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An Introduction to Integrated Marketing Communications
Definition of Integrated Marketing Communications ‘ A concept of marketing communications planning that recognizes the add...
Integrated Marketing Communications ‘ A marketing communications planning concept  that recognizes the value of a comprehe...
Integrated Marketing Communications <ul><li>A plan that evaluates the strategic roles of several communications discipline...
Integrated Marketing Communications <ul><li>Combines the disciplines to provide: </li></ul><ul><ul><li>Clarity </li></ul><...
Corporate Level Message Sources Administration Manufacturing/  Marketing  Finance  Human  Legal Operations  Resources Cros...
Communication Levels <ul><li>Corporate Level   </li></ul><ul><li>Messages sent by a company’s overall business practices a...
Reasons For Growing Importance of IMC <ul><li>Shift from media advertising to other forms of  </li></ul><ul><li>marketing ...
IMC  Tools IMC  Tools Advertising Direct Marketing Interactive/ Internet Marketing Sales Promotion Publicity / Public Rela...
Advertising ‘ Any paid form of non  -  personal communication about an organization , product, service, idea or cause by a...
Advertising <ul><li>Advantages of advertising </li></ul><ul><ul><li>Advertiser controls the message </li></ul></ul><ul><ul...
Classifications of Advertising <ul><li>Advertising to Consumer Markets </li></ul><ul><li>National advertising </li></ul><u...
Direct Marketing ‘ A system of marketing by which organizations communicate  directly with target customers to generate a ...
Direct Marketing <ul><li>Advantages of direct marketing </li></ul><ul><li>Changes in society have made consumers more rece...
Direct Marketing <ul><li>Direct marketing methods </li></ul><ul><ul><li>D irect mail </li></ul></ul><ul><ul><li>Catalogs <...
Interactive/Internet Marketing <ul><li>Advantages of interactive/ internet marketing </li></ul><ul><li>Can be used for a v...
Interactive/Internet Marketing <ul><li>Use of the Internet as an IMC Tool </li></ul><ul><ul><li>As an advertising medium t...
Interactive/Internet Marketing <ul><ul><li>Use of the Internet as an IMC Tool </li></ul></ul><ul><ul><li>To provide custom...
Sales Promotion ‘ Marketing activities that provide extra value or incentives to the sales force, distributors,  or ultima...
Sales Promotion <ul><li>Trade-oriented </li></ul><ul><ul><li>Targeted toward marketing intermediaries such as retailers, w...
Sales Promotion Uses <ul><li>Introduce new products </li></ul><ul><li>Get existing customers to buy more </li></ul><ul><li...
Publicity ‘ Nonpersonal communication regarding an organization,  product, service, or idea not directly paid for or run  ...
Publicity <ul><li>Advantages of publicity </li></ul><ul><ul><li>Credibility </li></ul></ul><ul><ul><li>Low cost (although ...
Publicity Vehicles News Releases   : -  Single-page news stories sent to media who might print or broadcast the content. F...
Advertising Versus Publicity Tentative Specifiable  Timing Low High Flexibility Unspecified/Low Specific  Cost Undetermine...
Public Relations ‘ The management function which evaluates public attitudes, identifies the policies and procedures of an ...
Public Relations <ul><li>Tools used by Public Relations </li></ul><ul><ul><li>Publicity </li></ul></ul><ul><ul><li>Special...
Personal Selling ‘ Direct person-to-person communication  whereby a seller attempts to assist  and/or persuade perspective...
Personal Selling <ul><li>Advantages of personal selling </li></ul><ul><ul><li>Direct contact between buyer and seller allo...
Promotional Management ‘ Coordinating the promotional mix  elements to develop a controlled,  integrated program of  effec...
Promotional Management <ul><li>Considerations for developing the promotional program include: </li></ul><ul><ul><li>Type o...
Promotional Program Situation Analysis Analysis of the Communications Process Budget Determination Develop Integrated Mark...
The Marketing Plan ‘ A document that describes the overall marketing strategy and programs developed for a company, produc...
