Technical Assistance Bulletin
Identifying the Target Audience
Different messages are
appropriate for different audiences. When trying to reach too
many groups with a message or strategy, it is possible to reach
none. This bulletin helps to narrow the focus and improve chances
of reaching members of a specific target audience with the most
effective message.
June 1997
Identifying the target audience is an essential step in
planning an effective communication program for substance abuse
prevention. The target audience is the group of people that
prevention messages and materials are intended to reach. Target
audiences are both primary and secondary. A primary audience
includes those the prevention program is designed to affect
directly. A secondary audience includes those who help reach or
influence the primary audience.
Most effective communication programs follow a circular
six-stage process in which the last stage feeds into the first in
a continuous cycle of planning and improvement. The first
stage -- planning and strategy selection -- provides the foundation for
the communication program. Good planning requires that the
communication program be designed to meet the needs of a
population whose members share common needs, interests, or
concerns. Specifically identifying the audience (or audiences)
that prevention messages and materials are intended to reach and
influence helps not only to develop relevant messages and
materials but also to identify the channels most likely to reach
audience members.
Identifying -- understanding, segmenting, and selecting -- a target
audience is a deliberate process that borrows from many
disciplines. Understanding a target audience requires indepth
research, and selecting a target audience requires considering
political and social realities. To identify the target audience,
define the problem, research the problem, develop an audience
profile, segment the target audience, prioritize potential target
audiences, and consider contributing factors. Further, to ensure
program success, involve members of the target audience -- which may
require another cycle of planning and improvement to identify the
target audience.
1. Define the Problem
The key question to answer during this initial planning stage
is "Who is the target audience?" But before this
question can be answered, a careful assessment of the current
substance abuse problems confronting the community or
organization may be needed. An assessment and definition of the
problem can help identify the target audience to be reached and
influenced. Use existing information and assess the community's
substance abuse problem by answering the following key questions:
- What are the substance abuse problems and issues
confronting the community?
- What is the extent of the problem?
- Who and how many are affected by the problem?
- What behaviors cause the most problems?
- How is the problem being addressed and by whom?
- What are the identified needs and priorities of the
community with respect to the problem?
- Who is aware of the problem? What do they know?
- What resources are available to address the problem?
The Health Communication Process
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- Planning and Strategy Selection
- Selecting Messages, Materials, and Channels
- Developing Materials and Pretesting
- Implementation
- Assessing Effectiveness
- Feedback To Refine Program
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2. Research the Problem
When an audience is unknown or unclear, the first place to
start is with research reports, literature reviews, and surveys.
However, note that these data are only tools for gaining insight,
and that both quantitative and qualitative research must be
combined for effectively addressing who the problem affects or
how it is perceived. Qualitative research in particular provides
insight into the cultural and normative behaviors of the
community that are important in identifying the target for health
messages and materials. Research should include reviewing
existing data and gathering additional data by talking with
members of the population.
Reviewing Existing Sources of Information
Local sources of information can reveal the most about
potential audiences. Surveys on the prevalence of the problem and
statistics on related factors such as drunk driving, domestic
violence, and treatment are available on the local level.
Community service providers can provide information about those
creating the problem and those affected by it.
Local
- Local libraries
- Government agencies
- Community agencies
- Health departments
- Health facilities
- Treatment programs
- Clinics and hospitals
- Police records
- School records
State/National
- State agency for alcohol and drugs
- State health department
- Voluntary/health professional associations
- National/regional clearinghouses
- National agencies
Glossary of Key Terms
Communication program.Planned message or a series of
planned messages designed around and delivered to a target
audience for the purpose of preventing substance abuse.
Demographics.Social, economic, and geographic
statistics of a population.
Psychographic.Psychological, sociological, and
anthropological factors as well as self-concept and lifestyle
characteristics pertaining to an individual or group.
Segmentation.The process of dividing a broader
population into smaller groups with similar characteristics that
are likely to exhibit similar behavior/reaction to a message.
Target audience.The specific population addressed by a
communication program or intervention, or a specific group or
subset of a broader population, that is based on race, ethnicity,
age, gender, income, occupation, health status, behavior, or a
combination of these or other factors.
