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Ref. Ares(2014)1091336 - 07/04/2014
From: Florence Berteletti [mailto:xxxxxxxx.xxxxxxxxxx@xxxxxx.xxx]  
Sent: Tuesday, November 26, 2013 2:20 PM 
To: DUARTE GASPAR Paula (CAB-BORG); DARMANIN Joanna (CAB-BORG); SEYCHELL Martin 
(SANCO); SCHNICHELS Dominik (SANCO); 
 MAUNU Antti (SANCO) 
Cc: 
 
Subject: Embargoed new Cancer Research UK report on e-cigarettes 
 
Dear All, 
  
Please find attached  a new Cancer Research UK report on e-cigarettes which, I hope,  could be 
useful in the context of the Tobacco Products Directive and discussions on Art 18. 
  
Warmest wishes, 
  
Florence Berteletti Kemp 
Director 
Smoke Free Partnership 
  
49/51 Rue de Trèves | 1040 Brussels, Belgium 
T: +32 (0) 22 38 53 63 | F: +32 (0) 22 38 53 61 
xxxxxxxx.xxxxxxxxxx@xxxxxx.xxx | www.smokefreepartnership.eu   
  
 
The Smoke Free Partnership is a strategic, independent and flexible partnership between Cancer 
Research UK (www.cancerresearchuk.org), the European Heart Network (www.ehnheart.org) and 
Action on Smoking and Health UK (www.ash.org.uk). We aim to promote tobacco control advocacy and 
policy research at EU and national levels in collaboration with other EU health organisations and EU 
tobacco control networks. 
 
  
SFP is registered on the EU’s Transparency Register under 6403725595-50. 
  
Please don't print this e-mail unless you really need to. 
  
Strict Embargo 00.01hrs 
Wednesday 27 November, 2013 
CHARITY CONCERNED FOR CHILDREN AS E-CIGARETTE 
MARKET FLOURISHES 
Celebrity endorsements and social media are attracting young people to use e-cigarettes 
according to a new report commissioned by Cancer Research UK released today* 
(Wednesday). 

The charity is calling for children to be protected from unregulated marketing of these 
products. But Cancer Research UK does not want e-cigarettes to be banned and sees their 
potential to help smokers to quit. 
Researchers analysed nearly 1000 individual pieces of marketing collected over 13 
months. They found a long list of marketing techniques such as online promotions that 
use competitions, apps on mobile phones and group discount vouchers for e-cigarettes – 
all likely to appeal to young people. 
Alison Cox, Cancer Research UK’s head of tobacco policy, said: “Tobacco cigarettes 
cause one in four cancer deaths. Hundreds of children start smoking every day and we 
don’t want the marketing of e-cigarettes to confuse the message that smoking kills. 
“We aren’t opposed to e-cigarettes being marketed to adult smokers – and hope that the 
marketing effort encourages many smokers to give up. 
“There’s evidence in the report - particularly on social media - of e-cigs being promoted 
as cool and the latest thing and applying all the kinds of marketing ploys that would be 
used to attract a youth market including involving pop stars, computer games and one e-
cig company even sponsoring a football youth team’s strip.” 
Without clear regulation on how e-cigarettes can be marketed, manufacturers are 
advertising on TV, billboards, buses, online, in computer games and in magazines as well 
as using a range of cosmetic touches such as colourful and innovative packaging and 
flavours such as strawberry, apple and cherry that give their products appeal to young 
people. 
Sponsorship for a range of sports including motor and power boat racing was also 
highlighted as a prominent promotional strategy used by a number of independent e-
cigarette companies.  
E-cigarettes are described as being promoted on the way to exclusive events such as 
Glastonbury, busy locations like Canary Wharf, on company websites, specialist shops, 
concessions and e-lounges where people can buy and ‘smoke’ e-cigarettes.  
For young non-smokers and social smokers, e-cigarettes are positioned as socially 
attractive and part of a rapidly growing trend. 
The report also raises serious concerns that the tobacco industry will use e-cigarettes to 
gain access to politicians and public health policy makers, and gaining influence and 
respectability. 
Professor Gerard Hastings, report co-author at the University of Stirling, said: “E-
cigarettes and other alternative nicotine delivery devices are probably much safer than 
conventional cigarettes, and so if smokers switch to them many lives could be saved.  

“But the market is looking to make money, not improve public health, and this is creating 
many dangers. The fact that multinational tobacco companies are moving in on this 
market is of particular concern - from past experience we know they are deceitful, 
determined and deeply detrimental to public health. E-cigarettes could provide them with 
the cover they need to regain the powerful position they once had - in which case a Trojan 
horse will rapidly become a Trojan hearse.” 
Cancer Research UK has welcomed the news that there will also be a public consultation 
on e-cigarette marketing in 2014 by the Committees of Advertising Practice to decide 
what level of advertising controls are needed.  
Alison Cox added:  “It’s too long to wait until 2016 when e-cigarettes are due to fall 
under medical licensing regulation that might help to address these concerns. The 
government should move faster.” 
Dr Marisa de Andrade, report author based at the University of Stirling, said: “E-cigarette 
marketing has grown exponentially in the UK over the last 18 months. The tobacco 
industry’s increasing interest in this market and attempts to engage with policy makers 
and the public health community are a major concern. 
“We need to ensure these ‘next generation products’ do not usher in the next generation of 
smokers – an e-cigarette advert recently appeared in an iPad children's game. These are 
worrying developments and swift action is needed.” 
ENDS 
For media enquiries contact Paul Thorne in the Cancer Research UK press office on 020 
3469 8352 or, out of hours, on 07050 264 059. 
Notes to editor: 
Download a full copy of the report here: 
http://www.cancerresearchuk.org/prod_consump/groups/cr_common/@nre/@pol/docume
nts/generalcontent/cr_115991.pdf 
British American Tobacco was the first major tobacco group to buy a British e-cig 
company - CN Creative who make Intellicig, with others following. Lorillard now own e-
cig company Blu, and Altria - owners of Philip Morris and the Marlboro brand - is 
launching its own e-cig brand.  
The Medicines and Healthcare Products Regulatory Agency (MHRA) ruled in June this 
year that all nicotine-containing products (NCPs), such as electronic cigarettes, are to be 
regulated as medicines in a move to ensure the safety of these products, and stop the sale 
and marketing to under 18s. Due to come into force in 2016, this decision is now under 
threat since the EU parliament voted against similar Europe-wide measures. 


Negotiations are taking place at the EU level on 16 December when the fate of e-cigarette 
marketing across Europe will be decided. 
About Cancer Research UK 
  Cancer Research UK is the world’s leading cancer charity dedicated to saving lives through 
research 
  The charity’s pioneering work into the prevention, diagnosis and treatment of cancer 
has helped save millions of lives.  
  Cancer Research UK receives no government funding for its life-saving research. 
Every step it makes towards beating cancer relies on every pound donated. 
  Cancer Research UK has been at the heart of the progress that has already seen 
survival rates in the UK double in the last forty years.  
  Cancer Research UK supports research into all aspects of cancer through the work of 
over 4,000 scientists, doctors and nurses.  
  Together with its partners and supporters, Cancer Research UK's vision is to bring 
forward the day when all cancers are cured.  
For further information about Cancer Research UK's work or to find out how to support the 
charity, please call 0300 123 1022 or visit www.cancerresearchuk.org. Follow us on Twitter and 
Facebook. 
  
 
 
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Cancer Research UK 
Registered charity in England and Wales (1089464), Scotland (SC041666) and the Isle of 
Man (1103) 
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the marketing of
electronic cigarettes 
in the uk
A report by Marisa de Andrade,  
Gerard Hastings, Kathryn Angus,  
Diane Dixon and Richard Purves
Commissioned by Cancer Research UK                
November 2013 

 
   
 
   
 
 
 

key findings, conclusions 
and implications
introduction
Tobacco harm reduction has long been a public private partnership (PPP), with all the potential conflicts 
of interest between the two sectors that such arrangements bring. Until recently, however, this was a 
relatively simple PPP, between tobacco control and one private partner: the pharmaceutical industry. 
Now a combination of technical innovation and an energised debate about harm reduction has opened 
the territory to two new private sector operators: electronic cigarette (e-cigarette)a companies and 
tobacco companies, which has stimulated a dramatic increase in commercial activity. This study was 
commissioned to examine these developments, and map out both current activity and likely future 
trends. It covered the period from May 2012 to June 2013, and comprised a systematic audit of all forms 
of e-cigarette marketing, as well as the related public relations and editorial comment in tobacco 
industry and retail trade press. Traditional and digital / social networking outlets were included. In 
addition, in-depth interviews were conducted with marketing experts to help make sense of what  
was a very extensive data set: 991 discrete items (editorial, images, online posts and advertising)  
were identified.b   
summary of key findings
•   A plethora of small e-cigarette companies has emerged producing an enormous range of 
products and marketing them in every conceivable way. In just over one year, there were 121 
product trademark applications and 12 emerged in the two weeks following the MHRA 
announcement.c Four of these were made by the tobacco company, Imperial Tobacco; the 
remainder by independent e-cigarette/e-shisha companies.d Sponsorship,e celebrity endorsement, 
social networking, television advertising and a bewildering degree of product innovation are all 
being energetically deployed. 
•   The line between paid advertising and news reports is often hazy; some news features could pass 
for adverts and adverts for news. Even letters to newspapers from e-cigarette users and anecdotal 
cases in news reports about e-cigarette success stories read like press releases in some instances. 
•   The media itself is getting confused, as in the Telegraph headline following the MRHA 
announcement: ‘Smokers urged to ‘cut down’ rather than quit’ (N Collins, Daily Telegraph).1 
•   There is a general underlying assumption that e-cigarettes are nicotine replacement therapy 
 
(NRT) products.
aElectronic cigarettes are also referred to as electronic nicotine delivery systems (ENDS). We will refer to them as e-cigarettes in this report. 
bThis figure excludes postings on social networking platforms. 
cThese trademark applications were made between 1st May 2012 and 26th June 2013 (see section 2.1.1 for data searches). 
dSee Appendix 1. 
eSince our press audit was conducted, one football club announced it will rename its ground ‘Cigg-e Stadium’. 
BBC News (2013). Merthyr Town stadium named after E-cigarette. Available at: http://www.bbc.co.uk/news/uk-wales-south-east-wales-23779140 
Accessed on 23/08/2013.
Marketing of Electronic Cigarettes | Research objectives and methodology            i

•  Distinct marketing strategies for two consumer groups emerged: the committed smoker who  
may be thinking about quitting; and the younger social smoker/ non-smoker. In addition there  
is extensive evidence of energetic stakeholder marketing.
•  Two distinct sectors are also apparent: small independent e-cigarette companies and multi-
national tobacco companies. The independents have been in the market for longer and are 
therefore more heavily involved in marketing. The findings for them are summarised first.  
The more recent interest of the tobacco companies is then discussed separately. 
marketing aimed at smokers 
•  E-cigarettes are presented by the independents as:
 
 
• a healthier and safer source of nicotine than traditional cigarettes.
 
 
• good for cutting down, quitting or switching from traditional cigarettes. 
 
 
• suitable for use in situations where the smokefree legislation applies; and without 
 
 
  releasing harmful second-hand smoke. 
 
 
• tasting similar to tobacco, but cleaner and more fragrant. 
 
 
• cheaper than traditional cigarettes, backed by promotional pricing for starter kits to  
 
 
  incentivise trials by committed smokers and pricing offers aimed at retailers to keep stock    
 
  outlays to a minimum. 
•  Promotional pieces such as news-generating surveys, competitions, press releases, adverts and 
paid-for advertorials in the popular and trade press are common tactics. 
•  One brand sponsored a free public lecture on e-cigarettes (with refreshments) at a university to 
‘explain what they are, how they work, whether they help people stop smoking and whether they 
are safe’ (Newham Recorder).2
•  Television adverts for e-cigarettes also target the committed smoker who is considering quitting. 
•  Overall for this consumer group, e-cigarettes are positioned by the independent companies as  
a normalised necessity – the ultimate, socially acceptable, smoking alternative for someone 
addicted to nicotine.
marketing aimed at the youth 
•  Independent e-cigarette companies present their products using a) cosmetic appeals (their 
attractiveness, coolness, colours and innovative packaging) and b) flavour variations across 
e-cigarette and e-shisha brands. 
•  Social media platforms display attractive price incentives and promotional discounts.
•  Celebrities, their endorsements, and celebrity-inspired styling are common promotional tools in 
PR and advertising. 
•  Online promotions use contests, sales apps and group discount vouchers for e-cigarettes. 
•  Sponsorship for a range of sports is a prominent promotional strategy used by a number of 
independent e-cigarette companies. 
ii 
Marketing of Electronic Cigarettes | Research objectives and methodology

•  E-cigarettes are described as being for sale at exclusive events, popular venues, on company and 
group voucher websites, via social media platforms, specialist shops, concessions and e-lounges. 
•  For young non-smokers and social smokers, e-cigarettes are positioned as socially attractive and 
part of a rapidly growing trend. 
stakeholder marketing 
•  E-cigarette companies are targeting a number of stakeholder groups including regulators, 
politicians, health bodies, public health experts and charities. 
•  The products are described to these stakeholders as intended for tobacco harm reduction; 
e-cigarettes are, for example, presented as a boon for hardened smokers, offering potential for 
great public health gains.
•  Promotional campaigns focus on aligning brands and business aims with those of stakeholders, 
especially with reference to product regulation.  
•  Care is also taken by independent e-cigarette companies to distance their products from tobacco.
tobacco industry investment in e-cigarettes 
•  While the marketing of e-cigarette brands that are owned by tobacco companies is in its infancy in 
the UK, the tobacco industry has begun to take an active interest in this new generation of 
products, buying up some of the new operators and thinking strategically about how these 
developments might benefit its business.  
•  Stakeholder marketing by tobacco companies is much in evidence; products are described as 
being for harm reduction and the safe consumption of nicotine. 
•  Growth of the sector is seen as a long-term objective, illustrated by the creation of product-
specific boardroom roles for senior executives. One company, for example, has appointed a head 
of ‘Next Generation Products’ (N Thomas, Daily Telegraph)3 and another is ‘look[ing] at alternative 
ways of delivering nicotine beyond just e-cigarettes’ (The Express).4
•  Achieving legitimacy and aligning both public and private interests through the harm reduction 
debate are core aims. 
•  E-cigarette brands owned by tobacco companies are being promoted through celebrity 
endorsements and channels where traditional cigarette advertising is banned.5
•  The tobacco company-owned products are differentiated from those of both the pharmaceutical 
industry (no fun) and independents (don’t really understand smokers’ needs).
Marketing of Electronic Cigarettes | Research objectives and methodology            iii

implications 
The pace of change is frenetic and the result is akin to a gold rush: anarchic, unpredictable and with 
potentially vast profits to be made. There is a massive incentive for the new e-cigarette companies to get 
established, develop brand share and so attract a buy-out by one of the big tobacco companies. In the 
longer term, a whole new sector for ‘lower risk’ products may emerge. 
Similar upheavals took place in the UK alcohol market of the early 1990s when alcopops burst on the 
scene in the form of an alcoholic lemonade called ‘Two Dogs’, and new companies sprang up producing 
all manner of novel products, many aimed at young people. When there was a weak regulatory response 
the multinationals moved in to take over what has now become a global and highly profitable new 
sector. Alcopops have become Flavoured Alcoholic Beverages, shots a normal part of a pub’s repertoire 
and respectable marques such as Bacardi Breezer and Smirnoff Ice now dominate this predominantly 
youth market. The upheaval started by Two Dogs has been turned into a legitimate business run by blue 
chip companies. Meanwhile the small operators continue to flourish under a weak regulatory radar, 
marketing highly questionable products such as shots packaged in test tubes, alcoholic energy drinks 
and Jaffa cake vodka. The result has been a proliferation of alcohol containing products and an increase 
in alcohol consumption, especially by young people. 
All the indications are that e-cigarettes will follow a similar trajectory and, assuming the new products 
deliver on their initial commercial promise, this market will, in all likelihood, soon be controlled by the 
big tobacco companies. Crucially from their perspective, the sector and those operating in it stand to 
gain legitimacy and long-term stable profits (which depends on recruiting new users). If the alcohol 
metaphor holds, the small operators will also continue to operate pushing the boundaries of 
acceptability. So the commercial partners in the PPP will be content. The question is, will the public 
health partner also be satisfied? Or, as with alcohol, will it be faced with an expanded market for an 
unhealthy product which has increased both overall consumption and appeal to the young? 
Furthermore, will the tobacco industry have been rehabilitated in the process? 
These are challenging questions, and any answers have to be tentative. This analysis of the current 
marketing landscape suggests both opportunities and threats for tobacco control. Given the hazards of 
foretelling the future, it has also thrown up significant uncertainties. 
opportunities
•  E-cigarettes are accepted as being much safer than their conventional equivalents, so if smokers 
can be encouraged to switch there is the potential for significant public health gain. 
•  Harm reduction has great commercial benefits which are being enthusiastically assessed   
 
and actively exploited:
 
 
• For e-cigarette companies it provides legitimacy, a noble cause and lucrative profits.
 
 
• For tobacco companies it provides legitimacy, opportunities for influence and a promising  
 
  long-term business model.
 
These benefits do raise concerns and uncertainties, which are discussed below, but the first point 
to note is that in a commercial sense the PPP looks very promising. 
F See Figure 31: Philip Morris International’s plans for future ‘lower risk’ products. 
iV 
Marketing of Electronic Cigarettes | Research objectives and methodology

•  E-cigarettes are benefitting from a vast amount of entrepreneurial skill – new products, additional 
features and ingenious innovations are continually appearing. This is being backed by an extensive 
understanding of customer needs – whether those of smokers or non-smokers. It is also 
supported by energetic and imaginative marketing.
•  The tobacco industry’s interest in the market will serve to professionalise and add power to this 
business effort.   
•  Because the tobacco industry is primarily interested in issues of reputation and legitimacy it will 
also clean up shoddy marketing practice (such as the current rash of unsubstantiated health and 
effectiveness claims discussed below). As an industry executive explains: ‘science must come first. 
Scientific data is critical, including the recognition that a vast science base has accumulated for 
decades’ (M Kessler, CEO Lorillard).6 By the same token there are tobacco industry concerns that 
e-cigarette companies may be over-stepping the mark: ‘are e-cig manufacturers going to face the 
same public-relations debacle that occurred when smokers of light and ultralight cigarettes found 
that they were getting much more ‘tar’ than advertised? Are we going to have a revival of “Has 
there been a cover-up”?’ (J Lauterbach, Industry Analyst).7 There are of course, also downsides to 
the tobacco industry involvement, which are discussed below. 
•  Consumers are being given more accurate information about nicotine, and specifically being told 
that the health problems of smoking are not caused by it, but by other chemicals. In theory, this 
should have the effect of increasing the acceptance and appeal of nicotine (or at least reducing its 
lack of appeal) and hence boost NRT options. However, as discussed below, it is uncertain 
whether cessation or NRT is likely to do well out of the e-cigarette revolution.
 
uncertainties 
•  As with all PPPs, the private partners’ motives are commercial not public, and this can result in 
conflicts of interest.
•  E-cigarette companies are frequently disregarding the Advertising Standards Authority (ASA)g 
advertising rules: unsubstantiated claims that their products are safer (or sometimes safe) and 
healthier, and offer an effective way to quit, are routine - as are supposedly outlawed ‘smoke 
anywhere’ messages. 
•  The e-cigarette companies use harm reduction when it suits, but drop it when other sales pitches 
work better. These alternatives often run directly against tobacco control interests, such as ‘smoke 
anywhere’ and dual use appeals which are likely to undermine smokefree ordinances.
•  Market opportunities are being grabbed wherever and whenever they occur, regardless of any 
public health benefit – or indeed harm. The obvious example of this is the active targeting of 
young non-smokers. 
g The ASA takes action against misleading, harmful or offensive advertisements across media in the UK. 
Marketing of Electronic Cigarettes | Research objectives and methodology            V

•  Legitimacy is a vitally important issue. Despite their questionable marketing practices, e-cigarette 
companies want to build legitimacy with policy makers; in particular most want to fend off 
regulation. Equally they want to enhance their standing with consumers so as to boost sales. 
Paradoxically they are getting the first sort of reinforcement from tobacco control via harm 
reduction, and the second from the tobacco industry who know the secrets of smoking and so 
can anoint (and for the lucky ones, buy out) promising alternatives.
•  The tobacco industry has an even greater interest in gaining legitimacy, especially with policy 
makers. As a tobacco industry analyst notes ‘another piece of new conceptual thinking is the idea 
of “legitimacy”’ (D Hedley, Industry Analyst).8  He expands the point: ‘Another word in the new 
vocabulary of tobacco products is legitimacy. This is epitomised in a UK example: while cigarettes 
are being progressively being [sic] locked away in cupboards and under counters so that they 
cannot be seen by children, Tesco, the UK’s leading retailer, has special stalls explicitly promoting 
a brand of e-cigarette’ (D Hedley, Industry Analyst).9 Lorillard’s CEO puts the advantages bluntly, 
pointing out that his company’s acquisition of Blu ecigs ‘…gives Lorillard a meaningful seat at the 
table in the harm reduction debate, and we intend to provide responsible leadership to this 
emerging category. Through improvements in technology e-cigarettes will continue to get better 
and better, and with Lorillard’s regulatory expertise and sales infrastructure, we believe the 
category can reach its potential in a responsible manner’ (M Kessler, CEO Lorillard).10 
•  In each case, harm reduction provides the key and features heavily in both the e-cigarette 
company marketing and tobacco industry strategic discussions. Tellingly this focus is much more 
apparent in marketing aimed at stakeholders than that aimed at consumers. A tobacco industry 
representative explains: ‘business objectives and public health objectives can be aligned for the 
best outcome...if all involved recognise that harm reduction, as opposed to prohibition, can 
become a meaningful part of an overall health strategy designed to reduce tobacco related 
disease. Government and industry can work together as partners’ (M Kessler, CEO Lorillard).11 
Similarly BAT welcomed the MHRA’sh decision to regulate e-cigarettes as this ‘could play an 
important role in public health and tobacco harm reduction’ (A Ralph, The Times).12  
The continuing existence of a legitimate market in tobacco, implicit in a harm reduction approach, 
is also approvingly noted: ‘Public health experts have long considered harm reduction a legitimate 
approach to the reduction, but not the elimination, of threats to life and health caused by various 
behaviours. We know that tobacco products will continue to be legal for the foreseeable future. 
We know that not all tobacco products are identical or equally harmful, common sense tells us 
there is a clear continuum of risk. It is clear that a harm reduction policy will make greater strides 
than the discredited, all or nothing, abstinence only strategy’ (M Kessler, CEO Lorillard).13 
h The Medicines and Healthcare Products Regulatory Agency (MHRA) is responsible for regulating all medicines and medical devices in the UK by 
ensuring they work and are acceptably safe.
Vi 
Marketing of Electronic Cigarettes | Research objectives and methodology

•  Consequently the pronouncements of NICE, ASH (London) and the MHRA are woven into 
e-cigarette marketing.i For example, one brand’s Facebook page stated: ‘NICE Recommends 
E-Cigarette for Smokers. NICE has become the first public institution to recommend the 
electronic cigarette for smokers who cannot quit’ (Vapestick Facebook page),14 another company’s 
Facebook page announced that the brand is ‘proud to say the charity Action Smoking & Health 
[ASH (London)] have supported us in our partnership’ (Nicolites Facebook page)15 [its sponsorship 
deal with Birmingham FC], and the ‘Vegas Vapefest September 20-21, 2013 – Electronic Cigarette 
Seminar and Expo’ quotes ASH (London)’s statement on a harm reduction approach to tobacco 
(National Vapers Club website).16 
•  Again policy makers are the crucial target. For example, one brand used a survey conducted by 
ASH (London) to petition against proposed changes in the European Commission Tobacco 
Products Directive (TPD). In a tweet linked to a blog post on ‘the E-Cig Ban Threat & Why “Youth 
Health” Is A Red Herring’, the company said: ‘The concerns raised by some individuals, politicians 
and anti-smoking groups about electronic cigarettes have taken many different forms over the last 
few years since their introduction, with one argument being used in favour of the proposed EU 
‘ban’ on the devices being related to use amongst children…. but there’s no suggestion across the 
board of significant usage amongst under 18s, as the group for Action on Smoking and Health 
revealed just weeks ago….ASH Survey Finds Under-18 E-Cig Use ‘Extremely Rare’’…’ (Tweet linked 
to blog post on VIP website).17 
•  The tobacco industry recognises that the stakes are high. If it gets this right it will own both the 
problem and the solution. It is difficult to think of another market where such an advantageous 
position exists. Coke’s current attempt to own obesity solutions has some similarities, but it has 
not got public health support and no one is suggesting there should be NHS prescriptions for 
Coke Zero. If it succeeds, the acquisition of such monopoly power would represent a remarkable 
turnaround for an industry long relegated to pariah status. 
•  It will also leave it free to implement its stated policy of using the e-cigarette to support its 
conventional tobacco business, especially in developing countries, while creating ‘a valuable 
revenue stream in the developed world in future’ (E Wall, Sunday Telegraph).18 
•  Nonetheless, as this business grows there are signs of separate structures emerging within some 
tobacco companies: ‘boardroom role[s] for alternative smokes’ have been created and senior 
executives have assumed new roles of head of ‘Next Generation Products’ (N Thomas, Daily 
Telegraph). These industry representatives will be expected to fight for market share and greater 
commercial success for e-cigarettes. This will help boost switching, but may also have negative 
consequences such as the development of a youth market in nicotine (see Threats).
i It is not clear from the audit whether or not the selective quoting and reporting of the organisations’ statements have been done with the agreement 
of the respective organisations. 
Marketing of Electronic Cigarettes | Research objectives and methodology            Vii

This raises a crucial strategic question for tobacco control: is a revitalised and rehabilitated tobacco 
industry a desirable outcome? More specifically, what are the implications for the World Health 
Organisation’s Framework Convention on Tobacco Control (FCTC) Article 5.3?j 
•  This dilemma is thrown into relief by mention in tobacco industry strategising of an organisation 
called the Cooperation Centre for Scientific Research Relative to Tobacco or CORESTA: ‘…there is 
a chance that Coresta can bring some weight to bear, especially in the case of the US Food and 
Drug Administration, which is reasonably open and knows good research when it sees it. Coresta 
especially through its recommended methods, has a voice that has to be heard at times’ (G Gay, 
Industry Analyst)20. CORESTA is the tobacco industry body, established in the 1960s, which, 
worked with ISO (the International Organization for Standardization) on the low tar debacle and 
ensured industry interests were well-served throughout (Bialous SA and Yach D, 2001).21
•  As noted by a marketing expert in an interview, cessation presents a weak business model: ‘if you 
have a product that helps people to stop smoking and so the pool of smokers out there gets 
smaller and smaller, then your market gets smaller and smaller…’ (Marketing Expert). Following the 
pharmaceutical industry’s lead, therefore, some e-cigarette marketing is focusing on long-term 
use, as a permanent alternative to tobacco, or for use when smoking is not allowed – or simply as 
a lifestyle choice. One e-cigarette brand, for example, is promoting dual use by selling a traditional 
and e-cigarette in one pack: the brand’s ‘smart plastic case’ has been ‘designed to fit snuggly in the 
pocket, protect the e-cig, and even house one regular tobacco cigarette for those adult smokers 
who chose to dual between the two’ (Convenience Store editorial)22. As the tobacco industry takes 
over the sector, it is likely that this perspective will be reinforced. Tobacco companies have noted 
that their ‘core business is, and will remain in, tobacco…’ (K Feddy, Manchester Evening News).23  
It is questionable whether cessation will get much of a boost from e-cigarettes, and there is the 
possibility that dual use may prolong the use of combustible tobacco.
•  Notwithstanding the positive public relations for nicotine noted above, it also seems likely that 
e-cigarettes will do as much to disrupt as support the nicotine replacement therapy (NRT) market. 
New generation nicotine products are being differentiated from pharmaceutical NRTs and 
positioned as ‘pure commercial products’ rather than medicines. It has been noted in tobacco 
industry trade press that: ‘Low risk and non-tobacco nicotine products which are pure commercial 
products, rather than NRT products to help smokers quit smoking, are clearly an idea whose time 
is coming at least as far as the industry is concerned, though the smoker is reserving judgement’ 
(D Hedley, Industry Analyst).24  Furthermore, they have the potential to compete very successfully 
because ‘nothing on the [NRT] market meets the sensorial, emotional and physiological needs of 
smokers’ (D Hedley, Industry Analyst).25 The role of regulation in this, if any, remains to be seen.
jFCTC Article 5.3 exists to protect ‘public health policies with respect to tobacco control from commercial and other vested interests of the tobacco 
industry’ in order ‘to avoid the creation of any perception of a real or potential partnership or cooperation resulting from or on account of such 
interaction’.
World Health Organisation (WHO) (n.d). Guidelines for implementation of Article 5.3 of the WHO Framework Convention on Tobacco Control, [online] 
Available at: <http://www.who.int/fctc/guidelines/article_5_3.pdf> Accessed 13/8/2013.
kNICE guidance on tobacco harm reduction notes that ‘there is reason to believe that lifetime use of licensed nicotine-containing products will be 
considerably less harmful than smoking’. 
National Institute for Health and Clinical Excellence Public Health Draft Guidance. (2012). Tobacco: harm-reduction approaches to smoking. Available 
at: http://www.nice.org.uk/nicemedia/live/13018/61198/61198.pdf Accessed on 1/8/2013. 
Viii 
Marketing of Electronic Cigarettes | Research objectives and methodology

threats
•  For the tobacco industry, e-cigarettes present a ‘relatively low-cost’ strategy, which avoids the 
‘litigation risk of the traditional cigarette business’ (TS Donahue, Industry Analyst).26  
Commentaries in the tobacco industry trade press suggest it has little to lose and everything to 
gain: if e-cigarettes take off, it will control the market and maximise the returns; if they don’t, it  
will simply revert to business as usual. Tobacco control, by contrast, has much to lose: the clear  
‘no to smoking’ message, numerous policy gains including Article 5.3, reputation and unity of 
purpose. In venturing down this path, therefore, it has a much greater need for e-cigarettes to 
work. This asymmetry makes a precarious platform for a public-private partnership; in any 
relationship a disproportionate need by one party to see the liaison succeed can result in  
danger signs being down played or ignored. 
•  Healthy alternatives have a symbiotic relationship with their ‘parent’ product. First of all, they tend 
to imitate it as closely as possible: just as decaf looks, smells and tastes like full strength coffee and 
Coke Zero aspires to be indistinguishable from red Coke. Similarly, there is evidence of e-cigarettes being 
designed to look and feel like a conventional cigarette. The simulated filters, smoke-like vapour 
emissions, glowing tips and tobacco flavourings capture the allure of the original, and, because 
imitation is the sincerest form of flattery, could have the effect of bolstering it.I 
 
