1. Integrated Marketing Communication Strategy

2. The Marketing Communications Mix
This CTR relates to the material on pp
The Marketing Communications Mix
Advertising
Personal Selling
Any Paid Form of Nonpersonal Presentation by an Identified Sponsor.
Tools of The Marketing Communications Mix
Advertising. Advertising is any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor. Advertising often utilizes mass media and may be adapted to take advantages of a given mediums strengths to convey information.
Sales Promotion. Sales promotions consist of short-term incentives to encourage purchase of sales of a product or service. Limited time offers or dated coupons are common sales promotions.
Public Relations. Public relations is an on-going process of building good relations with the various publics of the company. Key elements in the process are obtaining favorable publicity, building and projecting a good "corporate image," and designing an information support and response team to respond proactively to unfavorable rumors, stories, or events.
Personal Selling. Personal selling describes the use of oral presentations in a conversation with one or more prospective buyers for the purposes of making a sale. Personal selling combines product information and benefits with the interpersonal dynamics of the sales person. Good interpersonal relationship skills and effective oral communication skills are needed for personal selling.
Direct Marketing. Directed communications with carefully targeted individual consumers to obtain an immediate response.
Personal Presentations by a Firm’s Sales Force.
Sales Promotion
Short-term Incentives to Encourage Sales.
Building Good Relations with Various Publics by Obtaining Favorable Unpaid Publicity.
Public Relations
Direct Communications With Individuals to Obtain an Immediate Response.
Direct Marketing

3. Noise Noise Noise Noise Noise Noise
The Communication Process
This CTR corresponds to Figure 14-1 on p. 424 and relates to the material on pp
The Communication Process
Sender
Noise Noise Noise Noise Noise Noise
Encoding
Feedback
Media
The Communication Process
Sender. The sender is one of two major parties in communication. It is the sender who decides how to encode a message aimed at a particular target market or receiver. Senders need to anticipate what information receivers need and how receivers will interpret different kinds of information.
Receiver. The receiver in marketing communication is the target market or audience. Receivers not only "accept" information; they process and act on it according to their own needs.
Message. The message is the information content about product benefits transmitted by the sender as a set of symbols whose meaning is generally understood by other senders and receivers.
Media. The media are the means by which messages move from senders to receivers. Mass media such as television and radio are examples. These are also called communication channels.
Encoding. Encoding is the process of putting the sender's message into a symbolic form capable of being carried by the selected media of transmission.
Decoding. Decoding is the process by which the receiver assigns meaning to the transmitted message. Marketers must remember that this is an interpretative activity and may use different ways of assigning meaning than the sender used in encoding the message.
Response. Responses are reactions and can include behavioral changes, attitude changes, or no indications of change.
Feedback. Feedback consists of the part of the consumer's response that is communicated back to the sender. Feedback is a valuable but incomplete picture of the consumer's response to the marketing communication.
Noise. Noise is any distortion during the transmission process and is always present to some degree. Noise also occurs in the feedback stage.
Message
Decoding
Response
Receiver

4. Steps in Developing Effective Communication
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

5. Step 3. Designing a Message
Steps in Developing Effective Communication
Designing a Message
This CTR relates to the discussion on p
Choosing a Message
Marketers must make decisions in several areas when choosing or creating a message, include areas related to Message Content, Message Structure, and Message Format. Key message content decisions include one of three types of appeals:
Rational Appeals. These relate to the audience’s self-interest. Rational appeals are grounded in objective, logical reasons for purchasing a product such as improved performance, increased quality, better reliability, and increased productivity.
Emotional Appeals. These attempt to elicit either positive or negative feelings that will facilitate a purchase.
Moral Appeals. These are directed to the consumer’s sense of right and wrong and are often used in conjunction with the marketing of social causes. To be effective, marketers must very narrowly and very accurately target their consumer market. Moral appeals may work extremely well with groups that share the same morals, but will very likely outrage groups whose moral values differ from those in the message.
Message Structure
Marketers deal with three message structure issues.
Conclusions. First, marketers must decide whether or not to draw a conclusion in the message. Effectiveness depends upon both the nature of the information being communicated and the relative level of experience with the product concept on the part of the audience.
Argument Type. Second, marketers must decide on the type of argument to be used: One-sided arguments or Two-sided arguments .
Argument Order. Third, argument order must be decided. When many arguments are being used, placing the strongest argument either first or last can affect persuasiveness.
Marketers must also make message format decisions. Format issues involve sensory qualities, color in visual ads, sound in radio, and effective use of novelty and contrast in the message.
Message Content
Rational Appeals
Emotional Appeals
Moral Appeals
Message Structure
Draw Conclusions
Argument Type
Argument Order
Message Format
Headline, Copy, Color,
Words, & Sounds,
Body Language
Attention
Interest
Desire
Action

