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Professor TakadaProfessor Takada
Integrated Marketing Communication Advertising Sales Promotion Public Relations
Personal SellingDirect Marketing
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Marketing Communications
The means by which firms attempt to inform, persuade, and remind
consumers, directly or indirectly, aboutthe products and brands they sell.
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Product Launch Communications Mix
Kleenex allocated its communications dollars:
•75% Television
•23% Print
•2% Online
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Factors in Setting Communications Mix
• Type of product market
• Consumer readiness to make a purchase
• Stage in the product life cycle
• Market rank
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The Communications Process
Selective attention
Selective distortion
Selective retention
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ROAD MAP: Previewing the Concepts
• Integrated marketing communicationsFive promotion tools and the factors that must be considered in
shaping the overall promotion mix.
– Advertising:
The major decisions involved in developing an advertising program.
– Sales promotion: How do sales promotion campaigns are developed and
implemented?
– Public relations: How do companies use public relations to communicate with their publics?
– Personal selling:Role of a company’s salespeople, six major steps and process of
sales force management – Direct marketing:
Major forms of direct marketing.
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Marketing Communications Mix
• Advertising– Any paid form of nonpersonal presentation and promotion of ideas, goods, or
services by an identified sponsor.
• Sales Promotion– Short-term incentives to encourage the purchase or sale of a product or service.
• Public Relations– Building good relations with the company’s various publics by obtaining
favorable publicity, building up a good corporate image, and handling or heading off unfavorable rumors, stories, and events.
• Personal Selling– Personal presentation by the firm’s sales force for the purpose of making sales
and building customer relationships.
• Direct Marketing– Direct connections with carefully targeted individual consumers to both obtain an immediate
response and cultivate lasting customer relationships—the use of telephone, mail, fax, e-mail, the Internet, and other tools to communicate directly with specific consumers.
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The Changing Communications Environment
Two factors are changing the face of today’s marketing communications:
As mass markets have fragmented, marketers are shifting away from mass marketing
Vast improvements in information technology are speeding the movement toward segmented marketing
The Need for IMC
Using IMC, the company carefully integrates and coordinates its many communication channels to deliver a clear, consistent, and
compelling message about the organization and its brands.
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Advertising• Can reach masses of
geographically dispersed buyers.
• Can repeat a message many times.
• Is impersonal, one-way communication.
• Can be very costly for some media types.
Personal Selling
• Involves personal interaction.Involves personal interaction.• Allows relationship building.Allows relationship building.• Most expensive promotion tool.Most expensive promotion tool.
Sales Promotion
• Wide assortment of tools.Wide assortment of tools.
• Attracts consumer Attracts consumer attention.attention.
• Offers strong incentives to Offers strong incentives to buy.buy.
• Invites and rewards quick Invites and rewards quick consumer response.consumer response.
• Effects are short-lived.Effects are short-lived.
Public Relations
• Very believable.Very believable.• Reaches people who Reaches people who
avoid salespeople and avoid salespeople and ads.ads.
• Can dramatize a Can dramatize a company or product.company or product.
• Under utilized.Under utilized.• Effective and economical.Effective and economical.
Direct Marketing
• Many forms that share four Many forms that share four characteristics:characteristics:
Nonpublic/Immediate/Customized/Nonpublic/Immediate/Customized/InteractiveInteractive
• Well suited to highly targeted marketing.Well suited to highly targeted marketing.
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Personal Communications Channels
Advocate channels
Expert channels
Social channels
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Coordinating Media to Build Brand Equity
Brand Signature
Media Interactions
Ad Retrieval
Cues
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ROAD MAP:
• Integrated marketing communicationsFive promotion tools and the factors that must be considered in
shaping the overall promotion mix.
– Advertising:
The major decisions involved in developing an advertising program.– Sales promotion:
How do sales promotion campaigns are developed and implemented?
– Public relations: How do companies use public relations to communicate with their publics?
