Above & Below the line Promotion (Edexcel IGCSE Business)

Revision Note

Lisa Eades

Written by: Lisa Eades

Reviewed by: Steve Vorster

Above-the-Line Promotion

  • Above-the-Line Promotion promotion refers to advertising activities that are aimed at reaching a wide audience through traditional mass media channels to create awareness about a product, service, or brand.

    • These channels typically include television, radio, newspapers, magazines and outdoor advertising such as billboards
       

Diagram: Characteristics of Above-the-Line Promotion

Above the line promotion has mass reach, is non targeted, has a high cost, and builds the brand

Above-the-line promotion aims to reach the masses and build brand awareness

  1. Mass reach: Above-the-line promotion aims to reach a large number of people often through broadcasting media and is designed to create brand awareness and generate interest among a wide audience

  2. Non-targeted: It is generally not tailored to a specific customer segment and aims to capture the attention of as many people as possible

  3. High cost: Traditional above-the-line promotion methods require significant budgets due to the costs associated with advertising on television, radio or print media

  4. Brand building: Above-the-line promotion plays a crucial role in brand building by establishing brand recognition and familiarity among consumers

 

Types of Above-the-Line Promotion

  • Above-the-line promotion can be classified as being informative, persuasive or reassuring
     

Types of Above-the-Line Promotion

Classification

Explanation

Examples


Informative


  • Informative advertising focuses on providing factual information about a product, service or brand

  • It educates and informs consumers about the features, benefits and value of a product, enabling them to make well-informed purchasing decisions

  • When releasing a new drug, pharmaceutical companies such as Bayer, may decide to make a television advert that provides information on the medication's proven benefits

Persuasive

  • Persuasive advertising is designed to influence consumers' attitudes and behaviours towards products or services

  • It aims to convince customers that a particular product or service is desirable, necessary or superior to alternatives in the market

  • Package holiday companies such as Eurocamp which aim their services at families, emphasise excellent weather and use images of children having fun in posters displayed on billboards


Reassuring


  • Reassuring advertising aims to remind existing customers that they made the right decision when choosing a particular product over those of rivals

  • It encourages customers to remain loyal and continue to purchase the product and others within the range


  • Coca Cola reassures its customers through the use of television advertising that promote a 'feel-good' response

 

The Advantages & Disadvantages of Using Above-the-Line Promotion

Advantages

Disadvantages


  • Businesses can reach large audiences because mass media channels provide a high level of visibility

  • It is effective for creating a strong brand image, enhancing brand recognition and establishing a sense of credibility and trust among consumers

  • The marketing message can be communicated in an impactful manner using sound, images and graphics

  • Above-the-line promotion can be expensive, especially for small businesses with limited budgets

  • As it focuses on reaching a wide audience rather than specific target segments, advertising may not effectively reach the intended audience

  • With the rise of digital media, traditional media consumption has decreased, and consumers can easily filter out or ignore advertisements. 

Below-the-line Promotion

  • Below-the-line promotion includes marketing communications over which a business has direct control and which do not make use of mass media
      

Assessing the Use of Below-the-Line Promotions

Method

Explanation

Advantages

Disadvantages

Direct
Marketing

  • This involves communicating directly with customers through email, text message, social media or post

    • E.g. Takeaway restaurants distribute menus to households in the local community

  • Businesses can target specific audiences and personalise the message to individual customers

  • Direct marketing is measurable, which enables businesses to track their results and adjust strategy accordingly

  • It can be intrusive, as customers may perceive it as spam

  • It can also be costly, especially if businesses do not have an established customer database or need to purchase leads

Sales
Promotions

  • Techniques that encourage the purchase of a product or service by offering temporary incentives or discounts

  • Examples include free samples, buy one get one free (bogof), discount coupons, loyalty cards, point of sale materials and rebates (customers have to mail in to receive money back)

  • Sales can receive a quick boost 

  • Sales promotions help clear out stock or promote a new product

  • They can encourage impulse purchases

  • They can be targeted to specific segments of customers

  • It can be expensive especially if promotions include heavy discounting

  • They are likely to attract deal-seeking customers who may not be loyal to the brand

  • Demand for full-priced products may fall

Personal
Selling

  • Where a salesperson interacts with customers one-on-one, either in person or through digital communication channels

    • E.g. Luxury skincare products are often sold by brand representatives at concession stands in department stores

  • Businesses build relationships with their customers and understand their specific needs

  • It enables businesses to provide personalised advice and guidance to customers

  • It can be expensive due to the cost of hiring and training sales staff

  • It may have limited impact as it is difficult to scale to large audiences

Merchandising

  • The use of point-of-sale materials, product displays and store layout

  • Merchandising is particularly effective in encouraging impulse purchases

  • It can be 'lost' amongst other visual promotions such as special offers

Exhibitions & Trade Fairs

  • Attending specialist exhibitions or trade fairs allows businesses to meet customers face-to-face at a stand or exhibit

  • Detailed discussions can be held and products demonstrated 

  • High-profile events can attract media attention which could provide positive brand exposure

  • Specific target markets attend particular exhibitions

    • E.g. The annual London Toy Fair attracts toy and game enthusiasts and retailers

  • Stands at popular events can be very expensive and require representatives with excellent interpersonal skills

Examiner Tips and Tricks

In the exam you may be asked to justify a suitable method of promotion. Look carefully at the question:

  • What is the promotional activity expected to achieve?

    • Increase market share?

    • Higher sales?

    • Improve brand recognition?

Make sure you refer back to this aim throughout your answer.

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Lisa Eades

Author: Lisa Eades

Expertise: Business Content Creator

Lisa has taught A Level, GCSE, BTEC and IBDP Business for over 20 years and is a senior Examiner for Edexcel. Lisa has been a successful Head of Department in Kent and has offered private Business tuition to students across the UK. Lisa loves to create imaginative and accessible resources which engage learners and build their passion for the subject.

Steve Vorster

Author: Steve Vorster

Expertise: Economics & Business Subject Lead

Steve has taught A Level, GCSE, IGCSE Business and Economics - as well as IBDP Economics and Business Management. He is an IBDP Examiner and IGCSE textbook author. His students regularly achieve 90-100% in their final exams. Steve has been the Assistant Head of Sixth Form for a school in Devon, and Head of Economics at the world's largest International school in Singapore. He loves to create resources which speed up student learning and are easily accessible by all.