Healthy variants also need the parent product to be legitimate: decaf depends on the norm of 
coffee consumption and diet Coke on habitual soda drinking. As one marketing expert noted: ‘the 
market for e-cigarettes is defined or shaped by the existence of smoking’. This suggests that any 
added health value is necessarily built on the core benefits of the parent product. Just as Coke 
Zero has all the taste of Coke, and decaf the kick of full strength, so, even as they decry tobacco 
harm, e-cigarette adverts also promote the chance to ‘take your freedom back’(Blue e-cigs 
website),27 the legitimacy of ‘seeking a nicotine kick’ (K Feddy, Manchester Evening News) 28 and 
the right to ‘enjoy them safely, anywhere you want’ (K Feddy, Manchester Evening News).29   
In this way, alternatives may ultimately reinforce rather than replace the parent product.m 
•  This reinforcement also takes the form of modelling. It could be argued that the public use of 
e-cigarettes is not modelling smoking, it is modelling not smoking. Technically this has some 
validity, but it is evident from the dataset that this does not stand up to real-world scrutiny. As 
e-cigarette use looks like conventional smoking, authorities have started to ban it in public places 
to avoid enforcement staff getting confused.n If a trained professional is unable to distinguish 
vaping from smoking, a child is unlikely to be able to do so. Given the e-cigarette makers’ desire to 
imitate the ‘real thing’, the line between vaping and smoking is likely to remain unclear. Even when 
the behaviour is unequivocally vaping, it still models the idea of nicotine self-medication by 
inhaling a vapour into the lungs, along with the implication that there is another more dangerous 
way of doing this. 
I See section 4.1.1 (iv) smell, taste and cleanliness.
mSince our press audit was conducted, a US media report has compared the actor in an American television advertisement for BluCigs to the ‘Marlboro 
Man’: ‘Retro attraction: Blade actor Stephen Dorff also stars in ecig advertisements, resembling the classic black-and-white Marlboro Man ads from the 
1950s’. Malm, S. (2013) Are celebrities making smoking cool again? How stars have boosted the sale of e-cigarettes, Dailymail. Available at: http://www.
ablxboston.com/national/11067-are-celebrities-making-smoking-cool-again-how-stars-have-boosted-the-sale-of-e-cigarettes.html#sthash.
mRDe1aVS.dpuf Accessed on 10/8/2013
Marketing of Electronic Cigarettes | Research objectives and methodology            iX

•  This modelling is made more powerful through the media portrayal of vaping as with ‘POP babes 
Girls Aloud’ … ‘puffing on e-cigarettes to cope with the stress of their 10th anniversary tour’  
(C Moodie et al, Daily Mirror),30 and Katherine Heigl vaping on the Late Show With David Letterman 
(ecigsavings.com website).31 The marketing power of these images is demonstrated by the fact 
that celebrity endorsements have become a core promotional tool for e-cigarettes, as they once 
were for conventional ones.o  
•  Nicotine, as noted above, is being given a make-over. Whilst this has the benefit of correcting 
misapprehensions about smoking harm, it also runs risks. First it reinforces the hand to mouth/
inhalation habit, which is such a key part of conventional smoking. Second it promotes an 
addictive drug.p It is the dependence inducing characteristics of nicotine – akin to those of heroin 
– that underpin the development of harm reduction. Third, whilst inhaling nicotine is much less 
dangerous than inhaling tar and carbon monoxide, it is not entirely harmless – and experience 
shows that the full risks of a product can take decades to emerge.q At present, however, some 
e-cigarettes are being promoted as harmless and free from toxins, chemicals and carcinogens.r 
 
 
Marketers, especially in tobacco companies, are well aware of the opportunities addiction offers:  
it builds-in loyalty and explains the enormous profitability of tobacco companies themselves. 
Hence, the e-cigarette usage is being promoted ‘as a safer and much cheaper method to satisfy a 
nicotine addiction’ (P Ogden, Manchester Evening News)32 and reports about a sub-culture of 
‘vapers’, ‘who have no intention of quitting but instead believe their addiction can save millions of 
lives’ are being posted on companies’ social networking sites (Nicolites Facebook page).33 The 
commercial pressures to promote long-term consumption and encourage recreational use have 
already been noted. The demographics of the smoking epidemic also suggest that any trade in 
nicotine will be skewed towards the poor and vulnerable and so, whatever the physical health 
consequences, it will maintain its deeply regressive effects.  
•  The long-term success of any market is dependent on recruiting new generations of consumers. 
In the case of tobacco, these beginners are typically children – few adults take up smokings – and 
the tobacco industry’s dependence on selling to the young has become notorious. Similar 
concerns are apparent for e-cigarettes, with the production of variants such as e-shisha and 
flavoured and coloured offerings (with or without nicotine). These products are being marketed in 
ways very reminiscent of early tobacco advertising: as a lifestyle choice and statement of identity, 
backed up by association with celebrity, cool venues and fashionable events and the use of stylish 
design.t The obvious appeal to young people (see Box 1) is also notable, and marketing experts 
said that they see the target as young (as low as 12 years old), impressionable and new to smoking.u 
The creation of this market provides no public health gain and the fact that some of these products 
contain nicotine (and one is nicotine-free, but contains taurine) raises particular concerns.
 
 
 n See section 4.1.1 (iii) smokefree legislation, beating the ban and second-hand smoke. 
 o See section 4.2.3 (i) celebrities. 
p While licensed nicotine containing products (NCPs) deliver nicotine more slowly than cigarettes and are therefore probably less addictive, e-cigarettes 
 are currently unlicensed and there is insufficient data to determine whether this is the case with these new products. The need to assess the addictive 
 potential of NCPs was raised in a report prepared by the German Cancer Research Center.
German Cancer Research Center (Ed.) Electronic Cigarettes – An Overview. Heidelberg, 2013. Accessed 15/5/2013. Available at: http://www.dkfz.de/
 de/tabakkontrolle/download/Publikationen/RoteReihe/Band_19_e-cigarettes_an_overview.pdf Accessed on 30/05/2013
 q Potential health effects were also presented in the German Cancer Research Center report.
r See section 4.1.1 (i) healthier alternative and a ‘safer’ product.
 sThe 2012 Surgeon General’s report on youth prevention suggested as many as 88% of smokers start before the age of 18.
 tSee section 4.2.1 product, 4.2.3 promotion and 4.2.4 positioning. 
uSee section 4.2 marketing strategy aimed at young social smokers or non-smokers. 

Marketing of Electronic Cigarettes | Research objectives and methodology


 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
conclusion
E-cigarettes have stimulated a great deal of commercial activity: many new companies have sprung up 
in search of massive potential profits and the tobacco industry is positioning itself to take over the sector 
as this early promise turns into a long term business opportunity. On the one hand this presents a great 
chance to reduce harm: if large numbers of smokers make a complete switch from tobacco to the much 
cleaner e-cigarettes many lives could be saved. 
On the other hand many uncertainties and threats are apparent. The National Institute for Health and 
Care Excellence (NICE) guidance on harm reduction, which covers licensed nicotine containing 
products rather than currently unlicensed e-cigarettes, has been loosely interpreted and resulted in the 
product being ‘declared safe to use’ (Evening Standard)34 with the support of public health experts – 
even though concerns over safety remain. Furthermore, the MHRA ruling, which will ultimately introduce 
a degree of regulation, has been synchronised with the European Commission Tobacco Products (TPD), 
thereby giving commercial interests a free hand until at least 2016.v It is clear that companies are taking 
full advantage of this lacuna.
Marketing of Electronic Cigarettes | Research objectives and methodology            Xi

From a public health perspective this is throwing up some worrying indicators: 
• what marketing rules there are (those from the ASA) are being repeatedly breached; 
• hard-won tobacco control policies (smokefree public places, the adban, age restricted sales,    
  tobacco industry denormalisation, POS restrictions) are being undermined; 
• there is evidence that young people, who have always been the key to the long-term viability  
  of the tobacco industry, may be being pulled in to the market; 
• commercial lobbying opportunities are being created and exploited; 
• nicotine is being boosted but cessation and NRT messages are being overshadowed; 
• the unambiguous ‘say no to smoking ’ message is at risk of disappearing. 
Beyond these specific concerns, the whole strategic direction of tobacco control risks becoming 
muddled. The recent focus on an endgame for tobacco sits uncomfortably with this marketing-
energised move to harm reduction. This need not necessarily be so; in the illicit drugs field harm 
reduction has come to be seen, not as an end in itself, but a stage on the journey to recovery – to being 
drug free. The same could be true for tobacco. However, the commercial interests now involved in harm 
reduction are unlikely to be interested in this longer term vision, because recovery for the population 
means lost profits for them. This is the ultimate catch 22 of all public private partnerships – for 
commercial partners profits will, in the end, always take precedence unless measures are put in place  
to ensure that other outcomes are prioritised.
Nor is this just a domestic concern. These developments also have international ramifications.  
In particular, if actions in the UK result in the tobacco industry regaining respectability the  
implications for FCTC and global tobacco control would be serious. 
Regulation has a major role to play in reducing these threats. New product developments, industry 
manoeuvrings, marketing and the protection of the young and vulnerable can all be addressed  
with carefully implemented public policy. Indeed such regulation has been a principal function of 
tobacco control over the last three decades and delivered much of the progress which has been  
made. The MRHA ruling itself recognises this need for regulation. However, the three year delay in 
implementation means it will come too late to stop many of the problems becoming entrenched.  
There is then an urgent need for swift and comprehensive regulation of the e-cigarette market. 
v The recent vote in the European Parliament means that it is no longer clear that TPD will bring e-cigarettes under medicinal regulation, and so also 
has raised some uncertainty about the MHRA licensing plans announced in June 2013.
Xii 
Marketing of Electronic Cigarettes | Research objectives and methodology

Specifically:
• Much tighter regulation of e-cigarette marketing is needed. 
• E-cigarette use should be restricted to reduce the danger of modelling – for example it should not  
  be allowed in places where children are present. 
• Regulations should also be used to incentivise cessation rather than recreational use.
• The terms and spirit of FCTC Article 5.3 should be strictly adhered to and policy formulation    
  carefully distanced from tobacco industry influence. The likely licensing later this year of a new  
  generation NCP produced by a tobacco industry subsidiary marks up both the difficulty and    
  urgency of this task. 
• Measures should be considered urgently to reduce the affordability, accessability and attractiveness  
  of conventional tobacco products.
These steps align with longstanding tobacco control policy. At the behest of the UK tobacco control 
community, the Health Select Committee inquiry in 2000 argued that a ‘Tobacco Regulatory Authority 
should be introduced’, which would be ‘completely independent of the tobacco companies’ and ‘look at 
all aspects of the marketing of tobacco, the product itself and the nature of its health risks and 
developments in respect of ‘safer’ cigarettes’ (House of Commons Committee on Health).35 The same 
idea was endorsed at an EU level by the ASPECT consortium four years later: ‘capacity to assess and 
regulate nicotine and tobacco products in the Commission and Member States needs to be greatly 
increased’ either ‘by an extension of existing capacity within the European Commission and/or the 
establishment of a European tobacco and nicotine products regulatory agency’...’The remit of such an 
agency would include all aspects of tobacco and nicotine product design and marketing, as well as risk 
analysis and risk assessment’ (The ASPECT Consortium, 2004).36
Marketing of Electronic Cigarettes | Research objectives and methodology            Xiii

contents 
1
introduction
1
2
research objectives and methodology
2
2.1
Traditional print media content media analysis 
3
2.1.1
Data searches
3
2.1.2
Social media analysis
10
2.1.3
Qualitative semi-structured interviews
12
3
general findings
13
4
independent e-cigarette company marketing strategies
13
4.1
Marketing strategy aimed at committed smokers
14
4.1.1
Product
14
4.1.2
Price
25
4.1.3
Promotion
26
4.1.4
Place
32
4.1.5
Positioning
33
4.1.6
Summary
34
4.2
marketing strategy aimed at young social smokers or non-smokers
34
4.2.1
Product
36
4.2.2
Price
45
4.2.3
Promotion
45
4.2.4
Place
50
4.2.5
Positioning
51
4.2.6
Summary
51
4.3
marketing strategy aimed at stakeholders
52
4.3.1
Product
52
4.3.2
Price and Promotion
52
4.3.3
Place
56
4.3.4
Positioning
58
4.3.5
Summary
59
5
tobacco companies and e-cigarettes
61
5.1.1
Product
61
5.1.2
Price
64
5.1.3
Promotion and Place
65
5.1.4
Positioning
68
5.1.5
Summary
70
6
conclusion and research implications
70
Appendix
71
References
82
Marketing of Electronic Cigarettes | Research objectives and methodology

table of figures
Figure 1:   Traditional Print Media Sources
5
Figure 2:   Definitions of broad codes evident in the dataset
7
Figure 3:   Prevalence of some key themes, as a proportion of the total number of publications  
 
in the ‘Independent’ and ‘Industry’ datasets
9
Figure 4:   E-cigarettes – the marketing strategy
13
Figure 5:   Why claims that the e-cigarette is a ‘harmless’ product are not allowed in adverts
15
Figure 6:   Example of a claim that the e-cigarette vapour is ‘harmless’
16
Figure 7:   Why claims that the e-cigarette can be used ‘anywhere’ are not allowed in adverts
19
Figure 8:   Why beating the ban may be good for the e-cigarette marketer, but may create confusion 
21
Figure 9:   Examples of price as a marketing strategy used by e-cigarette brands to appeal to  
 
 
committed smokers
25
Figure 10:   A savings calculator on an e-cigarette website complete with celebrity endorsements to  
 
illustrate how cost effective the product is when compared to tobacco cigarettes
26
Figure 11:   References to specific e-cigarette brands in traditional media content analysis and specific  
 
e-cigarette brands in newspapers
27
Figure 12:   Example of advertisement in the trade press aimed at the committed smoker
28
Figure 13:   First e-cigarette television advertisement in the UK
29
Figure 14:   Television advertisement screened on satellite channels in the UK
31
Figure 15:   Point of display promotion of e-cigarettes as advertised in the trade press
32
Figure 16:   Product positioning
34
Figure 17:   Advertising for Totally Wicked brand
36
Figure 18:   E-cigarette brand ‘5 Colors’
36
Figure 19:   Advertisement of VIP brand
38
Figure 20:   E-cigarette brands in social media audit – flavour variations
41
Figure 21:   Vapestick V-Shisha – fruit cocktail 5-pack – as advertised on company’s Facebook page 
43
Figure 22:   Advertisements for flavoured e-shisha
44
Figure 23:   E-shisha linked to celebrities in the news
44
Figure 24:   E-cigarette discounted offers on social media platforms
45
Figure 25:   Advertisements for UK e-cigarette brand
45
Figure 26:   Examples of celebrity e-cigarette use & promotion of e-cigarettes on television  
 
& film in the UK & US
47
Figure 27:   Groupon discount voucher for e-cigarette brand
48
Figure 28:   Examples of sponsorship promotions on e-cigarette companies’ social media platforms 
49
Figure 29:   Press release generating a news story about an e-cigarette brand
54
Figure 30:   Tobacco owned e-cigarettes – the marketing strategy
61
Figure 31:   Philip Morris International’s plans for future ‘lower risk’ products 
62
Figure 32:   Example of television advert for e-cigarette brand in the US
68
 
Marketing  of  Electronic  Cigarettes  |  Research  objectives  and  methodology            

1 introduction 
In June 2013, the UK’s health regulator, the MHRA, announced that e-cigarettes should be licensed as 
medicines when the European Commission’s revised Tobacco Products Directive (TPD) is adopted .  
This is expected to come into effect in 2016 when the marketing of these products to children and  
non-smokers will subsequently be monitored (MHRA, 2013).37 
The MHRA is currently encouraging e-cigarette manufacturers with unlicensed products on the market 
to apply for medicine licences, but until that law is in place (MHRA, 2013),38 e-cigarettes will continue 
to be regulated under the General Products Safety Directive (GPSD), which enforces general safety 
requirements and is monitored by local authority regulatory officers particularly through Trading 
Standards (Cancer Research UK, 2013).39 During the MHRA consultation on whether e-cigarettes should 
be licensed as medicines, the Trading Standards Institute raised concerns that the consumer product can 
currently be advertised and promoted ‘to anyone, in any location and by any means’ and legally sold to 
young people of any age (MHRA, 2010).40 
The need to monitor e-cigarette marketing as well as direct, indirect and incidental media reporting and 
promotion of nicotine containing products (NCPs) has also been highlighted as a priority in a tobacco 
harm reduction research agenda commissioned by Cancer Research UK (CRUK, 2013);41 a recent study 
on newspaper representations of e-cigarettes in the UK and Scotland (Rooke C and Amos A, 2013);42  
an on-going study in the US on e-cigarette website marketing (Grana R, 2013);43 research on the 
awareness, perceptions and use of e-cigarettes among American adolescents and young adults (Choi K 
and Forster J, 2013; Cho JH et al, 2011);44 45 and in NICE’s guidance on tobacco harm reduction, which 
noted that ‘electronic cigarettes and similar products could, without regulation, be marketed in a way 
that may ultimately promote smoking’ (NICE, 2013).46 
The need to monitor e-cigarette marketing is made greater by the fact that tobacco companies 
are increasingly taking ownership of the e-cigarette market (Hastings G et al, 2012)47 and ‘have the 
professional marketing savvy and the financial clout’ to promote the product as widely as possible in 
order to appeal to new consumers and maximise profits (D Hedley, Industry Analyst).48 The tobacco 
industry has a well-established interest in young people entering the market – the latest report on 
youth smoking from the Surgeon General (2012),49 for instance, estimates that 88% of smokers start in 
childhood (Surgeon General, 2012). It is therefore a public health priority to understand how e-cigarettes 
are being marketed. The aim of this report is therefore to highlight the very real risks of the current 
situation and to propose ways to mitigate these, taking into account the strong support from many in 
tobacco control for a product that also has the potential for significant public health gains.  
The challenge will be to maximise the latter while minimising the risks.
 
wThe recent vote in the European Parliament means that it is no longer clear that TPD will bring e-cigarettes under medicinal regulation, and so also 
has raised some uncertainty about the MHRA licensing plans announced in June 2013.

Marketing of Electronic Cigarettes | Research objectives and methodology


research objectives and methodology 
In the UK, there are an estimated 1.3 million current e-cigarette users and, although rigorous studies 
proving safety and efficacy are currently lacking, public health advocates have generally recognised the 
potential for e-cigarettes to help smokers cut down or quit and believe ‘there is increasing evidence to 
suggest that some if not all products provide effective nicotine delivery’ (ASH, 2013).50  
E-cigarettes are now also available in disposable versions called e-shisha or shisha pens, which come in 
a range of flavours and may be nicotine-free (E-shisha sticks website).51 While a recent survey suggests 
that there is currently little evidence that e-cigarettes are being used by those who have never smoked 
or by children in the UK (ASH, 2013),52 anecdotal media reports suggest that ‘current e-cigarette 
marketing tactics…revive the old glamorous promotional cues which for decades have attracted 
young people to the deadly habit of cigarette smoking’ (J Lane, Huffington Post; M (Felberbaum, 
ReviewJournal.com; L Buckland, The Scotsman).53 54 55   
This study systematically captures these ‘promotional cues’ and uses them to map out marketing 
strategies used by independent e-cigarette companies and those owned by tobacco companies. The 
research is particularly pertinent as it traces marketing efforts surrounding two key milestones for 
tobacco harm reduction in the UK: NICE’s published guidance on Tobacco: harm-reduction approaches 
to smoking (NICE, 2013)56 and the MHRA’s decision to regulate e-cigarettes as medicines.
Following NICE’s guidance on tobacco harm reduction, the UK was the first country in the world to 
recommend licensed NCPs to those who have no intention of quitting, but would like to reduce the 
number of cigarettes they smoke. While e-cigarettes in the UK are currently unlicensed and ‘little direct 
evidence is available on the effectiveness, quality and safety of nicotine containing products that are not 
regulated by the MHRA’, the guidance states that ‘they are expected to be less harmful than tobacco’ 
(NICE, 2013).57  
The extent to which the latter statement and the MHRA’s announcement on e-cigarettes has been 
documented in the media, retail and tobacco industry trade press, and subsumed in e-cigarette 
companies’ marketing practices, is examined in this report. 
This report details the current marketing of e-cigarettes in the UK following a systematic study, which 
analysed discursive strategies in traditional, electronic and social media and on television to determine: 
•  how e-cigarettes and innovations such as e-shisha are being directly marketed in the press, retail 
trade press, tobacco industry trade press, through television clips and other traditional 
communication channels and sources; and
•  how e-cigarettes and innovations such as e-shisha are being indirectly promoted in the press, 
retail trade press, tobacco industry trade press, through television clips and other traditional 
communication channels and sources. 
Marketing of Electronic Cigarettes | Research objectives and methodology            2

Results are presented from a business and marketing perspective: study findings are presented as 
consumer and stakeholder marketing strategies designed by independent e-cigarette companies and 
those owned by tobacco companies. 
The main methods and means of data collection were: 
•  a thematic content analysis of traditional media reports; press releases; web publications; trade 
press publications; magazines; periodicals; and tobacco industry journal publications;
•  a social media analysis using netnography to identify, observe and analyse on-line 
communications of e-cigarette companies and their users on various social media platforms; and
•  qualitative, semi-structured interviews (n=5) with professional marketing and communications 
experts. 
2.1 traditional print media content media analysis
 
A range of UK traditional print media, including newspapers, journals, magazines, periodicals and press 
releases, were searched for any references to electronic cigarettes (and electronic shisha). All the source 
content was searched: editorial text, advertising and images.
2.1.1 data searches
i) date range
The MHRA announced that the government will regulate e-cigarettes as medicines on Wednesday, 
12th June 2013 (MHRA, 2013).58 In anticipation of the announcement, the searches of traditional print 
media covered the previous year (1st May 2012 – 28th May 2013) with separate searches conducted two 
weeks prior to the MHRA’s announcement (29th May – 11th June 2013) and two weeks following the 
announcement (12th June – 26th June 2013). This dataset overlaps by 2 months with a recent analysis 
of how e-cigarettes were framed in the UK and Scottish press up until the end of June 2012 (Rooke C 
and Amos A, 2013).59
ii) sources
A range of traditional print media types were selected: UK newspapers (broadsheets, tabloids, local press 
and freesheets) and weekly magazines; UK tobacco retailers’ trade press (industry periodicals produced 
for the types of retailers that sell cigarettes and tobacco, e.g. supermarkets, garage forecourts and 
convenience stores); the tobacco industry trade press; and company press releases and newswires.
The traditional print media types were searched in some cases in a couple of formats, as electronic 
text-only documents (via the Nexis® UK Publications database) and via hard copies of the newspapers, 
magazines and periodicals. The Nexis® UK Publications database contains all sources carried by 
LexisNexis that are published in the United Kingdom and lists 1,015 sources in its information (http://
www.lexisnexis.co.uk/en-uk/products/nexis.page). It identifies only articles and editorial content 
however, and not advertisements or images. The hardcopies have all the images, photos and adverts 
but are more time-consuming to search by hand. The range of traditional print media types searched is 
described below and the sources and dates are summarised in Figure 1.

Marketing of Electronic Cigarettes | Research objectives and methodology

•  uk newspapers and magazines: Two resources were used, an electronic subscription database of 
text-only content of all the UK’s national and local newspapers (Nexis® UK Publications) and the 
National Readership Survey (NRS), the latter to identify sources for the 2 weeks pre- and 2 weeks 
post-MHRA announcement searches only. The most recent National Readership Survey (NRS) data 
for newspapers, general magazines and women’s magazines for the previous year (January - 
December 2012) were used to select hardcopies of the two most popular UK broadsheets and 
tabloids with all adults (aged 15+ years) and the most popular women’s weekly magazine with all 
adults (aged 15+ years) and with younger readers (aged 15-34 years) (NRS, 2013). A UK freesheet, 
published Monday to Friday, was also selected. (Hardcopies of newspapers were all the Scottish 
editions).
•  uk tobacco retailers’ trade press: Three resources were used, an electronic subscription database 
of text-only content for a selection of the UK’s magazines and trade and industry journals (Nexis® 
UK Publications), an online independent retailer magazine and, for the 2 weeks pre- and 2 weeks 
post-MHRA announcement searches only, hardcopies of four retail trade press titles covering the 
types of stores selling cigarettes and tobacco in the UK, including grocery stores/supermarkets, 
convenience stores, garage forecourts and off-licences.
•  tobacco industry trade press: Hardcopies of two international trade publications “for executives 
in the world of tobacco” were selected.
•  other resources: The Nexis® UK Publications electronic subscription database also includes UK 
newswires and press releases, web-based publications and other content that was searched at  
the same time.
iii) search strategy
 
Both electronic resources and ‘hardcopy’ (i.e. paper copy) sources were searched systematically. The 
electronic source (Nexis® UK Publications) was searched using the following search strategy for the 
three date ranges described above:
ecig! OR efag! OR eshish! OR e-hookah! OR e-cig! OR e-fag! OR e-shish! OR ehookah! OR (cig! w/4 
(electr! OR battery OR recharge! OR cartridge)) OR (fag! w/4 (electr! OR battery OR recharge! OR 
cartridge)) OR (shish! w/4 (electr! OR battery OR recharge! OR cartridge)) OR (hookah! w/4 (electr! OR 
battery OR recharge! OR cartridge)) OR (vap! w/s (cig! OR fag! OR tobacco! OR nicot! OR smok!))
Key: ! – truncation, finds all the words made by adding letters to the end of it; w/4 − within 4 words 
of; w/s – within the same sentence as.
Marketing of Electronic Cigarettes | Research objectives and methodology            4



iv) results
 
A total of 991 discrete items (editorial text, images or adverts) were identified relating to electronic 
cigarettes or electronic shisha from the ‘past year’ and ‘two weeks pre-’ and ‘two weeks post-
announcement’ searches and uploaded into the qualitative data analysis software database NVivo 
10. Duplicate items were deleted between categories, for example a relevant newspaper article that 
was identified in both the electronic database and the hardcopy of the newspaper was only counted 
once. However, an online article in the web-based publications category was counted separately to 
the hardcopy of a newspaper article with the same or similar text. Three hardcopies of a total of 137 
newspapers for the ‘two weeks pre-’ and ‘two weeks post-announcement’ searches were undelivered or 
unavailable (The Daily Telegraph, 3rd June 2013; The Metro, 14th June 2013; and The Times, 20th June 
2013), however their text was still searched via Nexis® UK Publications.
The 991 items identified from all the sources and dates listed in Figure 1 were separated into two 
datasets, one for tobacco industry e-cigarette companies and one for independent e-cigarette 
companies, defined below and referred to in this report from now on as the Industry and Independent 
dataset respectively.x 
•  ‘industry’ dataset: A search of all the items was made for mentions of tobacco industry 
companies (from manufactures to related suppliers), known subsidiaries, and known tobacco 
company-owned electronic cigarette brands in the dataset. Where companies were purchased 
within the study time-period, they were counted as ‘independent’ for items published before 
purchase by a tobacco company and ‘industry’ after the purchase date. A total of 121 items are 
included in the ‘industry’ dataset.
•  ‘independent’ dataset: All the items that were not coded as ‘Industry’ were included in the 
‘Independent’ dataset. In addition, 22 items that mentioned both a tobacco industry company and 
e-cigarette brand plus an independent e-cigarette company or brand. These 22 items are included 
in both datasets. Thus, a total of 892 items are included in the ‘independent’ dataset.
References to e-cigarette television advertisements were captured in the press audit and these television 
adverts were subsequently sourced via YouTube.com, then viewed and thematically coded for analysis. 
v) 
coding and thematic analysis
 
A thematic analysis was conducted using an iterative process whereby codes were generated by reading 
and re-reading articles in the dataset until patterns started to emerge and codes could be clearly defined. 
A broad-based coding strategy was initially used (see Figure 2) until key thematic codes emerged, which 
could be analysed under the four variables (the 4 Ps) – Product, Price, Promotion and Place – of the 
marketing mix (Hastings G, 2007).60 Thematic Analysis was conducted using the qualitative data analysis 
package Nvivo 10.
xIt should be noted that this is a relatively basic split of the overall dataset. It refers to everything that is ‘non-industry’ as ‘independent’, however some of 
the ‘independent’ items may have come from a tobacco industry source although they do not refer to any named tobacco industry companies, 
subsidiaries or tobacco company-owned e-cigarette brands. 
yIncluding: Altria, BAT, Bespak, blu, British American Tobacco, CN Creative, Consort Medical, Fontem., Imperial Tobacco, Intellecig, Intellicig, Japan 
Tobacco, JTI, Lorillard, Nicadex, Nicoventures, Oxette, Pharmaserve, Philip Morris, PMI, Reynolds. 
Marketing of Electronic Cigarettes | Research objectives and methodology            6

figure 2: definitions of broad codes evident in the dataset
thematic code definition
Advertising 
What is or appears to be a paid announcement for e-cigarettes in  
 
print, broadcast or electronic media and/or makes reference to  
 
these adverts (eg. reference to poster, television commercial,  
 
 
stalls, point of display etc.) and/or when an e-cigarette is offered  
 
as a prize and/or free sample.
Brand awareness 
Any mention of a specific brand of e-cigarette rather than  
 
generally referring to e-cigarettes.
Brand sharing 
References to specific e-cigarette brands linking up with other    
 brands.
Breach 
References to breaches in e-cigarette advertising/promotional    
 rules.
Calendar events 
When e-cigarettes are linked to calendar events such as No  
 
 
Smoking Day, Stoptober, Christmas, New Year etc.
Celebrity 
When any celebrity mentions an e-cigarette in an interview and/ 
 
or is pictured with an e-cigarette and/or an interviewee/publica   
 
tion mentions the celebrity’s use of an e-cigarette.
Children or youth 
Any reference to children or youth in the context of e-cigarettes.
Conducting studies and/or  
A study/survey conducted or sponsored by an e-cigarette 
links to academics/universities  
company and/or mentions of e-cigarette brands linked to  
 
 academic/universities.
Cosmetic appeal 
References to the e-cigarette’s improved physical appearance    
 
and/or cosmetic/aesthetic appeal.
Cutting down, quitting or switching 
Any reference to e-cigarettes as cessation or harm reduction aids  
 
and/or switching from traditional cigarettes to e-cigarettes.
Environment 
References to e-cigarettes in the context of the environment (i.e. 
 
as environmentally friendly products and/or claims about  
 
 
recycling etc.).
E-shisha 
Any mention of the disposable e-cigarette known as e-shisha.
Flavours 
References to the various flavoured e-cigarettes/e-shisha  
 
 available.
Gateway 
References to e-cigarettes being used as a gateway to smoking   
 
(ie. as a product that will lead the consumer to using traditional    
 cigarettes).
In order to test the application of the iterative thematic coding scheme formulated by the lead 

Marketing of Electronic Cigarettes | Research objectives and methodology

Healthier alternative 
Refers to e-cigarettes as healthier alternatives to smoking and/or  
 
less harmful products. May make specific references to having no  
 
tar or other chemical compounds.
Industry developments 
Any references to e-cigarette and/or tobacco industry    
 
developments in the context of e-cigarettes and/or harm  
 
 reduction.
Pack and/or accessories 
Specific references to e-cigarette packaging and/or accessories.  
 
