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The Effectiveness Of Events As a Promotional Tool
CHAPTER-1OBJECTIVES
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OBJECTIVES
The objectives of carrying out this project were:
To understand the concept of event marketing and event
management: This objective needed extensive secondary research to be done. This
was done to understand what is exactly event management and event marketing, and the
various elements of it. Every event is like small business venture in itself and involves a
lot of complexities that need to be understood beforehand to make it a success.
To understand various strategic models that would help an event
management company gain a strategic advantage: There are various
strategic models devised to guide an event management company to success. Having an
understanding of these are crucial for any firm to achieve he desired results, like, concept,
client, competition models, etc.
To Understand the various promotional aspects of Events:
Promotion is one of the, if not the most important aspect of event management. It is vital
to communicate the event to the target crowd or there would be no turn out. This has to
be the most thought out and the strongest part of the entire plan. Events are increasingly
being used as a platform by the marketers and the sponsors to promote there products,
thus this is not only important for the organizers but also for the companies investing
money in it as sponsors.
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To Understand the purchasing and buyer patterns in relation to
sponsor’s goods by the persons who attended the event: Primary
Research, using questionnaire was used to understand that how is the buying pattern of
the person affected, after he/she has attended the event , towards the products of the
sponsors.
To understand which promotional material is most effective in
catching the person’s attention: Multiple promotional materials such as
hoardings, FM ads, T.V ads, newspaper ads, etc. are used for promoting an event. These
involve heavy expenditure, thus the firm must decide as to which promotional material
should be given more importance. Since every material has a different kind of reach, it
becomes very important to know which material is most effective in communicating to
the prospects.
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CHAPTER-2
Introduction to Event Management and
Event Marketing
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World Cup soccer championship in the United States in 1994 and will likely sponsor
other big events in many countries as well.
Olympics and its renowned five rings are “the world‟s most effective property” in terms
of marketing tools. The Olympics sell sponsorship on a local and global basis, and everycouple of year‟s corporation‟s line up to pay as much as $50 million to be the lord of the
rings. The Atlanta games in 1996 have a reported $3 billion in the bank as a result of
negotiating sponsorship, broadcast, and licensee fees.
The Olympics represents the crème de la crème of event marketing and corporate
sponsorship. Event marketing is a lucrative game of “what‟s in a name”, as consumers
purchase tickets and expose themselves to everything. The world of event marketing is a
fast growing, high profile industry worth over $20 billion annually, and one of the most
successful marketing strategies.
Event marketing integrates the corporate sponsorship of an event with a whole range of
marketing elements such as advertising, sales promotion, and public relations.
Corporations both large and small have grown this industry at a rate of 17 percent per
year, and they have achieved a high level of success.
Event management generally means conceptualizing, meticulous planning, organizing
and finally executing an event.
It is a set plan involving networking of a multimedia package, thereby achieving the
clients objectives and justifying their needs for associating with events.
Events can bring community together for purpose of fundraising, change a town or city‟s
image, expand its trade, stimulate its economy, help companies to market and introduce
its product and also for the entertainment of society.
Not only do events enhance the quality of our life, they can provide significant economic
benefits. Events require a high degree of planning, a range of skills, a lot of energy and
funds.
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40 per cent of the event management industry continues to be the unorganised sector
(comprised mainly of homemakers).
The proliferation of TV channels and newspapers mean that advertisers have begun to opt
for experiential marketing (event management) instead. You connect with the consumer
through an event, and you're likely to get better and quicker results through events than
through traditional advertising.
According to a recent report published by Price Waterhouse and Coopers, the live
entertainment segment alone is poised to grow at 20 per cent in the coming years.
Insiders like Devraj Sanyal, Chief Executive Officer of the events and production house
Percept D'Mark, peg the growth rate of the event management industry at 30 per cent.
The boom began in the 1990s with the opening up of the economy and took off in 2002.
It's only going to get bigger as consumers become more and more discerning.
A lot of the industry's recent success can be attributed to the fad of reality television.
Almost 40 per cent of a TV channel's content is non-fiction. Reality shows, dancing and
singing competitions all fall under the domain of event management. It is a huge
opportunity for us.
There's keen international interest in the fledgling Indian event management industry,
another factor that's nudging its growth graph upwards. A key reason for growth is the
influx of international brands.
In the last year, global mega-brand WPP has bought over Roshan Abbas' Encompass
Events, while Interpublic group has invested in Lintas India. Network 18 and Viacom
have entered into a joint venture to create Viacom 18, an entertainment and event
platform. Tellis believes competition will only make things better. It will increase
professionalism and creativity in our industry.
The future only promises to be bigger, better and brighter. As long as brands need to
communicate to the new, discerning consumer, there is no place to go but up.
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EVENT MANAGEMENT
An event is a live multimedia package with a preconceived concept, customized or
modified to achieve the clients objective of reaching out and suitably influencing the
sharply defined, specially gathered target audience by providing a complete sensual
experience and an avenue for two-way interaction.
EVENTS
REACH LIVE INTERACTION
Right
CommunicationWITH Live CREATES Desired
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This is a diagrammatic representation of the above definition. From the model it is
evident that an event is a package so organized has to provide, reach and live interaction
between the target audience and the client to achieve the desired impact.
Event marketing involves canvassing for clients and arranging feedback for the creativeconcepts during and after the concept initiation so as to arrive at a customized package
for the client, keeping the brand values and target audience in mind. Marketing plays an
important role in pricing and negotiations as well as identifying opportunities to define
and retain event properties by gathering marketing intelligence with regard to pricing,
timing etc.
In fact, ideally event marketing involves simultaneous canvassing and studying the brand
prints; understanding what the brand stands for, its positioning and values, identifying the
target audience and liaison with the creative conceptualizes to create an event for a
prefect mesh with the brand‟s personality.
TYPES OF EVENTS
1. Sporting Events
Sporting events are held in all towns, cities, states and throughout the nation. They attract
international sports men & women at the highest levels.
2. Entertainment Arts and Culture
Entertainment events are well known for their ability to attract large audience. This
includes musical concerts, celebrity performances, movie releases and mahurats etc
3. Commercial Marketing and Promotional Event
Promotional events tend to have high budgets and high profiles. Most frequently theyinclude product launches, often for computer hardware and software, perfume, alcohol or
motor cars. The aim of promotional events is generally to differentiate the product from
its competitors and to ensure that it is memorable. The audience for a promotional
activity might be sales staff such as travel agents, who would promote the tour of the
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In terms of size events maybe categorized as follows:
1. Mega Events
The largest events are called mega events, which are generally targeted at international
markets. All such events have a specific yield in terms of increased tourism, media
coverage and economic impact.
