ONLINE PUBLICITY AND MARKETING IN A BOOK PUBLISHING HOUSE Susan So-Hung Pi B.A., University of Toronto, 2003 PROJECT SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR THE DEGREE OF MASTER OF PUBLISHING In the Faculty of Arts & Social Sciences O Susan So-Hung Pi, 2006 SIMON FRASER UNIVERSITY Summer 2006 All rights reserved. This work may not be reproduced in whole or in part, by photocopy or other means, without permission of the author. Approval Name: Susan So-Hung Pi Degree: Master of Publishing Title of Project: Online Publicity and Marketing in a Book Publishing House Supervisory Committee: Rowland Lorimer, Ph.D. Senior Supervisor Director, Master of Publishing Program Craig Riggs, M-Pub. Partner, Turner Riggs Workspace Vancouver, British Columbia Andrea Burnett, B.F.A. 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Simon Fraser University Library Burnaby, BC, Canada Abstract The primary purpose of ths report to supply readers with the tools and knowledge necessary to pursue online publicity and marketing successfully in a book publishing house. By providmg examples of online publicity and marketing activities used today, ths report emphasizes the opportunities that publicity and marketing provide to publishers. Online publicity is compared with offline publicity to emphasize what publishers need to do to ensure their online publicity program is a success. By accessing the literature on online publicity, ths report focuses on what can make an online campaign successful for book publishers as oppose to other industries. A case study of Chronicle Book's online campaign to publicize and market Yozl Can Do It! The Merit Badge Handbookfor Grown-Up Girls reveals why the book publishng industry should incorporate the Internet into their publicity and marketing plan more so than any other industry. Keywords: Books - Marketing, Publishers and Publishing, Internet in Book Publicity Acknowledgements I'd like to thank Andrea, Leslie, Brenda, Lisa, and everyone at Chronicle Books in San Francisco for all their support. Thank you for welcoming a Canadian into your midst, gving me projects that challenged my abhties, and providng me with my very own cubicle for the summer. I'd like to thank the faculty and staff at the Master of Publishing Program at Simon Fraser University for putting together such an amazing program without which I would not be where T am today. I especially want to thank Rowland Lorimer and Craig Riggs for their advice and guidance. I'd also like to thank the staff at Tradewind Books for introducing the publishing world to me, Kevin Smokler and Monique Trottier for sharing their online publicity experiences, and Krysia Lear for her edtting advice. And finally, I'd like to thank my parents for getting me through eighteen long years of school. Table of Contents .. Approval ........................................................................................................................ 11 ... Abstract ........................................................................................................................111 Dedication .....................................................................................................................iv Acknowledgements ........................................................................................................v Table of Contents ..........................................................................................................vi Introduction ...................................................................................................................1 The Objectives of This Report....................................................................................... 3 Overview ........................................................................................................................... 4 The Role of Persuasion .................................................................................................. 6 Persuasion in Publicity and Marketing .......................................................................... 7 The Nature of Persuasion ............................................................................................... 9 A Closer Look at Online Persuasion ........................................................................... 13 Book Publicity and Marketing in Today's Online World ............................................18 Book Publicity and Marketing ............................................................................... 19 A New Communication Platform for Book Publicity and Marketing .................... 22 The Benefits of Online Campaigns for Publishers ................................................ 27 Online Campaigns Used by Today's Publishers ........................................................ 32 Characteristics of a Successful Online Campaign ...................................................... 52 Case Study: An Online Campaign for Chronicle Books ..............................................59 Overview of Chronicle Books ...................................................................................... 60 Overview of You Can Do It! ........................................................................................ 62 Overview of the Online Campaign .............................................................................. 67 Conclusion.................................................................................................................... 90 Appendix ......................................................................................................................96 Bibliography ................................................................................................................ 101 Became the Internet ofers low-cost alternatives to a traditional marketing andpzlblin'ty pzlblishingprogram, online pzlblin'g is one zvay to inmesales when constrained by a limited bzldget. Introduction The Internet, which is changmg how society communicates and functions, adds new hensions to publicity and marketing programs in book publishing and in nearly every other industry. The Internet provides the technology for marketers to reach more consumers in a shorter amount of time than in the past. To take advantage of this technology to implement a successful online campaign, publicists need to realize how the Internet reaches a target market and why it reaches them more successfully than other forms of meda. Today's publishing industry churns an increasing number of titles into the marketplace every year, yet profit margins have never been so low because of the increased competition for readers both from the growing number of books and the explosion of choice across the me&a landscape. Accordmg to Rowland Lorimer in Vibrant bzlt Threatened, a report on the condtion of book publishing in Canada, per- title sales decreased from 1991 to 1997 by 24 percent (120-121). Because per-title sales have decreased, many publishing houses must set a limited marketing budget for most titles. Because the Internet offers low-cost alternatives to a traditional marketing and publicity publishing program, online publicity is one way to increase sales when constrained by a htedbudget. The Objectives of This Report The main objective of ths report is to supply readers with the tools and knowledge necessary to pursue online publicity and marketing successfully in a book publishng house. A traditional publicity campaign focuses on reachng specific markets through identifying the target market, ensuring all stages during the publishng process targets the right market, and knowing where to find the target market and how to reach them. Internet-based campaigns do the same thing. However, the techniques used for online campaigns differ. This report enables readers to burld upon their marketing knowledge by using the Internet to help reach their