Mma6e chapter-17 final

Marketing Management:An Asian Perspective, 6th Edition

Instructor Supplements Created by Geoffrey da Silva

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Designing And Managing Integrated Marketing Communications

17© Pearson Education South Asia Pte Ltd 2013. All rights reserved

Learning Issues for Chapter Seventeen

1. What is the role of marketing communications?

2. How marketing communications work?

3. What are the major steps in developing effective communications?

4. What is the communications mix and how should it be set?

5. What is an integrated marketing communications program?

4 © Pearson Education South Asia Pte Ltd 2013. All rights reserved

Chapter Outline

• Modern marketing calls for more than developing a good product, pricing it attractively, and making it accessible to target customers.

• Companies must also communicate with present and potential stakeholders, and with the general public.

• For most marketers, therefore, the question is not whether to communicate but rather what to say, how and when to say it, to whom, and how often.


Chapter Outline

• Consumers can turn to hundreds of cable and satellite TV channels, thousands of magazines and newspapers, and millions of Internet pages.

• They are taking a more active role in deciding what communications they want to receive as well as how they want to communicate to others about the products and services they use.

• To effectively reach and influence target markets, holistic marketers are creatively employing multiple forms of communications.

• Done right, marketing communications can have a huge payoff.


The Role of Marketing Communications

• Marketing communications are the means by which firms attempt to inform, persuade, and remind consumers—directly or indirectly—about the products and brands that they sell.

• Marketing communications represent the “voice” of the brand and are a means by which it can establish a dialogue and build relationships with consumers.

• By strengthening customer loyalty, marketing communications can contribute to customer equity.

• Marketing communications also work for consumers when they show how and why a product is used, by whom, where, and when.


The Changing Marketing Communication Environment

• Technology and other factors have profoundly changed the way consumers process communications and even whether they choose to process the information.

• The rapid diffusion of powerful broadband Internet connections and ad-skipping digital video recorders have eroded the effectiveness of the mass media.

• Consumers not only have more choices of media, they can also decide whether and how they want to receive commercial content.

• There has been a rapid fragmentation of audiences in mass media such as TV.


The Changing Marketing Communication Environment

• Marketing communications in almost every medium and form have been on the rise, and some consumers feel they are increasingly invasive.

• Marketers must be creative in using technology but not intrude in consumers’ lives.


Creative Use of New Technology in Media

Lancôme announced the debut of its new mascara with this form of advertising. Its mascara poster ad is made from electronic paper—a technology that allows paper to be written and rewritten repeatedly. Thus, Lancôme’s ad is a paper poster hanging from the ceiling of a subway train with the image changing. This paper technology allows for new images to be refreshed constantly


Marketing Communications and Brand Equity

In this new communications environment, although advertising is often a central element of a marketing communications program, it is usually not the only one—or even the most important one—in terms of building brand equity and driving sales.


Using MC To Build Brand Equity—IKEA in Japan

Rather than using mere poster ads, IKEA Japan generated buzz by delivering a brand experience with its out-of-the-box “train jack” ad campaign.


Marketing Communications and Brand Equity

• Marketing communication activities contribute to brand equity in many ways:

– by creating awareness of the brand;

– linking the right associations to the brand image in consumers’ memory;

– eliciting positive brand judgments or feelings; and

– strengthening consumer loyalty.


Marketing Communications Mix

The marketing communications mix consists of eight major modes of communication:

1.Advertising—Any paid form of non-personal presentation and promotion of ideas goods, or services by an identified sponsor via print, broadcast, network, electronic and display media.

2.Sales promotion—A variety of short-term incentives to encourage trial or purchase of a product or service, including consumer, trade, and business and sales force promotions.



3. Events and experiences—Company-sponsored activities and programs designed to create daily or special brand-related interactions with consumers, including sports arts, and cause events.

4. Public relations and publicity—A variety of programs directed internally to employees of the company or externally to consumers, other firms, the government, and media to promote or protect a company’s image or its individual products.



5. Direct marketing—Use of mail, telephone, fax, email, or the Internet to communicate directly with or solicit response or dialogue from specific customers and prospects.

6. Interactive marketing—Online activities and programs designed to engage customers or prospects and directly or indirectly raise awareness, improve image, or elicit sales of products and services.