The Marketing Plan <ul><li>The plan includes </li></ul><ul><li>A detailed situation analysis </li></ul><ul><li>Specific ma...
Situation Analysis <ul><li>Internal Factors </li></ul><ul><ul><li>Assessment of the firm’s promotional organization and ca...
IMC Program Situation Analysis   External Factors <ul><li>Environmental analysis </li></ul><ul><ul><li>Technological , Pol...
IMC Program Situation Analysis   External Factors <ul><li>Customer Analysis </li></ul><ul><li>Who buys our product or serv...
Analysis of Communications Process <ul><ul><li>Analyze response process of customers  </li></ul></ul><ul><ul><li>in the ta...
Potential Communications Objectives <ul><li>Individual sales </li></ul><ul><li>Customer loyalty </li></ul><ul><li>Company ...
Contact Points Where Customers  Can Be Effectively Reached <ul><li>Mass media  </li></ul><ul><ul><li>Broadcast - radio/TV ...
Develop Integrated Marketing Communications Program <ul><li>Advertising </li></ul><ul><li>Determine  the  objectives  of t...
Develop Integrated Marketing Communications Program <ul><li>Media strategy </li></ul><ul><ul><li>Type of media  which coul...
Integrate and Implement Marketing Communications Strategies <ul><ul><li>Integrate promotional mix strategies. </li></ul></...
Monitor, Evaluate and Control Integrated Marketing Communications Program <ul><li>Evaluate promotional program results and...
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Imc

  1. 1. An Introduction to Integrated Marketing Communications
  2. 2. Definition of Integrated Marketing Communications ‘ A concept of marketing communications planning that recognizes the added value of a comprehensive plan that evaluates the strategic roles of a variety of communication disciplines and combines these disciplines to provide clarity,consistency and maximum communications impact ’
  3. 3. Integrated Marketing Communications ‘ A marketing communications planning concept that recognizes the value of a comprehensive plan ’ .
  4. 4. Integrated Marketing Communications <ul><li>A plan that evaluates the strategic roles of several communications disciplines: </li></ul><ul><ul><li>Media advertising </li></ul></ul><ul><ul><li>Direct marketing </li></ul></ul><ul><ul><li>Interactive/internet marketing </li></ul></ul><ul><ul><li>Sales promotion </li></ul></ul><ul><ul><li>Publicity/Public relations </li></ul></ul>
  5. 5. Integrated Marketing Communications <ul><li>Combines the disciplines to provide: </li></ul><ul><ul><li>Clarity </li></ul></ul><ul><ul><li>Consistency </li></ul></ul><ul><ul><li>Maximum communications impact </li></ul></ul>
  6. 6. Corporate Level Message Sources Administration Manufacturing/ Marketing Finance Human Legal Operations Resources Cross-Functional Brand Equity (IM) Team Marketing Level Message Sources Product Price Marketing Distribution Mix Mix Communication Mix Cross-Functional IMC Team Marketing Communication Level Message Sources Personal Adver- Sales Direct Public Pack- Events Sales tising Promotion Marketing Relations aging Interactivity Other Stakeholders Employees Investors Financial Community Government Regulators Customers Distributors Suppliers Competition Consumers Local Community Media Interest Groups Communication-Based Marketing Model
  7. 7. Communication Levels <ul><li>Corporate Level </li></ul><ul><li>Messages sent by a company’s overall business practices and philosophies such as mission, labor practices, philanthropies, culture and other processes </li></ul><ul><li>Marketing Level </li></ul><ul><li>Messages sent by or inferred from by various aspects of marketing mix such as product performance, design, appearance, pricing and distribution </li></ul><ul><li>Marketing Communication Level </li></ul><ul><li>Strategic and executional consistency among all forms of marketing communication </li></ul>
  8. 8. Reasons For Growing Importance of IMC <ul><li>Shift from media advertising to other forms of </li></ul><ul><li>marketing communication </li></ul><ul><li>Movement away from advertising focused- approaches that </li></ul><ul><li>emphasize mass media </li></ul><ul><li>Shift in power from manufacturers to retailers </li></ul><ul><li>Rapid growth of database marketing </li></ul><ul><li>Demands for greater ad agency accountability y </li></ul><ul><li>Changes in agency compensation </li></ul><ul><li>Rapid growth of the Internet </li></ul><ul><li>Increasing importance of branding </li></ul>
  9. 9. IMC Tools IMC Tools Advertising Direct Marketing Interactive/ Internet Marketing Sales Promotion Publicity / Public Relations Personal Selling
  10. 10. Advertising ‘ Any paid form of non - personal communication about an organization , product, service, idea or cause by an identified sponsor ’ .