May included references to starter packs, refills, batteries etc.
Politicians 
When politician(s) are mentioned in a publication referring to  
 
 
e-cigarettes and/or politician(s) make reference to e-cigarettes.
Price 
Any mention of e-cigarette pricing (i.e. promotion as a cheap    
 
product). May also include price comparisons (i.e. cheaper than   
 
tobacco or nicotine replacement therapies).
Pro-regulation 
Any mentions from e-cigarette companies and/or other   
 
 
parties that the products should be regulated and/or expressing a
 
desire to regulate e-cigarettes as pharmaceutical products.
Regulation in other countries 
Specific references to how other countries have regulated  
 
 e-cigarettes.
Safety and quality 
References to how safe e-cigarettes are to use and/or comments  
 
on technical quality of e-cigarettes (i.e. leakages, durability, fire    
 
safety etc).
Second-hand smoke 
Specific references to e-cigarettes not exposing others to  
 
 
second-hand smoke and/or emitting harmless vapours.
Self-regulation 
Any mentions from e-cigarette companies and/or other parties    
 
that the products do not need to be regulated and/or are already  
 
sufficiently regulated and/or should be self-regulated.
Smell, taste and cleanliness 
References to the ‘cleanliness’ of e-cigarettes (i.e. no ash, no  
 
cigarette butts) and/or references to e-cigarettes having no smell  
 
and/or improved taste when using e-cigarettes.
Smokefree legislation and  
References to e-cigarettes being used in smokefree areas
 
beating the ban deliberately (i.e. to beat the ban) and/or    
 
e-cigarettes causing confusion and/or concern when used in    
 
smokefree areas.
Social acceptance 
Any reference to e-cigarettes/e-cigarette use as a socially  
 
 
acceptable behaviour, which is accepted as the norm and/or
 
e-cigarettes are depicted as familiar products (i.e. product  
 
 
knowledge is assumed and no definition is provided).
Sponsorship 
Mentions of e-cigarette companies sponsoring events (i.e. sports  
 
teams, charities, public health events etc.). 
Marketing of Electronic Cigarettes | Research objectives and methodology            8

In order to test the application of the iterative thematic coding scheme formulated by the lead 
researcher (as described above), a second researcher ran a series of searches within the full dataset  
of 991 items using key terms relevant to the study’s key emergent themes (listed in Figure 3). Within the 
electronic databases, searches for terms related to the themes were run and any items identified this  
way were checked for relevance to the theme. Hard-copies of items that could not be electronically 
searched were read by a researcher to identify themes. Results were compared between the two 
researchers to examine inter-rater coding consistency. The majority of final totals per theme were  
similar between the researchers. Where differences occurred, the results were examined in detail and 
discrepancies resolved. The differences were not unexpected given one coding strategy was initially 
broad-based and the other used precise search terms. Final totals per theme were agreed between  
the two researchers; summed within each theme; and the prevalence of key themes calculated as the 
proportion of the total number of publications in the ‘independent’ and ‘industry’ datasets (see Figure 3).
Articles or advertisements relating to e-cigarettes (or e-shisha) varied in length from a few sentences  
to multiple pages and a single publication could have several themes. Prevalence is therefore merely 
indicative of emergent key themes and is not the only measure of a theme’s significance.  
figure 3: prevalence of some key themes, as a proportion of the total number 
of publications in the ‘independent’ and ‘industry’ datasets
Theme
Independent
% of total
Industry
% of total
Total 
% of total
publications
independent 
publications ‘Industry’
publications
dataset
dataset
dataset
(n=991)
(n=892)
(n=121)
Healthier alternative
164
18%
46
38%
197
20%
Cutting down, quitting or 
202
23%
21
17%
220
22%
switching
Smokefree legislation and 
231
26%
6
5%
232
23%
beating the ban
Second-hand smoke
35
4%
2
2%
37
4%
Smell, taste and cleanliness
51
6%
8
7%
59
6%
Price
83
9%
12
10%
90
9%
Flavours
93
10%
16
13%
175
18%
Celebrity
110
12%
10
8%
112
11%
Sponsorship
34
4%
3
2%
35
4%
Regulation
203
23%
64
53%
250
25%
Harm reduction
33
4%
25
21%
56
6%
Notes: *n=22 articles overlapped both the ‘independent’ and ‘industry’ datasets therefore this column is not the sum total of columns 2 and 4. 
†Searches for this theme only were for the precise term ‘harm reduction’ rather than the concept of harm reduction. 

Marketing of Electronic Cigarettes | Research objectives and methodology

2.1.2 social media analysis 
Data for the social media analysis was collected through non-participant observation of 
communications on Social Network Sites (SNS) – a method that has previously been used to examine 
virtual communities in online settings (Hewer P and Brownlie D, 2007).61
This methodology builds on the work of Kozinets (1998, 1999)62 63 and involves the analysis of images 
and text on five of the most popular SNS: Facebook; Twitter; Tumblr; YouTube; and Pinterest. In order to 
explore how e-cigarettes were framed on SNS in the period surrounding the announcement from the 
MHRA, online data collection was limited to a period of 20 days leading up to (23rd May – 12th June 
2013) and 20 days following the announcement (13th June – 3rd July 2013).
i) Brand identification 
E-cigarette brands were identified using the established technique of Google searches and pre-specified 
search terms (Kozinets RV, 2010). The following Google searches (conducted on 03/06/13) were used to 
identify electronic cigarette brands:
•  “top selling e-cigarette brands UK”
•  “e-cigarettes UK”
•  “UK electronic cigarette brands”
•  “electronic cigarettes largest selling UK”
zFor example, searches for the ‘healthy alternative’ theme included: alternative* OR healthier OR healthy; searches for the ‘cutting down, quitting’ 
theme included: quit OR quitting OR “cut down” OR “cutting down”; and searches for ‘price’ theme included: price* OR cheap* OR cheap OR 
expensive OR cost OR costing OR costs OR equivalent.
Marketing of Electronic Cigarettes | Research objectives and methodology            10

Seven leading electronic cigarette brands were identified though internet searches, which needed to 
satisfy four inclusion criteria to be included in our social media audit:
•  a visible online presence, with an official page on Facebook AND Twitter AND a visible presence 
on YouTube, Pinterest and Tumblr
•  in existence for at least 18 months
•  at least 2,000 likes or Facebook followers
•  a brand that is distributed in the UK
Following the results of the searches, the brands identified were: E-lites; Nicolites; Sky Cig; Totally 
Wicked; Vapestick; Vapouriz; and VIP.
ii) data capture and analysis
Data from the social media audit was captured and analysed using Nvivo 10. The software tool 
‘Ncapture’ allowed information to be gathered in the form of textual datasets (including user comments) 
and PDF images. Textual datasets and PDF images were obtained for the e-cigarette brands on Facebook 
and Twitter for the time periods specified, and textual datasets (including viewer comments) were 
captured for the top three videos on YouTube following searches for the specified brand (e.g. ‘Nicolites’ 
or ‘VIP electronic cigarette’). PDF images were collected to reproduce the search results and facilitate 
coding (especially of images). Searches were also conducted on Pinterest and Tumblr for the specified 
e-cigarette brands and PDFs of all results mentioning the brands were captured. The data was then 
coded for thematic analysis in Nvivo using the codes and themes that had emerged from the traditional 
media content analysis. 
iii) ethical issues 
It is recognised that the use of data from SNS raises unique methodological and ethical dilemmas for 
researchers. This research has only used information which is publicly available (Kozinets RV, 2010).65 
Terms and Conditions on Facebook regarding a page for a brand, entity (place or organisation), or public 
figure state that: ‘Content posted to a Page is public and viewable by everyone who can see the Page’. 
Facebook’s terms also state: ‘When you publish content or information using the Public setting, it means 
that you are allowing everyone, including people off of Facebook, to access and use that information, 
and to associate it with you’ (Facebook, 2013).66 Information provided in forums or spaces on the internet 
and web that are intentionally public can legitimately be considered ‘in the public domain’, but the public 
nature of any communication or information on the Internet should always be critically examined, and 
the identity of individuals protected unless it is critical to the research, such as in statements by public 
officials (ESRC, 2012). 67
 
 
 
 
 
 
 
11 
Marketing of Electronic Cigarettes | Research objectives and methodology

2.1.3 Qualitative semi-structured interviews
Qualitative semi-structured, in-depth interviews (n=5) with professional marketing and communications 
experts were conducted, recorded and transcribed in order to:
•  understand more about the crafting of marketing strategies aimed at particular segments of the 
population;
•  explore potential target consumers for e-cigarette companies; 
•  gain an insight into future marketing developments in this field; and
•  corroborate findings from the dataset. 
Experts were also presented with a series of marketing advertisements for various e-cigarette companies 
and several types of e-cigarettes in their branded packaging. 
 
Marketing of Electronic Cigarettes | Research objectives and methodology            12

3 general findings
The dataset revealed that there are two clear e-cigarette sectors: independent e-cigarette companies; 
and tobacco companies that have invested in the e-cigarette market. Marketing strategies for both 
subsections will be explored. 
It is also apparent from the dataset and expert interviews that e-cigarette marketing may appeal to two 
consumer groups: the committed smoker, who may be thinking about quitting; and the younger social 
smoker or non-smoker. Marketing strategies for both consumer groups will be explored. 
Finally, there is evidence that e-cigarette companies are also using stakeholder marketing (Tomas M. 
Hult G et al, 2011).68 Marketing strategies aimed at other stakeholders rather than just consumers will 
therefore also be examined. 
As noted in section 2.1, the various marketing strategies will be presented under the four variables (the 
4 Ps) – Product, Price, Promotion and Place – of the marketing mix. The analysis will be presented 
separately for independent e-cigarette companies and tobacco companies that have invested in the 
e-cigarette market. 
 
 

independent e-cigarette company marketing strategies
Three alternate marketing strategies by independent e-cigarette companies were identified and are 
detailed in Figure 4.
figure 4: e-cigarettes – the marketing strategy
marketing
alternate 
challenge
strategies
Who
smokers
non- smokers
stakeholders
objective
Long-term sales through ‘next 
Long-term growth through 
Respectability, distance from 
generation’ product, profit-
‘next generation’ product, 
tobacco, part of the solution
maximisation  
profit maximisation
A lifeline for hardened 
What
Nicotine, dependence and loyalty, 
Lifestyle, ‘must have’ 
smokers, harm reduction, 
potential cessation aid, dual use 
accessory
public health gain
(with cigarettes), cutting down
how
product: safe nicotine, used 
product: innovations like 
product: harm reduction
anywhere
shisha, flavours, lifestyle 
accessories
price: financial – priceless, 
price: financial – cheaper than 
saving lives, psychological –  
tobacco, psychological – no risk
price: financial –‘reassuringly 
it would be negligent to 
expensive’, psychological – 
ignore this offering
promotion: press, trade press, 
cool as can be
TV, magazines, social media, 
promotion: health bodies/
sponsorships
promotion: lifestyle and 
experts, charities, politicians
celebrity
place: everywhere tobacco is 
place: regulated or 
available, company websites, point 
positioning: socially 
unregulated/self-regulated 
of sale displays
acceptable luxury
space
positioning: socially acceptable 
positioning: reframe 
smoking alternative, necessity 
perceptions of nicotine use, 
alternative for those who can’t 
or won’t quit
13 
Marketing of Electronic Cigarettes | Research objectives and methodology






In 2012, the following claims on a CIGIREX advertisement were found to be misleading as the 
advertisers did not have evidence to illustrate that the product was harmless:
‘[CIGIREX]…may help you stop smoking tobacco cigarettes in a very short period of time with none 
of the side effects’ and is ‘a carcinogen-free nicotine oral delivery system’ (CAP, 2013). The company 
went on to promote its product online by focusing on the ‘the personal pleasures’ of the e-cigarette 
in comparison to tobacco cigarettes, such as the ability to smoke ‘in places where traditional 
smoking has been banned’ (Cigirex website -see image above).78 
In 2012, the ASA also ruled that a comparable advertisement by a different e-cigarette brand was 
misleading as there was insufficient rigorous evidence to prove it was safe:
‘...you can enjoy them safely, anywhere you want’ (CAP, 2013) 79 
figure 6: example of a claim that the e-cigarette vapour is ‘harmless’ (e-lites tumblr post) 
In the dataset, e-cigarette safety was typically framed in relation to the product’s lack of ‘tar’, ‘toxins’, 
‘carbon monoxide’, ‘chemicals’, and ‘carcinogens’. 
Examples include a news report, which featured the following quote from the owner of an E Lounge 
Vaping store who mentioned that the shop stocks the Totally Wicked brand:
‘It’s an alternative way of smoking…It’s healthier than a normal cigarette because the electronic ones 
don’t have those other carcinogens that make normal cigs so bad for your health. So there’s no tar or 
carbon monoxide…’ (S Begum, Manchester Evening News)  
A representative from Skycig noted that ‘there’s no tar, no carcinogens and none of the 4,000 chemicals 
found in cigarettes’ (G Mackie, Scotland on Sunday);82 an article highlighting the benefits of using Electric 
Zebra stated that the product ‘contains nicotine but is said to be free of any harmful carcinogens, tar 
or chemicals that occur with the burning of tobacco, while maintaining the taste of a normal cigarette’ 
(HotelManagement-Network.com);83 and a competitor brand stated ‘VIP has launched its e-cigarette 
here - an alternative to everyday fags - which contains nicotine but none of the harmful chemicals’  
(M Doyle, The Sun).84 
Marketing of Electronic Cigarettes | Research objectives and methodology            16

ii) cutting down, quitting or switching
There were 202 referencesbb (23% of the independent dataset) in the audit to cutting down, quitting  
or switching, and the product was generally accepted as a smoking cessation aid.
The Metro, for example, reported that ‘electronic cigarettes have helped almost nine out of ten  
smokers quit tobacco completely’ (Metro, 2013),85 but did not mention that this was ‘based on the  
results of an online survey on e-cigarette use and their effects on tobacco consumption’ and ‘the 
survey’s participants were mainly recruited via the websites of two leading manufacturers of  
e-cigarettes (Nursing Times, 2013)’. 86
Several cessation claims were made through case studies of smokers, who say they used the product to 
help them quit. For example: 
‘Reformed smoker [X] uses a battery-powered plastic cigarette, which dispenses nicotine but no 
smoke, to help him quit (D Martin, Leicester Mercury)’ 87
‘A £1,000 reward has been claimed after it was offered to smokers quitting the habit at Teeside 
Telecoms company, Odyssey System…[the company’s managing director] was so keen to see his 
team improve their health that he not only offered the reward, he also gave out electronic cigarettes 
to help them….[team member] said: “I have smoked for years and years and tried to quit in the past, 
but never done so well.’ (Business News, The Journal) 88 
 
Some cessation success stories were linked to specific brands or shops selling solely e-cigarettes: 
‘[shop owners] were inspired to launch E Lounge Vaping after quitting their own 40-a-day habits 
using e-cigarettes supplied by Totally Wicked, Blackburn’ (S Begum, Manchester Evening News). 89 
‘Today Intellicig, which has its own filter developed in Manchester by Lord, is also stocked by 
more than 5,000 retailers and independent pharmacies in 26 countries. The market for electronic 
cigarettes is currently worth 30m in the UK and $500m in the US. They are aimed at smokers wanting 
to quit or cut down, but still seeking a nicotine kick’ (K Feddy, Manchester Evening News).90 
‘The Electronic Cigarette Store opened last month and aims to help people kick the habit by 
switching to electronic cigarettes’ (W Fnode, Manchester Evening News).91 
‘IF YOU are under pressure to quit smoking but not willing to give up nicotine, Smokex may be one 
way to keep everyone happy’ (Features, The Sun).92   
bb This figure does not include references on social media platforms.
17 
Marketing of Electronic Cigarettes | Research objectives and methodology

In this instance, a strong cessation claim was made for a branded e-cigarette starter kit that was offered 
as a prize for completing a puzzle:  
‘SKYCIG e-cigarette allows you to enjoy the act of smoking, yet without the 4,000 harmful chemicals 
found in traditional cigarettes, making it an indispensable tool in the pathway to quitting. REMEMBER, 
the ONLY way to win our great Mentathlon Grand Prize is to call…’ (Features, The Express).93 
A feature on New Year resolutions advocated the sale of two brands of e-cigarettes. Product prices, 
promotional codes and details on where to purchase them were also provided: 
‘GREAT DEALS TO HELP YOUR NEW YEAR’S RESOLUTIONS…IT’S the morning after the night before 
and I am guessing your New Year’s resolutions are intact - so far. I want to help you keep it that way 
by highlighting great offers on products to keep up your resolve. SMOKING ELECTRONIC cigarettes 
are the fastest-growing way to help smokers quit - and you can still get your nicotine fix. The 
Smoker’s Halo Mini Kit from ecigarettedirect.co.uk is £19.99 and is the equivalent of 80 cigarettes. 
From now until February 1 you can get £10 off by entering the code CRUNCH50. The Nicolites 
rechargeable electronic cigarette kit comes with two cartridges, each the equivalent of 20 cigarettes. 
Use the code CRUNCH at nicolites.co.uk to get the kit for £11.99, saving £8.’ (Features, The Sun)94 
Some marketing experts noted how cessation presents a weak business model for e-cigarette 
companies and may be problematic for marketers. One explained: 
‘…should you be helping people to give up smoking…
there is a logic to that which is that your product will 
get a smaller and smaller market…if you have a product 
that helps people to stop smoking and so the pool of 
smokers out there gets smaller and smaller, then your 
market gets smaller and smaller…the market definition 
for e-cigarettes is defined or shaped by the existence 
of smoking. This to me is the essential…issue about 
marketing it…e-cigarettes…are only attractive for as long 
as smoking continues to be attractive…without  
the existence of real cigarettes, e-cigarettes make 
no sense at all…’ 
(Marketing Expert)
Marketing of Electronic Cigarettes | Research objectives and methodology            18

iii) smokefree legislation, beating the ban and second-hand smoke 
There were 231 referencescc (26% of the independent dataset) in the audit suggesting that the e-cigarette 
is a product that can be used indoors and/or circumvent the smoking ban, even though these claims are 
not permitted in advertisements (see Figure 7). In some instances, the ability to use e-cigarettes indoors 
was highlighted as a redeeming feature, key benefit and/or reason for purchase. Examples include: 
‘There is no risk to others from passive smoking, as the e-cigarette produces water vapour, not 
smoke’ [Electric Zebra brand] (Welwyn & Hatfield Times)95  
‘7s Premium Electronic Cigarettes is an alternative presenting several advantages for the tobacco 
smoker, and can be smoked almost anywhere’ (Progressive Media, 2012)96  
And, in an article on the e-cigarette company that developed the VIP brand, it was noted that: 
  ‘Electronic cigarettes contain pharmaceutical nicotine, which is also used in nicotine patches, to help wean 
smokers off cigarettes, and they can be smoked indoors’ (S Begum, Manchester Evening News)97 
One company emphasised the freedom associated with using the product in all places by registering its 
e-cigarette under the trademark ‘Lite-Up Anywhere Ltd’ (UK Govt News, 2012).98  
According to the ASA, however, advertisements making the abovementioned claims are banned.
figure 7: Why claims that the e-cigarette can be used ‘anywhere’ are not allowed in adverts
In October 2012, the ASA ruled that a ClearSmoke advert stating ‘SMOKE ANYWHERE. ClearSmoke 
  electronic cigarettes are smoke-free and flame-free, meaning you can enjoy them safely, anywhere 
you want’ was misleading.
The authority noted that ‘regardless of the legal position on the use of e-cigarettes compared with 
smoking conventional cigarettes, policy on whether the use of e-cigarettes was actually allowed 
varied between organisations, employers, etc. meaning that, while it might not be illegal to use 
e-cigarettes, it was not always allowed in all situations’ (ASA. 2012).99 
cc This number excludes references on social media sites.
19 
Marketing of Electronic Cigarettes | Research objectives and methodology


Source: Zimbio.com 
Some reports stated that e-cigarettes do not produce second-hand smoke and are therefore allowed 
indoors. There were 35 referencesdd (4% of the independent dataset) in the audit suggesting that the 
product did not impact passive smokers. Examples include:
‘Part of the attraction is that electronic cigarettes provide a smoking alternative that can be used 
indoors as there is no danger of passive smoking’ (News, Birmingham Post).101 
‘E-Lites recreate the sensation of a traditional cigarette without the smell, smoke, legal restrictions or 
impact on passive smokers’ (E-Lites website).102  
In a feature on the brand ROK: ‘Legal to smoke almost anywhere: Many countries now ban smoking in 
most public places. However, as no tobacco is being burnt, smokers can enjoy an e-cigarette just about 
anywhere’ (Features, Daily Record).103 
In an article on the Electric Zebra Brand: ‘The e-cigarette produces an odourless water vapour instead of 
smoke so it can be smoked indoors, reducing break times’ (Progressive Media).104  
And in the trade press, retailers provided the following reasons for stocking e-cigarettes: 
‘The e-cigs are also far more convenient, saving smokers from having to go outside for a smoke 
during a night out, or after a meal’ (Talking Retail.com)105  
‘Some people buy them so they can “smoke” in public places…’ (Talking Retail.com)106 
It is evident from the dataset that some local pub owners welcome the use of e-cigarettes on their 
premises and see them as an opportunity for more business:
dd This does not include references on social media platforms.
Marketing of Electronic Cigarettes | Research objectives and methodology            20

‘My new idea for smokers is to get in electronic cigarettes to sell behind the bar. People are scared 
to try them, but I think they’re a brilliant idea. People can smoke indoors again and there could be a 
great bounce-back for pubs’ (P Mellows, Morning Advertiser)107 
‘…”We’re happy to have people vaping in here [pub]”…”It’s helped trade, but more than that it’s helped 
the atmosphere in the pub. People don’t have to go out the back for a smoke although some still 
do that and from a community point of view it’s more inclusive. We’ve also found that e-cigs spark 
a lot of conversation. They’re the subject of some very interesting debates. But I’ve never heard any 
disparaging comments or complaints about them. I believe they’re absolutely good for pubs”…’  
(P Mellows, Morning Advertiser)108 
The use of e-cigarettes indoors, however, has created confusion for shops, restaurants and social 
venues, and raised questions about product’s legal status in relation to smokefree legislation.  
Several organisations and companies have decided to ban the product for various reasons.
figure 8: Why beating the ban may be good for the e-cigarette marketer, but may create confusion
for shops, restaurants and social venues
 ‘…we [restaurant and club] had only one instance, which was settled amicably. But it’s a baffling 
situation, and we have not yet made up our minds whether we are going to be for or against 
banning’. 
‘…If some people eating Sunday lunch here [pub restaurant] were to object, then I’d ask such a 
smoker to stop, and if he or she didn’t I’d ask them to leave. “But if nobody objected, I’d let the 
electronic smoker continue’.
‘We [pub inn] have a total ban on all kind of smoking. It’s because we don’t want to be in a situation 
where our staff have to distinguish between liquid smoke and a normal cigarette’.
‘We [local football club] don’t allow smoking of any kind, and we include e-cigarettes, because it 
sends out confusing signals to other smokers’.
Source: N Lillitos, Kent Messenger109 
legal status
 ‘…a consultant at the Employment Law Advisory Service (ELAS), said bosses are in a quandary as 
the cigs have not yet been proven to be safe or harmful…For workplaces that ban smoking on their 
premises, including in outdoor spaces, it makes sense to ban the e-cigarette too’ (The Sun)110 
‘Q. I have recently seen more customers in my pub using electronic cigarettes. Can you just confirm 
that this is legal? A. A typical battery-operated electronic cigarette does not fall within the ambit 
of The Health Act 2006, which prohibits smoking indoors. It is, therefore, legal for your customers 
to use these products in your pub, and for you to allow them to do so. However, this is of course 
ultimately your choice as licensee. Looking into the future, if the Government continues to allow 
the use of electronic cigarettes (and the signs are that it will, subject possibly to regulation) more 
smokers may move over to them, which might resolve some of the issues arising with outside 
smoking areas’ (Morning Advertiser)111 
21 
Marketing of Electronic Cigarettes | Research objectives and methodology

‘It happens like this: suck on my electronic cigarette. A woman appears, tells me such things are 
banned and that I must put it out. (She means away.) I explain it is a legal replacement for a fag, not a 
fag, and call for management. I give her a laminated card which explains the law’  
(T Gold, The Spectator) 
reasons for banning e-cigarettes
‘Rail operator First Capital Connect (FCC) says the ‘cigarettes’, which release water vapour instead of 
harmful smoke, could “unsettle other passengers”…”We have a no smoking policy regardless of the 
type of device customers would like to smoke’ (Welywyn & Hatfield Times)113  
‘A pub spokesman said some customers seemed a little confused by the ban, as the cigarettes were 
deemed legal in most licensed premises…”The company decided to stop allowing these cigarettes 
due to a lot of complaints from customers about the odours they give off. Some of them actually 
look like real cigarettes, which may give a bad impression to other customers’  
(Scunthorpe Telegraph)114 
‘ELECTRONIC cigarettes have been banned at a university over fears they could be dangerous 
to students - and even start fires…concerns were raised that electronic cigarettes could lead to 
confusion over the university’s smoking policy’ (C Foote, Aberdeen Evening Express)115 
‘The JD Wetherspoon chain bans e-cigarettes from its premises across the country. “In a busy pub 
and JDW pubs are always busy it is difficult to differentiate between an e-cig and a regular cigarette, 
and we do not want to police the situation…Therefore our blanket policy is to ban them”…’  
(P Mellows, Morning Advertiser)116 
‘…we have a no smoking policy inside the [football] stadium, and this also goes for the electronic 
cigarettes. If we see someone smoking one, we have to ask them to go outside the stadium to one 
of the smoking areas we have and they are quite happy to do so’ (Leicester Mercury)117
‘A HEALTH board have banned electronic cigarettes. NHS Fife’s decision comes amid safety fears 
about the alternative to real fags. Bosses say they contain a heating element that could ignite 
bedding or clothing in hospitals’ (Daily Record)118  
 
Marketing of Electronic Cigarettes | Research objectives and methodology            22



iv) smell, taste and cleanliness
 
There were 51 referencesee (6% of the independent dataset) in the audit to the e-cigarette’s smell, taste 
and cleanliness, and these product features were sometimes linked to specific brands: 
‘There’s no ash and no smoky smell, plus e-cigarettes do not contain carbon dioxide or tar.   
Vapestick has the V2 disposable…’ (T West, Forecourt Trader)119 
The director for Electric Zebra was quoted saying: ‘In a customer facing role, staff smelling of smoke is 
a problem, as it’s off putting for guests and perceived as unhygienic’ (Progressive Media), and a Skycig 
feature noted: ‘Inhaling just the nicotine vapour gives the user a realistic experience of smoking, without 
the intrusive smell or lingering odour. (SkyCig advert)121 
A competitor noted: 
‘Each E-Lite cigarette contains a nicotine solution that users inhale as a vapour, recreating the 
sensation of a traditional cigarette without the smell, smoke or impact upon passive smokers’  
(A Rennie, Paisley Daily Express)122 
There were also several personal accounts from smokers, who welcomed the pleasantness of getting 
nicotine without smelling like an ashtray:
 
‘With the advent of the electronic cigarette, I would say that anybody who smokes cigarettes now 
is a fool to themselves when there exists a safer and much cheaper method to satisfy a nicotine 
addiction. One that does not make them a social pariah, or smell like a dirty ashtray’  
(P Ogden, Manchester Evening News)123 
‘No more offending bystanders with my secondhand smoke. People tell me I smell better too. So 
why not give it a try?’ (Target Series).124 
‘No more stained teeth or fingernails, skin damage, bad breath and no tobacco smell on your clothes 
or in your home.’ (Birmingham Mail)125 
‘They are healthier than normal cigarettes and don’t leave a horrible smell on clothes and fingers 
after you’ve inhaled’ (J Marsh, The Sun)126 
An additional product feature that emerged from the dataset was its taste and how similar it is to 
tobacco. Electric Zebra maintained its product ‘taste[s] of a normal cigarette’; competitor VIP stated 
that it had ‘produced a suitable long-term smoking alternative which could offer the same taste and 
sensation as a normal cigarette without the dangerous side-effects’ (M Doyle, The Sun); and ROK offered 
products with various levels of nicotine, which would allow smokers to reduce intake ‘while still enjoying 
the taste and sensation of smoking’ (Daily Record)128 
 
 
ee This figure excludes references on social media sites. 
ff The article makes reference to ‘carbon dioxide’ not carbon monoxide. 
gg This figure excludes references on social media platforms.
Marketing of Electronic Cigarettes | Research objectives and methodology            24

4.1.2 price 
 
There were 83 referencesgg (9% of the independent dataset) to the product price in the audit, mostly 
stating that the e-cigarette is cheaper than its combustible counterpart.
figure 9: examples of price as marketing strategy used by e-cigarette brands to appeal to  
committed smokers
‘E-Lites offer a harm reduction alternative and we know that we can give smokers a healthier and 
cheaper option to tobacco cigarettes’ (E-Lites website)129 
‘We have spent three years developing the VIP brand with our customers in mind…Most of our clients 
choose e-cigarettes because they are cheaper to buy…’ (Manchester Evening News)130  
‘Each VIP high capacity refill contains approximately 40 traditional cigarettes’ worth of nicotine and 
is up to six times more efficient than a standard electronic cigarette cartridge. It’s up to 80 per cent 
cheaper than smoking, saving people approximately ‘3,000 a year’ (M Doyle, The Sun)131 
According to Skycig: ‘These [e-cigarettes] are up to 75 per cent cheaper than regular cigarettes’  
(G Mackie, Scotland on Sundy)132  
‘Vapesticks claims to be 40-50 per cent cheaper than regular cigarette…’  
(A Kay, Scottish Daily Express)133  
‘One of the other big advantages of using electronic cigarettes are the cost savings that can be made. 
According to SKYCIG, an average customer saves £1,500 per year when compared to the cost of 
smoking traditional cigarettes, it is also 75 per cent less expensive’ (SkyCig advert)134 
Price incentives in the form of ‘starter kits’ were also offered for smokers seeking to buy the product for 
the first time: 
‘INCIG’s aim is to offer the everyday smoker an affordable, reliable and stylish e-cigarette. Both new 
and existing customers will save 25 % on the purchase of the Avantis Starter kit, and become part of 
the e-cigarette craze’ (SkyCig advert)135 
‘Have a look at www.e-lites.co.uk, where starter kits begin at pounds 19.99’ (Sunday Mail)136 
‘The discreet Skycig starter kit (£49.99) can be recharged on the move…’ (The Express)137 
‘The VIP ‘Cartomizer’ refill needs to be replaced when the vapour significantly reduces. Simply 
replace the used refill with a new one.” The price of the e-cigarette works out at about ‘1.50 for 20 
cigs. The starter pack is ‘29.95 and refills are ‘14.95 for 200 cigs. But when bought together it’s only 
‘39.95 for the battery charger and 280 cigs’ (M Doyle, The Sun)138  
‘Its starting packs include a USB kit (£18.95) and a deluxe kit (£39.95). Both contain everything 
required to get started and, for a short time, there is an introductory offer to get a free Gamucci Micro 
USB starter kit’ (J Morrow, The Metro)139 
25 
Marketing of Electronic Cigarettes | Research objectives and methodology


Price promotions were also offered in the trade press so retailers seeking to sell the products for the first 
time could keep outlays to a minimum:
‘Vapestick has the V2 disposable. It comes ready to use and offers the consumer 300 puffs, which is 
equivalent to 25-30 cigarettes. It is available in a counter-display unit holding 12. The unit currently 
costs £38.88 plus VAT and each V2 then retails at £5.99. They are available on a sale-or-return basis 
until February 22’ (T West, Forecourt Trader)140 
‘Vapourlites too are available on sale or return. There is also a special offer for new customers.  
Anyone buying the CDU one (£86.70 plus VAT, rrp £187.79) will receive 5x5 packs of ‘cartomizers’, 
worth £49.95 at rrp. The CDU1 contains 10xVL3 disposable e-cigs, 5x5 cartomizers, two VL7 
premium starter kits and four VL4 rechargeables.’141 
figure 10: a savings calculator on an e-cigarette website complete with celebrity endorsements to 
illustrate how cost effective the product is when compared to tobacco cigarettes (e-lites website) 
 
4.1.3 promotion
 
i) press, trade press and magazines
While few articles in the newspapers audited were paid advertisements, there were numerous mentions 
of specific e-cigarette brands in news features. Brand awareness was generally raised by company 
representatives, who were quoted in stories relating to e-cigarettes. In some instances, these quotes 
were sourced from press releases that were sent to newswires. 
 