7. Word-of-mouth marketing—People-to-people oral, written, or electronic communications that relate to the merits or experiences of purchasing or using products or services.

8. Personal selling—Face-to-face interaction with one or more prospective purchasers for the purpose of making presentations, answering questions, and procuring orders.


Table 17.1: Common Communication Platforms



• Company communication goes beyond those specific platforms.

• The product’s styling and price, the shape and color of the package, the salesperson’s manner and dress, the store décor, the company’s stationery—all communicate something to buyers.

• Every brand contact delivers an impression that can strengthen or weaken a customer’s view of the company.


Marketing Communication Effects

• The way brand associations are formed does not matter.

• Marketing communication activities must be integrated to deliver a consistent message and achieve the strategic positioning.



• The starting point in planning marketing communications is a communication audit that profiles all interactions customers in the target market may have with the company and all its products and services.

• Marketers need to assess which experiences and impressions will have the most influence at each stage of the buying process.



• Armed with these insights, they can judge marketing communications according to their ability to affect experiences and impressions, build customer loyalty and brand equity, and drive sales.

• In building brand equity, marketers should be “media neutral” and evaluate all communication options on effectiveness (how well does it work?) and efficiency (how much does it cost?).


The Communication Process Models

• Marketers should understand the fundamental elements of effective communication.

• Two models are useful: a macro model and a micro model.


Macro Model of the Communication Process

• Figure 17.1 shows a macro-communication model with nine elements.

• Two elements represent the major parties in a communication—sender and receiver.

• Two represent the major communication tools—message and media.

• Four represent major communication functions—encoding, decoding, response, and feedback. The last element in the system is noise (random and competing messages that may interfere with the intended communication).


Figure 17.1: Elements in Communication Process



• The model emphasizes the key factors in effective communication.

• Senders must know what audiences they want to reach and what responses they want to get.

• They must encode their messages so that the target audience can decode them.



• They must transmit the message through media that reach the target audience and develop feedback channels to monitor the responses.

• The more the sender’s field of experience overlaps with that of the receiver, the more effective the message is likely to be.

• Note that selective attention, distortion, and retention processes—concepts first introduced in Chapter 6—may be operating during communication.


Micro Model of Consumer Responses

• Micro models of marketing communications concentrate on consumers’ specific response to communications.

• All models assume that the

buyer passes through a:i. Cognitive stageii. Affective stageiii. Behavioral stage (in that

order)


Micro Model of Consumer Responses

• This “learn-feel-do” sequence is appropriate when the audience has a high involvement with a product category perceived to have high differentiation.

• An alternative sequence, “do-feel-learn” is relevant when the audience has high involvement but perceives little or no differentiation within the product category.

• A third sequence, “learn-do-feel” is relevant when the audience has low involvement and perceives little differentiation within the product category.

• By choosing the right sequence, the marketers can do a better job of planning communications.


Hierarchy-of-Effects Model

• Here we will assume that the buyer has high involvement with the product category and perceives high differentiation.

• A hierarchy-of-effects model in the context of a marketing communication campaign:–Awareness–Knowledge– Liking– Preference–Conviction– Purchase

See Figure 17.2


Hierarchy-of-Effects Model

To increase the odds for a successful marketing communications campaign, marketers must attempt to increase the likelihood that each step occurs.

See Figure 17.2.


Figure 17.2: Response Hierarchy Models


Hierarchy-of-Effects Model—Key Stages

1. Awareness—If most of the target audience is unaware of the object, the communicator’s task is to build awareness.

2. Knowledge—The target audience might have brand awareness but not know much more.

3. Liking—If target members know the brand, how do they feel about it?

4. Preference—The target audience might like the product but not prefer it to others. In this case, the communicator must try to build consumer preference by comparing quality, value, performance, and other features to likely competitors.


Hierarchy-of-Effects Model—Key Stages

5. Conviction—A target audience might prefer a particular product but not develop a conviction about buying it. The communicator’s job is to build conviction and purchase intent among the target audience.

6. Purchase—Finally, some members of the target audience might have conviction but may not quite get around to making the purchase. The communicator must lead these consumers to take the final step, perhaps by offering the product at a low price, offering a premium, or letting consumers try it out.


To increase the odds for a successful marketing communication campaign, marketers must attempt to increase the likelihood that each step occurs.1. The right consumer is exposed to the right message at the

right place and at the right time.