Example: The Olympic Games, World Cup Soccer, Super Bowl, Maha Kumbh Mela.
2. Regional Events
Regional events are designed to increase the appeal of a specific tourism destination or
region.
Example: Delhi Half Marathon.
3. Major Events
These events attract significant local interest and large no of participants as well as
generating significant tourism revenue.
Example: Chinese New Year Celebrations.
4. Minor Events
Most events fall into this category and it is here that most event managers gain their
experience. Annual events fall under this category. In addition to annual events, there are
many one time events including historical, cultural, musical and dance performances.
Meetings, parties, celebrations, conventions, award ceremonies, exhibitions, sporting
events and many other community and social event fit into this category.
Example: Annual Trade Fair organized in Delhi, Chandipur Beach Festival
Activities in Event Management
Pre-Event Activities
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Events typically have a team based environment and a project type of organization
structure. Thus, responsibilities are assigned to the relevant staff members in the team for
the Event. Coordination of arrangements required is divided among the team members.
Once the preliminary discussions are over, and the final concept sold to the client, the
very first step creative conceptualizes works on the designing. Then the Project manager
prepares a thorough schedule after understanding the critical steps ad issues involved in
that particular event. External agencies such as architects and engineering contractors
may be consulted at this stage to understand feasibility of planned concepts. Most event
management companies have experienced production managers who understand the
feasibility of planned concepts. Then the project manager draws up a cash flow
statement, a budget statement and arranges budget allocation for the event.
Based upon the project requirements critical dates or deadlines are drawn up and the best
possible solution among alternatives to achieve these deadlines is chosen. The overall
coordinator along with the sales and marketing team should ensure the completion of
overall design, models of stages, visuals, etc. with graphics included by the creative team
within the prescribed deadlines and make a researched concept presentation to the clients.
At this stage, the legalities of drawing up the contract, agreements and finalization by
signing of contracts between the event managers and clients becomes a necessity.
Keeping the feasibility in mind physical design are finalized and contractors begin work.
Here fire, safety and insurance issues need to be taken care of. The coordinator, sales and
marketing team then think about production of advertising promotions, brochures,
posters, etc.
Logistics is another important area that needs to be given priority attention by event
coordinators. Logistics in events essentially involves booking of hotels, air, road, and rail
transport for the participants and event managers, arranging transportations of material.
A joint team of the concept creator and the main contractors then need to check out the
special-effects equipments and arrangements. At this time day-by-day tracking of timing
and finance with a feedback on possible changes i.e. increase or decrease in expenditure
on various items.
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Finalization of cleaning, security, furniture (tables, seating, barricading etc.), décor
(flowers), communication (telephone), and other service hire contracts (couriers) also
take up the production manager‟s time at this stage. The project manager handles the
progress report and gets contingency plans drawn up. The overall coordinator has to
continue in touch with the client with reference to the PR, publicity, press releases, and
promotion on TV, and radio along with the public relations team. Arranging for a press
conference for the clients, and artists, giving out invitations, passes and tickets to the
event, organizing the reception for the press with uniforms for the hospitality
hostesses/hosts or staff at the reception is also a major responsibility for the PR team in
the preparatory stages leading up to the event. Damage control due to artists‟ tantrums is
yet another aspect typical of this field that the PR team needs to contend with. These have
to be tolerated and controlled to avoid any adverse fallout.
Final visit for quality checks and control need to be made to the networking components
to ensure and confirm understanding. These typically include inspection of dimensions of
stage and other critical near finished models for accuracy by the production manager.
The overall coordinator along with the other team members needs to then arrange for a
briefing of site supervising staff depending on category and type of event. It is essential
that the entire briefing and interaction take place before the event begins. Once the event
gets started the clients and the contractors‟ staff need to be kept away from interfering
with the execution by the production manager and the event coordinators. Controlling the
panic reactions due to invariable last minute troubles and final tying up of all loose ends
is a very important penultimate task.
The last stage in the first section involves resolution of on-site wrangles of delivery,
permission, missing orders or items, close attention to construction of sets--asking
whether it was done correctly, supervision of installation of special effects, objects.
During-Event Activities
During the event, softer aspects come into the focus. For overall coordinator, it is
important to pass on all credit to supervisors. Event managers should look humble and be
available to the clients to call on. The conceptualisers‟ efforts should be appreciated at
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least during the event. At the same time, there should be a constant surveillances of the
specially effects, display objects and the food and beverages. Thus monitoring is the gist
of the during-event execution activity that is involved. Photographs and other multimedia
recording arrangements if so desired also need to be taken from strategic locations.
Post-Event Activities
Beginning with the physical task of dismantling of the sets, post-event activity
also run into accounting and other such works. Final accounts setting (bills to be paid on
receipt) is accompanied by explanations for overspends. The team needs to carry out a
postmortem analysis on the event and conduct an event evaluation. Recording the
photographs taken of the event in the form of a photo-documentary helps a lot.
Performance evaluation of the coordinators during the event should be carried out
immediately so that weak points after the event can be used for learning. Finally, the
overall coordinator should do the formality of thanking all involved for the wholehearted
and extra efforts provided. Letters should go out to clients thanking them and these
should include a post-event questionnaire seeking to measure client satisfaction. Based on
this feedback, improvements and adjustments required should be worked upon.
This theory states that the function of management can be classified into planning,
organizing, staffing, leading and controlling.
Finally, the most important part of Event Management is the execution of the Event as
planned. We term this activity as Carrying-out the Event. Therefore, when we use Event
Management, it is to denote the production of an Event.
Staging an event takes more than a wish or dream. Preparation is the key to a successful
event.
ADVANTAGES OFFERED BY EVENTS or WHY Events?
As is clear from the preceding section, use of events as a marketing communication tool
not only take care of the problems associated with traditional media but also offer certain
advantages because of which events are gaining importance over them. Some of the
advantages are detailed below:
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1. Events have the ability to bring together sharply defined participants since the
capacity for a particular event is usually limited. A specific no. of the target
audience could be invited of enticed to buy tickets for a show especially created
for a particular profile of the target audience.
2. Since the audience is actively targeted, the option of control reach can be
exercised and ideal audience for narrow-casting of information can be gathered.
This leads to lowering of the media networking budgets and focused
communication with the specially gathered audience. The audience that has been
specially invited invariably is an ideal audience.
3. An event carried out professionally and cleanly is invariably a memorable
experience. The word-of-mouth publicity that this generates is an advantage that
lingers on a long time after the event is actually been carried out. This provides an
advantage of higher brand recall to the client.