Marketing of Electronic Cigarettes | Research objectives and methodology            26

figure 11: references to specific e-cigarette brands in traditional media content analysis and specific 
e-cigarette brands in newspapers
Brand
no. of times mentioned
newspaper
press release
5 colours
7
1
Blu
3
3
e-lites
53
0
electric Zebra
4
0
gamucci
3
0
intellicig
8
1
nicolites
19
4
nJoy
2
4
smokers halo
2
0
skycig
19
8
totally Wicked
12
4
Vapesticks/Vaps
6
0
Vip
8
1
Independent e-cigarette companies also ‘created’ the news by funding surveys relating to smoking, 
which resulted in their brands appearing in print – often with a quote from an e-cigarette company 
representative and a link to the product’s website. Examples include:
‘Scotland is a country of secret smokers, according to new research...The survey of 2,000 smokers 
by e-cigarette brand E-Lites also revealed that 32 per cent of Scots smokers have been hiding their 
habit for more than 10 years… managing director of E-Lites, said: “Smokers in Scotland are lying to 
themselves and others about their habits, with many of them admitting to being ashamed of being a 
smoker. Each E-Lite cigarette contains a nicotine solution that users inhale as a vapour, recreating the 
sensation of a traditional cigarette without the smell, smoke or impact upon passive smokers.”  
For more information about E-Lites, visit the website www.e-lites.co.uk’ (A Rennie, Paisley Daily Express)143 
‘TAKING up ciggies led a poll of most people’s regrets, with 88% of smokers wishing they had never 
started, it emerged yesterday… Another 28% wished they had tried harder to get friends or family who 
smoked to cut down or quit…CEO of e-cigarette brand E-Lites, said: “Luckily many things on the list 
are rectifiable and actions can be taken to ease the feeling of regret”…’ (B Rossington, Daily Mirror).144 
‘Loud music, Christmas lights left up all year, discarded fag butts, untidy gardens and broken fences 
also cheese us off, according to the poll by electronic cigarette firm ECigaretteDirect.co.uk’ (The Sun)145 
27 
Marketing of Electronic Cigarettes | Research objectives and methodology


‘SWEARING is the most difficult habit to break, beating the likes of drinking too much caffeine, 
smoking, and chewing finger nails, according to a poll. More than a quarter (26 per cent) of the 600 
people questioned in the survey by ECigaretteDirect said that using too many expletives was their 
biggest vice’ (The Herald)146  
‘IT IS more socially acceptable for men to smoke than women, a study claims. Researchers also 
revealed that women light up as a way of rewarding themselves when dealing with stress…The 
survey of 1,000 people was commissioned by Edinburgh firm SkyCig, which manufactures electronic 
cigarettes’ (S Deal, The Metro)147 
E-cigarettes were promoted as prizes for competitions in magazines, which allowed e-cigarette 
companies to describe key product features, its price and provide a link to its website: 
‘Text PRIMA PRIZE5 to 87088 (£1.50)…20 quit smoking kits…SKYCIG, the UK’s leading provider of 
e-cigarettes, is giving 20 readers the chance to give up smoking with a starter kit, worth £50. With 
a small dose of nicotine, the SKYCIG e-cigarette produces vapour which has the appearance and 
flavour of tobacco smoke, and gives the same physical sensation. The SKYCIG e-cigarette allows you 
to enjoy the act of smoking without the 4000 harmful chemicals found in traditional cigarettes. Visit 
http://www.skycig.co.uk’ (J Bartley, Prima)148 
‘LEADING electronic cigarette company E-Lites is offering three lucky winners £100 of free products. 
Research conducted by E-Lites has revealed the average smoker spends £27.54 a week on almost 
four packets of cigarettes and admits they have gone without paying bills, a holiday and family days 
out so they have enough money for their next packet. This January why not reduce your outgoings 
and switch to E-Lites, which have reinvented smoking? For more information on E-Lites visit  
www.e-lites.co.uk. REMEMBER, the ONLY way to win our great Mentathlon Grand Prize is to call …’  
(The Express).149 
Independent e-cigarette companies also marketed their products in the trade press (see below).  
figure 12:  example of advertisement in the trade press aimed at the committed smoker
Source: NJOY Press advert150 
Marketing of Electronic Cigarettes | Research objectives and methodology            28


The trade press has also featured multiple page spreads advertising e-cigarettes: June 2012, November 
2012 and January 2013 editions of Convenience Store, for example, ran features called ‘spotlight on 
electronic cigarettes’ with full and half-page sized advertisements for various brands.  
(Convenience Store)151 152 153   
ii) television 
Several e-cigarette television adverts have reportedly been approved by Clearcast, which complies with 
the UK Code of Broadcast Advertising (BCAP) enforced by the ASA. It bans advertisements promoting 
smoking or the use of tobacco products and its rules state that: 
‘…if a non-tobacco product shares a name, emblem or any other feature with a tobacco product 
(which would catch electronic cigarettes), then it can only advertise if it makes no reference to 
smoking, does not promote smoking and does not include a design, colour, imagery, logo style etc 
that might be associated in the audiences’ mind with a tobacco product’ (Clearcast.co.uk)154 
As an advert can only be approved if there is no reference to smoking, e-cigarette marketers rely on 
sheer creativity when promoting their products (E-cig Click website).155 The E-Lites TV advert which 
launched on a national, mainstream British channel in January 2013, for example, was described as 
‘light-hearted’ and ‘anti-smoking at its core’. It starred British actor Mark Benton, who stepped outside for 
a cigarette and consequently missed his baby’s first steps and surprising ‘Gangnam style dance’. It posed 
the question ‘What are you missing?’ (see Figure 13) (L Tesseras, Marketing Week).156  E-Lites reportedly 
waited more than a year to get approval for it to be screened. (L Tesseras, Marketing Week)157 
figure 13: first e-cigarette television advertisement in the uk
 
29 
Marketing of Electronic Cigarettes | Research objectives and methodology

In an interview, one marketing expert noted that the e-cigarette advert resembles traditional anti-
smoking adverts without emphasising the underlying ‘give up smoking’ message:
‘…you may miss out on things because you will be dead…you will 
miss out on your kids getting married, you will miss out on your 
grandchildren you will miss out on things because statistically 
speaking you won’t get there… so it’s quite a dark kind of quite 
traditional kind of anti-smoking advert. But that was basically 
the language of it, exactly the same, that’s what you are missing 
because you won’t be there…you could read [the advert] as “you 
wouldn’t have to go outside to sort of smoke, you could smoke 
inside, couldn’t you?” That’s not the same thing as saying, “if you 
give up smoking you will be able to experience these things”…’ 
(Marketing Expert)
A television advert for another e-cigarette brand, SkyCig, which has been aired on satellite channels in 
the UK, portrays ‘young people hanging out, sending the message that life is all about sharing moments’ 
(see Figure 14) (SkyCig advert).158 
 
Marketing of Electronic Cigarettes | Research objectives and methodology            30




4.1.4 place
 
It is apparent (from the trade press audit in particular) that e-cigarettes are being sold wherever 
combustible cigarettes are on sale. However, e-cigarettes are being treated as separate entities rather 
than related to tobacco in order to minimise restrictions imposed through point of sale (POS) displays. 
To this end, POS has become an additional marketing tool for e-cigarette companies: 
‘Vapestick has the V2 disposable. It comes ready to use and offers the consumer 300 puffs, which is 
equivalent to 25-30 cigarettes. It is available in a counter-display unit holding 12. The unit currently 
costs £38.88 plus VAT and each V2 then retails at £5.99. They are available on a sale-or-return basis 
until February 22’ (T West, Forecourt Trader)160
‘Under the scheme NFRN members are being urged to stock Nicolites e-cigarettes, which offer up to 
40% profit on return and are available on sale or return. Details of special starter packs, which come 
in compact display units and comprise a range of Nicolites e-cigarettes and refills, are available both 
from NFRN retail development managers and the NFRN Helpline’ (TalkingRetail.com)161 
‘Electronic cigarettes, lighters and matches are not included [in the display ban], and should not 
be merchandised in the covered section of the gantry. Opening the gantry to retrieve any of these 
products would be committing an offence’ (G Walker, Convenience Store)162 
The Grocer has featured a reader offer to win ‘a fully stocked counter-top E-Lites display’ and a feature 
on e-cigarettes, which included an Intellicig display on a till counter for point of sale promotion (see 
Figure 15) (Convenience Store).   
figure 15: point of display promotion of e-cigarettes as advertised in the trade press
Marketing of Electronic Cigarettes | Research objectives and methodology            32

As e-cigarettes are available to purchase online, most mentions of specific brands include links to 
company websites. Some sites also include ‘store locators’ with details of retailers that stock their 
products. There is also evidence of e-cigarettes being sold in kiosks and stalls in malls. 
 
4.1.5 positioning
 
The independent e-cigarette marketer targeting the committed smoker appears to be establishing its 
product as one of necessity – the ultimate smoking alternative that is socially acceptable:
‘E-Lites offer a harm-reducing alternative and we know that we can give smokers a healthier, cheaper 
and more socially acceptable option to tobacco cigarettes’ (M Sweney, The Guardian)166 
‘We [E-Lites] are not a preachy business but this is an alternative that won’t kill you and is a lot more 
socially acceptable’ (E Mullen, Birmingham Post)167 
‘…E-Lites: they can be smoked anywhere without the socially unacceptable side effects including 
those associated with passive smoking’ (TalkingRetail.com)168 
‘The new electronic cigarettes meet a growing demand for a more socially-acceptable way to enjoy 
a cigarette, say the manufacturers [5 Colors]’ (G Sheldrick, Daily Star)169 
Consumers appear to be responding to this normalisation of e-cigarette use. Some have written in to 
newspapers to express their views: 
‘With the advent of the electronic cigarette, I would say that anybody who smokes cigarettes now 
is a fool to themselves when there exists a safer and much cheaper method to satisfy a nicotine 
addiction. One that does not make them a social pariah, or smell like a dirty ashtray’ (P Ogden, 
Manchester Evening News)170 
‘E-cigarettes are a healthier, cheaper and more socially acceptable alternative to smoking rather than 
a stop-smoking aid. Therefore, making them prescription-only is utterly ridiculous’ (The Metro)171 
All brands clearly stand to benefit from the social acceptance of ‘vaping’, but products still need to 
be differentiated from others on the market and offer a unique selling point to maximise returns. By 
comparing e-cigarette brands, Figure 16 from the trade press does just that:
33 
Marketing of Electronic Cigarettes | Research objectives and methodology


figure 16: product positioning
 
Source: Convenience Store (2013)172 
4.1.6 summary
 
It is evident that the independent e-cigarette company aiming its product at committed smokers 
markets a safe nicotine product, which is advocated as the healthier alternative to smoking. It is being 
promoted as a cessation aid to help smokers cut down on the number of traditional cigarettes smoked 
and/or it may be used in combination with cigarettes, which is particularly useful in places where the 
smoking ban is enforced as the products can be used anywhere. An additional benefit, according to 
marketers, is the harmless vapour so second-hand smoke is no longer a problem. Smokers are offered a 
cleaner product that tastes just like real tobacco, but without the smell. 
It comes at an affordable price – cheaper than cigarettes – and discounts are offered for starter kits so 
new consumers can start using e-cigarettes without spending an extortionate amount on a product 
they are unfamiliar with. They can also buy their favourite e-cigarette brand anywhere – especially at 
newsagents and retails stocking cigarettes – so they can buy electronic rather than traditional cigarettes. 
POS displays remind consumers of this smoking alternative, which is also freely available online. Brand 
awareness is raised through promotion in the press, trade press, magazines, television, company 
websites, sponsorships, online promotions and social media.
All these marketing efforts culminate in the social acceptability of e-cigarette and nicotine use and the 
normalisation of vaping. This is a perfect pitch for hardened smokers, who are too addicted to nicotine 
and/or do not want to quit smoking.
4.2  marketing strategy aimed at young social smokers or non-smokers 
 
The marketing experts interviewed suggested that e-cigarette marketing strategies appear to be or 
should, from a business and marketing perspective, be aimed at the youth market:
Marketing of Electronic Cigarettes | Research objectives and methodology            34





figure 17: advertising for totally Wicked brand 
Source: Totally Wicked website (2013)173   
As this target group is likely to be engaged with social media, findings from the social media audit are 
included in this section along with those from the traditional print audit. 
4.2.1 product
 
i) 
cosmetic appeal
 
Some e-cigarette brands are being promoted as stylish lifestyle products and must have accessories. 
Nicotine-free alternatives are on offer, and e-cigarettes are available in various colours and flavours. 
5 Colors, for example, offers a variety of coloured e-cigarettes, ‘a disposable electronic cigarette 
containing no nicotine’ and ‘comes in a choice of five fruit flavours: apple, blueberry, grape, peach  
and strawberry.’174  
figure 18: e-cigarette brand ‘5 colors’
Source: www.5colours.co.uk175
Marketing of Electronic Cigarettes | Research objectives and methodology            36




figure 19: advertisement of Vip brand 
Source: VIP website180
Vapestick has also created an ‘Electronic Cigarette Wars Game’, a retro style computer game hosted  
on the company’s website, which allows consumers to have ‘a bit of nostalgic fun’  
(Vapestick Facebook page).181  
In an interview, one marketing expert explained how digital marketing is all about interactive 
engagement with consumers (see below).
‘…there is the opportunity on social media…in identifying 
advocates and getting them on board and getting them to 
tweet and getting them to talk about their experiences. The 
positive effect that can have – it’s that little story of the pebble 
in the pond and the ripple effect that can have. So we would 
use Twitter, Tumbler, Facebook, Instagram – anything that 
felt right at the time. Maybe bits of video, so maybe looking 
at Vine in a creative way. I’m loving a bit of Vine action right 
now. You have only got six seconds [to make a video]….so 
you could use your Vine video competition – “six seconds of 
things that you didn’t miss, because…”…you could have a lot 
of fun with that cos you have to be really creative …there is 
opportunity with augmented reality too.’ 
(Marketing Expert)
Marketing of Electronic Cigarettes | Research objectives and methodology            38

The Facebook pages for the brands monitored featured pictures of consumers posing stylishly and 
seductively with e-cigarettes in hand (Vapestick) with captions such as ‘MAX-imum style’ (referring to 
Vapestick Max product) (Vapestick Facebook page),182 ‘Vapestick glamour – something for everyone!’ 
(Vapestick Facebook page)183 and blog entries on ’10 ways to look cooler while vaping an e-cigarette’ 
(Vapestick Facebook page).184 
In an interview, one marketing expert suggested that promoting e-cigarettes to young people as ‘cool’ 
products could make them more interested in smoking (see below).
‘…if you market towards young people with this 
particular product, I would surmise there is a danger 
that you are basically normalising all the social 
stuff around smoking in a way that might actually 
encourage people to then get the real McCoy, to get 
the real thing and to get the real product and that you 
very quickly get you know what’s cool about smoking 
a safe product?...The dangerous thing is what makes it 
cooler, it makes it more interesting…’ 
(Marketing Expert)
Innovative e-cigarette packs are also being marketed:
‘We’d like to announce the first of our new product videos to our friends and customers! Watch the 
tutorial for the Vapouriz Gemini Pro (Portable Charging Case). This innovative pack uses the latest in 
“push” charging (rather than the old screw-in method), and the pack itself has an internal 1250mAh 
battery, meaning it can charge 6-7 individual batteries before needing to be recharged itself’ 
(Vapouriz Facebook page)185 
One pack promotes dual use of e-cigarettes and traditional cigarettes by selling both products 
simultaneously: 
NJOY’s ‘smart plastic case’ has been ‘designed to fit snuggly in the pocket, protect the e-cig, and 
even house one regular tobacco cigarette for those adult smokers who chose to dual between the 
two’ (Convenience Store)186  
39 
Marketing of Electronic Cigarettes | Research objectives and methodology

 In an interview, a marketing expert explained how an e-cigarette pack that resembles a traditional 
 cigarette pack may be used as a marketing tool (see below).
 
 
 
 
 
 
 
‘…there is a special thing about that kind 
 
of, as you unwrap it…there is a moment 
 
when you do that [act of tearing of the 
 
plastic wrapper on a pack] which is quite 
 
a good thing. And that is all there… so you 
 
are not missing out on that…you are just 
 
constantly reminding people how good 
 
that is….’ 
 
 
(Marketing Expert)
 
 
 
 
 
 
 
ii) flavour
 
There were 93 referenceshh (10% of the independent dataset) to flavours in the audit, and several 
independent e-cigarette brands are marketing these variations: 
 
  ‘No - there is no nicotine or anything in the flavoured ones. Just yummy taste of strawberry.’ 
(Vapestick Twitter post)187 
 
‘What flavour E-liquid is bubbling away in your Tank Electronic-Cigarette today?’  
(Vapouriz Twitter post)188 
‘Mister Smoke is backed by the Chinese company Sweet Cigs…The company also offers a choice of 
200 flavours ranging from beer, to banana - or even just tobacco’ (Ripley & Heanor News)189 
‘SKYCIG provides a range of flavours to suit everyone’s tastes, including Crown Vanilla, Crown Cherry, 
Crown Menthol, Cinnamon, Tobacco Gold, Classic Tobacco and Crown Tobacco’ (SkyCig advert)190 
‘For the winter season, SKYCIG has released a limited edition Winter Variant pack, containing Crown 
Tobacco, Crown Menthol and winter flavour, Cinnamon; an ideal stocking filler for someone special 
who is looking for an innovative smoking alternative this Christmas’ (SkyCig advert)191 
‘There will be video tutorials and a dedicated e liquid page where users will be able to browse 
between 60 and 100 different flavours’ (Vapouriz Facebook page)192  
Marketing of Electronic Cigarettes | Research objectives and methodology            40

figure 20: e-cigarette brands in social media audit – flavour variations
 
Brand
flavour 1
flavour 2
flavour 3
flavour 4
flavour 5
flavour 6
flavour 7
e-lites
Regular
Light
Menthol
Regular
Regular
Regular
Regular
nicolites
Traditional
Menthol
Cherry
Traditional
Traditional
Traditional
Traditional
sky cig
Classic 
Tobacco  
Crown  
Classic  
Classic  
Classic  
Cinnamon
Tobacco
Gold
Tobacco
Menthol
Vanilla
Cherry
totally Wicked 
/e-liquid 
concentrate
Vapestick –cigs
Tobacco
Menthol
Apple
Cherry
Vanilla
Vapestick 
Blueberry
Apple
Grape
Strawberry
Peach
– shisha & 
cartomisers
Vapouriz – cigs & 
Classic
Menthol
cartomisers
Tobacco
Fresh
Vapouriz – 
Tobacco 
Mint
Fruit
Fruit
e-liquid
Sampler:
Sampler
Sampler 1:
Sampler 2:
Classic 
Menthol  
Strawberry,  
Mango, 
Tobacco,
Fresh,  
Apple,  
Blueberry, 
HS Pure 
Mint 
Grape,  
Lemonade, 
Tobacco,  
Perppermint, 
Wild Cherry  
Orange, 
USA Gold, 
Minty 
and Fruit  
Raspberry
Smooth  
Bubblegum, 
Punch
Virginia,  
Mojito
Desert Ship
Vip – cigs
Tobacco
Menthol
BH Gold
Virginia S 
Strong or
Srtong or
Strong 
trong  
Regular
Regular
or Regular
or Regular
Vip – 
USA 
Virginia
BH 
Triple
RY4 Extra
e-liquids
Tobacco
Rolling
Gold
Menthol
Smooth
Vip – cartomisers
Apple
Cheery
Coffee
Strawberry
Vanilla
 
41 
Marketing of Electronic Cigarettes | Research objectives and methodology

Some schools have banned e-cigarettes citing concerns that they ‘come in a variety of flavours’ and  
that ‘there are no age restrictions on buying them’ (The Argus) . In a news report, a fourteen year  
old student said:
‘Everyone thinks it’s rebellious to smoke but it’s the soft version of that, the one without any bad side 
effects...I know some people who have done it in class but haven’t been caught because you can just 
waft away the vapour so no one knows’ (The Argus)194 
Skycig has gone one step further and shared its brand with an energy drink company:
‘It’s here! NRG by SKYCIG has arrived…Go to: www.SKYCIG.co.uk/NRG now to get yours...
SKYCIGNRG takes e-cigs to a whole new level: 100% nicotine FREE… Contains active ingredient 
taurine… Exclusive black lightning design with electric yellow tip’ (SkyCig Facebook page) 
One marketing expert suggested that, if possible, it would make marketing sense to link e-cigarettes 
brands to alcohol companies (see right).
‘You have got to be careful, especially with alcohol 
advertising as well, but it would be worth exploring 
creatively. That could potentially manifest itself. 
There is drinking responsibly and there is smoking 
responsibly, so there might be some sort of 
connection there that you could play on. Just people 
 
being together and sitting drinking together. It all 
 
comes back again to social…’ 
 
 
 
(Markeketing Expert)
 
 
 
 
 
 
 
iii) e-shisha
 
Smoking shisa pens has been described as ‘one of the trendiest new activities among the hip fashionable 
young crowd in the UK’ – ‘a hot new alternative for smokers who still want to indulge in the trendy 
pastime while staying healthy and still looking cool’ (B London, Daily Mail)196. The disposable e-cigarette 
does not contain nicotine, but replicates the act of smoking (B London, Daily Mailt; Vapelux website)197 198  
 
Vapelux Ltd, a company producing the product which comes in ‘fresh bright colours’, has ‘a signature 
diamond tip’ and is available in various flavours such as apple, grape, strawberry, peach and blueberry, 
promotes it as ‘the finest and ultimate smoking experience without any of the harmful toxins’ and the 
‘healthier alternative to smoking’ (Vapelux website)199  
Marketing of Electronic Cigarettes | Research objectives and methodology            42


Variations of shisha are also promoted on Vapestick’s Facebook page: 
 
  ‘V-Shisha – fruit cocktail 5-pack! (nicotine-free)’ (Vapestick Facebook page)200
    
  ‘V-Shisha sunshine promo!! Save 20% (£5.00) off our 5-pack of 0% nicotine, fruity and sparkly 
  disposables’ (Vapestick Facebook page)201 
 
figure 21: Vapestick V-shisha – fruit cocktail 5-pack – as advertised on company’s facebook page
 
Source: Vapestick (2013)202 
In an article on ‘smoke-free shisha’ which features quotes from owners of a new shisha lounge, the 
product is depicted as a ‘tobacco-free alternative… aiming to substitute a centuries-old tradition with  
a healthier option’ (K Pickles, Edinburgh Evening News): 
‘This flavoured water vapour version is the latest healthier alternative designed to replicate the 
sociable custom minus the carcinogens and addictive nicotine… Sucking on the bubbling pipe is not 
a dissimilar sensation to smoking from a traditional hookah, but the flavoured fumes taste more like 
children’s sweets than any sort of smoke substitute. Blueberry Mist, Cooling Mint and Pirates Cave, a 
citrus blend with mellowing mint, are the other options to choose from on the menu’  
(K Pickles, Edinburgh Evening News)204 
43 
Marketing of Electronic Cigarettes | Research objectives and methodology




4.2.2 price 
 
There are several examples of price being used as a marketing tool in the social media analysis. 
E-cigarette brands are evidently using price incentives and promotional discounts to attract more 
customers. In one instance, a ‘vape for life referral scheme’ is on offer (see below). 
 
figure 24: e-cigarette discounted offers on social media platforms
‘5% off Cartridges: Use Code: ‘NOTOBACCO5’ (SkyCig Facebook page)207 
 
‘Totally Wicked Weekly Offer 20% off the full site!’ (Totally Wicked Facebook page)208 
 
‘Win over £100 of Vapouriz #ecigs and #eliquid! To enter our mega giveaway simply tweet why you 
love @Vapouriz with the hash tag #ecigs!’ (Vapouriz Facebook page)209 
  
‘Discount Vouchers’ for online orders only ‘5% when spending £10 or more; 10 % when spending 
£40 or more; 12% when spending £100 or more’ (VIP Facebook page)210 
 
‘Totally Wicked Coupon Now Offering 7.5% Electronic Cigarette Discount On Mega Titan 510 Kits’ 
(Totally Wicked Tumblr post)211 
 
Totally Wicked @Mr_Wicked Good Morning. Today’s discount code is Tweet9117 and will give you 
11% off all non discounted items. Enter the code at the checkout (Totally Wicked Twitter post)212  
 
‘Totally Wicked @Mr_Wicked Don’t forget our Vape for Life Referral Scheme is still in action’  
  (Totally Wicked Twitter post)213 
 
 
4.2.3 promotion
 
i) celebrities 
 
figure 25: advertisements for uk e-cigarette brand 
Some marketing experts explained that it may be useful for e-cigarette companies to promote the 
e-cigarette with ‘stylish’ celebrities, and drew comparisons with traditional cigarette advertisements (VIP 
website)214 (see Figure 25). 
‘…she is very stylish looking, and all the rest of 
it… in that Kate Moss kind of way... so it’s very 
contemporary…or it should be very contemporary, 
but to me that seems like something from 1976, 
because that’s the kind of adverts for cigarettes 
that were around in 1976.’ 
(Marketing Expert)
45 
Marketing of Electronic Cigarettes | Research objectives and methodology


In the press audit, there were 110 references (12% of the independent dataset) to celebrities using 
e-cigarettes and celebrity product endorsements were frequently posted on social media platforms  
and linked to specific brands. 
‘…Audrey Hepburn-esque – 
absolutely trying to draw on 
that sort of glamour era.’
Examples include:
  ‘Hey Tamara [Ecclestone] - that looks just like a Vapestick grape V-Shisha!!’ (Vapestick Facebook page215 
‘Congrats @TamEcclestone –looked like a GREAT party…and full of V-Shisha!’ (Vapestick Twitter post)216 
Copy of Tweet on Facebook page from Ronnie Wood of Rolling Stones: ‘Thanks to @Vapestick for 
sending me some supplies while I’ve been on tour!: -)’ (Vapestick Twitter post)217 
‘What’s that Francine Lewis is holding?’ (Vapestick Facebook page)218 
Picture on Vapestick Facebook page with picture of Christina Milian as she ‘puffs on e-cigarette at the 
beach’ (Vapestick Facebook page)219 
E-Lites Facebook post featuring pictures of celebrities holding or using e-cigarettes in front of 
branded promotional banners: ‘[E-Lites] pounced on a photoshoot in Kensington, London, with 
some TV personalities showing up!’ (E-Lites Facebook page)220 
One tabloid reported that ‘Cheryl Cole and her bandmates will soon be smoking top e-cigarettes 5 
Colors, thanks to the Daily Star’ after a reporter ‘hand-delivered a shipment’ of the e-cigarettes to the 
band before a gig. The article promoted product features including price and the company website: 
‘A single 5 Colors cigarette costs £6.99 and, according to the maker, provides the same number of 
puffs as 20 normal cigs, costing £7.46. They can be bought online at 5colors.co.uk.’221  
jThis figure does not include references to celebrities on social media platforms. 
Marketing of Electronic Cigarettes | Research objectives and methodology            46




figure 27: groupon discount voucher for e-cigarette brand (groupon.co.uk)233 
Totally Wicked also promoted its product with a competition called ‘Win with The Wicked One’, where 
four contestants ‘battle[d] it out for that fantastic prize of an all expenses paid trip for two around the 
Wicked World that includes the UK, Germany and the USA’! (Totally Wicked website)234 
iii) sponsorship
 
Sponsorship deals for various sports (including football, motor racing, golf, powerboat and superbike 
racing) emerged as prominent promotional strategies. There were 34 references (4% of the independent 
dataset) to sponsorships in the traditional media auditkk, which raised awareness of specific brands. 
 