2. The ad causes the consumer to pay attention to it but does not distract from the intended message.

3. The ad properly reflects the consumer’s level of understanding about the product and the brand.


To increase the odds for a successful marketing communication campaign, marketers must attempt to increase the likelihood that each step occurs.4. The ad correctly positions the brand in terms of desirable

and deliverable points-of-difference and points-of-parity.

5. The ad motivates consumers to consider purchase of the brand.

6. The ad creates strong brand associations to all of these stored communication effects so that they can have an effect when consumers are considering making a purchase.


Developing Effective Communication

• There are eight steps in developing effective communications.

• The five basic ones are: i. identifying the target

audience, ii. determining the objectives, iii. designing the

communications, iv. selecting the channels, and v. establishing the budget.


Figure 17.3: Steps in Developing Effective Communications


Identify the Target Audience

• The process must start with a clear target audience in mind: potential buyers of the company’s products, current users, deciders, or influencers; individuals, groups, particular publics, or the general public.



• The target audience is a critical influence on the communicator’s decisions on what to say, and how, when, where, and to whom to say it.



• Although we can profile the target audience in terms of any of the market segments identified in Chapter 8:

a. It’s often useful to do so in terms of usage and loyalty. b. Is the target new to the category or a current user? c. Is the target loyal to the brand, loyal to a competitor, or

someone who switches between brands? d. If a brand user, is he or she a heavy or light user? e. Communication strategy will differ depending on the answers.f. Image analysis can be conducted to profile the target audience

in terms of brand knowledge to provide further insight.


Determine the Communication Objectives

1. Category need—Establishing a product or service category as necessary to remove a perceived discrepancy between a current motivational state and a desired motivational state.

2. Brand awareness—Fostering the customer’s ability to recognize or recall the brand within the category, in sufficient detail to make a purchase.

3. Brand attitude—Helping consumers evaluate the brand’s perceived ability to meet a currently relevant need.

4. Brand purchase intention—Moving consumers to decide to purchase the brand or take purchase-related action

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The most effective communications can often achieve multiple objectives.

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Design the Communication

Formulating the communication to achieve the desired response will require solving three problems:

a. what to say (message strategy)

b. how to say it (creative strategy), and

c. who should say it (message source).


Message Strategy

• In determining message strategy, management searches for appeals, themes, or ideas that will tie into the brand positioning and help to establish points-of-parity or points-of-difference.

• Some of these may be related directly to product or service performance (the quality, economy, or value of the brand).

• Others may relate to more extrinsic considerations (the brand as being contemporary, popular, or traditional).


Message Strategy

John Maloney saw buyers as expecting one of four types of reward from a product:

a. Rational

b. Sensory

c. Social

d. Ego satisfaction


Creative Strategy

• Communication effectiveness depends on how a message is being expressed as well as the content of the message itself.

• An ineffective communication may mean that the wrong message was used or the right message was just being expressed poorly.

• Creative strategies are how marketers translate their messages into a specific communication.

• Creative strategies can be broadly classified as involving either informational or transformational appeals.


Informational Appeal

• An informational appeal elaborates on product or service attributes or benefits.

• Examples are: a. Problem solving adsb. Product demonstration adsc. Product comparison adsd. Testimonials

• Informational appeals assume very rational processing of the communication on the part of the consumer—logic and reason “rule.”


Types of Informational Appeals

• There are three types of informational appeals:

1. Conclusion drawing

2. One-versus two-sided arguments

3. Order of argument presentations

• Each of these appeals has their supporters and distracters and depends heavily upon the target audience for the message.


Transformational Appeal

• A transformational appeal elaborates on a non-product-related benefit or image.

• It might depict:

–What kind of person uses a brand

–What kind of experience results from using the brand

• Transformational appeals often attempt to stir up emotions that will motivate purchase.


Use of Transformational Appeals

Heaven & Earth’s campaign stirs interest and excitement by delivering the ad in 3-D and offering a sampling experience.


Using Negative Appeals

• Communicators use negative appeals such as fear, guilt, and shame to get people to do things (brush their teeth, have an annual health checkup) or stop doing things (smoking, alcohol abuse, overeating).

• Fear appeals work best when they are not too strong.

