Marketing Letters

, Volume 1, Issue 3, pp 209–220 | Cite as

Is television advertising being placed to reach product users?

  • Imran S. Currim
  • Robert W. Shoemaker


Several textbooks, journal articles, and advertising practitioners indicate that the advertising for many products should be directed toward the heavy users of the product category. Other works suggest that advertising should be directed at current users of a brand to retain them or to users of competitive brands in an effort to attract them. The purpose of this article is to compare these directions for how advertising should be placed with data showing how advertising is being placed. The comparison is made using supermarket scanner panel data and household advertising exposure data. Examples are also provided to indicate the extent to which advertising could be targeted to heavy users of the product category and users of a brand, given the actual viewing and consumption patterns. Several implications for the placement of advertising are discussed.

Key words

Heavy Users Current Users Competitive Brands Targeting Advertising 


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Copyright information

© Kluwer Academic Publishers 1990

Authors and Affiliations

  • Imran S. Currim
    • 1
  • Robert W. Shoemaker
    • 2
  1. 1.University of CaliforniaIrvineUSA
  2. 2.New York UniversityNew YorkUSA

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