Documente Academic
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By DR Rajdeep Bakshi
Professor of Marketing
Integrated? Holistic? Arent those just words ad men use to confuse people?
Why IMC?
Will the 30 second spot be killed? Or will well-targeted TV still be effective?
Challenges:
Shift from media advertising to other forms of marketing communication Movement away from advertising focused- approaches that emphasize mass media Shift in power from manufacturers to retailers Rapid growth of database marketing Demands for greater ad agency accountability Changes in agency compensation Rapid growth of the Internet Increasing importance of branding
Communications Process
Musical score guides all the members of the orchestra to play together
Musical score guides all the members of the orchestra to play together
Reduced dependence on mass media advertising. Increased reliance on highly targeted communication methods. Heightened demands on suppliers. Increased efforts to assess communications return on investment.
Technology and consumer control are reshaping the communications environment The lines between entertainment and IMC are blurringMadison & Vine Firms use advertising / IMC to build brands Firms of all sizes need and use advertising Advertising is just one of many tools in IBP Advertising / IMC do not guarantee success8 of 10 new products fail People have all sorts of positive and negative perceptions about advertising and promotion
What is IMC
Integrated Marketing Communications is a simple concept. It ensures that all forms of communications and messages are carefully linked together
Linkages in IMC
Channel strategies
Push
Make
Pull
Create
Heavy
sales promotions
Push vs Pull
The
integration of multiple communication tools and media yield more positive communication results than the tools used individually
Barriers to IMC
Usual resistance to change Rigid organizational structures and power base. Isolation of communications, data Internal power battles. Fixing on a PR consultant IMC can restrict creativity. Time Horizons. Lack expertise in IMC
Benefits of IMC
1. It Drives Brand Differentiation IMC helps make your brand stand out vs. competitors 2. Brings Greater Accountability IMC allows you to track sales and profits based on your brands relationships with consumers 3. Increases the Level of Trust IMC focuses on long-term relationships, not one-time sale 4. Provides Internal Focus IMC focuses on one look, one voice
Horizontal Integration Making production, finance, distribution and communications work together and become conscious on what messages to send to customers. Data Integration Integrating different departments like sales, direct mail and advertising by using a marketing information system. Vertical Integration Develop firms marketing and communications objectives to support the higher level corporate objectives and corporate missions. Internal Integration Use internal marketing by keeping all staff informed and motivated about any new developments from new advertisements, to new corporate identities, new service standards, new strategic partners and so on. External Integration Through using external partners by making advertising and PR agencies work close together in order to deliver a single seamless solution - a cohesive message - an integrated message
Get Senior Management Support Integrate At Different Levels of management. Ensure the Design Manual or even a Brand Book is used to maintain common visual standards for the use of logos, type faces, colours and so on. Focus on a clear marketing communications strategy. Start with a Zero Budget. Think Customers First. Build Relationships and Brand Values Develop a Good Marketing Information System Share Artwork and Other Media Be prepared to change it all. ('Kaizen)
MarCom Outcomes
Affecting Behavior
Prepurchase
Influence decision, preference Samples
to induce trial
Purchase
Sales promotion Point-of-purchase (POP) displays
Post-purchase
Increase
repurchase propensity
Identifying the target audience Specifying advertising objectives Setting the advertising budget Designing the advertisement(s)
Informational/persuasive Fear
Fragmented media
Sophisticated consumers
Model of IMC
The key mission of IMC is to effectively manage the mediated impression of and the direct encounter with the brand, so that synergism ensues among all the interrelated elements of IMC, including research and development, manufacturing, price formulation, channel arrangement, consumer service management, marketing message construction and communication program execution.
Marketing Communications Target Audience Marketing Communications Objectives Marketing Communications Creative Strategy Marketing Communications Mix Marketing Communications Budget Marketing Communications Performance Evaluation Measures
Message must be
Audiences include
Ensures That the Program Is Integrated Helps Identify Budget Creates a Benchmark for Measuring Results
To Choose the right medium for a promotional message, we need to consider the following. What do we want our ads to do? Who are we trying to reach? What message do we want to communicate? How much will each medium cost?
9-19
Evaluate promotional program results and determine effectiveness Take actions to control and adjust promotional programs
A marketing communications planning concept that recognizes the value of a comprehensive plan. A plan that evaluates the strategic roles of several communications disciplines:
Media advertising Direct marketing Interactive/internet marketing Sales promotion Publicity/Public relations Clarity Consistency Maximum communications impact
Integrate promotional mix strategies. Create and produce ads. Purchase media time and space Design and implement direct marketing programs Design and implement sales promotion program Design and implement public relations/publicity programs Design and implement interactive/internet marketing programs
Analyze response process of customers in the target audience. Analyze best combination of source, message and channel factors for communicating with target audience. Establish communication goals and objectives.
Mass media Broadcast - radio/TV Newspapers Magazines Direct Marketing Internet/interactive Brochures, sales literature Publicity/PR Events/sponsorships Local Regional National/international Sales Promotions In-store/POP Product placements in movies and television shows
Called Creative Strategy Determine basic appeal Determine main message Communication channels Type of media . . .
n n n
Media strategy
Select specific media Specific papers, magazines, TV programs, radio stations, billboards, or other media
TO REVIEW
Be Aware of the Nature of Integrated Marketing Communications Understand the Role of Promotion in the Marketing Mix Know the Process of Communications Understand the Objectives of Promotion Know the Elements of the Promotion Mix Have an Overview of the Major Methods of Promotion Know Factors That Affect the Choice of Promotional Methods Have Examined the Criticisms and Defenses of Promotion
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