• Further, fear appeals work better when source credibility is high and when the communication promises to relieve, in a believable and efficient way, the fear it arouses.

• Messages are most persuasive when they are moderately discrepant with what the audience believes.


Emotional Appeals

• Communicators also use positive emotional appeals such as humor, love, pride, and joy.

• Motivational or “borrowed interest” devices are often employed to attract consumer attention and raise their involvement with an ad.

• Borrowed interest techniques are thought to be necessary in the tough new media environment characterized by low involvement consumer processing and while competing with ad and programming clutter.

• These borrowed interest approaches can attract attention and create more liking and belief in the sponsor


Getting Attention

• Attention getting tactics are often too effective and distract from brand or product claims.

• One challenge in arriving at the best creative strategy is figuring out how to “break through the clutter” to attract the attention of the consumer—but still be able to deliver the intended message.

• The magic of advertising is to bring concepts to life in the minds of the consumer target.


Message Source

• Messages delivered by attractive or popular sources can potentially achieve higher attention and recall, which is why advertisers often use celebrities as spokespeople.

• Celebrities are likely to be effective when they personify a key product attribute.

• What is important is the spokesperson’s credibility.

• Pharmaceutical companies want doctors to testify about product benefits because doctors have high credibility.


Message Source

Korean star, Lee Young Ae, was chosen to be the spokesmodel for LG Electronics after the success of her Korean drama, Daejanggeum, throughout Asia. The distinctive characteristics of her role in the drama, caring and out-of-box thinker, perfectly match LG’s vision as an innovative company that cares for its customers.


Factors Affecting Source Credibility

• Expertise is the specialized knowledge the communicator possesses to back the claim.

• Trustworthiness is related to how objective and honest the source is perceived to be. Friends are trusted more than strangers or salespeople, and people who are not paid to endorse a product are viewed as more trustworthy than people who are paid.

• Likability describes the source’s attractiveness. Qualities like candor, humor, and naturalness make a source more likable.

• The most highly credible source would be a person who scores high on all three dimensions.


Marketing Insights: Celebrity Endorsements as a Strategy

A well-chosen celebrity can draw attention to a product or a brand. Celebrities can play a strategic role for their brands; using celebrities poses certain risks.

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Jeremy Lin—Linsanity, craze over NBA New York Knicks player Jeremy Lin of American-born Chinese of Taiwanese heritage, is attracting much Asian sponsorships as an endorser.

Western celebrities are heavily used in Japan. Japan has a larger advertising budget and tends to remunerate celebrities higher than the U.S.

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Principle of Congruity

• If a person has a positive attitude toward a source and a message, or a negative attitude toward both, a state of congruity is said to exist.

• What happens if a consumer holds one attitude towards the source and another toward the product?


Principle of Congruity

• Attitude change will take place in the direction of increasing the amount of congruity between the two evaluations

• The consumer will end up respecting one somewhat less or somewhat more.

• The principle of congruity implies that communicators can use their good image to reduce some negative feelings toward a brand but in the process might lose some esteem with the audience.


Selecting the Communication Channels

• Selecting efficient channels to carry the message becomes more difficult as channels of communication become more fragmented and cluttered.

• Communication channels may be personal and non-personal.

• Within each are many sub-channels


Personal Communication Channels

• Personal communication channels involve two or more persons communicating directly face-to-face, person to audience, over the telephone, or through e-mail.

• Personal communication channels derive their effectiveness through individualized presentation and feedback.

• Advocate channels consist of company salespeople contacting buyers in the target market.

• Expert channels consist of independent experts making statements to target buyers.

• Social channels consist of neighbors, friends, family members, and associates talking to target buyers.


Personal Channels

In Taiwan, word of mouth spread the popularity of Mister Donut.


Personal Channels Carry More Influence

• One is with products that are expensive, risky, or purchased infrequently.

• The other is where the product suggests about the user’s status or taste.

• People often ask others for a recommendation for a doctor, plumber, hotel, lawyer, accountant, architect, insurance agent, interior decorator, or financial consultant.


Personal Channels Carry More Influence

• If we have confidence in the recommendation, we normally act on the referral.

• In such cases, the recommender has potentially benefited the service provider as well as the service seeker.

• Service providers clearly have a strong interest in building referral sources.


