According to the ‘two-step flow’ concept, messages should be targeted to
opinion leaders
The two-step flow concept was developed as a correction to the earlier view that mass media influence audiences directly and uniformly.
Research found instead that ideas flow from the media first to a relatively small group of opinion leaders, and from them to the wider population through personal contact and conversation. Opinion leaders are people who follow media closely, are knowledgeable about a particular field and are trusted within their circle. Because the second step - person to person - is where much of the persuasion actually happens, the practical implication is that messages should be targeted to opinion leaders, who then carry and endorse them to others.
Targeting the mass audience directly is precisely the assumption the two-step flow rejects, since it ignores the mediating role of interpersonal influence. Targeting the upper class confuses social status with opinion leadership; opinion leaders exist within every social group and are usually similar to the people they influence rather than above them. An unsegmented audience is the opposite of what the concept recommends, since the whole point is to identify and reach a specific influential subgroup.
Hence according to the two-step flow concept, messages should be targeted to opinion leaders.
Similar Questions
The major advantage of the direct mail marketing is :
On which one of the following, the corporate advertising concentrates ?
For the following two statements indicate the correct code :
Statement - I : Advertising is any paid form of personal presentation and promotion of ideas, goods, or services by an identified sponsor.
Statement - II : Sales promotion consists of most long-term incentive tools, designed to stimulate greater purchase of particular products or services by consumers or the trade.
Code :
Match the items of List - I with the items of List - II and select the correct code of matching :
List - I (Advertising Agencies) List - II (Clients) (a) Ogilvy and Mather Ltd (i) HDFC (b) JWT Hindustan Thompson Associates (ii) Coca-Cola (c) Mudra Communications (iii) Vodafone (d) McCann- Erikson India Ltd (iv) Nestle Code :
The major advantage of the direct mail marketing is:
Statement-I: In developing advertising programme marketing managers must always start by identifying the target market and buyer motives.
Statement-II: A company may run multiple ad campaigns at the same time, each emphasizing different aspects of its brand and service.
Which of the following is not a deciding factor for the Advertising Budget out of the given options?
Indicate the correct code matching the items in List - I with those in List - II as follows:
List - I List - II a. Competitive parity in advertising i. Variations in advertising b. Promotional elasticity of product ii. Advertising scheduling c. Optimal promotion mix iii. Advertising expenditure d. Pulsing advertising iv. Marginal equivalence of advertising media outlay Use of mail, telephone and other non-personal contact tools to communicate with, or solicit a response from, specific customers and prospects is called:
The attempt to build and/or maintain a good “corporate image” is referred to as
Important Questions from Promotion decisions
Which of the following will fall under the grievances relating to promotion category?
A. Supersession
B. Increments
C. Acting promotions
D. Seniority
E. Pay fixation
Choose the most appropriate answer from the options given below:
- ________ is a marketing term for any design to prompt an immediate response or encourage an immediate sale.
- Emotional appeal is one of the types of advertising appeals, based on three ideas, namely
A. Rational appeals generally go unnoticed
B. Consumers watch all ads
C. It can capture attention and foster an attachment
D. Consumers ignore most ads
E. Rational appeal generally gets noticed
Choose the correct answer from the options given below - Assertion (A): Movie stars and sporting heroes are popularly used as Brand ambassadors.
Reason (R) : Attractive communicators (sources) are more effective in persuading for change than unattractive ones.
Codes : Advertising method in which a commercial is broadcast simultaneously on several radio stations and/or television channels is known as
