Pub. Date:
SAGE Publications
Social Marketing: Behavior Change for Social Good / Edition 6

Social Marketing: Behavior Change for Social Good / Edition 6

by Nancy R. Lee, Philip KotlerNancy R. Lee
Current price is , Original price is $98.0. You

Temporarily Out of Stock Online

Please check back later for updated availability.


Successful social marketing holds the power to change the world.

For almost two decades, Social Marketing: Behavior Change for Social Good has been the definitive guide for designing and implementing memorable social marketing campaigns. Bestselling authors Nancy R. Lee and Philip Kotler present a proven 10 Step Strategic Social Marketing Planning Model and guides students and practitioners through each stage of the process. The new Sixth Edition is packed with more than 25 new cases and dozens of new examples related to today's most pressing social problems including the opioid epidemic, climate change, youth suicide, and more. The new edition also includes significantly expanded coverage of social media. Whether you are on a mission to improve public health, protect the environment, or galvanize their community, you will find Social Marketing an invaluable resource.

Product Details

ISBN-13: 9781544351490
Publisher: SAGE Publications
Publication date: 02/18/2019
Edition description: Sixth Edition
Pages: 624
Sales rank: 649,806
Product dimensions: 7.40(w) x 9.00(h) x 0.90(d)

About the Author

Nancy R. Lee, MBA, is president of Social Marketing Services, Inc., in Seattle, Washington, a strategic advisor for social marketing campaigns at C+C in Seattle, and teaching associate at the University of Washington , where she teaches social marketing in the MPA program. With more than 30 years of practical marketing experience in the public and private sectors, Ms. Lee has held numerous corporate marketing positions, including vice president and director of marketing for Washington State’s second-largest bank and director of marketing for the region’s Children’s Hospital and Medical Center.

Ms. Lee has consulted with more than 100 nonprofit organizations and has participated in the development of more than 200 social marketing campaign strategies for public sector agencies. Clients in the public sector include the Centers for Disease Control and Prevention (CDC), Environmental Protection Agency (EPA), Washington State Department of Health, Office of Crime Victims Advocacy, county Health and Transportation Departments, Department of Ecology, Department of Fisheries and Wildlife, Washington Traffic Safety Commission, City of Seattle, and Office of Superintendent of Public Instruction. Campaigns developed for these clients targeted issues listed below:

· Health: teen pregnancy prevention, HIV/AIDS prevention, nutrition education, sexual assault, diabetes prevention, adult physical activity, tobacco control, arthritis diagnosis and treatment, immunizations, dental hygiene, senior wellness, and eating disorder awareness

· Safety: drowning prevention, senior fall prevention, underage drinking and driving, youth suicide prevention, binge drinking, pedestrian safety, and safe gun storage

· Environment: natural gardening, preservation of fish and wildlife habitats, recycling, trip reduction, water quality, and water and power conservation

She has conducted social marketing workshops around the world (Uganda, Jordan, South Africa, Ghana, Ireland, Australia, Singapore, Canada, Indonesia, India, Venezuela, Haiti) for more than 4,000 public sector employees involved in developing behavior change campaigns in the areas of health, safety, the environment, and financial well-being. She has been a keynote speaker on social marketing at conferences for improved water quality, energy conservation, family planning, nutrition, recycling, teen pregnancy prevention, influencing financial behaviors, wildfire prevention, and tobacco control.

Ms. Lee has coauthored ten other books with Philip Kotler: Social Marketing: Improving the Quality of Life (2002); Corporate Social Responsibility: Doing the Most Good for Your Company and Your Cause (2005); Marketing in the Public Sector: A Roadmap for Improved Performance (2006); Social Marketing: Influencing Behaviors for Good (2008 and 2011); Social Marketing: Changing Behaviors for Good (2016): GOOD WORKS! Marketing and Corporate Initiatives That Build A Better World . . . And The Bottom Line (2012); Up and Out of Poverty: The Social Marketing Solution (2009); Social Marketing in Public Health (2010); and Social Marketing to Protect the Environment (2011). More recently, she authored a book Policymaking for Citizen Behavior Change: A Social Marketing Approach (2017). She has also contributed articles to the Stanford Social Innovation Review, Social Marketing Quarterly, Journal of Social Marketing, and The Public Manager. (See more on Nancy Lee at

Philip Kotler is the S. C. Johnson & Son Distinguished Professor of International Marketing at the J. L. Kellogg School of Management, Northwestern University, Evanston, Illinois. Kellogg was twice voted Best Business School in Business Week’s survey of U.S. business schools. It is also rated Best Business School for the Teaching of Marketing. Professor Kotler has significantly contributed to Kellogg’s success through his many years of research and teaching there.

