1. Integrated Marketing Communication Strategy

2. 14- 1 Definition The Marketing Communications Mix  The specific mix of advertising, personal selling, sales promotion, and public relations a company uses to pursue its advertising and marketing objectives.

3. 14- 2 The Marketing Communications Environment is Changing:  Mass markets have fragmented, causing marketers to shift away from mass marketing  Media fragmentation is increasing  Improvements in information technology are facilitating segmentation Integrated Marketing Communications

4. 14- 3 Integrated Marketing Communications

5. 14- 4 Integrated Marketing Communications  The concept under which a company carefully integrates and coordinates its many communications channels to deliver a clear, consistent, and compelling message about the organization and its products. Integrated Marketing Communications

6. 14- 5 Elements in the Communication Process

7. 14- 6 Step 1: Identifying the Target Audience  Affects decisions related to what, how, when, and where message will be said, as well as who will say it Developing Effective Communication

8. 14- 7 Step 2: Determining Communication Objectives  Objectives may be set to move buyers through the six readiness stages  Awareness,Knowledge,Liking,Preferen ce,Conviction,Purchase Developing Effective Communication

9. 14- 8 Step 3: Designing a Message  AIDA framework guides message design  Message content  Rational  Emotional appeals: fear, humor, guilt, shame, love  Moral appeals Developing Effective Communication

10. 14- 9 Step 3: Designing a Message  Message structure  One-sided or two-sided?  Strongest arguments presented first or last?  Message format  Novelty, contrast, and more Developing Effective Communication

11. 14- 10 Step 4: Choosing Media  Personal vs. nonpersonal communication channels Developing Effective Communication

12. 14- 11 Step 4: Choosing Media  Personal communication channels  Includes face-to-face, phone, mail, and Internet chat communications  Word-of-mouth influence is often critical   Nonpersonal communication channels  Includes media, atmosphere, and events Developing Effective Communication

13. 14- 12 Step 5: Selecting the Message Source  Highly credible sources are more persuasive  A poor choice of spokesperson can tarnish a brand Developing Effective Communication

14. 14- 13 Step 6: Collecting Feedback  Recognition, recall, and behavioral measures are assessed  May suggest changes in product/promotion Developing Effective Communication

15. 14- 14 Setting the Total Promotional Budget  Affordability Method  Budget is set at a level that a company can afford  Percentage-of-Sales Method  Past or forecasted sales may be used  Competitive-Parity Method  Budget matches competitors’ outlays Setting the Promotional Budget and Mix

16. 14- 15 Setting the Total Promotional Budget  Objective-and-Task Method  Specific objectives are defined  Tasks required to achieve objectives are determined  Costs of performing tasks are estimated, then summed to create the promotional budget Setting the Promotional Budget and Mix

17. 14- 16 Setting the Overall Promotion Mix  Determined by the nature of each promotional tool and the selected promotion mix strategy Setting the Promotional Budget and Mix Revlon emphasizes advertising while Avon emphasizes personal selling

18. 14- 17 Setting the Promotional Budget and Mix Reaches large, geographically dispersed audiences, often with high frequency Low cost per exposure, though overall costs are high Consumers perceive advertised goods as more legitimate Dramatizes company/brand Builds brand image; may stimulate short-term sales Impersonal; one-way communication Advertising Personal Selling Sales Promotion Public Relations Direct Marketing Nature of Each Promotional Tool

19. 14- 18 Setting the Promotional Budget and Mix Most effective tool for building buyers’ preferences, convictions, and actions Personal interaction allows for feedback and adjustments Relationship-oriented Buyers are more attentive Sales force represents a long- term commitment Most expensive of the promotional tools Advertising Personal Selling Sales Promotion Public Relations Direct Marketing Nature of Each Promotional Tool

20. 14- 19 Setting the Promotional Budget and Mix May be targeted at the trade or ultimate consumer Makes use of a variety of formats: premiums, coupons, contests, etc. Attracts attention, offers strong purchase incentives, dramatizes offers, boosts sagging sales Stimulates quick response Short-lived Not effective at building long- term brand preferences Advertising Personal Selling Sales Promotion Public Relations Direct Marketing Nature of Each Promotional Tool

21. 14- 20 Setting the Promotional Budget and Mix Highly credible Many forms: news stories, news features, events and sponsorships, etc. Dramatizes company or benefits Often the most underused element in the promotional mix Advertising Personal Selling Sales Promotion Public Relations Direct Marketing Nature of Each Promotional Tool

22. 14- 21 Setting the Promotional Budget and Mix Many forms: Telephone marketing, direct mail, online marketing, etc. characteristics: characteristics:  Nonpublic  Customized  Interactive Well-suited to highly targeted marketing efforts Advertising Personal Selling Sales Promotion Public Relations Direct Marketing Nature of Each Promotional Tool

23. 14- 22 Push vs. Pull Promotion Strategy

24. 14- 23 Promotion Mix Strategies  Push strategy: trade promotions and personal selling efforts push the product through the distribution channels.  Pull strategy: producers use advertising and consumer sales promotions to generate strong consumer demand for products. Setting the Promotional Budget and Mix