Primary audience.Those the program plans to affect in
some way. Having several primary audiences is possible.
Secondary audience.Those with influence on the primary
audience or those who must do something in order to help cause
the change in the primary audience.
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The designated State agency for alcohol and drugs or State
health department can provide data on prevalence of substance
use, death and injury due to substance abuse, and other
associated factors. National clearinghouses such as the National
Clearinghouse for Alcohol and Drug Information (NCADI) can
provide background information on specific aspects of substance
abuse. The Substance Abuse and Mental Health Services
Administration (SAMHSA) and the National Institute on Drug Abuse
(NIDA) have figures on national trends. NIDA sponsors the annual
high school senior surveys and SAMHSA sponsors the National
Household Survey of Drug Abuse. The National Health Interview
Survey and the Adolescent Health and Risk Behavior Surveys
conducted by the Centers for Disease Control and Prevention
include questions related to substance abuse.
Exercise
Here is an exercise to help identify priorities.
List the potential target audiences in column 1 and the
prioritizing factors in column 2. Rank the factors by indicating
a plus if the answer is positive, a zero if neutral, and a minus
if the answer is negative. The audience with the most pluses may
be the top choice for a target audience.
Potential Target Audiences |
Prioritizing Factors |
Total + |
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Gathering Data
More research results in greater knowledge about the potential
target audience -- which increases the chances of success in
communicating prevention messages. If there is not enough
information available, consider the following methods for further
research:
- Audience interviews.Conduct indepth interviews
with members of the target population at community sites
frequented by the potential target audience.
- Gatekeeper forums. Arrange a forum with
gatekeepers who may control access to the target
population. Gatekeepers can explain what programs are
already in place, how best to distribute materials, and
what items or content may be controversial or unpopular.
- Knowledge, attitude, and practices surveys.Use
surveys to find out what the target population knows
about substance abuse, how they feel about use and its
resulting problems, and if and when they use alcohol,
tobacco, or illicit drugs. These surveys may be done by
phone, by mail, or face to face.
- Focus groups. Arrange for a trained facilitator to
conduct a 1- to 2-hour group discussion with six to eight
representatives of the target population in order to
explore the group's knowledge, attitudes, and practices.
Such a session is also an opportunity to ask questions
regarding the group's information sources, who they
perceive as credible, and additional areas of concern.
Finding the answers to the key questions through existing data
or by gathering additional data helps define the specific
substance abuse problem that the community is most concerned
about and helps identify potential target audiences.
3. Develop an Audience Profile
It is important to gather as much information as possible
about the potential target audiences. Develop an audience profile
or description by asking questions about the characteristics of
the group using the following four categories:
- Physical. What are the age, gender, race, medical
condition, and health risks of the potential target
audience?
- Behavioral. What is the lifestyle of this group?
What are their risk and resiliency behaviors, social
supports, affiliations and resources, knowledge of the risks of substance abuse,
personal skills, and leisure activities?
- Demographics. What are the levels of income and
education of the potential target audience? What are
their marital status, family situation, culture, and home
location? What are their occupations and work locations?
- Psychographic. What are their attitudes and
beliefs about substance abuse? What are their values?
What are the general personality traits of the potential
target audience?
4. Segment the Target Audience
As the general target audience profile or description is
developed, further assess the data and segment the target
population into even more specific groups or segments. It may be
that several distinct segments should be targeted.
For example, CSAP's goal for the Marijuana Campaign was to
delay the onset of first use by preteens. In order to accomplish
this goal, CSAP designed a communication program that targeted
preteens as the primary audience (to change the age of first use)
and parents as the secondary audience (to convey a no-use message
and support their preteen's decision not to use).
Once the potential target audience (or market) is segmented,
rank the segments by evaluating their potential for receiving and
accepting the message. Ask which audience segment:
- Is at greatest risk?
- Can be influenced?
- Is ready to make a behavior change?
5. Prioritize Potential Target Audiences
When the problem and those in the community most affected by
it are understood, determine which of the potential target
audiences to reach with the prevention message. In some
communities or organizations, decisions about which problem or
behavior and which audience to target may already have been made.