Non-Personal (Mass) Communication Channels

• Non-personal communication channels are communications directed to more than one person and includes media, sales promotions, events, and publicity.

• Media includes print, broadcast, network, electronic, and display media.

• Sales promotions consist of consumer promotions, trade promotions, and business and sales-force promotion.

• Events and experiences include sports, arts, entertainment, and cause events.

• Public relations include communications directed internally or externally to consumers, other firms, media, and government.



• Much of the recent growth of non-personal channels has been with events and experiences.

• A company can build its brand image through creating or sponsoring events.

• Companies are searching for better ways to quantify the benefits of sponsorship and are demanding greater accountability.



• Companies can create events designed to surprise the public and create a buzz.

• The increased use of attention-getting events is a response to the fragmentation of the media.

• The lasting effects of events on brand awareness, knowledge, or preference will depend upon the quality of the product, the event itself, and its execution.


Sponsorships—Samsung

Samsung sponsors sports events such as the Olympics to enhance its image.


Guerilla Marketing Tactics

To promote its new line of televisions, LG pretended to launch a fake new TV series, even holding a heavily promoted premiere


Integration of Communication Channels

• Although personal communication is often more effective than mass communication, mass media might be the major means of stimulating personal communication.

• Mass communications affect personal attitudes toward behavior through a two-step process:– Ideas flow from mass media to opinion leaders.– From opinion leaders to the less media-involved population

groups.


Implications of Two-Step Flow

• The influence of mass media on public opinion is not as direct, powerful, and automatic as supposed.

• It is mediated by opinion leaders.

• This two-step flow challenges the notion that consumption styles are primarily influenced by a “trickle down” or “trickle up” effect from mass media.


Implications of Two-Step Flow

• People interact primarily with their own social groups and acquire ideas from opinion leaders in their group.

• The two-step process suggests that mass communicators should direct messages specifically to opinion leaders and let them carry the messages to others.


Establish the Total Marketing Communications Budget

One of the most difficult marketing decisions is determining how much to spend on promotion. Industries and companies vary considerably in how much they spend on promotion.


Establish the Total Marketing Communications Budget

Companies decide on the promotion budget in four common ways:

a. the affordable method

b. percentage-of-sales method

c. competitive-parity method

d. the objective-and-task method


Affordable Method

• Some companies set the promotion budget at what they think the company can afford.

• This method completely ignores the role of promotion as an investment and the immediate impact on sales volume.

• It leads to uncertain annual budget, and makes long-range planning difficult.


Percentage-of-Sales Method

• Some companies set promotion expenditures at a specified percentage of sales (current or anticipated) or the sales price.

• Supporters of the percentage-of-sales method see a number of advantages.

i. Promotion expenditures will vary with what the company can “afford.”

ii. It encourages management to think of the relationship among promotion cost, selling price, and profit per unit.

iii. It encourages stability when competing firms spend approximately the same percentage of their sales on promotion.


Drawbacks of the Percentage-of-Sales Method

The percentage-of-sales method has little to justify it.

i. It views sales as the determiner of promotion rather than as the result.

ii. It leads to a budget set by the availability of funds rather than by market opportunities.

iii. It discourages experimentation with countercyclical promotion or aggressive spending.


Drawbacks of the Percentage-of-Sales Method

iv. Year-to-year sales fluctuations interfere with long-range planning.

v. There is no logical basis for choosing the specific percentage.

vi. It does not encourage building the promotion budget by determining what each product and territory deserves.


Competitive-Parity Method

• Some companies set their promotion budget to achieve share-of-voice parity with competitors.

• Two arguments are made in support of the competitive-parity method.

–Competitors’ expenditures represent the collective wisdom of the industry.

–Maintaining competitive parity prevents promotion wars.

• Neither argument is valid.


Objective-and-Task Method

• The objective-and-task method calls upon marketers to develop promotion budgets by defining specific objectives, determining the tasks that must be performed to achieve these objectives, and estimating the costs of performing these tasks.

• The sum of these costs is the proposed promotion budget.

• The objective-and-task method has the advantage of requiring management to spell out its assumptions about the relationship among dollars spent, exposure levels, trial rates, and regular usage.


Example of objective-and-task method: Pocari wants to introduce a new natural energy drink called Xburst for the casual athlete. Its objectives might be as follows:

1. Establish the market share goal. The company estimates 50 million potential users and sets a target of attracting 8 percent of the market—that is, four million users.

