Developing the foundation for a new approach to understanding how media advertising works

Massive marketplace changes and several new research and analytical approaches have raised serious questions about 'how media advertising works' in the interactive, networked, global systems found in the 21st century media marketplace.

Developing the Foundation for a New Approach to Understanding How Media Advertising Works

Don E. SchultzDepartment of Integrated Marketing Communications, Medill School of Journalism, Northwestern University; and President, Agora Inc., United States

Joseph J. PilottaSchool of Communication & Journalism, The Ohio State University; and Vice president Research, BIGresearch, United States

INTRODUCTION

We start with a rather lofty title. The reason: most advertising, and particularly media professionals, believe they understand “how media advertising works”. Nonethless, many of those beliefs, hypotheses, “rules-of-thumb” and “collected industry wisdom” are based on a set of assumptions that have, over the years, morphed into...

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