  11. 11. Advertising <ul><li>Advantages of advertising </li></ul><ul><ul><li>Advertiser controls the message </li></ul></ul><ul><ul><li>Cost effective way to communicate with large audiences </li></ul></ul><ul><ul><li>Effective way to create brand images and symbolic appeals </li></ul></ul><ul><ul><li>Often can be effective way to strike responsive chord with consumers </li></ul></ul><ul><li>Disadvantages of advertising </li></ul><ul><li>High costs of producing and running ads </li></ul><ul><ul><li>Credibility problems and consumer skepticism </li></ul></ul><ul><ul><li>Clutter </li></ul></ul><ul><ul><li>Difficulty in determining effectiveness </li></ul></ul>
  12. 12. Classifications of Advertising <ul><li>Advertising to Consumer Markets </li></ul><ul><li>National advertising </li></ul><ul><li>Retail/local advertising </li></ul><ul><li>Advertising to increase demand </li></ul><ul><ul><li>Primary demand for the product category </li></ul></ul><ul><ul><li>Selective demand for a specific brand </li></ul></ul><ul><li>Business & professional advertising </li></ul><ul><li>Business-to-business advertising </li></ul><ul><li>Professional advertising </li></ul><ul><li>Trade advertising </li></ul>
  13. 13. Direct Marketing ‘ A system of marketing by which organizations communicate directly with target customers to generate a response and/or a transaction ’ .
  14. 14. Direct Marketing <ul><li>Advantages of direct marketing </li></ul><ul><li>Changes in society have made consumers more receptive to direct-marketing </li></ul><ul><li>Allows marketers to be very selective and target specific segments of customers </li></ul><ul><li>Messages can be customized for specific customers. </li></ul><ul><li>Effectiveness easier to measure </li></ul><ul><li>Disadvantages of direct marketing </li></ul><ul><li>Lack of customer receptivity and very low response rates </li></ul><ul><li>Clutter (too many messages) </li></ul><ul><li>Image problems – particularly with telemarketing </li></ul>
  15. 15. Direct Marketing <ul><li>Direct marketing methods </li></ul><ul><ul><li>D irect mail </li></ul></ul><ul><ul><li>Catalogs </li></ul></ul><ul><ul><li>Telemarketing </li></ul></ul><ul><ul><li>Direct response ads </li></ul></ul><ul><ul><li>Direct selling </li></ul></ul><ul><ul><li>Internet </li></ul></ul>
  16. 16. Interactive/Internet Marketing <ul><li>Advantages of interactive/ internet marketing </li></ul><ul><li>Can be used for a variety of IMC functions </li></ul><ul><li>Messages can be tailored to specific interests and needs of customers </li></ul><ul><li>Interactive nature of the Internet leads to higher level of involvement </li></ul><ul><li>Can provide large amounts of information to customers </li></ul><ul><li>Disadvantages of interactive/ </li></ul><ul><li>internet marketing </li></ul><ul><ul><li>Internet is not yet a mass medium as many consumers lack access </li></ul></ul><ul><ul><li>Attention to Internet ads is very low </li></ul></ul><ul><ul><li>Great deal of clutter on the Internet </li></ul></ul><ul><ul><li>Audience measurement is a problem on the Internet </li></ul></ul>
  17. 17. Interactive/Internet Marketing <ul><li>Use of the Internet as an IMC Tool </li></ul><ul><ul><li>As an advertising medium to inform, educate and persuade customers </li></ul></ul><ul><ul><li>As a direct sales tool </li></ul></ul><ul><ul><li>To obtain customer database information </li></ul></ul><ul><ul><li>To communicate and interact with buyers </li></ul></ul><ul><ul><li>To provide customer service and support </li></ul></ul>
  18. 18. Interactive/Internet Marketing <ul><ul><li>Use of the Internet as an IMC Tool </li></ul></ul><ul><ul><li>To provide customer service and support </li></ul></ul><ul><ul><li>To build and maintain customer relationships </li></ul></ul><ul><ul><li>As a tool for implementing sales promotion </li></ul></ul><ul><ul><li>As a tool for implementing publicity/public </li></ul></ul><ul><ul><li>relations programs </li></ul></ul>
  19. 19. Sales Promotion ‘ Marketing activities that provide extra value or incentives to the sales force, distributors, or ultimate consumers and can stimulate immediate sales ’ .