He received his master’s degree at the University of Chicago and his Ph.D. degree at MIT, both in economics. He did postdoctoral work in mathematics at Harvard University and in behavioral science at the University of Chicago.

Professor Kotler is the author of Marketing Management, the most widely used marketing book in graduate business schools worldwide; Principles of Marketing; Marketing Models; Strategic Marketing for Non-Profit Organizations; The New Competition; High Visibility; Social Marketing; Marketing Places; Marketing for Congregations; Marketing for Hospitality and Tourism; The Marketing of Nations; Marketing 3.0,; Good Works, Market Your Way to Growth, Winning Global Markets, Kotler on Marketing, Confronting Capitalism, and Democracy in Decline. He has published over 150 articles in leading journals, several of which have received best-article awards.

Professor Kotler was the first recipient of the Distinguished Marketing Educator Award (1985) given by the American Marketing Association (AMA). The European Association of Marketing Consultants and Sales Trainers awarded him their prize for Marketing Excellence. He was chosen as the Leader in Marketing Thought by the Academic Members of the AMA in a 1975 survey. He also received the 1978 Paul Converse Award of the AMA, honoring his original contribution to marketing. In 1995, Sales and Marketing Executives International (SMEI) named him Marketer of the Year. In 2012 he received the William L. Wilkie “Marketing for a Better World: Award of the American Marketing Association Foundation (AMAF). In 2014, he was inducted into the AMA Marketing Hall of Fame. He was the first chosen Legend in Marketing and his work was published and reviewed in nine volumes.

Professor Kotler has consulted for such companies as IBM, General Electric, AT&T, Honeywell, Bank of America, Merck, and others in the areas of marketing strategy and planning, marketing organization, and international marketing.

He has been chairman of the College of Marketing of the Institute of Management Sciences, director of the American Marketing Association, trustee of the Marketing Science Institute, director of the MAC Group, former member of the Yankelovich Advisory Board, and a member of the Copernicus Advisory Board. He is was a member of the Board of Governors of the School of the Art Institute of Chicago and a member of the advisory board of the Drucker Foundation. He has received honorary doctoral degrees from Stockholm University, University of Zurich, Athens University of Economics and Business, De Paul University, the Cracow School of Business and Economics, Groupe H.E.C. in Paris, the University of Economics and Business Administration in Vienna, the Catholic University of Santo Domingo, and the Budapest School of Economic Science and Public Administration, and several other universities.

He has traveled extensively throughout Europe, Asia, and South America, advising and lecturing to many companies and organizations. This experience expands the scope and depth of his programs, enhancing them with an accurate global perspective.