4. The involvement of all the senses in experiencing the event is one of the greatest
advantages that events can offer. Events can be designed such that the audience is
actively involved in every part of the event and made to feel good. Thus, events as
a live media offer a certain amount of immediacy to the experience – of being
there while it„s happening. For the audience, it is undoubtedly a thrilling situation.
5. Live media also enables interactive communication. Live media scores over
conventional advertising in terms of reach, impact and tangible immediacy of
measurement. Live media communication is a complete sensual experience as
compared to a press advertisement or TV/Radio commercial. This is so because of
press ad is basically a flat piece of paper and a commercial is just an audiovisual
experience. The high recall value of live media communication is also a major
factor.
6. No other media can boast of the ability to provide such massive collection of feed
back instantly as events. Being a live media, it is possible to feel and deduce the
reactions of the audience to the aim or objective that the event was conceived for.
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7. Easily customizable nature of events, mean that specific traits of the local
inhabitants can be incorporated in the big picture to ensure that the event is
socially and culturally in tune with the local culture. Thus, the localization of
events is very easy.
8. The advantage in terms of post-event publicity that events can offer over and
above the paid or bartered media is the benefit associated with reports of the event
in the newspaper and news on the electronic media. For such reports there is no
extra cost to be borne – neither by the sponsor nor by the event organizer. This is
a double edged sword because, in case the event is not up to the mark or is dogged
y controversies, then the same is also reported impartially.
9. The conversion of good events into television software for future use either by the
sponsors for their commercials or by media house for programming is also a
unique benefit that events offer. Such software become products by themselves
and can be used profitability in the future
KEY ELEMENTS OF EVENTS
Key Elements of Event Marketing
EVENT
Organizer Event
Target
Media
Venue
Client
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Example of Key Elements of Event:
Event
L‟Oreal Femina Elite Model Look‟98
Venue
Shoot location: The Retreat, Marve
Official Host: Taj Mahal Hotel
Target Audience
Youth and Family though with a younger mindset or young at heart.
Media
Pre-Event: Magazines and news papers to inform about event and call for
entries with entry forms in them.
Electronic Medium: TV and FM Radio to inform target audience about
event coverage, date & time.
During Event: Live coverage on DD2 for widest coverage.
Post Event: Re-telecast on Star Plus.
Interviews and appearance of winner on shows sponsored by L‟Oreal onthe electronic media.
Report on the event in the print media.
Clients
Main Sponsor: L‟Oreal
Gifts Sponsors: Onida, Siemens, Bosh and Lomb, Global Tele-systems,
Akbarallys Department Store, Trussardi, Catwalk Shoes, Estelle, The
Orchids, Lakme, Sony Music.
Ground Transportation: Adarsh Rent-a-Car – an H.B Kedia/Anil Kedia
Enterprise.
Communication Convenience: Global Tele-systems
Beverages: Coca-Cola
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EVENT MANAGEMENT AS A PROMOTIONAL TOOL
EVENT DESIGNING
CanvassingInitial
Costing
Customization
Conceptuali-
zation
Final Concept
Carry-Out
EVENT
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COMMUNICATION EFFECTS OF EVENT MARKETING
Communication is the process of moving a message that includes different elements.
Those elements include source, message, channel, receiver and the process of encoding
and decoding. The source is the organization, the message could be a new car launch, thechannel could be the event, and attendees are the receivers. A problem many marketers
have is to make sure that the noise that can disturb the message going from the sender to
the receiver does not interfere with the message, and thereby influence the effect it has on
the customer. The direct communication with the customer is one of the main advantages
with Event Marketing compared to other marketing channels. In the definition of Event
Marketing, it is said that “an event is an activity that gathers the target group in time and
room.” This means that the event is eliminated from the noise.
Communication Process in Event Marketing
Event Marketing is marketing communication in four different dimensions. The first one
is the emotional communication method. The Event Marketing is a form of “pull”
marketing, where the organizations try to get closer to the feelings and emotions of the
customers. They do this not by “pushing” their products at the customers, but by touching
the customers‟ emotional feelings.
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The second dimension touches the customers by involving them in activities. When the
customer gets a feeling from a product, he/she is informed of the value of the product. An
example of this in the car industry is the test-driving of new cars. The third dimension is
the intellectual dimension and it regards the relevance of the event for the customers. The
fourth dimension is the spatial dimension, how to get the three prior dimensions into
action and to inform the customers through all marketing channels. Some researchers say
that in the future, customers will not buy just the product, but the meaning, the event and
the character, which in turn give the customers the possibility to create their own value
for the product.
Relative Importance Of Events As A Marketing Communication Tool
Dominan
t
Strong
Favorabl
e
Tentative
Weak
Introduction Growth Maturity Decline
LifeCycle Stages
Events
Traditional Modes of Communication
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With Regard to the competitive position of events as a medium and the life cycle stage it
is in vis-à-vis other marketing communication media, it is clear that:
Traditional ways of marketing communication are moving from the growth phase into the
maturity stage. Their effectiveness is lost due to cut throat competition which is leading
to undesirable clutter in all kinds of media including internet.
An event as a medium is in a tentative/favorable position now and will continue to
remain so in the near future and tend towards becoming stronger. Event as a strategic
marketing communication tool would gain significant followers and will bite into a much
larger portion of the marketing budget.
EVALUATION OF EVENTS
1. Measuring Reach
Reach is of two types – external and actual, since events require massive external
publicity, press, radio, television and other media are needed to ensure that the event
is noticed and the benefit of reach is provided to the client. External reach can be
measured by using the circulation figures of newspapers and promotion on television
and radio. The DART & TRP ratings that rate the popularity of programs on air and
around which the promotion is slotted. Measurement of external reach should be
tempered with the timings of the promotions as effectiveness of recall and action
initiated among the target audience is highly dependent on this important variable.
A ratio of the external reach to the actual event reach is a very tangible and useful
measurement criterion.
Ideally,
External Reach
Actual Reach= 1
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The ideal situation in real life is very rare since the external reach gets drastically
reduced in terms of reaching out to the target audience and is therefore impractical in
most cases. This is because the target audience is derived from the target population
which is invariably very large. It is impractical to assume that all the constituents of
the target population can make it to the event. The above ratio is usually found to be
greater than 1 in practice.
2. Measuring Interaction
In most event categories, compared to reach, it is much more difficult to access theinteraction between the audience and the event and the benefit that accrues to the
client. A certain amount of quantifiable data can be of help in measuring interaction
for an event from the clients‟ point of view.