  20. 20. Sales Promotion <ul><li>Trade-oriented </li></ul><ul><ul><li>Targeted toward marketing intermediaries such as retailers, wholesalers, or distributors </li></ul></ul><ul><ul><ul><li>Promotion allowances </li></ul></ul></ul><ul><ul><ul><li>Merchandise allowances </li></ul></ul></ul><ul><ul><ul><li>Price deals </li></ul></ul></ul><ul><ul><ul><li>Sales contests </li></ul></ul></ul><ul><ul><ul><li>Trade shows </li></ul></ul></ul><ul><li>Consumer-oriented </li></ul><ul><ul><li>Targeted to the ultimate users of a product or service </li></ul></ul><ul><ul><ul><li>Coupons </li></ul></ul></ul><ul><ul><ul><li>Sampling </li></ul></ul></ul><ul><ul><ul><li>Premiums </li></ul></ul></ul><ul><ul><ul><li>Rebates </li></ul></ul></ul><ul><ul><ul><li>Contests </li></ul></ul></ul><ul><ul><ul><li>Sweepstakes </li></ul></ul></ul><ul><ul><ul><li>POP materials </li></ul></ul></ul>
  21. 21. Sales Promotion Uses <ul><li>Introduce new products </li></ul><ul><li>Get existing customers to buy more </li></ul><ul><li>Attract new customers </li></ul><ul><li>Combat competition </li></ul><ul><li>Maintain sales in off season </li></ul><ul><li>Increase retail inventories </li></ul><ul><li>Tie in advertising & personal selling </li></ul><ul><li>Enhance personal selling efforts </li></ul>
  22. 22. Publicity ‘ Nonpersonal communication regarding an organization, product, service, or idea not directly paid for or run under identified sponsorship ’
  23. 23. Publicity <ul><li>Advantages of publicity </li></ul><ul><ul><li>Credibility </li></ul></ul><ul><ul><li>Low cost (although not totally free) </li></ul></ul><ul><ul><li>Often results in word-of-mouth </li></ul></ul><ul><li>Disadvantages of publicity </li></ul><ul><ul><li>Not always under control of organization </li></ul></ul><ul><ul><li>Can be negative </li></ul></ul>
  24. 24. Publicity Vehicles News Releases : - 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.
  25. 25. Advertising Versus Publicity Tentative Specifiable Timing Low High Flexibility Unspecified/Low Specific Cost Undetermined Schedulable Frequency Undetermined Achievable Reach Higher Lower Credibility Little Great Control PUBLICITY ADVERTIING FACTOR
  26. 26. 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 ’ .
