Documente Academic
Documente Profesional
Documente Cultură
Outline
Social Marketing defined Behavior Management Tools: - Education - Marketing - Law Public Policy Perspectives Case study: UW traffic reduction
Social Marketing
Social Marketing applies the principles of marketing to address social problems by influencing behavior change. Social marketing requires:
A customer focused approach Voluntary behaviour change An exchange Individual or societal benefit (rather than corporate benefit or profit)
What is Marketing?
Marketing is the process of planning and executing the product, pricing, promotion, and distribution/placement of ideas, goods, and services to create exchanges that satisfy individual and organizational goals. Social marketing applies these principles to individual behaviour change to benefit individuals and/or society.
Based on Rothschild 1999, other works by Dr. Michael Rothschild, the Turning Point Initiative, and work by Dr. Sameer Deshpande
Behavior Management
Three major classes of strategic tools
Education Marketing Force of law
Law-Education-Marketing
Proneness to Behave
Prone to behave as Desired Easy to See or Convey Self Interest no/weak competition Need to Manage and Show Benefits
Resistant to Behave as Desired Cant See and Cant Convey Self Interest or Benefits
passive/active competition
unmanageable competition
Education
Marketing
Law
Opportunity
Environment allows behavior
Ability
Target has skills and proficiency
no no
prone to behave
unable to behave
education
marketing
unable to behave
no
education marketing
Segmentation Process
Identify most relevant variables for segmentation Segment individuals Select target group(s) Select important secondary targets
Gatekeepers, influencers
Targeting
Targeting Criteria
Segment size Potential/expected growth or decline Competition Cost of marketing Fit with org resources/objectives
UW Affiliates
Students
Faculty and Staff
U Pass
U PASS Reimbursed ride home Daily flex permits
Product
Behaviour, service, product being exchanged with the target audience for a price and benefit Must compete successfully against the benefit of the current behaviour Actual product = primary behaviour advocated Augmented product = tangible objects/services to support behaviour Benefits: Positive outcomes occurring from product use
Product: UW program
Actual product:
Alternatives to driving alone
Augmented product:
U-pass program Increased mass transit service at reduced rates Shuttle service
Benefits:
Save money (bus pass, parking, etc.) Help environment
Price
Cost to the target audience of changing behavior
Barriers to behaviour change
Price: UW program
Inconvenient Takes more time Less freedom
Place
Channels through which products or programs are available (access) Move programs or products to places that the audience frequents, in order to ease access
Place: UW program
Mass transit line (more stops) Home (shuttle service) Campus parking lots (free for carpools)
Promotion
Communicating your offering and the benefits of behaviour change to individuals.
Promotional Methods:
Advertising, Personal contact, Promotional items/incentives, Publicity (free media), Direct contact
Promotion: UW program
U-PASS: For You and the U Promotional materials, including posters, brochures, and campus newspaper advertising
UW promotional piece
Incentives: UW program
Unlimited usage of mass transit during the month University parking rates increased significantly for single drivers (disincentive) Free parking to faculty and staff carpools Vanpools: Vans picked up and dropped off only 8-15 passengers at or near their homes. Cyclists: New bicycle paths through the University, free bike lockers and racks, free helmet ($5 for staff and faculty) with the purchase of a tune-up
Positioning
Based on PERCEPTION Perceptual map
Relative to own products (your other offerings or potential offerings) Relative to competition (behaviour you hope to extinguish)
BMW Lexus
Camry Subaru Reliability +
Esteem
Aspire -
+ Convenience
Outcomes: UW program
Problem:
Extreme traffic congestion in the University District during morning and afternoon commutes. Situation affects University students, faculty, and staff plus local residents and workers and creates longer commutes, pollution, and frustration.
Desired outcome:
Reduce single-occupancy vehicles in U District
Measure of success:
UW single-occupancy vehicle use decreased from 33% to 23% transit use increased from 21% to 33%