These are as follows:
No. of interaction points
The no. of direct and indirect interaction points that have been planned and
arranged for an event provide the first important measurement tool. The
greater the no. of interaction points the better for the client.
No. of interactions
The opportunity for interaction between the client and the audience before,
during and after the event is also a very tangible measurement criterion. The
greater the opportunity for increasing the no. of interaction, the better for the
client.
Quality of interactions
One-way or two-way communication during interaction has a profound
impact on the quality of interaction that takes place. The quality of interaction
is perceived as good when there is an avenue for two-way interaction
External Reach
Actual Reach> 1
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Time duration of interaction
Every event has a limited time period within which both benefits the other
issues such as controversies are effective. The amount of time that is available
for interaction is very important in that the greater the duration of the
interaction, more are the chances that there are some meaningful and decisive
interaction between the client and the audience.
Strategies and Matrices
REACH INTERACTION MATRIX
The reach interaction matrix summarizes the generic characteristics of each of the
category to enable a bird‟s eye view on events. However, each category can be designed
in such a way as to change the degree of reach and interaction.
Reach Interaction Matrix
Amongst the various categories corporate interest have been concentrated on competitive
events, especially so on cricket in India. Such events have a broad based character and
Exhibition
Special Business
Cultural
Competitive
Artistic
Charitable
High Low
H i g h
L o w
REACH
I N T E R A C T I O N
Exhibition
Special Business
Cultural
Competitive
Artistic
Charitable
High Low
H i g h
L o w
REACH
I N T E R A C T I O N
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high media coverage. This implies high reach and added excitement through live
coverage on various popular channels. Post-event benefits trough highlights aid in the
event recall over and above the normal benefits that an event can offer. The fact that
interaction is given short shrift is an anomaly that needs to be corrected. Competitive
events are closely followed by events for artistic expression, then by exhibitions, special
business events, cultural & charitable events in that order for popularity with event-savvy
sponsors.
STRAGEGIC ALTERNATIVES ARISING FROM ENVIRONMENTAL
ANALYSES
Maintenance Strategy
Arising from a situation of strength and favorable opportunities, the maintenance strategy
provides reasons to carry out activities that maximize available advantages. This is the
perfect position to be in. Beyond this, every activity gets focused on maintaining the
winning edge and the lead over competitors. The event company here can well afford to
be aggressive knowing very well that it has the relevant strengths to back its claim on the
opportunity
Developmental Strategy
Developmental Strategy
Maximize Opportunities
by minimizing weaknesses
Maintenance Strategy
Utilizing company’s strengths
to take maximum
advantage of opportunity
Survival Strategy
Minimizing both weaknesses and
threats by considering options
such as:Joint Ventures, Retrenchment,
Liquidation, etc
Pre-Emptive Strategy
Maximizing strengths
and their usage toovercome threats
STRENGTHS WEAKNESSES
O P P O R T U N I T I E S
T H R E A T S
INTERNAL
E X T E R N A L
Developmental Strategy
Maximize Opportunities
by minimizing weaknesses
Maintenance Strategy
Utilizing company’s strengths
to take maximum
advantage of opportunity
Survival Strategy
Minimizing both weaknesses and
threats by considering options
such as:Joint Ventures, Retrenchment,
Liquidation, etc
Pre-Emptive Strategy
Maximizing strengths
and their usage toovercome threats
STRENGTHS WEAKNESSES
O P P O R T U N I T I E S
T H R E A T S
INTERNAL
E X T E R N A L
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To gin advantage of potential opportunities while not having sufficient strengths calls for
gaining a winning edge by using tactical retreats where irrelevant yet not giving up. It
requires passive and defensive strategy, which attacks relevant opportunities in such a
way as to cover up on inherent weakness. Analogy here could be from the game of test
cricket where a side that knows victory is impossible also knows that it can ward off a
defeat by trying for a draw. This can be called a developmental strategy where one tries
to make the most of the opportunity by not giving in to weakness.
Pre-emptive Strategy
This strategy is usually used by entrenched market leaders on new entrants on their turf.
Potential threats are nipped in the bird by exercising the full power of the company‟s
strength. This is a very powerful and aggressive strategy as it requires foresight to fully
understand the threats looming on the horizon. Selecting which one to tackle requires
careful study since some points of strength could get eroded if used unnecessarily.
Survival Strategy
This strategy is used to ensure that the company is alive for a battle on another day when
it will have the requisite strengths to grab its share of opportunities in the market. This
strategy gives license to take decisions like leasing one‟s soul to the devil if only with an
intent to retrieve it later. In plain words, it allows one to make drastic decisions in the
face of harsh environment.
STRATEGIC ALTERNATIVES ARISING FROM COMPETITIVE ALANYSIS
Further to the strategy from the environmental analysis a mapping of event concepts can
be used as a variable component along with decisions on facing competition, which can
lead to more detailed and in-depth strategic alternatives.
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Sustenance Strategy
This is a strategy to be used when faced with no options but to take on the adversary with
the existing arsenal of event concepts that may be out dated or still current but nearing the
end of its life cycle. It becomes essential that the event company manage its resources
and advantages in terms of CSFs that have been identified with greater efficacy.
Successful concepts need to be brushed up and revamped to meet customer expectations
in the face of competitive offerings.
Rebuttal Strategy
If the competition forces new concepts first than the rebuttal strategy should be used. In
this, the event company can launch its own new concepts of a similar vein and regain its
dominant position by aggressively promoting the same as a better alternative. This way
the education of the market about the new concept is left to the new competition and anadvantage gained is that market reaction to certain new concepts is fore known. The
disadvantage lies in the fact that the first mover advantage is lost.
Accomplishment Strategy
Rebuttal Strategy
Respond to new initiatives by
competition with a similar move
Sustenance Strategy
Manage critical success factors
more effectively
Venture Strategy
Maximize user benefits by using
path breaking, trend setting
initiatives to take a lead vis-à-vis
competition by being first in the
market.
Accomplishment Strategy
Relative superiority
Exploit competitor ’s weakness
USE EXISTING CREATE NEW
C O M P E T E
A V O I D
H E A D - O N
C O N F L I C T
EVENT CONCEPTS
C O M P E T I T I O N
Rebuttal Strategy
Respond to new initiatives by
competition with a similar move
Sustenance Strategy
Manage critical success factors
more effectively
Venture Strategy
Maximize user benefits by using
path breaking, trend setting
initiatives to take a lead vis-à-vis
competition by being first in the
market.