  27. 27. Public Relations <ul><li>Tools used by Public Relations </li></ul><ul><ul><li>Publicity </li></ul></ul><ul><ul><li>Special publications </li></ul></ul><ul><ul><li>Community activity participation </li></ul></ul><ul><ul><li>Fund-raising </li></ul></ul><ul><ul><li>Special event sponsorship </li></ul></ul><ul><ul><li>Public affairs activities </li></ul></ul>
  28. 28. Personal Selling ‘ Direct person-to-person communication whereby a seller attempts to assist and/or persuade perspective buyers to purchase a product or service ’
  29. 29. Personal Selling <ul><li>Advantages of personal selling </li></ul><ul><ul><li>Direct contact between buyer and seller allows for more flexibility </li></ul></ul><ul><ul><li>Can tailor sales message to specific needs of customers </li></ul></ul><ul><ul><li>Allows for more direct and immediate feedback </li></ul></ul><ul><ul><li>Sales efforts can be targeted to specific markets and customers who are best prospects. </li></ul></ul><ul><li>Disadvantages of personal selling </li></ul><ul><ul><li>High costs per contact </li></ul></ul><ul><ul><li>Expensive way to reach large audiences </li></ul></ul><ul><ul><li>Difficult to have consistent and uniform message delivered to all customers </li></ul></ul>
  30. 30. Promotional Management ‘ Coordinating the promotional mix elements to develop a controlled, integrated program of effective marketing communications ’ .
  31. 31. Promotional Management <ul><li>Considerations for developing the promotional program include: </li></ul><ul><ul><li>Type of product </li></ul></ul><ul><ul><li>Buyer’s decision process </li></ul></ul><ul><ul><li>Stage of product life cycle </li></ul></ul><ul><ul><li>Channels of distribution </li></ul></ul>
  32. 32. Promotional Program Situation Analysis Analysis of the Communications Process Budget Determination Develop Integrated Marketing Communications Programs Review of Marketing Plan Advertising Sales Promotion PR/ Publicity Personal Selling Direct Marketing Advertising Objectives Sales Promotion Objectives PR/ Publicity Objectives Personal Selling Objectives Direct Marketing Objectives Message Strategy Sales Promotion Strategy PR/ Publicity Strategy Personal Selling Strategy Direct Marketing Strategy Integration & Implementation of Marketing Communications Strategies Monitor, Evaluate & Control Promotional Program Internet/ Interactive Internet/ Interactive Objectives Internet/ Interactive Strategy Integrated Marketing Communications Planning
  33. 33. The Marketing Plan ‘ A document that describes the overall marketing strategy and programs developed for a company, product or brand ’ .
  34. 34. The Marketing Plan <ul><li>The plan includes </li></ul><ul><li>A detailed situation analysis </li></ul><ul><li>Specific marketing objectives </li></ul><ul><li>A marketing strategy and program that includes selection of a target market and plans for marketing mix elements </li></ul><ul><li>A program for implementing the strategy </li></ul><ul><li>A process for monitoring and evaluating performance </li></ul>
  35. 35. Situation Analysis <ul><li>Internal Factors </li></ul><ul><ul><li>Assessment of the firm’s promotional organization and capabilities </li></ul></ul><ul><ul><li>Review of the firm’s previous promotional programs </li></ul></ul><ul><ul><li>Assessment of firm or brand image and implications for promotion </li></ul></ul><ul><ul><li>Assessment of relative strengths and weaknesses of product/service </li></ul></ul><ul><li>External Factors </li></ul><ul><ul><li>Customer analysis </li></ul></ul><ul><ul><li>Competitive analysis </li></ul></ul><ul><ul><li>Environmental analysis </li></ul></ul>
  36. 36. IMC Program Situation Analysis External Factors <ul><li>Environmental analysis </li></ul><ul><ul><li>Technological , Political/Legal , Demographic , </li></ul></ul><ul><ul><li>Socio/Cultural , Economic </li></ul></ul><ul><li>Competitive Analysis </li></ul><ul><ul><li>Direct and indirect competitors </li></ul></ul><ul><ul><li>Position relative to competitors </li></ul></ul><ul><ul><li>Size of competitors’ advertising/promotional budgets </li></ul></ul><ul><ul><li>IMC strategies being used by competitors </li></ul></ul>
