Answer: This is a tagline, which is used at the end of an ad to summarize the point of the ad's message in a highly memorable way. Diff: 2 Page Ref: 241Skill: ApplicationAACSB: Analytic skillsObjective: 8-2


150) Name and describe the message format approach you think best describes the television commercial execution for this campaign.Answer: The message format approach that best describes these commercials is slice-of-life. This approach depicts people in an everyday vignette with which viewers can identify.Diff: 2 Page Ref: 240Skill: Critical ThinkingAACSB: Reflective thinking skillsObjective: 8-2


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G.A.M Chapter 8