This article highlighted an e-cigarette company partnering with a motorsport that was once 
‘synonymous with tobacco sponsorship’ (an image for a competitor’s sponsorship deal with  
Tom Ingram is embedded in the text) (SkyCig website)235 
kk This excludes references to sponsorships on social media platforms. 
Marketing of Electronic Cigarettes | Research objectives and methodology            48



‘We’ve been at a retail show in EventCity, Manchester today, and popping in to help out was our 
Formula 4 driver Matt Bell! The crowd loved the car, and Matt can’t wait to get the E-Lites machine 
racing again at Oulton Park this coming weekend’ [picture of driver on the car on Facebook]  
(E-Lites Facebook page)242 
‘Totally Wicked E-liquid are the proud sponsors of the Bob Lord Stand at Turf Moor, home of Burnley 
Football Club. We have a very friendly and helpful team, who will always be happy to assist and 
advise you on all things e-cigs related. Come and see us for an obligation free trial…’  
(Totally Wicked Facebook page)243 
‘A somewhat busy week here at E-Lites but nothing will stop us cheering on our racers this weekend! 
Our Formula 4 driver Matt Bell is racing in Snetterton, Norfolk, and Tim Hastings is racing Superbikes 
Knockhill, Fife’ (E-Lites Facebook page)244 
‘Our cars, bikes and now our boats are all winning trophies! Congratulations to the Team E-Lites 
Powerboat Crew…who picked up third overall and first of the ‘big boats’ at the weekend!’  
(E-Lites Facebook page)245 
These sponsorships were also frequently mentioned on social media platforms along with photographs 
of the sponsored sportsperson and updates of their performances (see Figure 28). Free e-cigarette 
samples were distributed at some of these events. 
4.2.4 place
 
As previously noted, e-cigarettes are being sold and marketed at exclusive and trendy events and venues, 
as well as on company websites, social media platforms and through other online sources such as 
Groupon.
 
E-Lites also set up a promotional stall for consumers, who were on their way to a music festival, and 
posted this message on their Facebook page: 
 ‘Are you heading south to Glastonbury today? Stop off at Strensham South Services off the M5 to 
sample our E-Lites! We’ll be there for the next few hours!’(E-Lites Facebook page)246  
One marketing expert explained that this a marketing technique used to ‘tap in to the values, the 
attitudes and the behaviours of the target market and reflect them as values and attitudes and 
behaviours of the brand’: 
‘…without contravening the law itself, you can tap 
into either the values of the people that you are 
trying to talk to, the attitudes, the things that they 
are interested in and that resonate with them… like 
humour, popular culture… so you don’t have to 
feature the product or you don’t have to talk about 
cigarettes directly to get over the values of the brand 
and the benefits I guess, without talking explicitly 
about what the benefits are…’                                  
(Marketing Expert)
Marketing of Electronic Cigarettes | Research objectives and methodology            50

Another marketing expert also commented on the ‘social aspect’ of e-cigarette promotion (see right).
Independent e-cigarette companies are also selling their products in their own branded retails stores, 
which offer special rates for devoted shoppers: 
‘Ask in store about our loyalty card scheme. Totally Wicked Wigan: Plenty of advice available and 
samples to try in store!’ (Totally Wicked Twitter post)247 
There is also evidence of products being sold in specialist e-cigarette stores or vaping e-lounges on the 
high street (S Begum, Manchester Evening News)248 
4.2.5 positioning
 
Independent e-cigarette companies are promoting products that are not only socially acceptable, but 
socially superior. There is evidence of a new culture emerging, where e-cigarettes are used, received 
and promoted as lifestyle products and the market is expanding at a rapid pace. In just over one year, 
there were 121 product trademark applications and 12 emerged in the two weeks following the MHRA 
announcement. Four of these were made by the tobacco company, Imperial Tobacco; the remainder by 
independent e-cigarette/e-shisha companies (see Appendix 1). 
E-cigarette brands have noted how ‘the world’s going crazy for e-cigarettes’ (Vapestick Facebook page); 
and the Nicolites Facebook page reports ‘As E-cigarettes have become increasingly popular, a bizarre 
new sub-culture has been formed – the ‘vapers… people who have no intention of quitting but instead 
believe their addiction can save millions of lives’ (Nicolites Facebook page)250 
Totally Wicked E-Liquid’s Twitter feed mentions events such as ‘Vapestock 2013 at Indian Rocks Beach, 
FL’, which is a social gathering or convention for vapours (Totally Wicked Twitter post), and promotes 
‘Totally Wicked Vapers Lounge[s]’ (Totally Wicked Facebook page)252 
4.2.6 summary
 
Independent e-cigarette companies appear to be actively targeting younger non-smokers or social 
smokers and promoting the e-cigarette as lifestyle products. Innovations like e-shisha and flavourings 
have emerged, and while the price is reassuringly expensive, discounts and price incentives are offered 
to ensure the product is accessible.  
 
 ‘…there may be similar opportunities to launch something like that [e-cigarette brand], as you would 
 launch a new drinks brand, because you are appealing to the teenagers. You are appealing to the social 
 – being outside, being with friends, enjoying company, enjoying life. You could then tie that in to…a 
 launch and set up areas around the UK that you tie social media into. So it could be event based. You are 
 talking about something that is potentially – people, who end up missing things like the end of gigs cos 
 they have got to go out and have a fag. You are missing so much, but this is actually an opportunity…
 launch it with either an existing event that you partner up with or events around the UK. If that is the 
 youthful target, looking at music, looking at style and fashion and tying it into those other behaviours 
 and things that that audience gets up to socially and start to see how we can exploit and piggy back on 
 the back of some of those events…
 
 (Marketing Expert)
 
ll These trademark applications were made between 1st May 2012 and 26th June 2013 (see section 2.1.1 for data searches). 
51 
Marketing of Electronic Cigarettes | Research objectives and methodology

Promotions occur through celebrity endorsements and sponsorship deals and the product is sold at 
exclusive events, trendy venues, through various online sources and at product retail stores, which offer 
loyalty schemes for committed consumers to purchase this socially acceptable ‘accessory’.  
 
4.3  marketing strategy aimed at stakeholders 
This section presents marketing strategies by independent e-cigarette companies that are aimed at 
stakeholders. The target here is not the consumer, but other stakeholders from regulators to health 
bodies. A different product is therefore on offer.
4.3.1 product
 
For this target group, e-cigarettes have been presented as a lifeline for hardened smokers and a public 
health gain. The concept of tobacco harm reduction (THR) has emerged as the ‘product’ on offer – a 
way for smokers, who are unwilling or unable to stop smoking tobacco, to consume nicotine without 
the toxins and carcinogens found in cigarettes. 
 
No e-cigarette brand in the UK has gone through the pharmaceutical licensing process and been 
classed as a medicine and as such e-cigarettes are not included in NICE’s guidance on THR, which 
refers to licensed nicotine containing products. There is evidence, however, of e-cigarette companies 
marketing their brands as harm reduction products following NICE’s announcement. For example, 
Vapestick’s Facebook page stated: 
‘NICE Recommends E-Cigarette for Smokers. NICE has become the first public institution to 
recommend the electronic cigarette for smokers who cannot quit’ (Vapestick Facebook page)253 
The same company’s Facebook page featured an article that appeared in a tabloid stating: ‘E-cigs ‘are the 
safer option’ (Vapestick Facebook page). Furthermore, following the publication of NICE’s draft guidance 
on HR, ‘electronic cigarettes were declared safe to use’ (Evening Standard) in the media (even though the 
guidance refers to licensed rather than unlicensed NCPs). It was also reported that e-cigarettes had been 
‘given [a] green light to help users quit smoking’ (Evening Standard).256 
Vapestick’s Facebook page featured a blog on ‘The Nicotine E-Cigarette Quandary’, where it was noted 
that ‘in 2011, the UK Governments’ Behavioural Insights Team or ‘Nudge Unit’ publicly endorsed the use 
of electronic cigarettes for harm reduction’ (Vapestick Facebook page).257  
4.3.2 price and promotion 
 
The product of harm reduction is reported as priceless: e-cigarette companies are suggesting that lives 
can be saved if the approach is adopted. Furthermore, government officials and health regulators are 
reminded that ignoring this offer comes at a price – indeed it would be negligent to do so. 
 
 
 
 
 
 
 
Stakeholder marketing efforts have been directed at politicians, health bodies, public health experts and 
Marketing of Electronic Cigarettes | Research objectives and methodology            52

charities. From the press and social media audit, it is apparent that independent e-cigarette companies 
frequently engage with the media to offer views on developments in public health policy, such as the 
regulation of e-cigarettes as pharmaceutical products. Brand awareness is raised through these media 
opportunities. 
 
In the lead up to the MHRA’s announcement, for example, E-Lites posted on its Facebook page that its 
CEO was ‘very busy’ on BBC News, ITV news and Sky news (E-Lites Facebook page).258 Similarly, an 
Interview with the co-founder and Chairman of Vapestick was broadcast on BBC News, which was 
posted on the company’s Facebook page (Vapestick Facebook page)259 along with interviews for BBC 
Radio 5 live and BBC Radio Wales (Vapestick Facebook page).260  
 
There were several references to specific e-cigarette brands in the press and some of these stories were 
sourced from press releases, which were specifically aimed at politicians.  
 
For example, a story sent through the Press Association news wire had the headline: ‘Electronic Cigarette 
Users Called to Save e-Cigs and Lives Along With Them’. The readymade news story, which included 
quotes from the e-cigarette company’s Operations Manager and a link to the brand’s website, was about 
‘SKYCIG’s ‘write to your MEP’ campaign’ – an attempt to encourage e-cigarette users to ‘form a united 
voice on the EU Tobacco Products Directive’:   
 
  ‘By simply accessing SKYCIG’s dedicated ‘write to your MEP’ webpage, which can be found at http://
  www.skycig.co.uk/ecita, and writing a short letter expressing their concern about the new directive, 
  users will be able to submit their opinion on the issue to their local Member of the European 
  Parliament. SKYCIG will collate every letter submitted and send them directly to the local MEP of 
  each consumer, thereby giving the UK’s electronic cigarette users a single, strong voice over the 
  issue of regulation, without needing to take time out to fit in with MEP surgery hours or to write and 
  post a letter’ (PR Newswire Europe)261
 
 
Totally Wicked used its Facebook page to attract users for a similar campaign, which would culminate in 
a letter being sent to the Chairman of the European Parliament’s Environment, Public Health, and Food 
Safety Committee: 
 
  ‘CALL TO ACTION – WE ARE ALMOST AT 100 SIGNATURES. PLEASE COPY AND PASTE THE EMAIL 
  BELOW AND SEND TO THE EMAIL ADDRESS AT THE BOTTOM OF THE POST. (If you have already 
  done so, please share with family and friends, we need as many signatures as possible)…Millions 
  of lives depend on MEPs doing the right thing when revising the Tobacco Products Directive… As 
  users of e-cigarettes, we urge members of your committee to reject Article 18 of the Commission’s 
 
  proposal. We believe it is poorly thought through, contains an arbitrary and pointless threshold, takes 
  an easy short cut by applying medicines regulation rather than designing appropriate regulation, and 
  has been prepared without proper consultation of the industry and users like us…’  
  (Totally Wicked Facebook page)262 
 
 
 
 
 
53 
Marketing of Electronic Cigarettes | Research objectives and methodology


Totally Wicked also posted ‘a 5-page letter and a Tornado Tank e-cig’ to ‘EVERY SINGLE MEP’ explaining 
why Article 18 of the TPD needs to be dropped: 
 
  ‘We want to keep the pressure on MEP’s [sic], rope those that know nothing about the TPD and 
  electronic cigarettes into the discussion and by placing an e-cig into the hands of each MEP; at 
  least they can then say they have seen one! We will be following up this massive mail shot up with 
  telephone calls, meetings and MEP visits to our company…’ (Totally Wicked Facebook page)263 
 
The e-cigarette brand, Totally Wicked, also engaged with other politicians and kept its consumers 
informed by posting regular updates on social media platforms. A YouTube video of ‘Chris Davies MEP 
visiting Totally Wicked HQ’ was posted on its Facebook page (Totally Wicked Facebook page)  along with 
a post about a local MEP who ‘is standing up for e-cigarette users by fighting plans hatched in the EU’ 
(Totally Wicked Facebook page).265  
 
Additional comments about the e-cigarette company’s engagement with politicians include: 
 
  ‘As we all may know, Labour are the party pushing hard in relation to the medical regulations on 
  e-cigs in the EU, well today we have Labour MP Jack Straw visiting our Head Office. We are keen to 
  know your thoughts and feelings, what would you ask him?’ (Totally Wicked Facebook page)266  
 
   
  ‘The North-West Lib Dem MEP Chris Davies is visiting Totally Wicked HQ tomorrow. As vapers, what 
  questions would you ask him? What are you thinking? What are your fears for the future of electronic 
  cigarettes?’ (Totally Wicked Facebook page)267 
 
During the visit to Totally Wicked, MEP Chris Davies made an announcement to the press stating that 
‘tens of thousands of people will die every year if new legislation is passed re-classifying e-cigarettes as 
medicines’ (Lancashire Telegraph)268 – a view which was echoed by the company’s director who said: 
‘700,000 people are dying in the European Union every year through cigarettes’ (Lancashire Telegraph).269 
 
The news story was generated by press release through the newswires (Figure 29).  
 
figure 29: press release generating a news story about an e-cigarette brand270  
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Marketing of Electronic Cigarettes | Research objectives and methodology            54

In June 2013, it was noted that Totally Wicked’s Managing Director had agreed to step down ‘after 
inappropriate emails’ had been sent to Ms Linda McAvan MEP, lead Rapporteur of the EU ENVI 
committee and Mr Jeremy Mean of the MHRA, in which he ‘called in to question the legitimacy and 
motivations of both these two individuals and the organisations that they represent’ (Totally Wicked 
Facebook page).271  
 
E-Lites also engaged with politicians by asking Bromsgrove’s MP, Conservative Sajid Javid, to officially 
open the company’s new headquarters in Bromsgrove. In press reports, the MP welcomed the 
‘tremendous boost for the local economy’ and the company’s co-founder and director used the 
opportunity to market the product: 
 
  ‘We’ve seen an extraordinary increase in sales of our highly advanced smoke-free and tobacco-
  free electronic cigarettes, which offer smokers a healthier, cheaper and unrestricted alternative to 
  conventional cigarettes’ (Kidderminster Shuttle)272 
 
Independent e-cigarette companies are also aligning themselves with public health experts, charities 
and health bodies. For example, E-Lites posted a promotional YouTube video of a celebrity doctor 
endorsing the brand on ‘World No Tobacco Day’ (YouTube.com).273  
 
On the Nicolites Facebook page, the brand states that it is ‘proud to say the charity Action Smoking & 
Health [ASH (London)] have supported us in our partnership [sponsorship deal with Birmingham FC]’ 
(Nicolites Facebook page)274 , and the ‘Vegas Vapefest September 20-21, 2013 – Electronic Cigarette 
Seminar and Expo’ quotes ASH (London)’s statement on a harm reduction approach to tobacco 
(VapersClub.com).275  
 
In the press and social media audit, there were several mentions of Totally Wicked sponsoring a free 
evening public lecture on e-cigarettes with refreshments at a university to ‘explain what they are, how 
they work, whether they help people stop smoking and whether they are safe‘(University of East London; 
Newham Recorder).276 277 278The lecture was presented by an academic, who conducted a survey to 
‘characterise e-cigarette use, users, and effects, in a sample of Electronic Cigarette Company (TECC) and 
Totally Wicked E-Liquid users’ (Nursing Times).279 A peer-reviewed paper was subsequently published 
(Dawkins L et al, 2013),280 which is cited on Totally Wicked’s website (Totally Wicked website)281. It states 
that no funding was received for the study and the first author has ‘a collaborative relationship’ with 
TECC and TWEL, who supplied the e-cigarettes and cartridges (Lawson V et al, 2013).282  
 
E-cigarettes were also promoted during National Heart Month, where the British Heart Foundation 
representative was quoted:  
 
  ‘Try using nicotine replacement products like e-cigarettes to gradually reduce the number of 
  cigarettes you smoke, until you’re really prepared to give up completely. You’ve probably got a better 
  chance with nicotine replacement than you have going cold turkey’  
  (L Salmon, Kidderminster Shuttle)283 
 
 
 
 
 
 
 
55 
Marketing of Electronic Cigarettes | Research objectives and methodology

An additional report in the press suggested that the UK Centre for Tobacco Control Studies had 
‘endorsed’ e-cigarettes:  
 
  ‘There are more than 10 million tobacco smokers and 600,000 regular e-cigarette smokers in the 
  UK. Virtual e-cigarettes have been endorsed by The UK Centre for Tobacco Control Studies.  
  A spokesman said: “Some smokers find it very difficult to quit, despite a lot of effort.’ 
  (Cambridgeshire Times)284 
 
E-cigarettes were also linked to the NHS Stoptober campaign, which encouraged smokers to quit for a 
month.  
 
One e-cigarette store, which appeared on Channel 4 news when it opened a local branch, was featured 
in a news article on Stoptober. The shop recruited 87 new customers on top of normal monthly growth 
and the managing director was quoted:  
 
  ‘We give customers the option to try different flavours, we work out the strength which meets their 
  current intake of nicotine, and then we work on a programme where we reduce the nicotine as it 
  suits them.’ (Rugby Advertiser)285 
 
In a separate article on the initiative, which also featured a quote from Cancer Research UK about the 
dangers of smoking, ‘puffing on electronic cigarettes’ was reported as one of the ‘different ways people 
can try to quit smoking.’ (L Ehren, Cambridge Evening News). 
 
Stoptober is also mentioned in an advert for a shop selling a branded e-cigarette at a discounted price: 
 
  ‘This month is nationally known as STOPOBER so we are doing a new promotion on the vapsticks 
  [sic] cigarettes which are now available in store at promotional price of £7.99 as an alternative to 
  smoking so if you are going to give up this is the month to do it’. (Gloucestershire Echo)287 
 
 
4.3.3 place
 
Where e-cigarettes will be available in the future depends on whether e-cigarette companies operate 
in a regulated or unregulated space. It is clear from the press and social media audit that independent 
e-cigarette companies are divided in their approaches to regulation – some are in favour of the product 
being regulated as a medicine, which will allow them to make smoking cessation claims; others 
advocate that e-cigarette regulation is an unnecessary burden. 
Both perspectives were strongly advocated by e-cigarette brands in the press and through social media 
platforms. E-cigarette companies sought to influence opinions accordingly – either proactively, by 
arguing against impending announcements on regulation; or reactively, by asserting viewpoints in the 
public domain following these announcements.
Marketing of Electronic Cigarettes | Research objectives and methodology            56

For example, Vapestick published the following posts on its Facebook page: ‘MHRA Announcement: 
Don’t believe the Hype’ (Vapestock Facebook page)288 and ‘E-Cigarettes Want Your Attention Now 
(Before the FDA [the American health regulator] Steps In)’ (Vapestick Facebook page).289 Totally Wicked 
asked on Facebook: ‘Why does the MHRA want to prevent or obstruct a smoker having access to 
products…?’ (Totally Wicked Facebook page)290, and after the regulator’s announcement posted:
‘As Douglas Adams said – Don’t Panic! Wednesday’s decision by the MHRA was not a complete 
shock. However, we had hoped, but unfortunately with little confidence, that sense would prevail… 
Copy and Paste, and then send it all back to us!...Now that we have posted 754 MEPs an e-cig and 
a few notes on why e-cigs should not be in the Tobacco Products Directive, the next thing we are 
doing is organising a hand delivered letter to Mathias Groote, the Chairman of the ENVI committee’ 
(Totally Wicked Facebook page)291 
VIP made a similar declaration on its Facebook page: 
‘SAVE E-CIGARETTES AND YOUR FREEDOM OF CHOICE! Please share, like, re-post, or tweet this 
message… SAVE E-CIGARETTES AND SAY NO TO THE EU… fightvapingban.com’ (VIP Facebook page)292 
The same e-cigarette brand referenced a survey conducted by ASH (London) to petition against 
proposed changes in the European Commision’s TPD. In a tweet on ‘the E-Cig Ban Threat & Why  
“Youth Health” Is A Red Herring’, VIP said: 
 
‘The concerns raised by some individuals, politicians and anti-smoking groups about electronic 
cigarettes have taken many different forms over the last few years since their introduction, with one 
argument being used in favour of the proposed EU ‘ban’ on the devices being related to use amongst 
children…. but there’s no suggestion across the board of significant usage amongst under 18s, as the 
group for Action on Smoking and Health revealed just weeks ago….ASH Survey Finds Under-18 E-Cig 
Use ‘Extremely Rare’’…’ (VIP Twitter post)293 
Competitor Skycig posted words of encouragement on its Facebook page along with a visual with the 
words ‘Keep calm and vape on’:
‘In light of the announcement today by the MHRA we wanted to reassure our customers that there 
will be no immediate change to SKYCIG products or services’ (SkyCig Facebook page)294 
57 
Marketing of Electronic Cigarettes | Research objectives and methodology

Nicolites, on the other hand, was in favour of regulation:
‘E-cigarettes will be licensed as a medicine in the UK from 2016 under new regulations announced 
yesterday (June 12). Nicolites managing director…. said: ‘This is a good decision by the MHRA and, as 
a responsible company, we of course welcome the move to license e-cigarette products’ 
(Nicolites Facebook page)295 
‘…in the news recently other ecig companies have decided to go against the recent decision for 
e-cigarettes to be classified as medicine. We welcome this decision. What are your thoughts?’ 
(Nicolites Facebook page).296
The e-cigarette brand has thus positioned itself differently on the market. 
4.3.4 positioning
 
It is evident that independent e-cigarette companies are distancing their products from tobacco 
products, and highlighting characteristics that differentiate e-cigarettes from traditional cigarettes to help 
establish them as a socially acceptable alternative to smoking. 
 
In the press and social media audit, it became apparent that the light at the end of the e-cigarette is used 
by some independent e-cigarette companies for brand positioning:
‘Why do some E-Lites have a green LED? We designed the E60 and Exec in this way so that it will 
not be confused with an ‘ordinary’ cigarette in a public place – and because it looks pretty cool too!’ 
(E-Lites Tumblr post)297   
Skycig’s signature blue tip is similarly noted as a characteristic that allows its product to be used in places 
where the smoking ban is enforced:
  ‘We sell a blue-tipped battery so it looks like a cigarette from a distance but the blue light allays any 
fears that people are smoking inside…It’s a cosmetic thing, and our customers want the physical feel 
of smoking. The light’s an important part of that. I don’t see why we should have to hide it away’  
(G Mackie, Scotland on Sunday)298 
E-cigarettes are also being positioned as delivery mechanisms for a safe substance – a ‘clean source’ 
(P Taylor, Manchester Evening News)299 or ‘safe form’ (Western Daily Press)300 of nicotine, which has 
resulted in the normalisation and acceptance of nicotine use for those who cannot or will not  
quit smoking.  
 
In the press and social media audit, nicotine use was unambiguously assented as safe and acceptable:
Marketing of Electronic Cigarettes | Research objectives and methodology            58

‘… nicotine by itself is no more dangerous than caffeine’ (D Henry, Manchester Evening News)301 
‘Of all the chemicals that are in cigarettes, of which there are about 3,000, nicotine is one that is 
known to have a minimal effect on health. It speeds up the metabolism for a period of about 20 
minutes, so the blood pressure goes up, the heart rate goes up slightly. But it’s not thought to have 
any long term effects. That said it is the thing that keeps people smoking. I would say that a clean 
source of nicotine is very much less harmful than continuing smoking, but those in the know are not 
clear that electronic cigarettes are a clean source of nicotine’ (P Taylor, Manchester Evening News)302 
‘Avoid going cold turkey. Most people will need to reduce their nicotine intake slowly, replacing 
  cigarettes with a safe form of nicotine’ (Western Daily Press)303 
 
4.3.5 summary 
 
The stakeholder marketing strategy for independent e-cigarettes companies appear to have 
respectability and distance from tobacco as key objectives. The idea is for e-cigarettes to provide a 
public health solution for an addiction dirtied only by the toxins delivered along with the habit-forming, 
but ‘harmless’ nicotine found in combustible cigarettes.  
Harm reduction is the priceless product presented to policymakers, which is ignored at their peril. As 
company objectives need to be aligned with those of health advocacy groups, experts and politicians, 
these are the stakeholders that are targeted in promotional campaigns to facilitate the marketing of 
e-cigarettes in a regulated or unregulated space. 
Product positioning takes the form of reframed perceptions of nicotine use – the acceptance and 
normalisation of an addictive but safe substance. This is marketed as the perfect alternative for smokers, 
who are incapable of quitting without help, or simply refuse to quit. 
 

tobacco companies and e-cigarettes 
 
The first major tobacco group to buy a British e-cigarette company was BAT, which owns a 42 per cent 
stake in RJ Reynolds. In December 2012, BAT acquired CN Creative, the maker of Intellicig (BAT plc). 
Kind Consumer, a healthcare company developing innovative inhalation technologies for the consumer 
and medical markets, was previously backed by BAT and sought a multi-million pound investment from 
private sponsors to research and develop cigarette substitutes for launch around 2015 (M Wembridge 
and C Thompson, Financial Times). Furthermore, the consumer healthcare company, Nicoventures 
Limited, which ‘operates as a stand-alone business within the British American Tobacco Group’, was also 
established to ‘identify, develop and commercialise regulated nicotine products with real smoker-appeal’ 
(Nicoventures website).306 
Other leading tobacco companies have followed suit. The tobacco company, Lorillard, paid £90 
million for the e-cigarette company Blu in 2012 (Drugfree.org);307 RJ Reynolds launched its own line of 
e-cigarettes called VUSE in 2013 (Vaperanks.com);308 Imperial Tobacco is working with Fontem Ventures 
to develop ‘e-vapour cigarettes’ (B Goh, Reuters);309 and Altria, the owner of Philip Morris and the 
Marlboro brand, is launching its new e-cigarette brand, (New York Daily News).310 
59 
Marketing of Electronic Cigarettes | Research objectives and methodology

In an interview, a marketing expert explained why it makes sense for tobacco companies to be investing 
in the e-cigarette market (see below).
While independent e-cigarette companies have been marketing their products for the last few years, the 
promotion of tobacco industry owned e-cigarette brands is still in its infancy and comparatively little is 
known about the tobacco industry’s e-cigarette business strategy. An audit of tobacco industry trade 
press, however, provides some insight into current strategies and future marketing developments. 
This section presents marketing strategies by e-cigarette brands that are owned by tobacco companies.
 
‘…I can absolutely understand the counterintuitive logic of cigarette 
companies getting into this. Because they understand the behavioural 
aspects so it’s…a one way bet…so if everybody gives up smoking, but 
they still love the sociology of smoking and the psychology of smoking, 
but not the pharmacology…then you have established a completely 
new product line, you have established a completely new product. If it 
doesn’t work, if people only use them as a temporary thing to get off 
smoking, then…you have unlocked the difficulty which is increasing 
throughout the western world, which is the visibility of the concept of 
smoking that has gone out of culture, gone out of most people’s lives. 
And you have unlocked that and you have put that back in again. Even 
to the extent that you can show glamorous women and men with a 
cigarette in their hand looking cool and sexy…’         
(Market Experts)
Marketing of Electronic Cigarettes | Research objectives and methodology            60

figure 30: tobacco owned e-cigarettes – the marketing strategy
marketing
marketing
 challenge
strategy
 
 Who
consumers
stakeholders
 objective
Long-term sales of tobacco through ‘next 
Responsibility, legitimacy, credibility, access to 
 
generation’ product (especially in developed 
policymakers/regulatory processes, public-private 
 
countries ), profit-maximisation
partnership, scientific proof
 What
reduced harm product, safer alternative to 
harm reduction
 
cigarettes, used for pleasure, lifestyle products
 how
product: safe nicotine, used anywhere, flavoured 
product: harm reduction
 
lifestyle products
 
price: financial – priceless, saving lives,  
 
price: financial – affordable
psychological – it would be negligent  
psychological – safer and glamorous 
to ignore this offering
 
 
promotion: where tobacco products cannot be 
promotion: health bodies/experts,  
advertised, lifestyle and celebrity 
charities, politicians, regulators 
 
 
place: everywhere tobacco is available, company 
place: regulated space
 
websites, point of sale displays
positioning: differentiation from NRT products,  
 
positioning: safer smoking alternative, necessity, 
reframe perceptions of nicotine use,  
 
capitalise on consumer’s preferences
alternative for those who can’t or won’t quit
 
 
 
 
5.1  marketing strategy aimed at consumers and stakeholders
 
5.1.1 product
 
The product marketed by tobacco owned e-cigarette brands is harm reduction and the safe 
consumption of nicotine. BAT stated that it acquired CN Creative as a ‘natural extension of its  
approach to tobacco harm reduction’ (K Feddy, Manchester Evening News) and that while the  
promotion of tobacco harm reduction is clearly an integral part of its business strategy, selling  
tobacco remains its priority: 
‘Our core business is, and will remain in, tobacco but we’ve always made it clear that our goal is to 
provide those adult smokers who are seeking safer alternatives to cigarettes with a range of  
reduced-risk products that will meet their varying needs (BAT’s director of corporate and  
regulatory affairs, Manchester Evening News)’ 312
61 
Marketing of Electronic Cigarettes | Research objectives and methodology

It has also been noted in the tobacco industry trade press that ‘it is unclear whether the big companies 
will allow e-cigarettes to overtake their principle product: tobacco’ (T Donohue, Industry Analyst)313 
While promoting a product that may reduce or replace nicotine consumption may seem counterintuitive 
for the tobacco industry, an industry analyst explains how this lateral thinking works:
‘The starting point is – here is a product designed to stop people smoking and reduce our sales 
volumes. The endpoint, the reversal, is – here is a product we can adapt and sell as an alternative to 
smoking – something to create the same satisfaction as the cigarette without the same marketing 
restrictions and the same draconian regulation. And a new product by which the tobacco industry 
may be able to mitigate or even balance the losses in value sales due to declining cigarette volumes’ 
(D Hedley, Industry Analyst)314 
The safer alternative is ‘aimed at smokers who want to quit or cut down but still want a nicotine kick’ 
and requires ‘regulatory approval’ to be marketed in this way (K Feddy, Manchester Evening News).315 
BAT therefore welcomed the MHRA’s decision to regulate e-cigarettes as this ‘could play an important 
role in public health and tobacco harm reduction’ (A Ralph, The Times),316 and much of its stakeholder 
marketing leading up the announcement was aligned with the Department of Health’s adoption of a 
harm reduction indication for Nicotine Replacement Therapy (NRT) (Dept of Health).317 
It has also been noted that tobacco companies may be well positioned to profit from having their 
e-cigarettes prescribed on the NHS if their brands are licensed as medicines (A Ralph, The Times).318 
For the first time, tobacco companies have created ‘boardroom role[s] for alternative smokes’ (S Hawkes, 
The Sun)319 and moved senior executives to assume new roles of head of ‘Next Generation Product’ 
(N Thomas, Daily Telegraph)320. suggesting that the objective is long-term growth and e-cigarettes 
may be the first of many safer alternative products on the market. Indeed, Imperial Tobacco is already 
collaborating with the developer Fontem Ventures to ‘look at alternative ways of delivering nicotine 
beyond just e-cigarettes’ (The Express)321 and Philip Morris’s parent company Altria has entered into new 
partnership with Fertin Pharma to develop ‘innovative, non-combustible nicotine-containing products 
for adult tobacco consumers.’ (Industry Press)322 
figure 31: philip morris international’s plans for future ‘lower risk’ products
‘…Philip Morris International (PMI) stated that it plans to be marketing a new type of cigarette that 
poses lower health risks by 2017. Three new products which will be sold as extensions to existing 
PMI international brands such as Marlboro, were mentioned, the ‘most advanced of which’ was a 
cigarette that heats tobacco rather than burning it, according to PMI…’
 
‘…the trio of new products have ‘the very real potential to not only be a game-changer, but also be 
the key to unlock several hitherto virgin territories, most notably the huge Chinese market.’
 