Accomplishment Strategy
Relative superiority
Exploit competitor ’s weakness
USE EXISTING CREATE NEW
C O M P E T E
A V O I D
H E A D - O N
C O N F L I C T
EVENT CONCEPTS
C O M P E T I T I O N
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This strategy is viable when an existing concept is doing better than any of the
competitors‟ equivalent offering. This strategy, therefore, essentially says that stick to the
winning concepts and exploit the fact that competition cannot offer a similar quality
concept and thereby wants to avoid a head-on conflict by itself. The danger here is that
competition may use any of the other strategic alternatives available to a challenger to
combat the situation.
Venture Strategy
This strategy envisages making use of the first mover advantage by creating new
concepts ahead of competition thereby creating niche markets. This may even involve a
re-definition of market segmentation. By maximizing user benefits and creating path
breaking trend setting concepts the event company positions itself to take a lead vis-à-vis
competition by being first in the market. This is a double-edge strategy in that failure is
as devastating as the benefits of a successful launch.
STRATEGIC ALTERNATIVES ARISING FROM DEFINED OBJECTIVES
CLIENT CONCEPT MODEL
The above matrix provides options that event organizers have an offer in terms of
concepts and their market. The basic strategic alternatives here revolve around whether
the objective is to retain customers or market development. These objectives further lead
to the strategic options of achieving them either to customization or new concept
development. By offering new concepts to a existing customers, a strategy of increasing
business from increasing clients can be discerned. Similarly by offering an existing event
to a new client, a strategy of increasing productivity of the event concept can be
followed.
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PREP MODEL
This framework has its roots, in the fact that, events as a business proposition for
corporatisation is relatively nascent in nature. Therefore, the concept of strategic
perspective to growth through and along with clients is a major decision to be taken by an
event agency having major growth plans. This model deals with the strategic options
available by playing off objectives relating to market development against growth in
competition.
INCREASE PRODUCTIVITYOF CLIENTS
RETAIN CLIENTS
MARKET DEVELOPMENTINCREASE PRODUCTIVITY
OF CONCEPTS
EXISTING NEW
E X I S T I N G
N E W
EVENT CONCEPTS
C L I E N T S
INCREASE PRODUCTIVITYOF CLIENTS
RETAIN CLIENTS
MARKET DEVELOPMENTINCREASE PRODUCTIVITY
OF CONCEPTS
EXISTING NEW
E X I S T I N G
N E W
EVENT CONCEPTS
C L I E N T S
Predatorial StrategyEnrichment Strategy
Proactive StrategyRetaliatory Strategy
EXISTING NEW
E X I S T I N G
N E W
CLIENTS
C O M
P E T I T I O N
Predatorial StrategyEnrichment Strategy
Proactive StrategyRetaliatory Strategy
EXISTING NEW
E X I S T I N G
N E W
CLIENTS
C O M
P E T I T I O N
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The above matrix provides the choices before the event company when it comes to a
trade off between clients and competition in terms of assigning priorities in decision
making.
Predatorial Market Development Strategy
If the development of new clients from existing competitors is the need of the situation
then the event company would be adopting this strategy. This is essentially an offensive
through focused strategy wherein clients of other event companies are targeted.
Enrichment Strategy
In a market situation where the event company is forced to compete fiercely for retaining
its market this strategy is followed. It is used where the need to maintain an improve the
quality of service becomes predominant.
Retaliatory Strategy
This is basically a defense mechanism wherein the event company tries to defend it self
from preditorial strategies of essentially new entrants. This strategy involves taking
action aimed at retaining its existing clientele and potential client base.
Pro-active Strategy
The event company here can explore new client bases and stretch the limit of its concepts
across untried event categories. Every event category has its own special environmental
and competitive structures.
RISK VERSUS RETURN MATRIX
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The above matrix considers two of the most important risk factors as well as the degree to
which it can affect the events company – Planning Lead Time and Type of Finance.
Events based on time can be divided into pre-planned i.e., events carried out after
thorough planning with enough time for taking conscious decisions and ad-hoc events
i.e., those that are taken up on the spur of the moment. On the basis of finance, events can
be fully sponsored, fully ticketed or partially ticketed and sponsored. Each decision
carries with it an element of risk, the gradations of which can vary from zero risk to very
high risk as shown.
Zero Risk
Assured Returns
Low Risk Assured Returns
(can charge extra
since chances of failure are high)
Medium Risk
Assured Returns
to cover costs +
chances of loss
are low
High Risk
Assured Returns
to cover costs but
lower chances of
profit
High Risk
Chances of high
profits with equal
chances of losses
Very High RiskVery less time to
ensure reach
Chances of failure
& loss are high
Pre-Planned Ad-hoe
Time
F
u l l y
S p o
n s o r e d
P a r t i a l l y
S p o n s o r e d
& T
i c k e t e d
F u l l y
T i c k e t e d
T y p e o f F i n a n c e f o r F u n d s & R e v e n u e
Zero Risk
Assured Returns
Low Risk Assured Returns
(can charge extra
since chances of failure are high)
Medium Risk
Assured Returns
to cover costs +
chances of loss
are low
High Risk
Assured Returns
to cover costs but
lower chances of
profit
High Risk
Chances of high
profits with equal
chances of losses
Very High RiskVery less time to
ensure reach
Chances of failure
& loss are high
Pre-Planned Ad-hoe
Time
F
u l l y
S p o
n s o r e d
P a r t i a l l y
S p o n s o r e d
& T
i c k e t e d
F u l l y
T i c k e t e d
T y p e o f F i n a n c e f o r F u n d s & R e v e n u e
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CHAPTER-3
Critical Review Of Literature
CRITICAL REVIEW OF LITERATURE
EVENT MARKETING SURVEYS 2006
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– conducted by
About This Study
EventView, the annual and first-of-its-kind event marketing trends study for senior
marketing executives, was originated in 2002 by The George P. Johnson Company. The
MPI Foundation has co-sponsored this important research since 2003. Now in its Eighth
year, EventView is the number-one published event marketing trends report globally and
the longest-running study for the event marketing industry, providing the insight and
guidance corporations and event marketing professionals within this field need to developstrategic marketing programs. Every Year, more than 942 senior executives in sales and
marketing management positions from nine countries across North America, Europe and
Asia Pacific were interviewed via a telephone survey with the goal of illuminating the
value and role of events in the marketing mix as it compares to other elements in a
marketer‟s arsenal.
Interviewed participants were selected in industries including (but not limited to)
automotive, technology, healthcare and finance with 45 percent representing companies
with annual revenues in excess of $1 billion. The distribution among specific vertical
industries and geographic regions. The margin of error is ±3 percent.