  37. 37. IMC Program Situation Analysis External Factors <ul><li>Customer Analysis </li></ul><ul><li>Who buys our product or service? </li></ul><ul><li>Who initiates and makes the decision </li></ul><ul><li>to purchase and who influences the process? </li></ul><ul><li>How is the purchase decision made? </li></ul><ul><li>What attributes or criteria are important to customers? </li></ul><ul><li>What are customers’ perceptions of and attitudes </li></ul><ul><ul><li>toward our company, product/service or brands? </li></ul></ul><ul><li>What factors influence the decision making process? </li></ul><ul><li>Contact points where customers can be reached? </li></ul>
  38. 38. Analysis of Communications Process <ul><ul><li>Analyze response process of customers </li></ul></ul><ul><ul><li>in the target audience. </li></ul></ul><ul><ul><li>Analyze best combination of source, </li></ul></ul><ul><ul><li>message and channel factors for </li></ul></ul><ul><ul><li>communicating with target audience. </li></ul></ul><ul><ul><li>Establish communication goals and objectives. </li></ul></ul>
  39. 39. Potential Communications Objectives <ul><li>Individual sales </li></ul><ul><li>Customer loyalty </li></ul><ul><li>Company image </li></ul><ul><li>Brand image </li></ul><ul><li>Store patronage </li></ul><ul><li>Service contract </li></ul><ul><li>An inquiry </li></ul><ul><li>A visit by the prospect </li></ul><ul><li>Product trial </li></ul><ul><li>Prescription for use </li></ul><ul><li>Recommendation </li></ul><ul><li>Adoption of the product </li></ul>
  40. 40. Contact Points Where Customers Can Be Effectively Reached <ul><li>Mass media </li></ul><ul><ul><li>Broadcast - radio/TV </li></ul></ul><ul><ul><li>Newspapers </li></ul></ul><ul><ul><li>Magazines </li></ul></ul><ul><li>Direct Marketing </li></ul><ul><li>Internet/interactive </li></ul><ul><li>Brochures, sales literature </li></ul><ul><li>Publicity/PR </li></ul><ul><li>Events/sponsorships </li></ul><ul><ul><li>Local </li></ul></ul><ul><ul><li>Regional </li></ul></ul><ul><ul><li>National/international </li></ul></ul><ul><li>Sales Promotions </li></ul><ul><li>In-store/POP </li></ul><ul><li>Product placements in movies and television shows </li></ul><ul><li>Promotional products </li></ul>
  41. 41. Develop Integrated Marketing Communications Program <ul><li>Advertising </li></ul><ul><li>Determine the objectives of the Message development Called “Creative Strategy” then determine basic appeal of the main message and then finally to determine the budget for the campaign. </li></ul>
  42. 42. Develop Integrated Marketing Communications Program <ul><li>Media strategy </li></ul><ul><ul><li>Type of media which could include…….. </li></ul></ul><ul><ul><ul><li>Newspapers/Magazines </li></ul></ul></ul><ul><ul><ul><li>Radio/Television </li></ul></ul></ul><ul><ul><ul><li>Outdoor/Specialty </li></ul></ul></ul><ul><li>Select any other specific media </li></ul><ul><ul><ul><li>Specific papers, magazines, TV programs, radio stations, billboards, or other media </li></ul></ul></ul>
  43. 43. Integrate and Implement Marketing Communications Strategies <ul><ul><li>Integrate promotional mix strategies. </li></ul></ul><ul><ul><li>Create and produce ads. </li></ul></ul><ul><ul><li>Purchase media time and space </li></ul></ul><ul><ul><li>Design and implement direct marketing programs </li></ul></ul><ul><ul><li>Design and implement sales promotion program </li></ul></ul><ul><ul><li>Design and implement public relations/ </li></ul></ul><ul><ul><li>publicity programs </li></ul></ul><ul><ul><li>Design and implement interactive/ </li></ul></ul><ul><ul><li>internet marketing programs </li></ul></ul>
  44. 44. Monitor, Evaluate and Control Integrated Marketing Communications Program <ul><li>Evaluate promotional program results and determine effectiveness </li></ul><ul><li>Take actions to control and adjust promotional programs </li></ul>
  45. 45. Questions ?

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