A an Analyti Cal Study of Tools a and Techn Niques for Movie Ma Arketing
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Thhe Asian Journal of Technology Management Vol. 7 No. 1 (2014): 31-44 An Analytical Study of Tools and Techniques for Movie Marketing Garima Malik1* and Ch. Abhinav Guptha2 1Amity Business School, Amity University, Noida 2 National Payment Corporation of India, Mumbai Abstract. Bollywood or Hindi movie industry is one of the fastest growing sector in the media and entertainment space creating numerous business and employment opportunities. Movies in India are a major source of entertainment for all sects of society. They not only face competition from other movie industries and movies but from othther source of entertainment such as adventure sports, amusement parks, theatre and drama, pubs and discothèques. A lot of man power, man hours, creative brains, and money are put in to build a quality feature film. Bollywood is the industry which continuously works towards providing the 7 billion population with something new always. So it is important for the movie and production team to stand out, to grab the due attention of the maximum audience. Movie makers employ various tools and techniques today to market their movies. They leave no stone unturned. They roll out teasers, First look, Theatrical trailer release, Music launch, City tours, Prooducer’s and director’s interview, Movie premier, Movie release, post release follow up and etc. to pull the viewers to the Cineplex. The audience today which comprises mainly of youth requires photos, videos, meet ups, gossip, debate, collaboration and content creation. These requirements of today’s generation are most fulfilled through digital platforms. However, the traditional media like newspapers, radio, and television are not old school. They reach out to mass audience and play an upper role in effective marketing. This study aims at analysing these tools for their effectiveness. The objectives are fulfilled through a consumer survey. This study will bring out the effectiveness and relational importance of various tools which arer employed by movie marketers to generate maximum returns on the investments by using various data reduction techniques like factor analysis and statistical techniques like chi-square test with data visualization using pie charts. Keywordor s: Movie promotion, movie marketing, digital marketing, marketing tools, Bollywood, marketing techniques 1. Introduction and movie technicians to successful collect their returns, but adoptioon of various Hindi cinema industry is popularly known marketing techniques have reduced the as Bollywood and it is based in Mumbai, Hindi movie’s dependency on the these India. Bollywood is considered to be one of elements. Like any other product or servivice the oldest movie industry in the media and movie too need adequate marketing and entertainment space of India and worldwide distribution to encourage people to watch too. Bollywood in India has undergone movie and in return producers can make many changes and rapidly evolving even money. Bollywood, as the Hindi film today. Two decades ago Hindi movie industry is popularly known is one of the industry was dependent on quality stories fastest growing businesses in the world. *Corresponding author. Email: [email protected] DOI: http://dx.doi.org/10.12695/ajtm.2014.7.1.4 Print ISSN: 1978-6956; Online ISSN: 2089-791X. Copyright@2014. Published by Unit Research and Knowledge School of Business and Management-Institut Teknologi Bandung. 31 The Asian Journal of Technology Management Vol . 7 No.1 (2014): 31- 44 According to KPMG Media and digitalization has enabled them add Entertainment report 2012, the Indian film inventory to the media space for promoting industry is expected to grow at a CAGR various other products. (Compound Annual Growth Rate) of 10.1 per cent and touch INR 150 billion in 2016. 1.3. Inception of portfolio concept Corporatization of the movie industry has Production houses and teams in Bollywood led to many interesting turn of events which movies are carefully planning their would make quick profitable returns. prospective movies, where there exists a Following are some of the changes which healthy mix of high, moderate and low have taken place in the Bollywood. budget movies which can absorb the loses if occurred and produce returns through good 1.1. Emergence of the new sources of income response. Through innovative marketing Concept of economies of scope is relevant techniques production houses are able to in this context, as a Bollywood movie produce low budget movies which can production team is utilizing every source return multiple times its investment. Lunch where they can make money, such as selling Box starring Irfaan Khan is one such rights for digital space, merchandising, example where the movie has collected public appearances and product placements considerable amount of money when in the movie. This multi-sourced income compared to its low budget production. have reduces the chances of failure, hence making