1. Integrated Marketing Communications
Chapter 1
Integrated Marketing Communications

2. Chapter Objectives
To review the various elements of the promotional mix
To summarize the IMC planning process and examine the steps in a marketing communications program
Chapter 1: IMC

3. Chapter Objectives
To introduce the concept of integrated marketing communications
To examine how various elements must be coordinated to communicate effectively with the IMC perspective
Chapter 1: IMC

4. Elements of the Promotional Mix
Figure 1-1
Chapter 1: IMC

5. The Marketing & Promotional Mixes
Product or service
Pricing policy
Distribution method
Marketing communications mix
Advertising
Direct marketing
Sales promotion
Publicity/public relations
Personal selling
Chapter 1: IMC

6. Advertising
Any paid form of nonpersonal communication about an organization, product, service, or idea by an identified sponsor.
Cost effective for communicating to a large audience.
Creates brand images and symbolic appeal.
Strikes a responsive chord with consumers, popular campaigns get attention.
Chapter 1: IMC

7. Classifications of Advertising
National advertising
Retail/local advertising
Advertising to increase demand
Primary demand for the product category
Selective demand for a specific brand
Business & professional advertising
Business-to-business advertising
Professional advertising
Trade advertising
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8. Sales Promotion
Marketing activities that provide extra value or incentives to the sales force, distributors, or ultimate consumers and can stimulate immediate sales.
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9. Types of Sales Promotion
Customer-oriented
Targeted to the ultimate users of a product or service
Coupons, sampling, premiums, rebates, contests, sweepstakes, POP materials
Trade-oriented
Targeted toward marketing intermediaries such as retailers, wholesalers, or distributors
Promotion allowances, merchandise allowances, price deals, sales contests, trade shows
Chapter 1: IMC

10. Public Relations
The management function which evaluates public attitudes, identifies the policies and procedures of an individual or organization with the public interest, and executes a program of action to earn public understanding and acceptance.
Tools used by public relations.
Publicity.
Special publications.
Community activity participation.
Fund-raising.
Special event sponsorship.
Public affairs activities.
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11. Publicity
Non-personal communications regarding an organization, product, service, or idea not directly paid for or run under identified sponsorship.
Publicity is NOT advertising.
Advertising.
Paid, sponsor-identified, non personal (media) communications.
Publicity.
Non-paid, unsponsored, non personal (media) communications.
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12. Publicity Vehicles News releases: Feature articles: Captioned photos:
Single-page news stories sent to media who might print or broadcast the content.
Feature articles:
Larger manuscripts composed and edited for a particular medium.
Captioned photos:
Photographs with content identified and explained below the picture.
Press conferences:
Meetings and presentations to invited reporters and editors.
Special events:
Sponsorship of events, teams, or programs of public value.
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13. Direct Marketing
Organizations communicate directly with target customers to generate a response and/or transaction.
Direct marketing methods.
Direct mail.
Cataloging.
Telemarketing.
Direct response ads.
Internet sales.
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14. Interactive/internet Marketing
Interactive media allow for a back and forth flow of information whereby users can participate in and modify the form and content of the information they receive in real time.
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15. Interactive/internet Marketing
Multiple internet roles
As a persuasive advertising medium
As a means to educate or inform customers
As a sales tool or an actual sales vehicle
To obtain customer database information
To communicate and interact with buyers
To provide customer service and support
To build and maintain customer relationships
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16. Personal Selling
A form of person-to-person communication in which a seller attempts to assist and/or persuade prospective buyers to purchase to company’s product or service or act on an idea.
With this type of interaction the flexibility exists to tailor the message to the customers specific need or situation.
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17. Integrated Marketing Communications
Coordinating the various promotional elements and other marketing activities that communicate with the firm’s customers.
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18. Integrated Marketing Communications
A plan that evaluates the strategic roles of several communications disciplines:
General advertising
Direct response
Sales promotion
Public relations
Combines the disciplines to provide:
Clarity
Consistency
Maximum communications impact
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19. Reasons for Growth of IMC
Planning efficiency and effectiveness.
By coordinating marketing communication efforts companies avoid duplication, take advantage of synergy, and develop more efficient and effective programs.
Consumer adoption of technology and media.
Consumers lifestyles and purchasing behavior are changing as they adopt new technologies.
Traditional media are facing declining audiences and less responsive consumers.
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20. Reasons for Growth of IMC
Innovative marketing practices.
A shift in marketplace power from manufacturers to retailers.
A shifting of marketing dollars from media advertising to other forms of promotion.
A movement away from relying on advertising- focused approaches to solve communication problems.
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21. Reasons for Growth of IMC
Innovative Marketing Practices.
The rapid growth and development of database marketing.
Demands for greater accountability from ad agencies and changes in compensation.
Rapid growth of the internet.
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22. Importance of IMC Customer’s point of view.
All elements of the promotional campaign have to be carefully linked in some manner so that the message is clear and does not misrepresent the brand.
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23. Importance of IMC Relationship marketing.
Creating, maintaining, and enhancing long-term relationship with individual customers as well as other stakeholders for mutual benefit.
Marketers must recognize which tools within the promotional mix are enhancing the relationship.
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24. Planning for IMC: Promotional Management
Coordinating the promotional mix elements to develop a controlled, integrated program of effective marketing communications.
Considerations for developing the promotional mix include:
Type of product.
Buyer’s decision process.
Stage of product life cycle.
Channels of distribution.
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25. The Marketing Plan 1. A detailed situation analysis
2. Specific marketing objectives
3. A marketing strategy and program
4. A program for implementing the strategy
5. A process for monitoring and evaluating performance
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26. Situation Analysis Internal analysis. Internal factors.
Assesses relevant areas involving the product/service offering and the firm itself.
Internal factors.
Assessment of the firm’s promotional organization and capabilities.
Review of the firm’s previous promotional programs.
Assessment of firm or brand image and implications for promotion.
Assessment of relative strengths and weaknesses of product/service.
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27. Situation Analysis External factors. External analysis.
Focuses on factors such as characteristics of a firms customers, market segments, environment and competitors.
External factors.
Customer analysis.
Competitive analysis.
Environmental analysis.
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