2. Determine the percentage of the market that should be reached by advertising. The advertiser hopes to reach 80 percent (40 million prospects) with the advertising message.



3. Determine the percentage of aware prospects that should be persuaded to try the brand. The advertiser would be pleased if 25 percent of aware prospects (10 million) tried Xburst. This is because it estimates that 40 percent of all triers, or four million people, would become loyal users. This is the market goal.

4. Determine the number of advertising impressions per 1 percent trial rate. The advertiser estimates that 40 advertising impressions (exposures) for every 1 percent of the population would bring about a 25 percent trial rate.



5. Determine the number of gross rating points that would have to be purchased. A gross rating point is one exposure to 1 percent of the target population. Because the company wants to achieve 40 exposures to 80 percent of the population, it will want to buy 3,200 gross rating points.

6. Determine the necessary advertising budget on the basis of the average cost of buying a gross rating point. To expose 1 percent of the target population to one impression costs an average of $3,277. Therefore, 3,200 gross rating points would cost $10,486,400 (= $3,277 x 3,200) in the introductory year.


Deciding on the Marketing Communications Mix

• Companies must allocate the marketing communication budget over the six major modes of communications—advertising, sales promotion, public relations and publicity, events and experiences, personal selling, and direct marketing.

• Within the same industry, companies can differ considerably in their media and channel choices.

• Companies are always searching for ways to gain efficiency by replacing one promotional tool with others.


Deciding on the Marketing Communications Mix

• Many companies are replacing some field sales activity with ads, direct mail, telemarketing, and online marketing.

• Companies are shifting advertising funds into sales promotion.

• “Marketing Insight: Marketing Communication and the Urban Chinese Consumer” reports some research findings on the advertising and promotional attitudes of mainland consumers.


Advertising

• Advertising can be used to build up a long-term image for a product or trigger quick sales.

• Advertising can efficiently reach geographically dispersed buyers.

• Certain types of advertising require large budgets; others do not.

• Just the presence of advertising might have an effect on sales.

• Consumers might believe that the advertised brand must offer a “good value.”

• Because of the many forms of advertising, it is difficult to make generalizations.


Qualities of Advertising

• Pervasiveness—Advertising permits the seller to repeat a message many times. It also allows the buyer to receive and compare the messages of various competitors. Large-scale advertising says something positive about the seller’s size, power, and success.

• Amplified expressiveness—Advertising provides opportunities for dramatizing the company and its products through the artful use of print, sound, and color.

• Impersonality—The audience does not feel obligated to pay attention or respond to advertising. Advertising is a monologue in front of, not a dialogue with, the audience.


Sales Promotions

• Companies use sales promotion tools—coupons, contests, premiums, and the like—to draw a stronger and quicker buyer response.

• Sales promotion can be used for short-run effects such as to highlight product offers and boost sagging sales.


Three distinctive benefits of Sales Promotions

1. Communication—They gain attention and may lead the consumer to the product.

2. Incentive—They incorporate some concession, inducement, or contribution that gives value to the consumer.

3. Invitation—They include a distinct invitation to engage in the transaction now.


Sales Promotions—Use of Premiums

McDonald’s uses premiums as a sales promotion tool to draw consumers to buy.


Public Relations

• Marketers tend to underuse public relations, yet a well-thought-out program coordinated with the other communications-mix elements can be extremely effective.

• The appeal of public relations and publicity is based on three distinctive qualities:a. High credibility—News stories and features are more authentic

and credible to readers than ads.b. Ability to catch buyers off guard—Public relations can reach

prospects who prefer to avoid salespeople and advertisements.c. Dramatization—Public relations have the potential to dramatize

a company or product.


Public Relations and Philanthropy

Procter & Gamble’s philanthropic activities in China builds good relations between the company and the society.


Events and Experiences

There are many advantages to events and experiences:

1. Relevant—A well-chosen event or experience can be seen as highly relevant as the consumer gets personally involved.

2. Involving—Given its live, real-time quality, consumers can find events and experiences more actively engaging.

3. Implicit—Events are more of an indirect “soft sell.”


Sponsorship of the Youth Olympics (Singapore)

The first Youth Olympic Games held in Singapore saw sponsorships from Samsung, McDonald’s, Coca-Cola, and Visa.