‘It is of great interest to all those in the forecasting business that PMI has the confidence to talk 
of ‘next generation’ tobacco products and being ‘on the eve of a paradigm shift’ for the industry 
especially given the traditional nature of the tobacco industry and the conservative nature of the 
cigarette smoker where new products are concerned’ (D Hedley, Industry Analyst)323 
Marketing of Electronic Cigarettes | Research objectives and methodology            62

From a business perspective, e-cigarettes ‘could be a valuable revenue stream in the developed 
world in future’ as most of tobacco companies’ growth is coming from Asia at present (E Wall, Sunday 
Telegraph).324 Tobacco industry trade press note that: ‘e-cigarette use is most prominent in developed 
economies, where awareness of smoking dangers is high and income levels robust enough to support 
an experiment in alternative nicotine use’ (J Mapother, Industry Analyst).325  
Elsewhere in the tobacco trade press it has been noted that ‘tobacco companies are increasingly moving 
toward alternative nicotine-delivery methods, especially in developed countries...they seem to have 
realized that instead of continuing their fight against tobacco-control efforts, it will be more fruitful to 
embrace the change and venture into competing markets’ (R Shah, Industry Analyst).326 
It is reported that the promotion and increased consumption of e-cigarettes has the potential to ‘offset 
the decline of traditional smoking’ (City AM)327 Lorillard stated that it acquired the e-cigarette brand, Blu 
Ecigs, as ‘part of an industry wide push to diversify beyond the traditional cigarette business’ (Industry 
Press)328 and the acquisition ‘met or exceeded all of our [their] expectations, having achieved the goal 
of becoming accretive to earnings in its first year with Lorillard, and establishing a new platform or 
expansion’ (Industry Press).329 
There is some doubt, however, that the tobacco industry has the capacity to market a ‘safe’ product. One 
industry journal commentary posed the questions:
‘Are e-cig manufacturers going to face the same public-relations debacle that occurred when 
smokers of light and ultralight cigarettes found that they were getting much more ‘tar’ than 
advertised? Are we going to have a revival of “Has there been a cover-up”? Will we be able to afford 
the price of the tickets?’ (J Lauterbach, Industry Analyst)330 
In an interview, one marketing expert noted how promoting an e-cigarette as a ‘light’ product may be 
advantageous for the e-cigarette marketer (see below).
‘The word ‘lights’…has got a long history in cigarette 
branding… virtually all the major brands have a ‘lights’ 
going on somewhere…if I was reading that as a 
marketing person I’d be going “wow, I can use the 
more blatant branding devices [like marketing a ‘light’ 
cigarette] that virtually anybody you know would link 
and associate with cigarettes, I am going to get that 
on a medicine, wow. What an amazing 
branding cue”’.
(Marketing Expert) 
63 
Marketing of Electronic Cigarettes | Research objectives and methodology

While the ‘industry’s record in developing such a product has thus far not been impressive’, analysts note 
that a ‘tobacco product accepted as lower risk and also appealing to smokers is the philosophers’ stone 
of the tobacco industry’ (D Hedley, Industry Analyst).331 
As well as being presented as reduced harm products, marketing aimed at consumers portray 
e-cigarettes as pleasurable lifestyle products. Blu e-Cigs, for example, uses an innovative pack to appeal 
to its consumers. The brand uses ‘smart packs’, which alert users when they come into fifty feet of other 
users – both packs start vibrating and flashing a blue light. The packs can be set to transmit Facebook 
and Twitter profiles in the event that users do not wish to approach others in real life settings, but would 
rather make virtual friends (S Cole, Marketplace.org).332 
One marketing expert explained how this packaging may bring additional benefits to the e-cigarette 
brand: 
‘…the product distributed to the end user becomes a way for them to link up – bringing that sense 
of belonging and tribal nature of something like smoking. To me that suggests that technology will 
be a way to bring people together through your product. There are ways to give people benefits that 
you would normally get through other digital means as identifying fellow brand smokers…that is quite 
interesting, given what happened after the smoking ban – there was lots of chat about smirting and 
about the social nature of going outside and actually creating this sub-culture of people, who feel 
marginalised and having a shared sense of being together. So where is it going? I guess cigarettes come 
in cardboard packets at the moment and they are paper with tobacco inside them. There is no greater 
opportunity I guess to perhaps use technology in the way that the product is actually delivered beyond 
the functional packaging that protects the items at the moment and that actually becomes something 
more in itself.’ 
(Marketing Expert)
 
5.1.2 price
 
As tobacco companies are selling both traditional and electronic cigarettes, from a marketing 
perspective, it would make sense for the prices between two brands promoted by the same company to 
be comparable. 
While this marketing mechanism was not captured in our press and social media audit, recent reports in 
the media suggest that this may be the way forward: 
‘VUSE cartridges will be sold in packs of two at an estimated price of $6. Just like the majority of 
electronic cigarette companies, R.J. Reynolds Vapor says one VUSE cartridge is the equivalent of a 
pack of analogs [traditional cigarettes]’ (Vaperanks.com)333 
Marketing of Electronic Cigarettes | Research objectives and methodology            64

One tobacco industry publication notes that ‘on average, e-cigarettes are 70 percent cheaper than 
tobacco cigarettes… [which] presents a considerable value proposition to traditional smokers, most of 
who can be found on the lower end of the income scale’ (TS Donohue, Industry Analyst). Whether the 
industry can maintain this pricing strategy remains to be seen. 
5.1.3 promotion and place
 
There is evidence that stakeholder marketing strategies are aimed at building the tobacco industry’s 
credibility and establishing itself as a responsible enterprise that deserves to be included in public health 
policy making. One tobacco industry analyst notes how ‘another piece of new conceptual thinking is the 
idea of “legitimacy’ (D Hedley, Industry Analyst). 
According to Lorillard’s CEO, the company Blu ecigs:
‘…gives Lorillard a meaningful seat at the table in the harm reduction debate, and we intend to 
provide responsible leadership to this emerging category. Through improvements in technology 
e-cigarettes will continue to get better and better, and with Lorillard’s regulatory expertise and sales 
infrastructure, we believe the category can reach its potential in a responsible manner’  
(M Kessler, CEO Lorillard)336  
The tobacco industry representative also highlights the need to align public and private interests through 
the harm reduction debate: 
‘…business objectives and public health objectives can be aligned for the best outcome….if all 
involved recognise that harm reduction, as opposed to prohibition, can become a meaningful part of 
an overall health strategy designed to reduce tobacco related disease. Government and industry can 
work together as partners…’
‘Public health experts have long considered harm reduction a legitimate approach to the reduction, 
but not the elimination, of threats to life and health caused by various behaviours. We know that 
tobacco products will continue to be legal for the foreseeable future. We know that not all tobacco 
products are identical or equally harmful common sense tells us there is a clear continuum of risk. 
It is clear that a harm reduction policy will make greater strides than the discredited, all or nothing, 
abstinence only strategy’ (M Kessler, CEO Lorillard)337 
Elsewhere in tobacco industry trade press, it has been noted: 
‘Another word in the new vocabulary of tobacco products is legitimacy. This is epitomised in a UK 
example: while cigarettes are being progressively being [sic] locked away in cupboards and under 
counters so that they cannot be seen by children, Tesco, the UK’s leading retailer, has special stalls 
explicitly promoting a brand of e-cigarette...A tobacco company selling e-cigarettes is regarded as 
giving the e-cigarette legitimacy, a stamp of approval that would not impress the anti-smoking lobby 
or the regulatory authority but might easily carry weight with smokers’ (D Hedley, Industry Analyst)338  
While ‘it’s hard to understand how prolonging the amount of time that must pass before MRTPs 
[modified risk tobacco products] can be marketed to consumers as safer alternatives’, tobacco 
companies are putting pressure on health regulators to work with industry and ‘improve their 
cooperation going forward’ as they are aware that ‘MRTP authorisation will allow advertising 
products like snus and e-cigarettes as safer alternatives to smoking’ (J Mapother, Industry Analyst)339   
65 
Marketing of Electronic Cigarettes | Research objectives and methodology

Modified lower risk products will only be accepted by regulators, however, if there is ‘scientific 
proof’ to support this approach (J Mapother, Industry Analyst). The tobacco industry and e-cigarette 
industry, which currently ‘does not do such research’, is therefore being encouraged ‘to research the 
electronic cigarette issue properly and deliver the results to whoever will listen’ or else ‘a vacuum 
will be left that will be filled with mumbo-jumbo, perhaps leading to electronic cigarette bans or 
regulations counterproductive in respect of positive health outcomes’ (G Gay, Industry Analyst)341  
One publication asks for support for a body called Coresta, the Cooperation Centre for Scientific 
Research Relative to Tobacco, whose president is from BAT, vice president is from RJ Reynolds and 
has representatives from various tobacco companies including China National Tobacco Corporation, 
Imperial and Japan Tobacco on its board. The article notes that:
‘…there is a chance that Coresta can bring some weight to bear, especially in the case of the US Food 
and Drug Administration, which is reasonably open and knows good research when it sees it. Coresta 
especially through its recommended methods, has a voice that has to be heard at times’  
(G Gay, Industry Analyst)342  
Any efforts to restrict the tobacco industry from publishing research in the name of science are deemed 
to be ‘depressing’ as ‘the word has to be spread about electronic cigarettes and other truly low-risk 
cigarette substitutes’ (G Gay, Industry Analyst).343  
A tobacco industry executive has similarly noted that: 
‘Embracing a sensible harm reduction strategy won’t be easy, but there is a path forward. I think that 
path forward begins by agreeing on four principles. To begin, science must come first. Scientific 
data is critical, including the recognition that a vast science base has accumulated for decades. 
Second, we must base policies upon reality. Along with science, it’s important to get out of the lab 
so we keenly understand a common-sense way how these products are used by individuals. Third, 
we must commit to working as partners. The development of policies needs to be accelerated in 
a collaborative fashion with the industry and the FDA working together. Prolonging the effective 
implementation of harm reduction policies favours no one. And fourth, we need a commitment to 
educate the public’ (M Kessler, CEO Lorillard)344 
Marketing of Electronic Cigarettes | Research objectives and methodology            66

One marketing expert explained why, from a business and marketing perspective, it may be useful for 
tobacco companies to align their views with those of health bodies (see below).
‘…there is a corporate social responsibility thing 
here… the [tobacco] companies of the world 
suddenly they look good, “look we are promoting 
a thing, which these... bodies like the BMA and ASH 
all say is a good thing. Well it just shows you, we are 
here to help, we are here to stop these people dying 
of that evil product that we have marketed for all 
these years”…’ 
(Marketing Expert)
In relation to current e-cigarette marketing strategies, one tobacco industry trade press publication 
noted that:
 ‘…there are signs that the suppliers of e-cigarettes are going down some of the same marketing 
routes as tobacco manufacturers trod and depending on your viewpoint, making the same mistakes 
as the manufacturers did. There are available, for instance, fruit-flavoured e-cigarettes, with or 
without nicotine, and e-cigarettes aimed at women. I have talked to people who are opposed to 
these types of marketing ploys, and it is easy to see their point, but care is needed. For instance, if, as 
we are told, some women were attracted to traditional cigarettes by long, thin, glamorous looking 
products, is it not at least possible to imagine that their electronic counterparts could be successful 
at luring them away from their habit?’ (G Gay, Industry Analyst)345 
67 
Marketing of Electronic Cigarettes | Research objectives and methodology



The competition between the tobacco and pharmaceutical companies in the e-cigarette business has 
been highlighted in industry trade press reports: 
‘…the pharmaceutical industry is trying hard to get all nicotine-only based devices regulated now that 
the tobacco industry is waiting in the wings with its own innovative products – a pre-emptive strike if 
you will to secure commercial interests under the guise of health’ (W McEwen, Industry Analyst)347  
‘Low risk and non tobacco nicotine products which are pure commercial products rather than NRT 
products to help smokers quit smoking are clearly an idea whose time is coming at least as far as the 
industry is concerned, though the smoker is reserving judgement’ (D Hedley, Industry Analyst)348 
Tobacco company executives have expressed an interest in the e-cigarettes ‘because you get all the 
benefits of not having combustion, but on the other hand you are maintaining the behaviour that 
cigarette smokers enjoyed’ – and ‘nothing on the (NRT) market meets the sensorial, emotional and 
physiological needs of smokers’ (D Hedley, Industry Analyst)349 
In the tobacco trade press, it has been noted that as tobacco companies ‘know their customers’ 
preferences well’ and ‘consumers would likely prefer tobacco companies’ nicotine delivery products 
over NRT products, which users tend to view as medicinal products’, ‘these products could be used 
more for pleasure, which could pull sales up’ (R Shah, Industry Analyst)350  
Similarly, one marketing expert noted in an interview (below):
‘…I can’t see it [e-cigarettes] in the same way as 
I see Nicorette and all the rest of it. I can’t see 
that same sense that it’s a purely medical way of 
helping people stop smoking. I see it as a way 
of re-colonising the behaviour back out into the 
population again at a time when it’s not actually 
seen very much.’ 
(Marketing Expert)
As the risks for tobacco companies entering the e-cigarette market are minimal due to the ‘relatively 
low-cost’ strategy and reduced ‘litigation risk of the traditional cigarette business’, the tobacco industry 
has very little to lose and potentially much to gain – unless e-cigarettes are regulated in the same way as 
traditional cigarettes (T Donohue, Industry Analyst).351 
Products are also being positioned on the market as ‘organic’ with ‘only natural’ flavour enhancers’; 
others are offering ‘e-cigarette[s] with a paper filter instead of the plastic used by many of its competitors’ 
(Industry Press).352 
69 
Marketing of Electronic Cigarettes | Research objectives and methodology

5.1.5 summary 
While evidence of the tobacco industry’s marketing strategies for e-cigarettes is only just beginning to 
emerge, it is apparent that the objective is profit-maximisation through long-term sales of tobacco and 
‘safer alternative’ products through ‘next generation’ products. Marketing efforts at present are directed at 
developed countries, where sales of traditional cigarettes may be on the decline. 
In order to establish itself as responsible, legitimate and credible, the tobacco industry is predominantly 
focusing on stakeholder marketing and fostering collaborative partnerships with health regulators in 
particular. The concept of harm reduction gives the tobacco industry a justifiable seat at the policy 
making table and access to key political decision makers. Public-partner partnerships are propagated and 
the tobacco industry is using harm reduction as an opportunity to become a part of the solution for a 
problem it created. 
In order to generate scientific proof, companies and affiliated bodies are being encouraged to produce 
research to prove that e-cigarettes are reduced harm products and the safer alternative to cigarettes. 
While this data is expected to satisfy regulators, consumers are reassured that e-cigarettes are also 
lifestyle products that should also be used for pleasure. 
The products on offer allow smokers to regain their freedom as they can be used everywhere – even 
where the smoking ban is enforced. The affordable and glamorous alternatives to smoking are being 
advertised on television, in films, on billboards, in magazines and newspapers – wherever tobacco 
advertising bans are in place. Celebrities are endorsing the products as healthier, must-have accessories 
rather than nicotine replacement therapies: while e-cigarettes provide an alternative for those who can’t 
or won’t quit, they are clearly differentiated from ‘uncool’ NRT products. 
 

conclusions and research implications 
The data presented here has to be analysed in the context of wider tobacco control strategy both in the 
UK and across the world. For example, the tobacco industry’s interest in harm reduction has implications 
for the Framework Convention on Tobacco Control. The evocative advertising and POS campaigns 
being used to promote e-cigarettes in the UK should also be seen in the light of tight marketing controls 
on other nicotine products; and the tendency for some e-cigarettes to closely mimic conventional ones 
also needs to be set against both prevention and cessation policy. This wider analysis is presented at the 
beginning of the report in ‘Key Findings, Conclusions and Implications’.
 
Marketing of Electronic Cigarettes | Research objectives and methodology            70

appendix 1 
uk intellectual property office: published trademark applications
1st may 2012 – 28th may 2013
1. 
United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical    
 
Trademarks “NYK ECIGS TASTE LIFE” to Rimocom for Multiple Goods. UK Government News  
 
(HT Media Ltd.), May 2, 2012 Wednesday 5:17 PM EST, 199 words.
2. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “Lavatube”  
 
 
to Lordprice for Multiple Goods and Services. UK Government News (HT Media Ltd.), May 9, 2012    
 
Wednesday 7:59 PM EST, 393 words.
3. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “Echo electronic  
 
cigarette” to Gower Enterprises for Multiple Goods. UK Government News (HT Media Ltd.),  
 
May 15, 2012 Tuesday 7:04 PM EST, 105 words.
4. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “fumus” to James  
 
Ryan Gillespie for Electronic Cigarettes. UK Government News (HT Media Ltd.), May 28, 2012  
 
 
Monday 11:58 AM EST, 92 words.
5. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “uneecig” to   
 
Universal E Cig for Multiple Products. UK Government News (HT Media Ltd.), June 13, 2012  
 
 
Wednesday 7:30 PM EST, 144 words.
6. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “EGO” to David    
 
Xiu for Multiple Goods. UK Government News (HT Media Ltd.), June 24, 2012 Sunday 7:40 PM EST,  
 
198 words.
7. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “ploom” to Ploom  
 
for Multiple Goods. UK Government News (HT Media Ltd.), July 6, 2012 Friday 3:58 PM EST, 103    
 words.
8. 
United Kingdom Intellectual Property Office Publishes Application for Trademarks “LUCKY BOO’S   
 
and LUCKY BOOS” to NKSupply for Multiple Goods. UK Government News (HT Media Ltd.), July 17,  
 
2012 Tuesday 3:43 PM EST, 140 words.
9. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “T JUICE  
 
 
BEAUTIFULLY MADE IN THE” to Cuts Ice for Various Services. UK Government News (HT Media    
 
Ltd.), July 18, 2012 Wednesday 1:36 PM EST, 106 words.
10.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Laurrietz” to  
 
 
Laurriet for Multiple Goods. UK Government News (HT Media Ltd.), July 25, 2012 Wednesday 1:06  
 
PM EST, 138 words.
11.  United Kingdom Intellectual Property Office Publishes Application for Trademark “KINGO” to OK    
 
Smokey.com for Cigarette. UK Government News (HT Media Ltd.), August 1, 2012 Wednesday 2:12  
 
PM EST, 100 words.
71 
Marketing of Electronic Cigarettes | Research objectives and methodology

12.  United Kingdom Intellectual Property Office Publishes Application for Trademark “idrink” to David   
 
Xiu for Multiple Goods. UK Government News (HT Media Ltd.), August 7, 2012 Tuesday 10:09 PM    
 
EST, 210 words.
13.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “SKYCIG” to    
 
Zulu Ventures for Multiple Products. UK Government News (HT Media Ltd.), August 8, 2012  
 
 
Wednesday 1:38 PM EST, 204 words.
14.  United Kingdom Intellectual Property Office Publishes Application for Trademark “elite e-cigarettes”  
 
to ease-trade for Cigarettes. UK Government News (HT Media Ltd.), August 15, 2012 Wednesday    
 
8:32 AM EST, 105 words.
15.  United Kingdom Intellectual Property Office Publishes Application for Trademarks “elan, elan  
 
 
e-cigarettes, elan e-cigarettes and elan” to ease-trade for Multiple Goods. UK Government News    
 
(HT Media Ltd.), August 15, 2012 Wednesday 8:27 AM EST, 128 words.
16.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical    
 
 
Trademarks “VSAVI” to 1111 EC Services for Multiple Goods. UK Government News (HT Media Ltd.),  
 
August 17, 2012 Friday 11:00 AM EST, 152 words.
17.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Ciggies” to Albert  
 
Peter Davy for Electronic Cigarettes. UK Government News (HT Media Ltd.), September 4, 2012    
 
Tuesday 1:21 PM EST, 155 words.
18.  United Kingdom Intellectual Property Office Publishes Application for Trademark “JENSON” to  
 
 
Jenson E-Cig for Electronic Cigarettes. UK Government News (HT Media Ltd.), September 7, 2012  
 
Friday 1:46 PM EST, 91 words.
19.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Duracig” to  
 
 
Russell Smyth for Electronic Cigarettes. UK Government News (HT Media Ltd.), September 10, 2012  
 
Monday 1:42 PM EST, 97 words.
20.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “N NIQOLEX”  
 
to Niqolex for Multiple Products. UK Government News (HT Media Ltd.), September 21, 2012 Friday  
 
2:13 PM EST, 136 words.
21.  United Kingdom Intellectual Property Office Publishes Application for Trademark “CigStar”   
 
 
to Feellife Bioscience International Co. for Multiple Goods. UK Government News (HT Media Ltd.),    
 
September 22, 2012 Saturday 5:14 PM EST, 289 words.
22.  United Kingdom Intellectual Property Office Publishes Application for Trademark “e” to Darran  
 
 
Monkhouse for Multiple Goods. UK Government News (HT Media Ltd.), September 25, 2012  
 
 
Tuesday 4:29 PM EST, 95 words.
23.  United Kingdom Intellectual Property Office Publishes Application for Trademark “glow lighting    
 
up the future” to Daniel Sesay for Electronic Cigarettes. UK Government News (HT Media Ltd.),  
 
 
September 26, 2012 Wednesday 4:52 PM EST, 100 words.
Marketing of Electronic Cigarettes | Research objectives and methodology            72

24.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “ultracig”  
 
 
to Alastair Johnstone for Multiple Products. UK Government News (HT Media Ltd.), October 6, 2012  
 
Saturday 4:08 PM EST, 251 words.
25.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ae VAEPE” to    
 
Vaepe for Electronic Cigarettes. UK Government News (HT Media Ltd.), October 7, 2012 Sunday    
 
5:29 PM EST, 103 words.
26.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “ZENSE” to  
 
Imperial Tobacco for Multiple Products. UK Government News (HT Media Ltd.), October 12, 2012    
 
Friday 3:19 PM EST, 233 words.
27.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ae VAEPE” to  
 
Vaepe for Multiple Services. UK Government News (HT Media Ltd.), October 19, 2012 Friday 6:47    
 
PM EST, 172 words.
28.  United Kingdom Intellectual Property Office Publishes Application for the Trademark  
 
 
“VAPOURLICIOUS” to Jamie Christopher Jones for Multiple Products. UK Government News (HT    
 
Media Ltd.), October 23, 2012 Tuesday 12:45 PM EST, 128 words.
29.  United Kingdom Intellectual Property Office Publishes Application for Trademark “E-Right” to  
 
Madna (UK) for Electronic Cigarettes and Accessories. UK Government News (HT Media Ltd.),  
 
 
November 6, 2012 Tuesday 12:42 PM EST, 101 words.
30.  United Kingdom Intellectual Property Office Publishes Application for Trademark “nicolites  
 
 
electronic cigarettes” to Nikhil Nathwani for Multiple Goods and Services. UK Government News    
 
(HT Media Ltd.), November 9, 2012 Friday 1:40 PM EST, 278 words.
31.  United Kingdom Intellectual Property Office Publishes Application for Trademarks “E-Nargila and  
 
Electronic Nargila” to OK Smokey.com for Electronic Cigarette. UK Government News (HT Media    
 
Ltd.), November 14, 2012 Wednesday 11:55 AM EST, 106 words.
32.  United Kingdom Intellectual Property Office Publishes Application for Trademark “e-blu” to e-blu  
 
for Multiple Goods. UK Government News (HT Media Ltd.), November 14, 2012 Wednesday 9:42    
 
AM EST, 105 words.
33.  United Kingdom Intellectual Property Office Publishes Application for Trademark “eTouch” to Smiss  
 
Technology Co. for Multiple Goods and Services. UK Government News (HT Media Ltd.), November  
 
19, 2012 Monday 10:03 PM EST, 122 words.
34.  United Kingdom Intellectual Property Office Publishes Application for Trademark “A-Lites Alive with  
 
Flavour” to A-Lites for Multiple Goods. UK Government News (HT Media Ltd.), November 23, 2012  
 
Friday 4:44 PM EST, 226 words.
35.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ELIPS EGO” to    
 
David Xiu for Multiple Goods. UK Government News (HT Media Ltd.), December 11, 2012 Tuesday   
 
2:17 PM EST, 211 words.
73 
Marketing of Electronic Cigarettes | Research objectives and methodology

36.  United Kingdom Intellectual Property Office Publishes Application for Trademark “AAAecig” to  
 
 
NRGS Health for Multiple Goods. UK Government News (HT Media Ltd.), December 14, 2012 Friday  
 
5:10 PM EST, 133 words.
37.  United Kingdom Intellectual Property Office Publishes Application for Trademark “CloudStix.com”  
 
to Cloudstix for Multiple Goods. UK Government News (HT Media Ltd.), December 15, 2012  
 
 
Saturday 8:24 PM EST, 135 words.
38.  United Kingdom Intellectual Property Office Publishes Application for Trademark “JAI” to Imperial  
 
Tobacco for Multiple Goods. UK Government News (HT Media Ltd.), December 19, 2012    
 
 
Wednesday 10:28 AM EST, 233 words.
39.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ENDD ENDS” to  
 
David Xiu for Multiple Services. UK Government News (HT Media Ltd.), December 24, 2012 Monday  
 
7:34 PM EST, 288 words.
40.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “Ultra Vape”    
 
to Andrew James for Multiple Products. UK Government News (HT Media Ltd.), December 26, 2012  
 
Wednesday 5:32 PM EST, 123 words.
41.  United Kingdom Intellectual Property Office Publishes Application for Trademark “KING” to Smoke
 
Without Sin for Electronic Cigarettes and Vapourising Devices. UK Government News (HT Media    
 
Ltd.), December 27, 2012 Thursday 10:54 AM EST, 106 words.
42.  United Kingdom Intellectual Property Office Publishes Application for Trademark “a aqwa” to Aqwa
 
for Multiple Goods and Services. UK Government News (HT Media Ltd.), December 28, 2012 Friday  
 
7:54 PM EST, 299 words.
43.  United Kingdom Intellectual Property Office Publishes Application for Trademark “KIK” to Supreme 
 
Imports for Multiple Goods. UK Government News (HT Media Ltd.), January 3, 2013 Thursday 6:22  
 
PM EST, 142 words.
44.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ishisha” to David
 
Xiu for Multiple Goods. UK Government News (HT Media Ltd.), January 3, 2013 Thursday 5:05 PM   
 
EST, 229 words.
45.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “TITANIUM
 
ICE” to Pillbox38 for Multiple Products. UK Government News (HT Media Ltd.), January 7, 2013  
 
 
Monday 6:21 PM EST, 192 words.
46.  United Kingdom Intellectual Property Office Publishes Application for Trademark “AZTECA” to Bilal
 
Mahmood for Multiple Goods. UK Government News (HT Media Ltd.), January 18, 2013 Friday 7:15  
 
PM EST, 116 words.
47.  United Kingdom Intellectual Property Office Publishes Application for Trademark “FONTEM” to
 
Imperial Tobacco for Multiple Goods. UK Government News (HT Media Ltd.), January 29, 2013  
 
 
Tuesday 6:57 PM EST, 234 words.
Marketing of Electronic Cigarettes | Research objectives and methodology            74

48.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical
 
Trademarks “i vapour” to I Love Vapour for Multiple Goods and Services. UK Government News (HT
 
Media Ltd.), January 30, 2013 Wednesday 2:55 PM EST, 181 words.
49.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “UVAPE” to UV
 
APE for Multiple Products. UK Government News (HT Media Ltd.), February 5, 2013 Tuesday 3:14 PM  
 
EST, 101 words.
50.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Glow electronic  
 
cigarettes” to Daniel Sesay for Electronic Cigarettes. UK Government News (HT Media Ltd.),  
 
 
February 5, 2013 Tuesday 2:57 PM EST, 100 words.
51.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “smiss your
 
life, we care!” to Smiss Technology for Multiple Products and Services. UK Government News (HT   
 
Media Ltd.), February 6, 2013 Wednesday 1:51 PM EST, 123 words.
52.  United Kingdom Intellectual Property Office Publishes Application for Trademark “5 COLOURS
 
Premium Electronic Cigarettes” to Sorse Distribution for Multiple Goods. UK Government News (HT  
 
Media Ltd.), February 8, 2013 Friday 9:46 PM EST, 177 words.
53.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “NECTAR” to  
 
Nicholas Murnin for Multiple Products. UK Government News (HT Media Ltd.), February 12, 2013    
 
Tuesday 4:28 PM EST, 113 words.
54.  United Kingdom Intellectual Property Office Publishes Application for Trademark “esheesha” to
 
UK Electronic Cigarette for Multiple Goods. UK Government News (HT Media Ltd.), February 13,    
 
2013 Wednesday 8:09 PM EST, 305 words.
55.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “SKYSTART”
 
to Zulu Ventures for Multiple Products. UK Government News (HT Media Ltd.), February 13, 2013    
 
Wednesday 7:52 PM EST, 204 words.
56.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “Shishaa  
 
LONDON” to Vapouriz for Multiple Products and Services. UK Government News (HT Media Ltd.),    
 
February 13, 2013 Wednesday 7:30 PM EST, 767 words.
57.  United Kingdom Intellectual Property Office Publishes Application for Trademark “eGo-W” to
 
OK Smokey.com for Electronic Cigarette. UK Government News (HT Media Ltd.), February 13, 2013  
 
Wednesday 6:50 PM EST, 104 words.
58.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ISTIX” to Awais  
 
Raza Sheikh for Multiple Goods. UK Government News (HT Media Ltd.), February 15, 2013 Friday    
 
9:39 AM EST, 344 words.
59.  United Kingdom Intellectual Property Office Publishes Application for Trademark “bex” to Bex for
 
Electronic Cigarettes. UK Government News (HT Media Ltd.), February 17, 2013 Sunday 7:41 PM EST,  
 
97 words.
75 
Marketing of Electronic Cigarettes | Research objectives and methodology

60.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical
 
Trademarks “Mavicci SMOKELESS CIGARETTE” to The Alternative Cigarette for Multiple Goods.  
 
