XIII. Answer the following questions.

1. Explain, in your own words, why advertising people must understand the complexity of human behaviour.

2. What three processes is consumer behaviour governed by?

3. Explain your understanding of perception, learning and motivation.

XIV. Study the following word-combinations. What are their Ukrainian equivalents?

all or nothing, back against the wall, to cope with, to cut one’s losses, in the last resort, a long shot, make or break, on the blink, to save the situation, a snap decision, to save the day, to save (or lose) face, the tip of the iceberg, without fail.

XV. Translate the sentences into Ukrainian.

1. This company has an all-or nothing policy with its smaller suppliers.

2. The new product was so successful that production was barely able to cope with demand.

3. This product has almost outlived its lifespan – we should cut losses and take it off the market at once.

4. We have failed, but our back’s not against the wall yet. We have to think over our plan again.

5. If the advertising manager’s poor performance continues, then in the last resort the company will have to remove him and replace him with someone else.

6. The research and development department have come up with a new idea. They say it’s a long shot, but worth trying. We have to decide whether it’s worth risking the money.

7. Be very careful how you treat the chairman’s wife, she has a great influence over her husband. In effect, she can make or break a young executive like you.

8. No, I didn’t get the message; our lines of communication must be on the blink.

9. So, you want us to help your company out of its difficulties by lending you money, but you’re not prepared to give us a stake. Putting it differently, you expect us to save the day for you and get nothing in return.

10. Declining product quality and poor after-sale service, have resulted in the company losing a good deal of face with its customers.

11. The risks involved in this project have been clear from the outset – we simply cannot make snap decisions, everything has to be calculated.

12. The recent financial scandal on the stock market stands to be just the tip of the iceberg.

13. We can accept your offer, on condition that you can guarantee even-day delivery without fail.

XVI. Text c Public relations

Public relations (PR) is a term that is widely misunderstood and misused to describe anything from selling to hosting, when in fact it is a very specific communications process. Every company, organization, association, and government body deals with groups of people affected by what that organization does or says. They might be employees, customers, stockholders, competitors, suppliers, or just the general population of consumers. Each of these groups may be referred to as one of the organization's publics. The process of public relations manages the organization's relationships with these publics.

Companies and organizations know they must consider the public impact of their actions and decisions because of the powerful effect of public opinion. This is especially true in times of crisis, emergency, or disaster. But it is just as true for major policy decisions concerning changes in business management, pricing policies, labor negotiations, introduction of new products, or changes in distribution methods. Each of these decisions affects different groups in different ways. Conversely, effective administrators can use the power of these groups' opinions to bring about positive changes.

In short, the purpose of everything labeled public relations is to influence public opinion toward building goodwill and a positive reputation for the organization. In one instance, the PR effort might be to rally public support; in another, to obtain public understanding or neutrality; or in still another, simply to respond to inquiries. Well-executed public relations is a long-term activity that molds good relationships between an organization and its publics.

Many firms use public relations activities such as publicity (news releases, media advertisements, feature stories) and special events (open houses, factory tours, VIP parties, grand openings) as supplements to advertising to inform various audiences about the company and its products and to help build corporate credibility and image.

Advertising is generally described as openly sponsored and paid for media communications between sellers and buyers. Certainly, like public relations, the purpose of advertising is to affect public opinion. However, this is normally accomplished through the open attempt to sell the company's products or services.

Public relations activities, like product advertising, may involve media communications, but these communications are not normally openly spon­sored or paid for. Usually they take the form of news articles, editorial interviews, or feature stories. One means of relaying a public relations message, though, is through corporate advertising.

Public relations is less precise than advertising. Advertising can be strictly controlled so that its reach and impact can be charted in advance, but public relations commu­nications are not so easily quantifiable: "PR's results depend more on the experience, ingenuity, and tenacity of the people engaged in its day-to-day execution." Although PR communications may be less controlled than adver­tising, such communications often have greater credibility.

1. Differentiate between PR and advertising. Give your own examples of both.