Designing and

Managing
Integrated
Marketing
Communications

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Learning Objectives
1.

What is the role of marketing communications?

2.

What is the marketing communications mix?

3.

How do marketing communications work?

4.

What are the major steps in developing effective

communications?

5.

How should the communications mix be set and evaluated?

6.

What is an integrated marketing communications

program?

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The Role of Marketing

Communications
Marketing communications
The means by which firms attempt to inform,
persuade, and remind consumers about the
products and brands they sell

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Marketing Communications
Mix
Advertising
Sales promotion
Events and
experiences
Public relations
and publicity

Online and social

media marketing
Mobile marketing
Direct and
database
marketing
Personal selling

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How Does Marketing

Communications Work?
The
communications
process models
Macromodel of the
communications
process
Micromodel of
consumer responses
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Figure 19.1
Elements in Communications
Process

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Micromodel of Consumer
Responses
With an ideal ad campaign:
1.

The right consumer is exposed to the message at the right

place and time

2.

The ad causes the consumer to pay attention

3.

The ad reflects consumers level of understanding of brand

4.

The ad positions points-of-difference and points-of-parity

5.

The ad motivates consumers to consider purchase

6.

The ad creates strong brand associations

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Developing Effective
Communications

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Developing Effective
Communications
Identify the target
audience
Set the communications
objectives
Establish need for category
Build brand awareness
Build brand attitude
Influence brand purchase
intention
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Developing Effective
Communications
Design the Communications
Message strategy
Creative strategy
Message source

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Developing Effective
Communications
Select the communications channels
Personal communications
Non-personal channels

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Establish the Marketing

Communications Budget
Affordable method
Percentage-of-sales
method
Competitive-parity
method
Objective-and-task
method
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Selecting the Marketing

Communications Mix

Advertising
Sales promotion
Events and experiences
Public relations and publicity
Online and social media marketing
Mobile marketing
Direct and database marketing
Sales force
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Marketing Communications
Mix Characteristics
Advertising
Pervasiveness
Amplified expressiveness
Control

Sales Promotion
Ability to be attentiongetting
Incentive
Invitation
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Marketing Communications
Mix Characteristics
Events and experiences
Relevant
Engaging
Implicit

Public relations and publicity

High credibility
Ability to reach hard-to-find buyers
Dramatization
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Marketing Communications
Mix Characteristics
Online and social media marketing
Rich
Interactive
Up to date

Mobile marketing
Timely
Influential
Pervasive
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Marketing Communications
Mix Characteristics
Direct and database marketing
Personal
Proactive
Complementary

Personal selling
Customized
Relationship-oriented
Response-oriented
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Setting the Marketing

Communications Mix
Type of product
market

Product life-cycle
stage
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Managing Integrated
Marketing Communications
Integrated marketing
communications (IMC)
A planning process designed to assure that
all brand contacts received by a customer or
prospect for a product, service, or
organization are relevant to that person and
consistent over time

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Managing Integrated
Marketing Communications
Coordinating media & implementing IMC

Coverage

Contribution

Commonality

Cost

Conformability

Complementarity

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