Direct and Interactive Marketing

• Direct and interactive marketing takes many forms—over the phone, online, or in person.

• They share three distinctive characteristics.

• Direct and interactive marketing messages are:i. Customized—The message can be prepared to appeal to the

addressed individual.ii. Up-to-date—A message can be prepared very quickly.iii. Interactive—The message can be changed depending on the

person’s response.


Interactive Marketing

Frisomum engaged in an interactive augmented reality campaign to show the development of a virtual fetus alongside an actual baby’s


Word-of-Mouth Marketing

• Word of mouth also takes many forms online or off-line.

• Three noteworthy characteristics are:

–Credible—Because people trust others they know and respect, word of mouth can be highly influential.

– Personal—Word of mouth can be a very intimate dialogue that reflects personal facts, opinions, and experiences.

– Timely—It occurs when people want it to and when they are most interested, and it often follows noteworthy or meaningful events or experiences.


Personal Selling

• Personal selling is the most effective tool at later stages of the buying process, particularly in building up buyer preference, conviction, and action.

• Personal selling has three distinctive qualities:i. Personal interaction—Personal selling involves an immediate

and interactive relationship between two or more persons. Each party is able to observe the other’s reactions.

ii. Cultivation—Personal selling permits all kinds of relationships to spring up, ranging from a matter-of-fact selling relationship to a deep personal friendship.

iii. Response—Personal selling makes the buyer feel under some obligation for having listened to the sales talk.


Factors in Setting the Marketing Communications Mix

• Companies must consider several factors in developing their communications mix:

– type of product market

– consumer readiness to make a purchase, and

– stage in the product life cycle.

• Also important is the company’s market rank.


Type of Product Market

• Communication allocations vary between consumer and business markets.

• Consumer markets tend to spend comparatively more on sales promotion and advertising.

• Business marketers tend to spend comparatively more on personal selling.

• In general, personal selling is used more with:– Complex– Expensive– Risky goods– In markets with fewer and larger sellers (hence business markets)


Advertising combined with personal selling can increase sales in the business markets, advertising still plays a significant role:i. Advertising can provide an introduction to the company and its products.

ii. If the product has new features, advertising can explain them.

iii. Reminder advertising is more economical than sales calls.

iv. Advertisements offering brochures and carrying the company’s phone number or web address are an effective way to generate leads for sales representatives.

v. Sales representatives can use copies of the company’s ads to legitimize their company and products.

vi. Advertising can remind customers how to use the product and reassure them about their purchase.


Corporate Advertising

• Advertising combined with personal selling can increase sales over what would have resulted if there had been no advertising.

• Corporate advertising can improve a company’s reputation and improve the sales force’s chances of getting a favorable first hearing and early adoption of the product.


Personal selling can also make a strong contribution in consumer-goods marketing.

• An effectively trained company sales force can make four important contributions.

i. Increased stock position

ii. Build enthusiasm

iii. Conduce missionary selling

iv. Manage key accounts


Buyer-readiness Stage

• Communication tools vary in cost-effectiveness at different stages of buyer readiness.

• Advertising and publicity play the most important roles in the awareness-building stage.

• Customer comprehension is primarily affected by advertising and personal selling.

• Customer conviction is influenced mostly by personal selling.• Closing the sale is influenced mostly by personal selling and

sales promotion.• Reordering is also affected mostly by personal selling, sales

promotion, and somewhat by advertising.


Figure 17.4: Cost-Effectiveness of Three Different Communication Tools


Product Life-cycle Stage

• In the introduction stage, advertising and publicity have the highest cost-effectiveness, followed by personal selling to gain distribution coverage, and sales promotion to induce trial.

• In the growth stage, demand has its own momentum through word of mouth.

• In the maturity stage, sales promotion, advertising, and personal selling all grow more important, in that order.

• In the decline stage, sales promotion continues strong, advertising and publicity are reduced, and salespeople give the product only minimal attention.


Measuring Communication Results

• Senior managers want to know the outcomes and revenues resulting from their communications investments.

• Too often, communications directors supply only outputs and expenses.

• After implementing the communication plan, the communications director must measure its impact on the target audience.


Measuring Communication—Use of Smart Screens by View Media

Smart screens are used on high-tech billboards in Singapore to capture characteristics of people viewing the ad.