6. Steps in Developing Effective Communication
Step 4. Choosing Media
Steps in Developing Effective Communication
Choosing Media
This CTR relates to the discussion on pp
Step 5. Selecting the Message Source
Choosing Media
Personal Communication Channels. Personal channels involve two or more people in direct communication. Strategic usage of personnel communication channels should consider the following influences:
Word of Mouth. Word of mouth is especially credible to consumers -- either positive or negative.
Opinion Leaders. Opinion leaders are people whose opinions on products are sought by others. Marketers can make use of and even create opinion leaders for consumer’s reference.
Discussion Note: Is it ethical to create opinion leaders, especially fictional ones? For example, Mr. Goodwrench of General Motors is not a real person and his genuine GM parts lack quality control as many of them aren’t really made by GM, but by overseas suppliers.
Nonpersonal Communication Channels. Nonpersonal channels are characterized by an impersonal method of communication, which lacks the face to face interactive nature of personal channels or feedback. Major forms of nonpersonal communication include:
Major media include print, broadcast and display.
Atmospheres are designed environments that create or reinforce the buyer’s leanings to buy a product.
Events are occurrences staged to communicate messages to target audience.
Personal Communication
Channels
Nonpersonal Communication
Channels
Step 6. Collecting Feedback

7. Communications Objectives
Brand Awareness
Brand Attitude
Purchase Intention

8. Communication Platforms
Advertising
Print and broadcast ads
Packaging inserts
Motion pictures
Brochures and booklets
Posters
Billboards
POP displays
Logos
Videotapes
Sales Promotion
Contests, games, sweepstakes
Premiums
Sampling
Trade shows, exhibits
Coupons
Rebates
Entertainment
Continuity programs

9. Communication Platforms
Events/ Experiences
Sports
Entertainment
Festivals
Arts
Causes
Factory tours
Company museums
Street activities
Public Relations
Press kits
Speeches
Seminars
Annual reports
Charitable donations
Publications
Community relations
Lobbying

10. Communication Platforms
Personal Selling
Sales presentations
Sales meetings
Incentive programs
Samples
Fairs and trade shows
Direct Marketing
Catalogs
Mailings
Telemarketing
Electronic shopping
TV shopping
Fax mail
Voice mail

11. Advertising: Reaches Many Buyers, Expressive Impersonal

12. Personal Selling Personal Interaction, Builds Relationships Costly

13. Sales Promotion Provides Strong Incentives to Buy Short-Lived

14. Public Relations Believable, Effective, Economical Underused by Many Companies

15. Direct Marketing Nonpublic, Immediate, Customized, Interactive

16. Factors in Developing Promotion Mix Strategies
This CTR relates to the material on pp
Factors in Developing Promotion Mix Strategies
Push Strategy - “Pushing” the Product Through Distribution Channels to Final Consumers.
Pull Strategy - Producer Directs It’s Marketing Activities Toward Final Consumers to Induce Them to Buy the Product.
Factors in Setting the Promotion Mix
Push or Pull Strategy. The promotion mix is also affected by the company's decision on either a push or pull strategy. Push strategies rely on personal selling and sales promotions to encourage intermediaries to take the product and promote, thus "pushing" it through the channel. Pull strategies rely on advertising and consumer promotions to build up demand in the target market of ultimate consumer whose behavior effectively "pulls" the product through the channel.
Type of Market. The type market, consumer or industrial, varies the importance of the promotion tools available to marketers. Advertising weighs heavily in consumer markets whereas personal selling plays the greatest role in industrial markets.
Buyer Readiness State. The buyer will be more receptive to some promotion tools than others depending upon their particular buyer readiness state. Advertising and public relations help create awareness and increase knowledge. Liking and preference are more affected by personal selling and advertising together. Conviction and purchase come first from advertising and then personal selling to close depending upon the kind of product being considered.
Product Life Cycle Stage. The stage in the product life cycle also describes different appropriate promotion mix variations. Introduction utilizes advertising and public relations to build awareness and personal selling to facilitate motivate channel members to carry it. In growth, the need for personal selling diminishes. In maturity, personal selling helps differentiate it again in distribution. In decline, sales promotion may be the most emphasized of the promotion mix tools.
Type of Product/ Market
Product Life-Cycle Stage
Buyer/ Readiness Stage

19. Changing Face of Marketing Communications
New Marketing Communications Realities
Changing Face of Marketing Communications
Marketers Have Shifted
Away From Mass
Marketing
Less Broadcasting
Improvements in
Information Technology
Has Led to
Segmented Marketing
More Narrowcasting

20. Integrated Marketing Communications
Company Carefully Integrates and Coordinates Its Many Communication Channels to Deliver a Clear, Consistent, Compelling Message.
Packaging
Advertising
Event
Marketing
Personal
Selling
Message
Direct
Marketing
Sales
Promotion
Public
Relations

21. IMC Builds Brands

22. Image The set of beliefs, ideas, and impressions
a person holds regarding an object.