the producer to venture into similar 2. Marketing a Bollywood Movie such projects in the future. In addition to the above changes the 1.2. Advent to digital distribution innovative and logically sound concepts Today in the electronic and digital era, the which emerged in marketing Bollywood concept of movie reel is completely movies, which work in tandem with today’s obsolete and electronic relay of the signals short life cycle of the movie. Diagram below to the multiplex have reduced the cost of showcases the theoretical framework of distribution drastically and improved the research which is done during the pre- quality of delivery. This phenomenon have production stages of the movie to enabled the production teams to distribute understand the characteristics of the target the movie to maximum theaters around the audience and launch the movie to collect world without a distortion in terms of the desirable returns. movie quality. This change has even made movie producers to save on cost and Analysis of secondary data Analysis of data collected Analysis of customer on marketing techniques from professionals in the perceptions, choices and for movies in Bollywood industry their purchase decisions Will help identify what are the major tools used for promotion, the effectiveness of these tools, to what extent do they influence the customers and their importance in movie marketing Figure 1. Theoretical framework 32 Malik and Gupta, An Analytical Study of Tools and Techniques for Movie Marketing Today the major tools used for the 2. Low on content and aggressive promotion are consisting all the elements of promotions 360 degree marketing with ATL, BTL and 3. High on content and low promotions new TTL marketing where digital space is 4. Low on content and low promotions involved. Many Bollywood movies today conduct a research and chose their Based on the above factors of content and marketing tools to probe their prospective promotions it can be decided whether if a viewer’s mind to attract to towards the movie is an all-time blockbuster, Sleeper or upcoming movie. Analysis and relational a flop show! (Sinha, 2013). Marketing also importance of many marketing tools like becomes essential because of the grey game apps, star cast promo tour and many markets created by anti-social element eats other different tools have been examined in into producer’s share of profits (Rao, this study to provide an insight about their Kannan, 2008). Movies flop due to many effectiveness across various demographic reasons such as flop story line even if the profiles. star cast is amazing but the fact that they are not even able to cover up the production 3. Literature Review cost is due to inadequate promotion. Some of the movies which failed to make an Bollywood – The Indian Film industry is the impact, despite of a good star cast are The major source of entertainment for its Hero, Kaante, Tango Charlie (Rao, Kannan, customers and ever green business for well 2008). – everyone in it! In its 100 years, Bollywood has come a long way, from black and white Bollywood being a classic example of cinema to colored HD, from single screen effective marketing has a great potential in launch to more than 500 screens, from the all segments. Talking about segmentation, movie selling based on fan following to high efforts are being made on different aggressive promotion and marketing. regional and national marketing strategies. There bilingual and multilingual movies and All concepts of marketing are being applied then there are slickly dubbed movies. Mani religiously today in in Bollywood, STP and Ratnam’s Ravaan was released in Hindi and 4P’s of marketing (Sinha, 2013). Technology Tamil. Rajnikanth’s Endhiran was dubbed in has changed a lot, all the marketing Hindi and named Robot (Sinha, 2013). concepts used widely are done at three Chennai Express went overboard with its stages. Prerelease, Release and Post release international campaign and released the of the movie (Rao, Kannan, 2008). There is movie in 10 different languages – English, a significant relationship between the French, Spanish, Arabic, German, Hebrew, marketing spends and the box office results Dutch, Turkish and Malay apart from Hindi (Fetscherin, 2010). There are many movies (PitchCinema, 2013). which have garnered huge profits based on the prerelease marketing, there are some Targeting and position can be seen in Once movies which dragged at the box office due upon a time in Mumbai, It has 70s fashion its post release promotions. makeover kiosks urging people to enter the Movies can also be classified into four retro zone. Similar theme was seen in Shah categories based on its content and the Rukh Khan’s Om Shanti Om. Ghajini styled efforts spend on marketing. haircut parlors were seen as mom and pop 1. High on content and aggressive stores in auditoriums screening the movie. promotions He even roamed across the country for 2 33 The Asian Journal of Technology Management Vol . 7 No.1 (2014): 31- 44 weeks in disguise challenging people if they people in the virtual world.