EVENT MARKETING SURVEY 2007
Historically, 49% of the respondents since EventView‟s inception, are
optimistic about the future importance of event marketing
Event marketing‟s share of the marketing budget is at an all time high at 27%
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When budgets increase, event marketing gains the most in the marketing mix
When marketing budgets decrease, event marketing and print advertising
budgets are affected equally
Since 2004, event marketing has been considered by respondents to provide
the greatest ROI among marketing channels and is perceived by this audience
to provide a higher ROI than broadcast advertising, by a factor of five
The percentage of respondents who conduct post event measurement declined
slightly from 2006
The percentage of the budget allocated to event measurement is at an all time
high
Companies who measure are nearly 2 times more likely to expect increases in
their event marketing budgets than those who don‟t measure
54% of respondents will transition their event marketing initiatives into
experience marketing efforts within the next 12 months
25% of 2007 respondents report that procurement‟s influence on the selection
of event marketing providers is moderate to high
34% of respondents will be implementing green initiatives within the next 12
months
EVENT MARKETING SURVEY 2008
Public perception of events is playing a crucial role, with even some
cancellations being put down to how staging of an event would beperceived, rather then due to such issues as financial difficulties. Even
when companies have big budgets, they are avoiding exotic overseas
destinations
Private sector events (for example parties and weddings) are still
happening but on a smaller scale
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Clients of those surveyed are looking at the financial stability of
agencies, to ensure that the agencies themselves will still be around to
deliver their events
The survey highlighted the opportunities afforded by favourable exchange rates,.
Business is often not being confirmed until the last minute, creating
contractual problems with venues and other suppliers, and often
leading to a failure to pay invoices in a timely fashion. A need for tighter
contractual agreements.
Demand for more creativity and added value on a lower budget
More team events, but reducing the „WOW‟ element in events in favour
of smaller fun events like paint-balling
Budget cuts within the corporate hospitality industry, and tighter
margins in a reducing market
With too many briefs and not enough resources to respond to them,
organisations have to turn away new business opportunities in some
cases
Value is the most important factor at the moment within the industry
EVENT MARKETING SURVEY 2009
32% of respondents say they will transition from event marketing to experience
marketing in the next 12 months; 28% already transitioned
61% of respondents plan on implementing or have already implemented green
initiatives within the event function; 47% are doing so as a result of a corporate
responsibility mandate and report that green accounts for 13% of their event
budget
47% of respondents rank the influence of procurement in marketing decisions aslow with 25% of respondents indicating that the role of procurement/purchasing is
increasing at their organizations
15% of the overall corporate budget is dedicated to marketing with 27% of the
average marketing budget spent on event marketing
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43% of respondents indicate that event marketing is taken under consideration
along with other mediums and 32% characterize events as a vital component of
the marketing plan; 15% say events are a lead tactic
Event marketing (40%) and Web marketing (31%) are the first marketing
channels to benefit from an increase in the overall marketing budget; Events
(54%) and print advertising (50%) are the channels first affected by a decrease in
the marketing budget
73% of respondents state that they engage in some form of post-event
measurement with 6% of the event marketing budget spent on measurement
activities
Among Global respondents, companies that measure event performance are
nearly 43% more likely to expect increases in their marketing budget than those
that do not measure
52% choose event marketing as the discipline that best accelerates and deepens
relationships followed by public relations at 21%
30% of respondents choose event marketing as the marketing discipline that
provides the greatest ROI followed by Web marketing at 21%
Brief Outline;
Today‟s business leaders have charged marketers to invest in areas that both drive
revenue and build the brand – a challenging mandate as consumers and business buyers
stretch out the purchase cycle, demand personalization and reject mass marketing.
In light of these realities, what is most important in this pressure-filled environment are
relationships. Based on trust and intimacy, personal affiliations with brands, products,
services and fundamentally between the individuals behind them are catalysts to business
growth.
EventView 2007-09: Global indisputably confirms the live experience as the marketing
channel that best accelerates and deepens relationships. Respondents also recognize face-
to-face interaction as key to events‟ advantage in creating these relationships over other
marketing disciplines.
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But while EventView’s Research confirms event marketing‟s inherent ability to create
top-line results, the data also reveals that the strategic value of events is not yet as fully
understood or realized in the executive ranks at many organizations.
Senior executives clearly believe that events provide sound ROI but it‟s up to event
marketers to improve on this perception even further by ensuring executives‟ agreement
on ROI methodology and communicating those measures in language that more
effectively articulates the validity and impact of the metrics.
Developing more efficient communication and measurement systems are thus the twin
imperatives of today‟s marketer. Those who do so successfully will achieve greater
success for themselves and their organization by becoming a force of profitable change.
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CHAPTER-4
Research Methodology
RESEARCH METHODOLOGY In order to carry out the objectives, it was necessary to conduct a market research. In the
whole process many tools relating to market research were used and conclusions on the
basis of the analysis done were made. The output was taken out from the data that was
collected in the research and meaningful results were formulated.
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Market Research:
It can be defined as an organized efforts done in order to gather information regarding
market or customers.
These are of two types:-
a) Quantitative Market Research
b) Qualitative Market Research
Quantitative Market Research: It can be defined as that form of market research in
which quantitative techniques are applied to the field of marketing. In this form of social
research method generally questionnaires are drafted and information is gathered on this
basis. Marketers use the information so gathered to understand markets or customers.
Qualitative Market Research: In this form of market research the data is obtained from
a relatively small group of people and it is not analysed by using statistical tools. It is
mostly used to define the hypothesis and define problem and is done before using
quantitative research.
In this segment of the project I have used quantitative research.
The research was done using both primary data and secondary data. The primary data
was collected through filling of questionnaires, whereas the secondary was collected
through the study of the materials in the form of internet articles, journals and papers.
Descriptive Research:
Descriptive research has been used by me in this segment of project. Descriptive research
can be defined as that form of research which describes the data and characteristics about
the population or phenomenon to be studied. It also provides an insight into who, what,
where and how.
The data description is factual, accurate, and systematic. It is used when averages,
frequencies and other statistical calculations are required.
Questionnaires:
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Questionnaire was used for collecting primary data. The questionnaire was constructed
with close ended questions in which the respondent had to choose an option from among
others as its answer. This form of questionnaire is called structured questionnaire.
Tools Used:
The data was collected in two manners. The primary data was collected through
questionnaires, whereas secondary data was collected through the reading of journals,
articles, books and papers.
The primary data was analyzed using the software SPSS. The primary was analyzed
using Cross Tabs and frequencies tables. It was depicted using bar charts.