In others, priorities need to be set about which particular
audience to reach.
Multiple audiences often emerge, however, as questions
continue to be asked about the audience, the problem, and
community perspectives. For example, it may be that 12- to
14-year-old boys in private schools and 12- to 14-year old boys
living in rural communities are experiencing the same difficulty
with a drug but perhaps for different reasons. In addition, there
may be a secondary audience consisting of those with influence on
the primary audience or those who must do something in order to
help produce the change in the primary audience. (Thus materials
for use by parents are frequently also created in designing
campaigns targeted at changing youth attitudes and behaviors.)
For another example, although female adolescents may already be
selected as the target audience, research may suggest a need to
reach several distinct population groups within the larger, more
general group of female adolescents.
The process of identifying and defining an audience leads to
setting audience priorities -- that is, to deciding who is most
important, who is important but less critical, and who should not
be a target for the program. Prioritize potential target
audiences by asking these questions:
- Which audience is large enough to be a substantial
target?
- Which audience is a priority in terms of the program's
mission?
- Which audience is the target of the program's goals and
objectives?
- Which audience is a priority for the funding sources?
- Which audience is reachable with communications in an
affordable way?
- Which audience is not currently being targeted by others?
- Which audience will lose the most if left unattended or
to struggle with its own problems?
6. Consider Contributing Factors
Contributing factors may affect the use of substances and influence the program
planners' choice of a target audience. These include the lack of prevention or
intervention services and communication campaigns by other agencies addressing the
problem. If others are creating messages, find out who they are targeting and
what their message is in order to avoid duplication and to maximize available
resources.
7. Identify and Involve the Target Audience
Once the target audience has been identified and described and specific audience
segments within the general population have been selected as the targets of the
prevention messages and products, proceed with the next stages of planning and
implementing the prevention program. The more specifically the target audience is
defined, the more likely the program is to meet its goals and objectives in
designing effective strategies, messages, and mateials, and in selecting channels for
implementing the communication program. When members of the target audience are
continually involved in the planning process, they remain at the center of prevention
efforts tailored to their needs. This approach also ensures that the communication
program developed will be effective in reaching its intended audience.
References/Resources
American Marketing Association. Marketing Services Guide,
250 South Wacker Drive, Suite 200, Chicago, IL 60606 (312-648-0536) published annually.
Lists suppliers and services all over the United States and is available from the
association.
Center for Substance Abuse Prevention. Technical Assistance Bulletins. The following
titles in the series are especially relevant and are available from the National
Clearinghouse for Alcohol and Drug Information (NCADI).
Communicating Appropriately With Asian and Pacific Islander Audiences, 1997.
Developing Effective Messages and Materials for Hispanic/Latino Audiences, 1997.
Urban Youth Public Education for the African American Community, 1997.
You Can Use Communications Principles To Create Culturally Sensitive and Effective
Materials, 1994.
Marketing Research Association, 111 East Wacker Drive, Suite 600, Chicago,
IL 60601, (312) 644-6610. Publishes audience research guidelines.
National Clearinghouse for Alcohol and Drug Information (NCADI), P.O. Box
2345, Rockville, MD 20852, (301) 468-2600 or (800) 729-6686. Internet World Wide
Web address: http://www.health.org. Provides information on substance abuse
research literature, programs, and educational materials.
Office of Cancer Communications, National Cancer Institute. Making
Health Communication Programs Work: A Planners Guide, 1989. Covers all
aspects of health communications. To order, call 1-800-4-CANCER.
Developed and Produced by the CSAP Communications Team.
Patricia A. Wright, Ed.D., Managing Editor.
Distributed by the National Clearinghouse for Alcohol and Drug Information, P.O. Box 2345, Rockville, MD 20852.
This bulletin is one in a series developed to assist programs that are working to prevent alcohol, tobacco, and other drug problems. We welcome your suggestions regarding information that may be included in future bulletins. For help in learning about your audience, developing messages and materials, and evaluating communications programs, contact the CSAP Communications Team, 7200 Wisconsin Avenue, Suite 500, Bethesda, MD 20814-4820, (301) 941-8500.
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