UK Government News (HT Media Ltd.), February 18, 2013 Monday 12:55 PM EST, 204 words.
61.  United Kingdom Intellectual Property Office Publishes Application for Trademark “cigtronica” to
 
Hing Fung Wong for Multiple Goods and Services. UK Government News (HT Media Ltd.), February  
 
24, 2013 Sunday 8:04 PM EST, 132 words.
62.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “Vaportech”
 
to Smiss Technology for Multiple Products and Services. UK Government News (HT Media Ltd.),    
 
February 25, 2013 Monday 7:10 PM EST, 121 words.
63.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Frumist” to
 
Frumist for Electronic Cigarettes and E-Liquids. UK Government News (HT Media Ltd.), March 4,    
 
2013 Monday 5:06 PM EST, 100 words.
64.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical
 
Trademarks “MLite” to Strand Europe for Multiple Goods. UK Government News (HT Media Ltd.),    
 
March 4, 2013 Monday 1:19 PM EST, 157 words.
65.  United Kingdom Intellectual Property Office Publishes Application for Trademark “JPS” to Imperial
 
Tobacco for Multiple Goods. UK Government News (HT Media Ltd.), March 6, 2013 Wednesday 2:55  
 
PM EST, 234 words.
66.  United Kingdom Intellectual Property Office Publishes Application for Trademark “agua Vape” to
 
A-Lites for Multiple Goods. UK Government News (HT Media Ltd.), March 12, 2013 Tuesday 12:36    
 
PM EST, 224 words.
67.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “VIVID” to
 
Must Have for Multiple Products. UK Government News (HT Media Ltd.), March 13, 2013
 
Wednesday 4:36 PM EST, 127 words.
68.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Trademarks to
 
Vertigo for Multiple Products. UK Government News (HT Media Ltd.), March 13, 2013 Wednesday    
 
4:29 PM EST, 101 words.
69.  United Kingdom Intellectual Property Office Publishes Application for Trademark “d m” to Diamond
 
Mist for Multiple Goods. UK Government News (HT Media Ltd.), March 13, 2013 Wednesday 2:38    
 
PM EST, 153 words.
70.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical
 
Trademarks “era 3 21st Century Smoking” to Imtiaz Ahmed for Multiple Goods. UK Government    
 
News (HT Media Ltd.), March 14, 2013 Thursday 12:21 PM EST, 120 words.
71.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “smokejoes”
 
to Rhians Time for Multiple Products. UK Government News (HT Media Ltd.), March 19, 2013  
 
 
Tuesday 4:08 PM EST, 109 words.
Marketing of Electronic Cigarettes | Research objectives and methodology            76

72.  United Kingdom Intellectual Property Office Publishes Application for Trademark “EHUKKA” to
 
Ehukka for Electric Shisha Stick. UK Government News (HT Media Ltd.), March 19, 2013 Tuesday    
 
3:30 PM EST, 96 words.
73.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Go-lites
 
ELECTRONIC CIGARETTES” to Worldtronics for Multiple Goods and Services. UK Government  
 
 
News (HT Media Ltd.), March 20, 2013 Wednesday 1:46 PM EST, 277 words.
74.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ecigzoo” to
 
EcigBubble for Multiple Goods. UK Government News (HT Media Ltd.), March 25, 2013 Monday    
 
5:32 PM EST, 316 words.
75.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “NICOHIT”  
 
to Nuzhat Rashid for Multiple Products. UK Government News (HT Media Ltd.), March 26, 2013  
 
 
Tuesday 5:43 PM EST, 173 words.
76.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Hard candy” to
 
Hard Candy (UK) for Multiple Goods and Services. UK Government News (HT Media Ltd.), March 26,  
 
2013 Tuesday 5:39 PM EST, 784 words.
77.  United Kingdom Intellectual Property Office Publishes Application for Trademark “AUTHENTIC
 
TASTE SUPA 8S PREMIUM ELECTRONIC CIGARETTES” to Supa 8s for Multiple Goods. UK
 
Government News (HT Media Ltd.), April 13, 2013 Saturday 6:00 PM EST, 147 words.
78.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Here4Health” to
 
Here4Health for Multiple Goods. UK Government News (HT Media Ltd.), April 16, 2013 Tuesday 3:51  
 
PM EST, 113 words.
79.  United Kingdom Intellectual Property Office Publishes Application for Trademark “eMiss” to Smiss
 
Technology for Multiple Goods and Services. UK Government News (HT Media Ltd.), April 22, 2013  
 
Monday 7:47 PM EST, 110 words.
80.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Trademarks to
 
Bharat Nathwani for Multiple Products and Services. UK Government News (HT Media Ltd.), April    
 
22, 2013 Monday 7:39 PM EST, 223 words.
81.  United Kingdom Intellectual Property Office Publishes Application for Trademark “eLeaf” to
 
Joyetech (Changzhou) Electronics for Multiple Goods. UK Government News (HT Media Ltd.), April  
 
22, 2013 Monday 7:38 PM EST, 198 words.
82.  United Kingdom Intellectual Property Office Publishes Application for Trademarks “DETOXX and
 
detoxx” to Vertigo (UK) for Smokers Articles and Electronic Cigarettes. UK Government News (HT    
 
Media Ltd.), April 22, 2013 Monday 6:21 PM EST, 94 words.
83.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “totally
 
eliquid” to IP Eye for Liquid. UK Government News (HT Media Ltd.), April 22, 2013 Monday 3:31 PM  
 
EST, 96 words.
77 
Marketing of Electronic Cigarettes | Research objectives and methodology

84.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “TUSSTU”
 
to Connecting Commerce for Multiple Products. UK Government News (HT Media Ltd.), April 30,    
 
2013 Tuesday 2:07 PM EST, 131 words.
85.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “SOCIALITES”
 
to Yantari for Multiple Products. UK Government News (HT Media Ltd.), May 2, 2013 Thursday 6:09  
 
PM EST, 147 words.
86.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Magic-Flight” to
 
Magic-Flight General Manufacturing for Multiple Goods. UK Government News (HT Media Ltd.),    
 
May 3, 2013 Friday 2:50 PM EST, 165 words.
87.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ClearMist” to
 
ClearMist Electronics Cigarettes for Multiple Goods. UK Government News (HT Media Ltd.), May 6,  
 
2013 Monday 7:23 PM EST, 95 words.
88.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Liberty Flights” to  
 
Liberty Flights for Multiple Goods. UK Government News (HT Media Ltd.), May 8, 2013 Wednesday  
 
8:56 AM EST, 95 words.
89.  United Kingdom Intellectual Property Office Publishes Application for Trademark “K” to Halco
 
Products for Multiple Goods and Services. UK Government News (HT Media Ltd.), May 9, 2013  
 
 
Thursday 9:43 AM EST, 288 words.
90.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “Vibrant
 
Vapours E-Liquid” to Vibrant Vapours for Multiple Products. UK Government News (HT Media Ltd.),  
 
May 13, 2013 Monday 4:42 PM EST, 127 words.
91.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “Xquisite
 
Smoke, Eternal, Infinite, Unique” to Xquisite Smoke for Multiple Products and Services. UK    
 
 
Government News (HT Media Ltd.), May 13, 2013 Monday 4:01 PM EST, 113 words.
92.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “You Cig” to
 
London Smart Venture for Electronic Cigarettes. UK Government News (HT Media Ltd.), May 13,    
 
2013 Monday 2:44 PM EST, 85 words.
93.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Evorettes” to S
 
Evokes Electronic Cigarette trix for Multiple Goods. UK Government News (HT Media Ltd.), May 15,  
 
2013 Wednesday 5:50 PM EST, 139 words.
94.  United Kingdom Intellectual Property Office Publishes Application for the Trademark “SEC” to
 
STOCKPORT E-CIG for Multiple Products. UK Government News (HT Media Ltd.), May 21, 2013  
 
 
Tuesday 7:45 PM EST, 140 words.
95.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Hubbly Bubbly”
 
to Hubbly Bubbly for Multiple Goods and Services. UK Government News (HT Media Ltd.), May 24,  
 
2013 Friday 1:19 PM EST, 752 words.
Marketing of Electronic Cigarettes | Research objectives and methodology            78

29th may – 11th June 2013: 2 Weeks pre-mhra announcement
1. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “Elarettes” to
 
Evokes Electronic Cigarette for Multiple Goods. UK Government News (HT Media Ltd.), May 30,    
 
2013 Thursday 5:24 PM EST.
2. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “GO-LIQUID” to 
 
Go-liquid for Electronic Cigarettes. UK Government News (HT Media Ltd.), May 31, 2013 Friday 8:33  
 
PM EST.
3. 
United Kingdom Intellectual Property Office Publishes Application for Trademarks “ezi-cig and ezi
 
cig” to Poundworld Retail for Multiple Goods and Services. UK Government News (HT Media Ltd.),    
 
June 5, 2013 Wednesday 9:17 PM EST.
4. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “Shisha Sticks”
 
to Arcade International for Multiple Products and Services. UK Government News (HT Media Ltd.),   
 
June 5, 2013 Wednesday 7:58 PM EST.
5. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “esig” to Bruce
 
Bushby for Electronic Cigarettes. UK Government News (HT Media Ltd.), June 5, 2013 Wednesday  
 
5:31 PM EST, 
6. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “e-nic” to
 
Christopher Glass for Multiple Goods. UK Government News (HT Media Ltd.), June 5, 2013  
 
 
Wednesday 5:03 PM EST.
7. 
United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical
 
Trademarks “THE VAPIRE” to Ajaz Akbar a partner in The Ecigaretteoutlet partnership for Tobacco
 Substitutes. 
UK Government News (HT Media Ltd.), June 6, 2013 Thursday 7:25 PM EST.
8. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “TC. TCcigs”
 
to Williams Brothers for Multiple Products. UK Government News (HT Media Ltd.), June 6, 2013    
 
Thursday 5:15 PM EST.
9. 
United Kingdom Intellectual Property Office Publishes Application for Trademarks “Concept Liquids
 
and CONCEPT LIQUIDS” to Concept Liquids for Multiple Goods. UK Government News (HT Media  
 
Ltd.), June 8, 2013 Saturday 7:08 PM EST.
10.  United Kingdom Intellectual Property Office Publishes Application for Trademark “CIGPOWER” to
 
Smiss Technology for Multiple Goods and Services. UK Government News (HT Media Ltd.), June 8,  
 
2013 Saturday 6:14 PM EST.
11.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ mego” to Smiss
 
Technology Co. for Multiple Goods and Services. UK Government News (HT Media Ltd.), June 10,   
 
2013 Monday 2:09 PM EST.
79 
Marketing of Electronic Cigarettes | Research objectives and methodology

12.  United Kingdom Intellectual Property Office Publishes Application for Trademark “EPAD” to Smiss
 
Technology for Multiple Goods and Services. UK Government News (HT Media Ltd.), June 11, 2013  
 
Tuesday 5:16 PM EST.
13.  United Kingdom Intellectual Property Office Publishes Application for Trademark “ECigaretteOutlet”
 
to The Ecigaretteoutlet partnership for Tobacco Substitutes. UK Government News (HT Media Ltd.),  
 
June 11, 2013 Tuesday 4:21 PM EST.
14.  United Kingdom Intellectual Property Office Publishes Application for Series of 2 Identical
 
Trademarks “M & H REGUM FILLI LITE-UP ANYWHERE” to Lite-Up Anywhere for Multiple Goods.  
 
UK Government News (HT Media Ltd.), June 11, 2013 Tuesday 9:29 AM EST.
12th June – 26th June 2013: 2 Weeks post-mhra announcement
1. 
United Kingdom Intellectual Property Office Publishes Application for Trademarks “House of Liquid
 
and HOUSE OF LIQUID” to Concept Liquids for Multiple Goods. UK Government News (HT Media  
 
Ltd.), June 13, 2013 Thursday 2:50 PM EST.
2. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “VAPEIT” to
 
Smiss Technology for Multiple Products and Services. UK Government News (HT Media Ltd.), June  
 
14, 2013 Friday 8:34 PM EST.
3. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “Vapour
 
Room” to Vapour Room for Multiple Products. UK Government News (HT Media Ltd.), June 14,  
 
 
2013 Friday 8:32 PM EST.
4. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “Vshisha” to
 
Ballal Malik for Electronic Shisha. UK Government News (HT Media Ltd.), June 14, 2013 Friday 7:57  
 
PM EST.
5. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “X-VOLT” to
 
Smiss Technology for Multiple Products and Services. UK Government News (HT Media Ltd.), June
 
14, 2013 Friday 3:41 PM EST.
6. 
United Kingdom Intellectual Property Office Publishes Application for the Trademark “x-watt” to
 
Smiss Technology for Multiple Products and Services. UK Government News (HT Media Ltd.), June  
 
14, 2013 Friday 3:39 PM EST.
7. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “MCH” to Smiss
 
Technology for Multiple Goods and Services. UK Government News (HT Media Ltd.), June 16, 2013  
 
Sunday 12:14 PM EST.
8. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “Cig-net” to
 
Richard Rowe for Multiple Goods and Services. UK Government News (HT Media Ltd.), June 17,    
 
2013 Monday 3:07 PM EST.
Marketing of Electronic Cigarettes | Research objectives and methodology            80

9. 
United Kingdom Intellectual Property Office Publishes Application for Trademark “Cig-nature” to
 
Richard Rowe for Multiple Goods. UK Government News (HT Media Ltd.), June 17, 2013 Monday    
 
3:06 PM EST.
10.  United Kingdom Intellectual Property Office Publishes Application for Trademark “eLuv” to Smiss
 
Technology for Multiple Goods and Services. UK Government News (HT Media Ltd.), June 19, 2013  
 
Wednesday 4:31 PM EST.
11.  United Kingdom Intellectual Property Office Publishes Application for Trademark “LA VIE” to
 
Pharmore for Multiple Goods and Services. UK Government News (HT Media Ltd.), June 19, 2013    
 
Wednesday 9:14 AM EST.
12.  United Kingdom Intellectual Property Office Publishes Application for Trademark “Cartomizer
 
world” to Cartomizer World for Electric Cigarette Products. UK Government News (HT Media Ltd.),  
 
June 25, 2013 Tuesday 2:54 PM EST.
 
81 
Marketing of Electronic Cigarettes | Research objectives and methodology

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2Newham Recorder [NexisUK®] (2013) Smoking help. 12th June.
  
3Thomas N (2013). BAT announces £1.5bn buy-back. The Daily Telegraph, 1st March: 3.
  
4The Express [NexisUK®]  Imperial’s light idea.  1st May:50.
  
5Blu eCigs (2013). Available at: http://www.blucigs.com/
  
6Kessler M (2012). Open the gates to reduced risk, Keynote speech at Tobacco Merchants Association 
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7Lauterbach J (2013). Has there been a cover-up? A revival in the making, TJI, Apr/May 2013: 156.
8Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
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9Ibid.
10Kessler M (2012). Open the gates to reduced risk, Keynote speech at Tobacco Merchants Association 
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11Ibid.
  
12Ralph A (2013). Get your fix on prescription. The Times, 13th June: 36.
  
13Kessler M (2012). Open the gates to reduced risk, Keynote speech at Tobacco Merchants Association 
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14Vapestick (2013) Update. Facebook [online]. 6 June. Retrieved from https://www.facebook.com/#!/
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18Wall E (2013). Tobacco still yields smoking hot returns. The Sunday Telegraph, 2nd June: 5
  
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19Thomas N (2013). BAT announces £1.5bn buy-back. The Daily Telegraph, 1st March: 3.
  
20Gay G (2012). Investing in the future: in today’s environment, tobacco science is more important than 
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21Bialous Stella A, Yach Derek (2001) Whose standard is it, anyway? How the tobacco industry determines 
the International Organization for Standardization (ISO) standards for tobacco and tobacco products 
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22Cash In – Electronic Cigarettes: The Vap Stars. Convenience Store, June 7th 2013: 71-2
  
23Feddy K (2012) Intellcig owners sell out to tobacco giant for up to 50m. Manchester Evening News, 
20th December: 35
  
24Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 94
25Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 94
  
26Donahue TS (2013). The electronic edge. Tobacco Reporter, June: 30-34
 
27Blu eCigs (2013). Available at: http://www.blucigs.com/
  
28Feddy K (2012). Intellcig owners sell out to tobacco giant for up to 50m. Manchester Evening News, 
20th December: 35.
  
29Ibid.
 
30Moodie C, Rainbird A, Hope H (2013) Smoking Aloud! Daily Mirror, 8th March: 16-17.
 
31Katherine Heigl uses smoke stick electronic cigarette on late show [website]. ecigsavings.com, 
December 2010. Available at: http://www.ecigsavings.com/katherine-heigl-uses-smoke-stick-electronic-
cigarette-on-late-show/
 
32Ogden P (2012). Golden mile put many on the road to fame. Manchester Evening News, 29th 
December: 4.
33Nicolites (2013) Update. Facebook [online]. 17 May. Retrieved from https://www.facebook.com/#!/
NicolitesOfficial  [13 June 2013]
34The Evening Standard. [NexisUK®] (2013)  ‘E-cigarettes’ given green light to help users quit smoking.  
12th June: 2
35See para. 188, part III ‘Nicotine addiction and regulation’ in House of Commons Committee on Health 
(2000). The Tobacco Industry and the Health Risks of Smoking. 2nd Report. Available at: http://www.
parliament.the-stationery-office.co.uk/pa/cm199900/cmselect/cmhealth/27/2716.htm#a17 
  
83 
Marketing of Electronic Cigarettes | Research objectives and methodology

36The ASPECT Consortium (ed) (2004). Tobacco or Health in the European Union Past, Present and 
Future. Prepared with financing from the EC Directorate-General for Health and Consumer Protection. 
Luxembourg: Office for Official Publications of the European Communities. ISBN: 92-894-8219-2. P229
 
37MHRA (2013). Press release: UK moves towards safe and effective electronic cigarettes and other 
nicotine-containing products. Available at: http://www.mhra.gov.uk/NewsCentre/Pressreleases/
CON286855 Accessed on 12/06/2013.
38Ibid. 
 
39de Andrade, M. and Hastings, G. (2013). Tobacco Harm Reduction and Nicotine Containing Products: 
Research Priorities and Policy Directions. Cancer Research UK report. Available at: http://www.
cancerresearchuk.org/prod_consump/groups/cr_common/@nre/@pol/documents/generalcontent/
tobacco-harm-reduction.pdf Accessed on 20/06/2013.
40MHRA (2010). A consultation on the regulation of nicotine containing products. Available at: http://
www.mhra.gov.uk/home/groups/es-policy/documents/publication/con102951.pdf Accessed 5/3/2013.
41de Andrade, M. and Hastings, G. (2013). Tobacco Harm Reduction and Nicotine Containing Products: 
Research Priorities and Policy Directions. Cancer Research UK report. Available at: http://www.
cancerresearchuk.org/prod_consump/groups/cr_common/@nre/@pol/documents/generalcontent/
tobacco-harm-reduction.pdf Accessed on 20/06/2013.
 
42Rooke, C. and Amos, A. (2013). News media representations of electronic cigarettes: an analysis of 
newspaper coverage in the UK and Scotland, Tobacco Control, online: http://tobaccocontrol.bmj.com/
content/early/2013/07/24/tobaccocontrol-2013-051043.abstract 
43Grana, R. (2013). Electronic cigarette marketing and public health. University of California, San 
Francisco, Center for Tobacco Control Research and Education, April 24, 2013. 
  
44Choi K and Forster J (2013). Characteristics associated with awareness, perceptions, and use of 
electronic nicotine delivery systems among young US Midwestern adults. Am J Public Health, 103(3): 
556-561. doi: 10.2105/AJPH.2012.300947. Epub 2013 Jan 17.
  
45Cho JH, Shin E and Moon SS (2011). Electronic-cigarette smoking experience among adolescents. J 
Adolesc Health, 49(5): 542-546. doi: 10.1016/j.jadohealth.2011.08.001.
  
46NICE. (2013) Tobacco: harm-reduction approaches to smoking. Available at: http://guidance.nice.org.
uk/PH45 Accessed 30/06/2013.
   
47Hastings G, de Andrade M and Moodie C (2012). British Medical Journal. Tobacco harm reduction: the 
devil is in the deployment. BMJ, 345: e8412 doi: 10.1136/bmj.e8412 (Published 17 December 2012).
  
48Hedley, D. (2011). Eliminating the Impossible, TJI. Available at: http://www.tobaccojournal.com/
Eliminating_the_impossible.50870.0.html
  
49Surgeon General (2012) Preventing Tobacco Use Among Youth and Young Adults. US Dept of Health & 
Human Services.
Marketing of Electronic Cigarettes | Research objectives and methodology            84

50ASH (2013). Electronic cigarettes. Available at: http://ash.org.uk/files/documents/ASH_715.pdf Accessed 
on 2/07/2013.
  
51Eshisha Sticks. Available at http://www.eshishasticks.co.uk/ Accessed on 20/4/2013. 
  
52ASH (2013). Electronic cigarettes. Available at: http://ash.org.uk/files/documents/ASH_715.pdf Accessed 
on 2/07/2013.
  
53Lane, J. (2013). Electronic Cigarettes – Let’s Think Before We Inhale. Huffington Post. Available at: 
http://www.huffingtonpost.com/jeffrey-b-lane/electronic-cigarettes-dangers_b_3612558.html Accessed 
on 24/07/2013.
  
54Felberbaum, M. (2013). Old tobacco gets new use by e-cigarettes. Las Vegas Review Journal. Available 
at: http://www.reviewjournal.com/news/nation-and-world/old-tobacco-playbook-gets-new-use-e-
cigarettes Accessed on 6/08/2013. 
  
55Buckland, L. (2013). E-cigarette ads could make smoking look positive. The Scotsman. Available at: 
http://www.scotsman.com/the-scotsman-2-7475/health/e-cigarette-ads-could-make-smoking-look-
positive-1-2952476 Accessed on 20/07/2013.
  
56NICE. (2013) Tobacco: harm-reduction approaches to smoking. Available at: http://guidance.nice.org.
uk/PH45 Accessed 20/07/2013.
  
57Ibid.
58MHRA (2013). Press release: UK moves towards safe and effective electronic cigarettes and other 
nicotine-containing products. Available at: http://www.mhra.gov.uk/NewsCentre/Pressreleases/
CON286855 Accessed on 12/06/2013.
 
59Rooke, C. and Amos, A. (2013). News media representations of electronic cigarettes: an analysis of 
newspaper coverage in the UK and Scotland, Tobacco Control, online: http://tobaccocontrol.bmj.com/
content/early/2013/07/24/tobaccocontrol-2013-051043.abstract 
  
60Hastings, G. (2007). Social Marketing: Why should the Devil have all the Best Tunes’. Oxford: Elsevier.
61Hewer, P. and Brownlie, D. (2007) Cultures of consumption of car aficionados: Aesthetics and 
consumption communities, International Journal of Sociology and Social Policy, 27(3/4), pp 106-119.
  
62Kozinets, R,V, (1998) On netnography: initial reflections on consumer research investigations of 
cyberculture, Advances in Consumer Research, Vol 25, pp 366-371 
 
63Kozinets, R.V. (1999) E-tribalized marketing?: The strategic implications of virtual communities of 
consumption, European Management Journal, Vol. 17(3), pp 252-264.
  
64Kozinets, R.V. (2010) Netnography: Doing Ethnographic Research Online. London: SAGE Publications.
  
65Ibid.
  
85 
Marketing of Electronic Cigarettes | Research objectives and methodology

66Facebook (2013). Available at: http://www.facebook.com/legal/terms Accessed 03/06/2013.
  
67ESRC Framework for Research Ethics (FRE) 2010 (Updated September 2012). 
  
68G. Tomas M. Hult, G. T. M. Mena, J. A., Ferrell, O.C. and Ferrell, F. (2011). Stakeholder marketing: a 
definition and conceptual framework. AMS Rev (2011) 1:44–65 DOI 10.1007/s13162-011-0002-5
  
69MacLeod I (2013). E-Lites set to unveil e-cigarette campaign featuring Gangnam style dancing baby. 
The Drum.  Available at:
http://www.thedrum.com/news/2013/01/14/e-lites-set-unveil-e-cigarette-campaign-featuring-
gangnam-style-dancing-baby 
  
70Features (2012).  MENTATHLON: WIN A SKYCIG STARTER KIT WORTH £49.99 . The Express, September 
7, p.59  
  
71The Grocer (2013). Does a big regulatory stick loom for the e-cig market? 22 June: p.16.
  
72Talking Retail (2013).  eKarma electronic cigarettes launching this month.  21 Feb.  Available at:  http://
www.talkingretail.com/products/product-news 
 
73Mercury Mailbox (2012). Pub should wake up to new ideas.  Leicester Mercury.  May 9:14-15.
  
74Daily Mirror (2013).  5 of the best stop smoking products. 1 Jan: 33.
  
75Advertising Standards Authority (2013). Available at: http://www.asa.org.uk/About-ASA.aspx Accessed 
01/06/2013.
  
76CAP. (2013) Electronic Cigarettes. Available at: http://www.cap.org.uk/Advice-Training-on-the-rules/
Advice-Online-Database/Electronic-cigarettes.aspx
  
77Ibid.
  
78CIGIREX (2013). Available at: http://www.cigirex.co.uk/about.php Accessed on 10/08/2013.
  
79CAP. (2013) Electronic Cigarettes. Available at: http://www.cap.org.uk/Advice-Training-on-the-rules/
Advice-Online-Database/Electronic-cigarettes.aspx Accessed 20/06/2013.
  
80E-Lites (2011) [Tumblr post]. Retrieved 13/06/13 from http://e-lites.tumblr.com/. 
  
81Begum S (2012).  Want to give up fags? Try e-cigarettes in the comfort of an E Lounge .  Manchester 
Evening News, May 17: 26
  
82Mackie G (2012). Electronic cigarette supplier poised to recruit after sales grow 1,000%.  Scotland on 
Sunday,  8 July.
  
83Hotelmanagement-Network.com (2012). Akkeron Hotel Group turns to e-cigarettes with Zebra.  
Available at:  http://www.hotelmanagement-network.com/news/newsakkeron-hotel-group-turns-to-e-
cigarettes-with-zebra 
Marketing of Electronic Cigarettes | Research objectives and methodology            86

84Doyle M (2013). Smoke-free fags a breath of fresh air for Irish jobs. The Sun, 8th January: 2-3.
  
85The Metro (2013). Electronic cigarettes ‘help nine out of ten smokers quit tobacco completely’. 11 April.  
Available at:  http://metro.co.uk/2013/04/11/electronic-cigarettes-help-nine-out-of-ten-smokers-quit-
tobacco-completely-3593677/ 
  
86The Nursing Times (2013). E-cigarette ‘vapers’ using them to quit smoking.  20th April.
  
87Martin D (2012). Strike a light! Sean’s fake ciggy sparks row. Leicester Mercury, 7th May: 3.
  
88The Journal (2012). Smokeless zone pays dividend for Odyssey Systems staff, 8 May.  Available 
at:  http://www.thejournal.co.uk/business/business-news/smokeless-zone-pays-dividend-
odyssey-4409395 
  
89Begum S (2012).  Want to give up fags? Try e-cigarettes in the comfort of an E Lounge, Manchester 
Evening News, May 17: 26
  
90Feddy K (2012). Creative ways to help smokers kick the habit. Manchester Evening News.  13 Sept: 16.
  
91Fnode W (2012). Shop is a pipe dream no more.  Manchester Evening News, 23 Nov: 28.
  
92Features (2013).  No Butts. The Sun.  25 Apr: 34-35.
  
93Features (2012).  Mentathlon: Win A Skycig Starter Kit Worth £49.99 . The Express, September 7, p.59.  
  
94Features (2013). Great Deals To Help Your New Year’s Resolutions. The Sun. 1 Jan: 36-37.
  
95Welwyn and Hatfield Times (2013) There’s no smoke without ire. 13th May.
  
96Progressive Media  (2012). E-Cigs retailer SS Choice launches new website. 24 May.
  
97Begum S (2012). E-cigs go mall out for success, Manchester Evening News. 20 June: 35.
  
98UK Govt News (2012). Case details for trade mark UK00003004702.  Available at:  http://www.ipo.gov.
uk/tmcase/Results/1/UK00003004702 
  
99Advertising Standards Authority (2012).   ASA Adjudication on Desert Point Ltd.   Available at: http://
www.asa.org.uk/Rulings/Adjudications/2012/10/Desert-Point-Ltd/SHP_ADJ_199372.aspx
  
100Kirk A (2012). Clear Smoke Electronic Cigarette Review - Does E-Cig really work?  25 Apr.   
Available at:  http://www.zimbio.com/SmokeStik+Electric+Cigarettes/articles/v1zIUIPVw6L/
Clear+Smoke+Electronic+Cigarette+Review+E 
  
101News (2012). Firm lights up Midland park. Birmingham Post, 30 Aug: 32.
  
102E-Lites (2013). E-Lites launches Europe’s First TV Advert for nicotine-containing E-cigarettes.  Available 
at: http://www.e-lites.co.uk/e-lites-blog/e-lites-launches-europes-first-tv-advert-for-nicotine-
containing-e-cigarettes/ 
87 
Marketing of Electronic Cigarettes | Research objectives and methodology

103Features (2012). Cut costs by sparking up electronic option.  Daily Record. 15 Oct: 6.
  
104Progressive Media (2012). Akkeron Hotel Group turns to e-cigarettes with Zebra.  9 Nov.
  
105Talking Retail (2012). E-cigarettes – your 5 minute guide.  18 June.  Available at:  http://www.
talkingretail.com/brigg%e2%80%99s-blog/e-cigarettes-your-five-minute-guide 
 
106Ibid.
  
107Mellows P (2012). No smoke without ire. Morning Advertiser, 17th May: 44.
  
108Mellows P (2013). Leaf encounter. Morning Advertiser, 11th April: 40-42.
109Nick Lillitos (2013). Do e-cigarettes send out confusing smoke signals? Kent Messenger, 31st May.
  
110The Sun (2013) Work cig debate.  20th June: 47. 
  
111Morning Advertiser  (2012) Q&A (Legal).  16th August: 24.
  
112Gold T (2013). Marching out of Balthazar. The Spectator, 9th March: 78.
  
113Welwyn and Hatfield Times (2013) There’s no smoke without ire. 13th May.
  
114Scunthorpe Telegraph.  (2013) Electric fags ban, Bar Fly. 30th May: 40.
  
115Foote C (2013). Electronic cigarettes banned from uni campus... in case they start a fire. Aberdeen 
Evening Express, 8th June: 6.
  
116Mellows P (2013). Leaf encounter. Morning Advertiser, 11th April: 40-42.
  
117Mercury Mailbox: Pitching in about smoking areas. Leicester Mercury, 9th May 2012: 14-15.
  