Research Design:
Research design is the framework on the basis of which the whole market research is
carried out. It provides details of procedures and methodology to be adopted, it provides
as to what information is necessary is to be gathered into order to solve the market related
problem of the organization.
Methodology:
a) Primary data was collected through questionnaires. A total of 200 people were
asked to fill the questionnaires.
b) The responses from the respondents were segregated on the basis of the
objectives of the respective research.
c) The data collected was analyzed and the results were gathered.
d) The results were interpreted.
e) The finding for the primary research was collated to draw results.
f) The secondary data was collected through journals and newspapers.
g) The journals were found and studied with the help of internet.
h) The primary data and conclusion drawn from secondary data both were used for
forming final result.
i) A conclusion was drawn on the basis of the findings and interpretation.
j) Recommendations were also provided.
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CHAPTER - 5
Data Collection
DATA COLLECTION
Sampling:
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It can be defined as the method in which individual observations are selected in order to
acquire some knowledge about the population of concern especially for statistical
purposes.
Sampling Process:
The sampling process contains of the following steps:
a) Defining the Population for survey
b) Specification of the Sampling Frame
c) Specification of Sampling Method for selecting of items
d) Determination of the Sample Size
e) Implementation of the Sampling Plan
f) Sampling and Data Collection
g) Reviewing of the whole Sampling Process
Population Definition:
It includes defining the population from which the sample is to be drawn. A population
can be defined as that including all people or items with the characteristic one wishes to
understand. It is necessary to define it because the sample is drawn for this population
defined only. In this case a population of entire Delhi and NCR was taken.
Sampling Frame:
A sampling frame is one which has the property that we can identify every single element
and include in our sample. A sampling frame could be anything from the telephone
directory to the list of the people who watch cable in a certain locality. A sampling frame
of South Delhi telephone directory was taken.
Probability and Non Probability Sampling:
Both the terms are defined one by one:-
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Probability Sampling: It is that form of sampling in which every unit of the population
has a chance to be selected in the sample and the probability can be accurately defined.
Non Probability Sampling: It is that form of sampling in which some elements of the
population does not have a chance of being selected in the sample. In this form of sampling the probability of selection cannot be accurately determined. In the sampling,
the selection of elements is based on certain assumptions regarding the population of
interest which forms the criteria for selection.
Sampling Methods:
There are many types of sampling methods which are available with a researcher. Any
sampling method can be used either individually or in combination.
The sampling method that was used by me in this project is as follows:-.
Convenience Sampling: It is also known as grab or opportunity sampling. It is a
form of non probability sampling. In this method of sampling, the sample is
drawn from the population which is close to hand. In this method is a sample is
selected because it is readily available and convenient.
Application In Project:
In the project, convenience sampling has been used. It has been used to understand the
attributes of the buyers and also to understand the functionality of the sponsors at events.
A sample of 200 was taken and a sample frame of South Delhi was taken.
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CHAPTER - 6
Data Interpretation & Analysis
DATA INTERPRETATION AND ANALYSIS
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1. Which of the following events do you prefer the most?
Interpretation:
According to these findings; most people prefer live shows than any other type of event
closely followed by trade fairs. Live shows are mostly entertainment shows such as rock
shows and concerts.
2. Assuming you had a positive experience at an event, would you be more or less
inclined to purchase a product or service of the sponsor’s after having participated
in that event?
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a) Product/service you have heard but not checked out yet
More likely
Less likely
Neither more nor less
Interpretation:
According to the findings; people are more inclined to try out products of sponsors that
they have heard of but not checked out yet if they have had a good experience at the
event. A crosstab result shows that mostly people with a family income in the range of
Rs30000-50000 per month are more likely to experiment with these new products.
b) Product/service you have never heard of
More likely
Less likely
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Neither more nor less
Interpretation:
According to the findings; people are more inclined to try out products of sponsors that
they never heard of if they have had a good experience at the event. But also a large
chunk people are indifferent about such products. A crosstab result shows that mostly
people with a family income in the range of Rs10000-50000 per month are more likely to
experiment with these unheard products.
c) Product/service you already use
More likely
Less likely
Neither more nor less
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Interpretation:
According to the findings; people are more inclined to continue with using the products
of the sponsors they are customers of if they have a good experience at events sponsored
by them. Very few people would actually change their existing use of the products if they
enjoyed at such event.
3. What was it that got you to notice or participate in the event?
a) It looked like fun
b) I recognize the company/brand running the event
c) Signs and Banners
d) Somebody invited me to participate
e) The crowd that was already taking part in the event
f) Others
Gender * What was it that got you to notice or participate in the event Crosstabulation
What was it that got you to notice or participate in the event Total
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It looked fun
I recognize the
company/brand
running the
event
Signs and
banners
Somebody
invied me
The crowd
was already
taking part in
the event Others
Gender Male 32 48 0 24 24 16 144
Female 8 8 24 8 0 8 56
Total 40 56 24 32 24 24 200
Interpretation:
According to the findings; the most people take part in an event being done by sponsors
they know of and prefer, closely followed by events which look like fun. Mostly men are
drawn towards events when they know the sponsors and brands in the event and women
are mostly drawn towards event by interesting looking signs and banners. Men are lest
affected by signs and banners and women by simply following the crowd.
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4. Do you prefer open air events to closed?
Always ------- sometimes ----- indifferent ----- rarely ----- never
Do you prefer open air events to closed * Gender Crosstabulation
Count
Gender
TotalMale Female
Do you prefer open air events to
closed
Always 40 24 64
sometimes 32 24 56
Indifferent 24 0 24
Rarely 48 0 48
Never 0 8 8
Total 144 56 200
Interpretation:
According to the findings; Most people prefer open air events followed closely by people
who enjoy open air events sometimes. Least number of respondents said they always like
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closed venues. Though males were more inclined towards attending open air events
rarely, females preferred open air event.
5. Do you believe the sponsor’s brand should be related to the event?
a) Yes
b) No
c) Maybe
Interpretation:
According to findings; most respondents said that the sponsor‟s brand should be related
to the event. Very few believed that is not necessary for the sponsor‟s brand to be related
to the event. This stat shows that sponsors should be a part of events having the same
brand image as them or there would be brand dilution.
6. How long generally do you generally stay at an event?
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a) 1-15 minutes
b) 15-30 minutes
c) over 30 minutes
Interpretation:
According to the findings; Most people prefer to stay at events for over 30mins and least
prefer to stay for less than 15mins. This thus means that in events sponsors get a lot of
time to try and make an impression on the customers.