Table of Contents

About the Authors
CHAPTER 1. Defining and Distinguishing Social Marketing
What Is Social Marketing?
Where Did the Concept Originate?
How Does It Differ from Commercial Marketing?
How Does It Differ from Other Disciplines?
What Is Its Value Proposition?
Who Does Social Marketing?
What Social Issues Can Benefit?
Other Ways to Impact Social Issues
Social Marketing Upstream and Midstream
Chapter Summary
CHAPTER 2. 10-Step Strategic Planning Model
Marketing Planning: Process and Influences
A 10-Step Planning Model
Why Is Systematic Planning Important?
What Are Similar Planning Models?
Where Does Research Fit In?
Chapter Summary
CHAPTER 3. Research Options
Major Research Terminology
Steps in Developing a Research Plan
Research That Won’t “Break the Bank”
Chapter Summary
CHAPTER 4. Behavior Change Theories, Models, and Frameworks
Informing Audience Segmentation and Selection
Informing Behavior Selection and Goals
Deepening Your Understanding of Audience Barriers, Benefits, Motivators, the Competition, and Influential Others
Inspiring Development of Marketing Intervention Mix Strategies
Themes from All
Chapter Summary
CHAPTER 5. Steps 1 & 2: Social Issue, Purpose, Focus, Situation Analysis
Step 1: Describe Social Issue, Background, Purpose, and Focus
Step 2: Conduct Situation Analysis, Review Prior Efforts
The Role of Exploratory Research When Choosing Focus
Ethical Considerations When Choosing Focus
Chapter Summary
CHAPTER 6. Step 3: Selecting Priority Audiences
Step 3: Select Priority Audiences
Steps in Selecting Priority Audiences
Variables Used to Segment Markets
Criteria for Evaluating Segments
How Priority Audiences Are Selected
What Approach Should Be Chosen?
Ethical Considerations When Selecting Priority Audiences
Chapter Summary
CHAPTER 7. Step 4: Behavior Objectives and Target Goals
Step 4: Set Behavior Objectives and Goals
Behavior Objectives
Knowledge and Belief Objectives
Target Goals
Objectives and Goals are Drafts
Objectives and Target Goals Used for Campaign Evaluation
Ethical Considerations Setting Objectives and Goals
Chapter Summary
CHAPTER 8. Step 5: Audience Insights
Step 5: Identify Audience Insights
What You Need to Know About Your Priority Audience
How to Learn More About Priority Audience
How Insights Help Develop Strategy
Potential Revisions
Ethical Considerations When Researching Priority Audience
Chapter Summary
CHAPTER 9. Step 6: Crafting a Desired Positioning
Positioning Defined
Step 6: Develop Positioning Statement
Behavior-Focused Positioning
Barriers-Focused Positioning
Benefits-Focused Positioning
Competition-Focused Positioning
How Positioning Relates to Branding
Ethical Considerations for Developing a Positioning Statement
Chapter Summary
CHAPTER 10. Step 7: Product: Creating a Product Platform
Product: The First “P”
Step 7: Develop the Social Marketing Product Platform
Design Thinking
Ethical Considerations for Product Platform
Chapter Summary
CHAPTER 11. Step 7: Price: Determining Incentives and Disincentives
Price: The Second “P”
Step 7: Determine Incentives and Disincentives
More on Commitments and Pledges
Setting Prices for Tangible Goods and Services
Ethical Considerations for Pricing Strategies
Chapter Summary
CHAPTER 12. Step 7: Place: Making Access Convenient and Pleasant
Place: The Third “P”
Step 7: Develop Place Strategy
Social Franchising
Managing Distribution Channels
Ethical Considerations When Selecting Distribution Channels
Chapter Summary
CHAPTER 13. Step 7: Promotion: Deciding on Messages, Messengers, and Creative Strategies
Promotion: The Fourth “P”
Step 7: Develop a Promotion Strategy
A Word About Creative Briefs
Message Strategy
Messenger Strategy
Creative Strategy
Ethical Considerations: Messages, Messengers, and Creative Strategies
Chapter Summary
CHAPTER 14. Step 7: Promotion: Selecting Communication Channels
Promotion: Selecting Communication Channels
Traditional Communication Channels
The New Communication Channels
Product Integration
Factors Guiding Communication Channel Decisions
Ethical Considerations When Selecting Communication Channels
Chapter Summary
CHAPTER 15. Step 8: Monitoring and Evaluation
Step 8: Develop a Plan for Evaluation
Why Are You Conducting This Measurement?
What Will You Measure?
How Will You Measure?
When Will You Measure?
How Much Will It Cost?
Ethical Considerations in Evaluation Planning
Chapter Summary
CHAPTER 16. Step 9: Budget and Funding Plans
Step 9: Budgets and Funding Sources
Determining Budgets
Justifying the Budget
Finding Sources for Additional Funding
Appealing to Funders
Revising Your Plan
Ethical Considerations When Establishing Funding
Chapter Summary
CHAPTER 17. Step 10: Implementation and Sustaining Behaviors Plans
Step 10: Complete an Implementation Plan
Anticipating Forces Against Change
Sharing and Selling Your Plan
Ethical Considerations When Implementing Plans
Chapter Summary
Appendix A: Social Marketing Planning Worksheets
Appendix B: Sample Social Marketing Plans
Appendix C: Additional Planning Models
Appendix D: Social Marketing Resources
Appendix E: History Annex
Appendix F: Courses
Appendix G: International Social Marketing Association’s
Academic Competencies

Customer Reviews