118Daily Record (2012) E-Cigs Are Stubbed Out.  25th May: 27.
  
119West T(2013). Burning issues.  Forecourt Trader.  8 Feb.  Retrieved from: http://www.forecourttrader.
co.uk/news/fullstory.php/aid/6850/Burning_issues.html  [28 Aug 2013]
  
120Akkeron Hotel Group turns to e-cigarettes with Zebra. Progressive Media - Company News, 9th 
November 2012.
  
121SKYCIG (2012). Advertisement Feature: A Smoking Alternative. Daily Star, 11th December 2012: 43.
  
122Rennie A (2013). A nation of secret smokers. Paisley Daily Express, 14th January: 10.
  
123Ogden P (2012). Golden mile put many on the road to fame. Manchester Evening News, 29th 
December: 4.
  
124Target Series. (2013) Easiest way to quit. 27th February: 9.
Marketing of Electronic Cigarettes | Research objectives and methodology            88

125Birmingham Mail (2013) Get 50% off an electronic cigarette kit to kick habit. 13th March:23.
  
126Marsh J (2013). Should e-cigs be regulated? Health fears over ‘safe’ nicotine. The Sun, 13th June: 6.
  
127Doyle M (2013). Smoke-free fags a breath of fresh air for Irish jobs. The Sun, 8th January: 2-3.
  
128Daily Record & Sunday Mail (2012) Cut costs by sparking up electronic option. 18th October: 6.
  
129E-Lites (2013). E-Lites launches Europe’s First TV Advert for nicotine-containing E-cigarettes.  Available 
at: http://www.e-lites.co.uk/e-lites-blog/e-lites-launches-europes-first-tv-advert-for-nicotine-
containing-e-cigarettes/
  
130Manchester Evening News (2012) Electronic cigarette firm to open concession at mall. 27th June: 18.
  
131Doyle M (2013). Smoke-free fags a breath of fresh air for Irish jobs. The Sun, 8th January: 2-3.
  
132Mackie G (2012). Electronic cigarette supplier poised to recruit after sales grow 1,000%. Scotland On 
Sunday, 7th July.
  
133Kay A (2013). Cigarette revolution is now smoking hot. Scottish Daily Express, 6th January: 20.
  
134SKYCIG (2012). Advertisement Feature: A Smoking Alternative. Daily Star, 11th December 2012: 43.
  
135SKYCIG (2012). Advertisement Feature: A Smoking Alternative. Daily Star, 11th December 2012: 43.
  
136Sunday Mail (2012) Lite the way to my smoke-free future.  3rd June: 9.
  
137The Express (2012). Just The Tonic. 24th July:37.
  
138Doyle M (2013). Smoke-free fags a breath of fresh air for Irish jobs. The Sun, 8th January: 2-3.
  
139Morrow J (2012). Advertising Feature: Light up with an e-cigarette. Metro, 17th July: 48.
  
140West T (2013). Burning issues. Forecourt Trader, February: 26.
  
141Ibid.
  
142E-lites (2013). Available at: http://www.e-lites.co.uk/?utm_source=affiliatewindow&utm_
medium=affiliate&utm_campaign=affiliate&affid=109084&awc=3322_1363082607_
ed7f929ca9fb6734365582ab81b6bdf4 
  
143Rennie A (2013). A nation of secret smokers. Paisley Daily Express, 14th January: 10.
  
144Rossington B (2013). Regrets I’ve had a few… but then again only 7; Smoking tops list. Daily Mirror, 8th 
March: 18.
  
145The Sun [NexisUK®] (2012) Noisy sex top moan. 29th November: 18.
  
89 
Marketing of Electronic Cigarettes | Research objectives and methodology

146The Herald [NexisUK®] Swearing hardest habit to get rid of.  5th June: 4.
147Deal S (2013). Women smoke as a reward to deal with stress. Metro, 11th March: 10.
  
148Bartely J (2012). Treats for Everyone worth £6967! Prima, October: 144.
  
149The Express [NexisUK®] (2013) Mentathlon: Win E-Lites Electronic Cigarettes.  4th January: 59.
  
150Half-page NJOY advert. Convenience Store, May 10th 2013: 57.
  
151Spotlight on Electronic Cigarettes. Convenience Store, 8th June 2012: 65-69.
  
152Spotlight on Electronic Cigarettes. Convenience Store, 23rd November 2012: 66-69. 
  
153Spotlight on Electronic Cigarettes. Convenience Store, 18th January 2013: 52-56. 
 154Clearcast. (2013). Recent approval of electronic cigarette adverts. Available at: http://www.clearcast.
co.uk/news/show/187/
  
155eCig Click (2013). Electronic Cigarette TV Adverts in the UK. Available at: http://www.ecigclick.co.uk/
electronic-cigarette-tv-adverts-in-the-uk-e-lites-skycig/ 
  
156Tesseras, L. (2013). E-cigarettes: Will tighter ad rules send sector up in smoke? Marketing Week.  
Available at: http://www.marketingweek.co.uk/trends/e-cigarettes-will-tighter-ad-rules-send-sector-up-
in-smoke/4005826.article 
  
157Ibid. 
  
158SkyCig TV Advert, 12th January 2013 [via YouTube.com]. Available at: http://www.youtube.com/
watch?v=WIsXcwJDeF4
  
159NJOY King TV Commercial, 10th December 2012 [website]. Available at: http://www.youtube.com/
watch?v=cV6ON8FVqY4 
  
160West T (2013). Burning issues. Forecourt Trader, February: 26.
  
161Newsagents link up with electronic cigarette supplier. TalkingRetail.com 31 July 2012. http://www.
talkingretail.com/news/independent-news/newsagents-link-up-with-electronic-cigarette-supplier)]
  
162Walker G (2013). Scottish stores are unphased by ban. Convenience Store, May 10th: 4.
  
163Fascia Special Independent View: Reader Offers. The Grocer, 19th January 2013: 54. © 
  
164Jobs. The Grocer, 12th January 2013: 81.
  
165E-cigarette sales glow as tobacco sales slow. The Grocer, 16th February 2013: 49.
  
166Sweney M (2013). E-cigarette company to launch TV advertising campaign. guardian.co.uk, 15th 
January.
Marketing of Electronic Cigarettes | Research objectives and methodology            90

167Mullen E (2013). Firm’s e-cigarette sales leave doubters choking. Birmingham Post, 21st February: 5. 
  
168E-Lites launches Europe’s first TV advert for nicotine-containing e-cigarettes. TalkingRetail.com, 14th 
January 2013. Available at: http://www.e-lites.co.uk/e-lites-blog/e-lites-launches-europes-first-tv-
advert-for-nicotine-containing-e-cigarettes/
  
169Sheldrick G (2013). Go cold turkey on nicotine-free ‘cigs’. Daily Star, 1st January 2013: 17.
  
170Ogden P (2012). Golden mile put many on the road to fame. Manchester Evening News, 29th 
December: 4.
  
171The Metro  [NexisUK®] (2013) E-cigs ‘safe alternative’. 17th June: 14.
  
172Cash In – Electronic Cigarettes: Ones to watch… Convenience Store, June 7th 2013: 72.
  
173Totally Wicked (2013).  Available at:  http://www.totallywicked-eliquid.co.uk/ 
  
174Kay A (2013). Cigarette revolution is now smoking hot. Scottish Express, 6th January: 20.
  
175http://www.5colors.co.uk/products/pack-of-5 
  
176Vapestick (2013) Update. Facebook [online]. 12 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK [13 June 2013]
  
177Totally Wicked (2013) Update. Facebook [online]. 14 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk. [28 June 2013]
  
178Totally Wicked (2013) Update. Facebook [online]. 5 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk [13 June 2013]
  
179Totally Wicked (2013) Update. Facebook [online]. 14 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk. [28 June 2013]
180Available at:  http://www.vipelectroniccigarette.co.uk/ 
  
181Vapestick (2013) Update. Facebook [online]. 7 May. Retrieved from https://www.facebook.com/#!/
VAPESTICK. [13 June 2013]
  
182Vapestick (2013) Update. Facebook [online]. 6 June. Retrieved  from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
  
183Vapestick (2013).  Update. Facebook [online]. 23 June. Retrieved  from https://www.facebook.com/#!/
VAPESTICK  [28 June 2013]
  
184Vapestick (2013) Update. Facebook [online]. 27 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK.  [28 June 2013]
91 
Marketing of Electronic Cigarettes | Research objectives and methodology

185Vapouriz (2013) Update. Facebook [online]. 2 February. Retrieved from https://www.facebook.com/#!/
vapouriz.  [13 June 2013]
  
186Convenience Store (2013).   Electronic cigarettes: the VAP stars.  7 June.  Available at:  http://www.
conveniencestore.co.uk/advice/products-in-depth/electronic-cigarettes-the-vap-stars/343901.article 
  
187Vapestick (2013)  Update. Twitter [online]. 1 June. Retrieved from https://twitter.com/VAPESTICK.  [13 
June 2013]
  
188Vapouriz (2013)  Update. Twitter [online]. 6 June.  Retrieved  from https://twitter.com/vapouriz.  [13 
June 2013]
  
189Ripley & Heanor News [NexisUK®] Smoke without fire? Apparently so says firm.  12th December .
  
190SKYCIG (2012). Advertisement Feature: A Smoking Alternative. Daily Star, 11th December 2012: 43.
  
191Ibid.
  
192Vapouriz (2013) Update. Facebook [online]. 14 February.  Retrieved from https://www.facebook.
com/#!/vapouriz.  [13 June 2013]
  
193Local News (2013). Electronic cigarettes banned by Brighton school over teen smoking fear. The Argus 
(Newsquest Regional Press), 6th May.
  
194Ibid.
  
195SkyCig (2013) Update. Facebook [online]. 25 June. Retrieved from https://www.facebook.com/skycig/
timeline [28 June 2013]
  
196London, B. (2012). Safe shisha: Hottest new smoking crazes go healthy...and celebs can’t get enough. 
Daily Mail. Available at http://www.dailymail.co.uk/femail/article-2210131/Safe-shisha-Hottest-new-
smoking-crazes-healthy--celebs-enough.html#ixzz2NJYFEJuo   
  
197London, B. (2012). Safe shisha: Hottest new smoking crazes go healthy...and celebs can’t get enough. 
Daily Mail. Available at http://www.dailymail.co.uk/femail/article-2210131/Safe-shisha-Hottest-new-
smoking-crazes-healthy--celebs-enough.html#ixzz2NJYFEJuo  
  
198Vapelux Ltd (2013). Available at: http://www.vapelux.fr/   
  
199Vapelux Ltd (2013). Available at: http://www.vapelux.fr/ 
  
200Vapestick (2013) Update. Facebook [online]. 9 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK.  [13 June 2013]
  
201Vapestick (2013) Update. Facebook [online]. 27 June. Retrieved  from https://www.facebook.com/#!/
VAPESTICK.  [28 June 2013]
  
Marketing of Electronic Cigarettes | Research objectives and methodology            92

202Vapestick (2013, June 9) [Facebook update]. Retrieved 13/06/13 from https://www.facebook.com/#!/
VAPESTICK 
 
203Pickles K (2013) A healthy bong for your buck? Evening News (Edinburgh), 22nd January: 19.
  
204Ibid.
  
205Moodie C, Rainbird A, Hope H (2013) Smoking Aloud! Daily Mirror, 8th March: 16-17.
  
206Jorsh M (2013) It’s Girls Alight!; Kim Sparks Ciggie Stir. Daily Star, 8th March: 16.
  
207SkyCig (2013) Update. Facebook [online]. 31 May. Retrieved from https://www.facebook.com/#!/skycig  
[13 June 2013]
  
208Totally Wicked (2013)  Update. Facebook [online]. 28 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk.  [28 June 2013]
  
209Vapouriz (2013) Update. Facebook [online]. 21 May. Retrieved from https://www.facebook.com/#!/
vapouriz.  [13 June 2013]
 
210VIP (2013) Update.  Facebook [online]. 4 June. Retrieved from https://www.facebook.com/#!/VipECig.  
[13 June 2013]
  
211Totally Wicked E-Liquid (2010)  Update. Tumblr [online post]  18 June.  Retrieved from http://joaffiliate.
tumblr.com/post/712487625/totally-wicked-coupon-now-offering-7-5-electronic  [13 June 2013]
212Totally Wicked E-Liquid (2013). Update.  Twitter [online post]. 28 June.  Retrieved from:  http://
couponfollow.com/code/details/1570174   [28 Aug 2013]
  
213Totally Wicked E-Liquid (2013). Update.  Twitter [online post].  16 April.  Retrieved from:  https://twitter.
com/search?q=Vape%20for%20Life&src=typd [28 Aug 2013]
214Available at:  http://www.vipelectroniccigarette.co.uk/
  
215Vapestick (2013) Update. Facebook [online]. 13 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK   [28 June 2013]
  
216Vapestick (2013) Update. Twitter [online post]. Retrieved from https://twitter.com/VAPESTICK  [28 June 
2013]
  
217Vapestick (2013)  Update. Twitter [online post]. 5 June. Retrieved from https://twitter.com/VAPESTICK  
[13 June 2013]
218Vapestick (2013) Update. Facebook [online]. 1 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
  
93 
Marketing of Electronic Cigarettes | Research objectives and methodology

219Vapestick (2013) Update. Facebook [online]. 29 June.  Retrieved from https://www.facebook.com/#!/
VAPESTICK  [1 July 2013]
220E-Lites (2013) Update. Facebook [online]. 22 May.  Retrieved from https://www.facebook.com/
ELitesUK    [13 June 2013]
221Jorsch M (2013). Singer denies pregnancy rumours as sheturns to e-ciggies for a healthier lifestyle.  
Daily Star.  9 March: 8-9.
222Eastenders (2012). Available at: http://www.youtube.com/watch?v=hvCBFpgzXGo
  
223Radio Times (2013). Available at: http://www.radiotimes.com/episode/ttcrq/lewis--series-7---4-the-
ramblin-boy---part-two
  
224Alan Titchmarsh Show. Available at: http://www.youtube.com/watch?v=SMo8zglZknM
  
225David Letterman Show.  Available at: Available at: http://www.youtube.com/watch?v=bPGz6JxlKV4   
  
226Vapor Electric Cigarette.  Available at:  http://www.youtube.com/watch?v=DOJDm9wcxTw 
  
227Huffington Post (2012).  Available at:  http://www.huffingtonpost.com/2012/05/08/celebrities-
smoking-electronic-cigarettes-photos_n_1500814.html 
  
228South Beach Smoke (2013). Available at: http://blog.southbeachsmoke.com/ 
  
229Totally Wicked (2013) Update. Facebook [online]. 7 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk  [13 June 2013]
  
230E-Lites (2013) Update. Facebook [online]. 3 May. Retrieved from https://www.facebook.com/ElitesUK  
[13 June 2013]   
  
231Nicolites (2013) Update. Facebook [online]. 22 June.  Retrieved from https://www.facebook.com/#!/
NicolitesOfficial  [28 June 2013]
  
232Vapestick (2013) Facebook [online]. 29 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [1 July 2013]
  
233Groupon (2013). Available at: http://www.groupon.co.uk/deals/national-deal/
VIP/18782015?nlp=&CID=UK_CRM_1_0_0_70&a=1664   
  
234Totally Wicked (2012). Available at:  http://www.totallywicked-eliquid.com/wicked-social/win-with-
the-wicked-one.html
235Skycig (2013). Available at: http://www.skycig.co.uk/tom-ingram 
  
236Talking Retail (2013).  E-Lites announces partnership with MCE British Superbike Championship.   
25 Mar.  Available at:  www.talkingretail.com/products/product-news/e-lites-announces-partnership-
with-mce-british-superbike-championship
Marketing of Electronic Cigarettes | Research objectives and methodology            94

237Nicolites (2013). Update. Facebook [Online].  25 June. Retrieved from https://www.facebook.com/
NicolitesOfficial  [28 Aug 2013]
  
238Nicolites (2013). Update. Facebook [Online].  14 June. Retrieved from https://www.facebook.com/
NicolitesOfficial  [28 Aug 2013]
  
239SkyCig (2013). Update. Facebook [online].   Retrieved from https://www.facebook.com/photo.
php?fbid=573021372749143&set=a.113950205322931.23997.113858788665406&type=1&relevant_
count=1 [28 Aug 2013]
  
240E-Lites (2013) Update. Facebook [online]. 10 June. Retrieved from https://www.facebook.com/#!/
ELitesUK  [13 June 2013]
  
241E-Lites (2013) Update. Facebook [online]. 7 June. Retrieved from https://www.facebook.com/#!/
ELitesUK.  [13 June 2013]
  
242E-Lites (2013) Update. Facebook [online]. 2 July. Retrieved from https://www.facebook.com/#!/
ELitesUK  [2 July 2013]
  
243Totally Wicked (2013). Update Facebook [online]. 11 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk  [13 June 2013]
  
244E-Lites (2013) Update. Facebook [online]. 14 June. Retrieved from https://www.facebook.com/#!/
ELitesUK  [28 June 2013]
  
245E-Lites (2013) Update. Facebook [online]. 29 May. Retrieved from https://www.facebook.com/#!/
ELitesUK  [13 June 2013]
  
246E-Lites (2013) Update. Facebook [online]. 27 June. Retrieved 28/06/13 from https://www.facebook.
com/#!/ELitesUK  [28 June 2013]
  
247Totally Wicked (2013) Update. Twitter [online post]. 11 June. Retrieved from https://twitter.com/Mr_
Wicked  [13 June 2013]
  
248Begum S (2012) Want to give up fags? Try e-cigarettes in the comfort of an E Lounge. Manchester 
Evening News, 17th May: 26.
  
249Vapestick (2013) Update. Facebook [online]. 11  June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
  
250Nicolites (2013) Update. Facebook [online]. 17 May. Retrieved from https://www.facebook.com/#!/
NicolitesOfficial  [13 June 2013]
  
251Totally Wicked (2013) Update. Twitter [online post]. 12 June. Retrieved from https://twitter.com/Mr_
Wicked  [13 June 2013]
  
252Totally Wicked (2013) Update. Facebook [online]. 22 March. Retrieved from https://www.facebook.
com/#!/totallywickeduk  [13 June 2013]
95 
Marketing of Electronic Cigarettes | Research objectives and methodology

253Vapestick (2013) Update. Facebook [online]. 6 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
  
254Vapestick (2013) Update. Facebook [online]. 5 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
  
255The Evening Standard [NexisUK®] (2013) ‘E-cigarettes’ given green light to help users quit smoking.  
12th June: 2.
  
256Ibid.
  
257Vapestick (2013) Update. Facebook [online]. 4 June. Retrieved  from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
  
258E-Lites (2013) Update. Facebook [online]. 12 June. Retrieved from https://www.facebook.com/#!/
ELitesUK  [13 June 2013]
  
259Vapestick (2013) Update. Facebook [online]. 12 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
  
260Vapestick (2013) Update. Facebook [online]. 13 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [28 June 2013]
  
261Electronic Cigarette Users Called to Save e-Cigs and Lives Along With Them. PR Newswire Europe, 
17th June 2013.
  
262Totally Wicked (2013) Update. Facebook [online]. 11 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk  [13 June 2013]
  
263Totally Wicked (2013) Update. Facebook [online]. 11 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk [13 June 2013]
  
264Totally Wicked (2013) Update Facebook [online]. 3 July. Retrieved from https://www.facebook.com/#!/
totallywickeduk  [4 July 2013]
  
265Totally Wicked (2013) Update. Facebook [online]. 20 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk  [28 June 2013]
  
266Totally Wicked (2013) Update. Facebook [online]. Retrieved from https://www.facebook.com/#!/
totallywickeduk  [28 June 2013]
  
267Totally Wicked (2013) Facebook [online]. 20 June. Retrieved from https://www.facebook.com/#!/
totallywickeduk  [28 June 2013]
  
268Lancashire Telegraph [NexisUK®] (2013) Proposed e-cig laws put lives at risk, says East Lancashire MEP. 
22nd  June
  
269Ibid.
Marketing of Electronic Cigarettes | Research objectives and methodology            96

270Chris Davies MEP Pledges to Continue his Fight Against New Controls to Restrict the Availability and 
Strength of e-Cigarettes. PR Newswire Europe, Blackburn, England, 21st June 2013.
  
271Totally Wicked (2013) Update. Facebook [online]. 26 June.  Retrieved 28/06/13 from https://www.
facebook.com/#!/totallywickeduk  [28 June 2013]
  
272Business News (2012) Bromsgrove MP opens electronic cigarettes company’s new HQ. Kidderminster 
Shuttle, 2nd July.
  
273E-Lites (2011) YouTube [online video]. 22 June. Retrieved from http://www.youtube.com/
watch?v=BJnARAomLac [13 June 2013]
  
274Nicolites (2013) Update. Facebook [online]. 17 June. Retrieved from https://www.facebook.com/#!/
NicolitesOfficial  [28 June 2013]
  
275National Vapers Club (2013). Notable Quotes [website]. Available at: http://www.vapersclub.com/
quotes.php 
  
276University of East London (2013). Electronic Cigarettes: get the answers to those burning questions. 
ENP Newswire, 11th June.
  
277Newham Recorder [NexisUK®] (2013) Smoking help. 12th June.
  
278Newham Recorder [NexisUK®] (2013) Lecture on e-cigarette safety. 26th June.
  
297E-cigarette ‘vapers’ using them to quit smoking. Nursing Times, 20th April 2013.
  
280Dawkins L, Turner J, Roberts A and Soar K (2013), ‘Vaping’ profiles and preferences: an online survey of 
electronic cigarette users. Addiction, 108: 1115–1125.
  
281Totally Wicked (2013) E-Liquid Facts: Totally Wicked E Liquid – The World’s Premier E Liquid [website]. 
Available at: http://www.totallywicked-eliquid.co.uk/about-the-fluid.html
  
282Lawson V, Cahill S, Dawkins L (2013). Novice users first exposure to, and experience of the Titan 
electronic cigarette: A mixed methods study [poster]. 2013 UKNSCC, London, 27th-28th June.
  
283Salmon L (2013) How to have a happy heart. Kidderminster Shuttle, 2nd February.
  
284Cambridgeshire Times [NexisUK®] (2013) A Fenland technology company has created a “virtual 
cigarette”. 8th February.
  
285Full steam ahead for Rugby firm helping smokers to quit. Rugby Advertiser, 9th November 2012. 
  
286Ehren L (2012). Join growing ranks of non-smokers now. Cambridge Evening News, 8th October. 
  
287Community News. Gloucestershire Echo, 8th October 2012: 20-21.
  
288Vapestick (2013) Update. Facebook [online]. 12 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
97 
Marketing of Electronic Cigarettes | Research objectives and methodology

289Vapestick (2013) Update. Facebook [online]. 10 June. Retrieved from https://www.facebook.com/#!/
VAPESTICK  [13 June 2013]
290Totally Wicked (2013) Update. Facebook [online]. 13 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk  [28 June 2013]
  
291Totally Wicked (2013) Update. Facebook [online]. 13 June. Retrieved from https://www.facebook.
com/#!/totallywickeduk  [28 June 2013]
  
292VIP Electronic Cigarette (2013) Update.  Facebook [online]. 23 April. Retrieved from https://www.
facebook.com/#!/VipECig.  [3 June 2013]
  
293VIP (2013) Update. Twitter [online post]. 3 June. Retrieved from https://twitter.com/vipcig).  [13 June 
2013]
  
294SkyCig (2013) Update. Facebook [online]. 12 June. Retrieved from https://www.facebook.com/#!/
skycig  [13 June 2013]
  
295Nicolites (2013) Update. Facebook [online]. 13 June. Retrieved from https://www.facebook.com/#!/
NicolitesOfficial  [28 Jun 2013]
  
296Nicolites (2013) Update. Facebook [online]. 19 June. Retrieved from https://www.facebook.com/#!/
NicolitesOfficial  [28 June 2013]
  
297E-Lites (2011) Update. Tumblr [online post]. Retrieved from http://e-lites.tumblr.com/ [13 June 2013]
  
298Mackie G (2012). Electronic cigarette supplier poised to recruit after sales grow 1,000%. Scotland On 
Sunday, 7th July.
  
299Taylor P (2012). The Department of Health advice is that we just don’t know what is in electronic 
cigarettes. Manchester Evening News, 27th June: 32.
  
300Western Daily Press [NexisUK®] (2012) Smokers challenged to quit for a month and maybe for good. 
1st October: 20.
  
301Henry D (2012). Is this a safe way to beat cigs? Manchester Evening News, 27th June: 32.
  
302Taylor P (2012). The Department of Health advice is that we just don’t know what is in electronic 
cigarettes. Manchester Evening News, 27th June: 32.
  
303Western Daily Press [NexisUK®] (2012) Smokers challenged to quit for a month and maybe for good. 
1st October: 20.
  
304British American Tobacco PLC Final Results. London Stock Exchange Aggregated Regulatory News 
Service (ARNS), 28th February 2013.
  
305Wembridge, M. & Thompson, C. (2012). Big Tobacco bets on e-cigarette future. Financial 
Times. Available at: http://www.ft.com/cms/s/0/cb76997e-e0a5-11e1-b465-00144feab49a.
html#axzz2N8JULabc 
Marketing of Electronic Cigarettes | Research objectives and methodology            98

306Nicoventures (2013). Our Story [website]. Available at:  http://www.nicoventures.co.uk/our-story
  
307Drugfree.org (2013). Tobacco Companies Move into E-Cigarette Business. Available at: http://www.
drugfree.org/uncategorized/tobacco-companies-move-into-e-cigarette-business 
  
308Vape Ranks (2013). R.J. Reynolds Tobacco Company Launches VUSE Electronic Cigarette [website], 
10th June. Available at: http://vaperanks.com/r-j-reynolds-tobacco-company-launches-vuse-electronic-
cigarette/ 
  
309Goh B (2013) Imperial Tobacco to develop e-cigarettes as profits drop. Reuters, 30th April. Available at: 
http://uk.reuters.com/article/2013/04/30/uk-imperialtobacco-idUKBRE93T09J20130430 
  
310Furman P, Dominguez R (2013). Philip Morris, the maker of Marlboro cigarettes, is moving into the 
electronic cigarette market. New York Daily News, 11th June. Available at: http://www.nydailynews.com/
new-york/malboro-man-peril-article-1.1369911
  
311Feddy K (2012) Intellcig owners sell out to tobacco giant for up to 50m. Manchester Evening News, 
20th December: 35.
  
312Feddy K (2012) Intellcig owners sell out to tobacco giant for up to 50m. Manchester Evening News, 
20th December: 35.
  
313Donahue TS (2013). The electronic edge, Tobacco Reporter, June: 30.
  
314Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 90.
  
315Feddy K (2012). Intellcig owners sell out to tobacco giant for up to 50m. Manchester Evening News, 
20th December: 35.
  
316Ralph A (2013). Get your fix on prescription. The Times, 13th June: 36.
  
317Department of Health (2011). Helping Tobacco Users to Quit. Section 6 in Healthy Lives, Healthy 
People: A Tobacco Control Plan for England. London: COI for the Department of Health.
  
318Ralph A (2013). Get your fix on prescription. The Times, 13th June: 36.
  
319Hawkes S (2013). Future is e-cigs at fag giant. The Sun, 1st March: 42. 
  
320Thomas N (2013). BAT announces £1.5bn buy-back. The Daily Telegraph, 1st March: 3.
  
321Imperial’s light idea. The Express, 1st May 2013: 50.
  
322News & Names, TJI, Feb/March 2012:21.
  
323Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 93-94.
  
99 
Marketing of Electronic Cigarettes | Research objectives and methodology

324Wall E (2013). Tobacco still yields smoking hot returns. The Sunday Telegraph, 2nd June: 5.
  
325Mapother J (2013). An idea whose time has come? TJI, Feb/March 2013: 26.
  
326Shah R (2012). If you can’t beat them: the implications of recent noncore mergers and acquisitions. 
Tobacco Reporter, July 2012: 30.
  
327What the other papers say this morning. City A.M., 7th June 2013: 2.
  
328News & Names, TJI, June/July 2012: 18.
  
3289News & Names, TJI, April/May 2013: 24.
  
330Lauterbach J (2013). Has there been a cover-up? A revival in the making, TJI, Apr/May 2013: 156.
  
331Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 89-94
  
332Cole, S. (2011) ‘Smart pack’ encourages social networking among e-cig users. Marketplace. Available 
at: http://www.marketplace.org/topics/tech/smart-pack-encourages-social-networking-among-e-cig-
users 
   
333Vape Ranks (2013). R.J. Reynolds Tobacco Company Launches VUSE Electronic Cigarette [website], 
10th June. Available at: http://vaperanks.com/r-j-reynolds-tobacco-company-launches-vuse-electronic-
cigarette/
  
334Donahue TS (2013). The electronic edge, TR, June: 34.
  
335Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 90.
  
336Kessler M (2012). Open the gates to reduced risk, Keynote speech at Tobacco Merchants Association 
meeting, 21 May 2012 in TJI, June/July 2012: 105
  
337Kessler M (2012). Open the gates to reduced risk, Keynote speech at Tobacco Merchants Association 
meeting, 21 May 2012 in TJI, June/July 2012: 104-105
  
338Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 94.
  
339Mapother J (2012). Reduce the risk, TJI, June/July 2012:112-114
  
340Ibid
  
341Gay G (2012). Investing in the future: in today’s environment, tobacco science is more important than 
ever. The industry should continue to support it, TR, Nov:26
  
Marketing of Electronic Cigarettes | Research objectives and methodology            100

342Gay G (2012). Investing in the future: in today’s environment, tobacco science is more important than 
ever. The industry should continue to support it, TR, Nov:28
  
343Ibid
  
344Kessler M (2012). Open the gates to reduced risk, Keynote speech at Tobacco Merchants Association 
meeting, 21 May 2012 in TJI, June/July 2012: 105
  
345Gay G (2013). Taking Charge: Even as those in positions of power continue dishing out misguided 
advice, smokers are turning to electronic cigarettes and other less harmful products in ever greater 
numbers, Tobacco Reporter, March:21
  
346Blu eCigs (2013). Available at: http://www.blucigs.com/
  
347McEwen W (2012). What can we expect from the upcoming EU TPD? TJI, Apr/May 2012:26
  
348Hedley, D (2012). The changing future and a new vocabulary for the tobacco industry, TJI, Aug/Sept 
2012: 94
  
349Ibid.
  
350Shah R (2012). If you can’t beat them: the implications of recent noncore mergers and acquisitions, TR, 
July 2012:30
  
351Donahue TS (2013). The electronic edge. Tobacco Reporter, June: 30-34
  
352TJI Report (2012). E-cigarettes rule, TJI, Oct/Nov 2012:123
101 
Marketing of Electronic Cigarettes | Research objectives and methodology

   
 
   
 
 
 
            



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