Measuring Results of Marketing Communications

• Members of the target audience are asked:i. Whether they recognize or recall the message.ii. How many times they saw it.iii. What points they recall.iv. How they felt about the message.v. Previous and current attitudes toward the product and the

company.

• The communications director should also collect:– Behavioral measures of audience response, such as how many

people bought the product, liked it, and talked to others about it.


Agro Asia (Double A)

Given the low interest in the product category, Thai photocopying paper manufacturer Agro Asia organized a regional campaign to increase brand awareness. Double A’s campaign was so attention drawing that brand awareness rose to 70 to 97 percent regionally.


Feedback Measurement

• Figure 17.5 provides an example of good feedback measurement.

• We find that 80 percent of the consumers in the total market are aware of brand A, 60 percent have tried it, and only 20 percent who have tried it are satisfied.

• This indicates that the communication program is effective in creating awareness, but the product fails to meet consumer expectations.


Feedback Measurement

• In contrast, only 40 percent of the consumers in the total market are aware of brand B, and only 30 percent have tried it, but 80 percent of those who have tried it are satisfied.

• In this case, the communication program needs to be strengthened to take advantage of the brand’s potential power.


Figure 17.5: Current Consumer States for Two Brands


Managing the Integrated Marketing Communications Process

• Many companies still rely on only one or two communication tools.

• This practice persists in spite of the fragmenting of mass markets into a multitude of minimarkets, each requiring its own approach; the proliferation of new types of media; and the growing sophistication of consumers.

• The wide range of communication tools, messages, and audiences makes it imperative that companies move toward integrated marketing communications.

• Companies must adopt a “360-degree view” of consumers to fully understand all the different ways that communications can affect consumer behavior in their daily lives.


What is ‘integrated marketing communications?’

The American Association of Advertising Agencies defines integrated marketing communications (IMC) as “a planning process designed to assure that all brand contacts received by a customer or prospect for a product, service, or organization are relevant to that person and consistent over time.”


Managing the Integrated Marketing Communications Process

• This planning process evaluates the strategic roles of a variety of communications disciplines—for example, general advertising, direct response, sales promotion, and public relations—and skillfully combines these disciplines to provide clarity, consistency, and maximum impact through the seamless integration of messages.

• Media companies and ad agencies are expanding their capabilities to offer multi-platform deals for marketers. These expanded capabilities make it easier for marketers to assemble various media properties—as well as related marketing services—in an integrated communication program.


Coordinating Media

• Media coordination can occur across and within media types, but marketers should combine personal and non-personal communications channels through multiple-vehicle, multiple-stage campaigns to achieve maximum impact and increase message reach and impact.

• Promotions can be more effective when combined with advertising.

• Many companies are coordinating their online and off-line communications activities. Web addresses in ads (especially print ads) and on packages allow people to more fully explore a company’s products, find store locations, and get more product or service information.


Coordination in an IMC program—Nike

Nike’s “Kobe Mentu” campaign involved coordinating a six-episode reality show, a TV commercial, out-of-home and print advertisements, an online site.


Implementing IMC

• In recent years, large ad agencies have substantially improved their integrated offerings.

• To facilitate one-stop shopping, these agencies have acquired promotion agencies, public relations firms, package-design consultancies, Web site developers, and direct-mail houses.

• They are redefining themselves as communications companies that assist clients to improve their overall communications effectiveness by offering strategic and practical advice on many forms of communication.


Implementing IMC

• Integrated marketing communications can produce stronger message consistency and help build brand equity and create greater sales impact.

• It forces management to think about every way the customer comes in contact with the company, how the company communicates its positioning, the relative importance of each vehicle, and timing issues.


Implementing IMC

• It gives someone the responsibility—where none existed before—to unify the company’s brand images and messages as they come through thousands of company activities. IMC should improve the company’s ability to reach the right customers with the right messages at the right time and in the right place.


Marketing Memo: How integrated is your IMC program?

• In assessing the collective impact of an IMC program, the marketer’s overriding goal is to create the most effective and efficient communications program possible.

• The following six criteria can help determine whether communications are truly integrated:i. Coverageii. Contributioniii. Commonalityiv. Complementarityv. Versatilityvi. Cost


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Thank you