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Chapter 14

Chapter 14. Integrated Marketing Communication Strategy. Advertising. Personal Selling. Direct Marketing. Public Relations. Sales Promotion. Marketing Communication Mix or Promotion Mix. Product’s Design. Product’s Price. Stores that Sell the Product . Product’s Package.

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Chapter 14

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  1. Chapter 14 Integrated Marketing Communication Strategy

  2. Advertising Personal Selling Direct Marketing Public Relations Sales Promotion Marketing Communication Mix or Promotion Mix Product’s Design Product’s Price Stores that Sell the Product Product’s Package

  3. Market Fragmentation Led to Media Fragmentation The Changing Communications Environment Marketers Have Shifted Away From Mass Marketing Less Broadcasting • Two Factors • are Changing the Face of Today’s • Marketing Communications: Improvements in Information Technology Has Led to Segmented Marketing More Narrowcasting

  4. The Need for Integrated Marketing Communications With Integrated Marketing Communications (IMC), the Company Carefully Integrates and Coordinates Its Many Communications Channels to Deliver a Clear, Consistent, and Compelling Message About the Organization and Its Product or Service.

  5. Integrated Marketing Communications (Fig. 14.1) Advertising Personal selling Sales promotion Public relations Direct marketing

  6. A View of the Communications Process Marketers View Communications as the Management of the Customer Relationship Over Time Through the Following Stages: Preselling Selling Post- Consumption Consuming

  7. Elements in the Communication Process (Fig. 14.2)

  8. Key Factors in Good Communication Sellers Must Develop Feedback Channels to Assess Audience’s Response to Messages. Sellers Need to Know What Audiences They Wish to Reach and Response Desired. Sellers Must be Good at Encoding Messages That Target Audience Can Decode. Sellers Must Send Messages Through Media that Reach Target Audiences

  9. Step 1. Identifying the Target Audience Step 2. Determining the Communication Objectives Buyer Readiness Stages Steps in Developing Effective Communication Awareness Knowledge Liking Preference Conviction Purchase

  10. Step 3. Designing a Message Attention Interest Desire Action Steps in Developing Effective Communication Message Content Rational Appeals Emotional Appeals Moral Appeals Message Structure Draw Conclusions Argument Type Argument Order Message Format Headline, Illustration, Copy, & Color Body Language

  11. Step 4. Choosing Media Personal Communication Channels Nonpersonal Communication Channels Steps in Developing Effective Communication Step 5. Selecting the Message Source Step 6. Collecting Feedback

  12. Setting the Total Promotion Budget One of the Hardest Marketing Decisions Facing a Company is How Much to Spend on Promotion. Affordable Based on What the Company Can Afford Percentage of Sales Based on a Certain Percentage of Current or Forecasted Sales Objective-and-Task Based on Determining Objectives & Tasks, Then Estimating Costs Competitive-Parity Based on the Competitor’s Promotion Budget

  13. Advertising Reach Many Buyers, Repeat Message Many Times, Impersonal, Expensive Personal Selling Personal Interaction, Relationship Building, Most Expensive Promo Tool Sales Promotion Wide Assortment of Tools, Rewards Quick Response, Efforts Short-Lived Public Relations Very Believable, Dramatize a Company or Product, Underutilized Direct Marketing Nonpublic, Immediate, Customized, Interactive Setting the Promotion Mix

  14. Strategy Selected Depends on: Type of Product-Market & Product Life-Cycle Stage Promotion Mix Strategies Push Strategy Pull Strategy Strategy that Calls for Spending A Lot on Advertising and Consumer Promotion to Build Up (Pull) Consumer Demand. Strategy that Calls for Using the Salesforce and Trade Promotion to Push the Product Through the Channels.

  15. Discussion Connections • How do the integrated marketing communications and promotion mix concepts relate to one another? • Describe the promotion mix of a company like Kellogg, Coca-Cola, Campbell, or some other consumer goods producer. • What pull promotion elements does the company use? • What push elements? • Are the company’s communications well integrated?

  16. Integrating the Promotion Mix Analyze trends – internal and external – that can affect your company’s ability to do business. Audit the pockets of communications spending through the organization. Identify all contact points for the company and its brands. Team up in communications planning.

  17. Integrating the Promotion Mix Create compatible themes, tones, and quality across all communications media. Create performance measures that are shared by all communications elements. Appoint a director responsible for the company’s persuasive communications efforts.

  18. Socially Responsible Marketing Communication • Advertising and Sales Promotion • Companies must avoid false and deceptive advertising. • Sellers must avoid bait-and-switch advertising. • Trade promotion activities are also closely regulated. • Personal Selling • Salespeople must follow the rules of “fair competition”. • Three-day cooling-off rule • Salespeople must not disparage competitors.

  19. Review of Concept Connections • Name and define the tools of the marketing communication mix. • Discuss the process and advantages of integrated marketing communication. • Outline the steps in developing effective marketing communications. • Explain the methods for setting the promotion budget and factors that affect the design of the promotion mix.

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