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7. Which of the following is true? After leaving the event I understood the sponsor’s
company/product…
a) better
b)
same
c) less
Interpretation:
According to the findings; Maximum respondents believed that they understood the
sponsor‟s product better whereas least number of respondents felt that they there
understanding of the product decreased after attending the event.
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8. On a scale of 1-5, 1 being lowest and 5 highest, how do the following parameters
affect your decision to attend an event?
Sponsors
1 2 3 4 5
Price of ticket
1 2 3 4 5
Location
1 2 3 4 5
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e) T.V commercials
Interpretation;
According to the findings; people have ranked the promotional elements that they feel aremost effective in catching their attention, in the following manner
Rank 1- T.V commercials
Rank 2- Newspaper and other published ads
Rank 3- FM ads
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Rank 4- Posters
Rank 5- Hoardings
11. Are you inclined to try sponsor’s products if they offer you trials?
a) Yes
b) No
c) Sometimes
Interpretation:
According to the findings; Most respondents are inclined to try sponsor‟s products if theyoffer trials and least are not inclined to try sponsor‟s products f they offer a trial.
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12. Rank the following on a scale of 1-3, 1 being the lowest and 3 highest, which
position of the sponsor’s logo on a hoarding catches the maximum attention.
a) Top row
b)
Middle row
c) Bottom row
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Interpretation:
According to the findings; respondents have ranked the place on which position of thesponsor‟s logo on a hoarding catches the maximum attention in the following manner
Rank 1- Middle Row
Rank 2- Top Row
Rank 3- Bottom Row
13. Do you think event management as a profession/business will be a success inyour city?
a) Yes
b) No
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Interpretation:
According to the findings; Most respondents feel that Event management as a profession
would be a success in their city. Mostly men felt that this would be a success but fmale
were divide equally in favour and against favour.
14. Do you believe an established brand needs to sponsor events for promotions?
Always ------- sometimes ----- indifferent ----- rarely ----- never
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Interpretation:
According to the findings; Most respondents felt that event established brands needed to
sponsor and promote their products in events, where as least respondents felt that
established brands never need to sponsor events.
15. Does viewing of products and logos in an event help you in the re-callability of
that brand in the future?
a) Yes
b) No
c) Sometimes
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Interpretation:
According to the findings; Most respondents felt that viewing of products and logos in
events help in future re-callability of that brand. Very few respondents felt that it didn‟t
help in re-callability.
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CHAPTER - 7
Conclusion & Recommendation
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CONCLUSION AND RECCOMENDATION
The following conclusion has been drawn from the analysis of above data and respective
recommendations are given to sponsors for using events more effectively:
Most people prefer attending live shows than any other event. Thus Live events
such as rock shows and concerts, are the best events for sponsors and event
marketers to invest in as they have the largest appeal.
If people have a good experience at an event ; they are more inclined to try out
products of sponsor they have heard of but not checked out yet, they are also more
likely to check out products of sponsors they have never heard of. Thus events are
an ideal platform for any sponsor to showcase their new products also create a
hype about products yet to be launched. Also firms newly entering the market
should go in for sponsoring events or event marketing as it would allow them to
get a direct interaction with the customers and also the prospect customers would
e inclined to try their products.
A large section of people attend events when they are ale to recognize the big
brands associated with the event as this raises the expectation of the people from
the event. This is good for smaller sponsors as they should look to invest in events
with whom bigger brands are being attached as it brings in a large footfall count.
People are mostly drawn toward open air events than closed air venues. Thus an
open air event is a good bet for sponsors to invest in.
Most people feel that there must be a relation between the sponsors brand and the
event. A sponsor must invest in events that suits his company/brand image.
Sponsors should not randomly invest in any events as this would lead to a branddilution in the eyes of the consumers.
Most people feel that they understand the sponsor‟s product and company better
after attending he event. Thus event are a perfect platform for companies to build
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up a perception in the mind of the consumers. Thus it‟s a great brand building
platform.
Most people felt that hiring an event management company would lead to better
quality of work and a more enjoyable event. Thus companies should hire
professional event management companies for carrying out there events.
T.V commercials are the most effective promotional tools for promoting events
closely followed by newspaper ads and published ads and Fm ads. Thus sponsors
should be more focused on investing their amount for promotional purpose on
these tools. More t.v and newspaper ads should be given as they have a large
reach.
Consumers are more inclined to try out products if trials are offered by the
sponsors. Thus a separate stall or area must be got by sponsors where in they can
offer he consumers in attendance trials of the products. This increases their
reliability in the eyes of the consumers.
Most people first notice the middle row of sponsors on hoardings and ads
followed by the top and finally the bottom row. Thus sponsors should try an go in
for display of there logo and brands in the centre of hoardings and ads. As theamount of sponsorship decreases the top row and the bottom row can be occupied
respectively.
Most people believe that sponsors logos and brands in events helps in brand recall
in the mind of consumers. This is the most important reason for any company to
either invest in events as sponsors or go for event marketing. Since the consumers
now days have a plethora of options, nothing is more important than brand recall.
Events have now become larger than ever. The appeal of events has crossed multiple
boundaries and events now are considered to be one the most bankable way to promote
products and brands. People are now going to more and more events and this must be
capitalized on by all firms. Since prospects are able to retain in there mind the events in
which they enjoyed they are more easily able to recall the brands sponsoring it. Firms
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must look to sponsor more events and also launch new products through events as well as
opt for event marketing for promotion of there products. Events such as concerts and
sports events are becoming a regular norm and are getting immense media coverage in all
forms. If a firm needs to make its consumers aware of the products, nothing is better than
sponsoring an event.
Also holding events by the name of the products, i.e event marketing, is a highly
advisable way of launching or hyping a product. This method allows greater access to the
consumers and also allows for better image building opportunity. Marketers should try to
get places as lead sponsors as this allows them more visibility and better lo and branding
places. This all cumulatively helps in brand and product recall which in today‟s date of
competition is the most crucial aspect.
LIMITATIONS
In the research conducted all the due efforts are made with full effort and diligence but
still their may be some error due to the following reasons:
Human behavior is too complex to determine. So the information disclosed by
them may not be very accurate.
This research is conducted on a very small sample size, so it might be possible
that the information given by such respondents may not match with the reply of
the whole public of Ncr & Delhi.
There was a time constraint while conducting the report.
It might be possible that the answers given by the respondents are full of biasness.
Some of the respondents were not willing to reply the questions.
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As the questionnaire is in English language, some respondents found it difficult to
understand it, even many refused.
Due to time constraint all the region in DELHI and NCR are not covered.