Marketing Metrics: 50+ Metrics Every Executive Should Master

For the assessment of the promotion or advertising effects, it is desirable to know the “lift” attributable to what would have happened without the advertising or promotion.  This is often defined as the difference between actual and baseline sales.  Advertising has its own separate set of metrics to assess a campaign, including such metrics as impressions, awareness, reach, and frequency.  These latter measures are used to assess a media strategy and how many people will be reached with the campaign and how often. There are numerous new measures that are necessary today with the advent of the internet.  This would include such measures such as click through rate and pageviews.  These measures capture the success of the advertising, at least in terms of capturing attention.  Mastering the above will ensure that promotional campaigns and advertising efforts will be used to optimal effect.

Introduction

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Sample Pages

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Table of Contents

Introduction

Part I: Pricing Strategy

1. Price Premium

2. Reservation Price and Percent Good Value

3. Price Elasticity of Demand

4. Optimal Prices and Linear and Constant Demand

5. “Own,” “Cross,” and “Residual” Price Elasticity

Part II: Promotion

1. Baseline Sales, Incremental Sales, and Promotional Lift

2. Redemption Rates, Costs for Coupons and Rebates, Percent Sales with Coupon

3. Promotions and Pass-Through

4. Price Waterfall

Part III: Advertising Media and Web Metrics

1. Advertising: Impressions, Exposures, Opportunities-To-See (OTS), Gross Rating Points (GRPs), and Target Rating Points (TRPs)

2. Cost per Thousand Impressions (CPM) Rates

3. Reach, Net Reach, and Frequency

4. Frequency Response Functions

5. Effective Reach and Effective Frequency

6. Share of Voice

7. Impressions, Pageviews, and Hits

8. Clickthrough Rates

9. Cost per Impression, Cost per Click, and Cost per Order

10. Visits, Visitors, and Abandonment

Index