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Enlisting Madison Avenue: The Marketing Approach to Earning Popular Support in Theaters of Operation
by noteworthy at 5:12 pm EDT, Jul 28, 2007

There's nothing like the right TV spot to heal the sectarian divide.

Virtually every action, message, and decision of a military force shapes the opinions of an indigenous population: strategic communication, treatment of civilians at vehicle checkpoints, and the accuracy or inaccuracy of aerial bombardment.

Themes of US goodwill mean little if its actions convey otherwise. Consequently, a unified message in both word and deed is fundamental to success.

Business marketing practices provide a useful framework for improving US military efforts to shape the attitudes and behaviors of local populations in a theater of operations as well as those of a broader, international audience.

Enlisting Madison Avenue extracts lessons from these business practices and adapts them to US military efforts, developing a unique approach to shaping that has the potential to improve military-civilian relations, the accuracy of media coverage of operations, communication of US and coalition objectives, and the reputation of US forces in theater and internationally.

Foremost among these lessons are the concepts of branding, customer satisfaction, and segmentation of the target audience, all of which serve to maximize the impact and improve the outcome of US shaping efforts.

Beware the AdWords on Google Arabic:

We were surprised at the success with Arabic. Keywords in Arabic were among the top performers with click-through rates often exceeding 30%.

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