Promotion: The 4 Ps of marketing — selling junk food to communities of color
Thursday, July 25, 2019During Black History Month in 2018, Coca-Cola ran a TV ad titled "History Moves Forward," which juxtaposed the evolution of the iconic Coke bottle with landmark moments in Black history. The ad paid homage to the Tuskegee Airmen, Rosa Parks, and Dr. Martin Luther King, Jr., among others. AdAge reported that the ad aired 115 times that month, generating more than 56 million TV ad impressions across networks.1 As this example from Coca- Cola shows, unhealthy food and beverages, such as sodas, processed snacks, and fast-food meals, are often promoted in communities of color by exploiting cultural sensibilities and using images, symbolism, and language to sell products and build brand loyalty. Such promotions raise health concerns because the foods and beverages most aggressively marketed are low in nutrients and high in sugars, salt, and fats.2 These junk foods are likely to increase disease risk or interfere with management of chronic conditions — especially in the absence of healthier food and beverage options. Meanwhile, communities of color have been the hardest hit by the current epidemic of diabetes and other nutrition-related diseases.3 Whether it's McDonald's using Instagram influencers to tout a new menu item, or a more traditional Pepsi billboard, promotion is what often comes to mind when people think of marketing because it is so visible. Yet, promotion is just one way that companies engage in target marketing, the practice of using tailored approaches to sell products to specific individuals and communities, such as communities of color.What is target marketing?
Target marketing applies the "marketing mix" principles: product, price, place, and promotion. The "4 Ps" model is foundational to today's digital marketplace and is widely adopted by both marketing practitioners and academics. Some business experts also add other Ps, such as "personalization," to the mix. The targeted marketing of unhealthy food and beverages to communities of color is common across all four marketing mix categories, as companies have designed:- products especially for communities of color;
- prices designed to appeal to specific income groups, such as "value menus" targeting low-income neighborhoods, as communities of color are disproportionately represented within them;
- places that are saturated with unhealthy food products, due to zoning in certain communities that allows concentrations of fast-food restaurants or proliferation of outdoor advertising of unhealthy food and sugary beverages4; and
- promotions that exploit cultural images, symbolism, and language that are recognizable to communities of color to sell products or build brand loyalty.