– Personal selling:Role of a company’s salespeople, six major steps and process of sales force
management – Direct marketing:
Major forms of direct marketing.
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Advertising
Any paid form of nonpersonal presentationand promotion of ideas, goods, orservices by an identified sponsor.
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Setting Advertising Objectives
•An advertising objective: – A specific communication task to be
accomplished with a specific target audience during a specific period of time.
•Classified by purpose:– Inform– Persuade– Compare– Remind
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Communications Objectives
Category Need
Brand Awareness
Brand Attitude
Purchase Intention
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Factors to Consider in Setting an Advertising Budget
Stage in the product life cycle
Market share and consumer base
Competition and clutter
Advertising frequency
Product substitutability
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Setting the Advertising Budget
Affordable Based on What the Company Thinks it Can Afford
Objective-and-Task Set Objectives, Determine Tasks to Achieve Objectives,
Sum of Task Costs Equals Budget
Objective-and-Task Set Objectives, Determine Tasks to Achieve Objectives,
Sum of Task Costs Equals Budget
Percentage-of-SalesBased on a Percentage of Current or Forecasted Sales
Percentage-of-SalesBased on a Percentage of Current or Forecasted Sales
Competitive-ParitySet Budget to Match Competitors
Competitive-ParitySet Budget to Match Competitors
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Objective-and-Task Method• Establish the market share goal.• Determine the percentage that should be
reached.• Determine the percentage of aware prospects
that should be persuaded to try the brand.• Determine the number of advertising impressions
per 1% trial rate.• Determine the number of gross rating points that
would have to be purchased.• Determine the necessary advertising budget on
the basis of the average cost of buying a GRP.
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Developing Advertising Strategy
•Two major elements:
– Message decisions
– Media decisions
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Message Strategy
Identify Customer Benefits
Develop Compelling Creative ConceptThe “Big Idea”
Advertising Appeals Should BeMeaningful, Believable, & Distinctive
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Image
The set of beliefs, ideas, and impressionsa person holds regarding an object.
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Communications Objectives
Category Need
Brand Awareness
Brand Attitude
Purchase Intention
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Designing the Communications
• Message strategy
• Creative strategy
• Message source
• Personal communication channels
• Nonpersonal communication channels
• Integration
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Creative Strategy
• Informational and transformational appeals
• Positive and negative appeals– Fear– Guilt– Shame– Humor– Love– Pride– Joy
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Creative Brief
• Positioning statement
• Key message
• Target market
• Objectives
• Key brand benefits
• Brand promise
• Evidence of promise
• Media
• Background
• Creative considerations
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The Importance of TaglinesBrand Theme Ad Tagline
Our hamburgers are bigger.
Where’s the Beef?
Our tissue is softer. Please Don’t Squeeze the Charmin.
No hard sell, just a good car.
Drivers Wanted
We don’t rent as many cars, so we have to do more for our customers.
We Try Harder
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Message Source
Celebrity Characteristics– Expertise– Trustworthiness– Likeability
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Stimulating Personal Influence Channels
• Identify influential individuals and devote extra attention to them
• Create opinion leaders
• Use community influentials in testimonial advertising
• Develop advertising with high “conversation value”
• Develop WOM referral channels
• Establish an electronic forum
• Use viral marketing
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Nonpersonal Communication Channels
Media
Sales Promotion
Events and Experiences
Public Relations
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Message Execution
Slice of LifeSlice of Life
LifestyleLifestyle
FantasyFantasy
Mood or ImageMood or Image
MusicalMusical
Personality SymbolPersonality Symbol
Technical ExpertiseTechnical Expertise
Scientific EvidenceScientific Evidence
Testimonial Evidenceor Endorsement
Testimonial Evidenceor Endorsement
Typical
Approaches
Comparative advertising, celebrity endorsement (Nike with Tiger Woods), humor in ads.
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Message Execution
•Choose a tone
•Use memorable, attention-getting words
•Choose correct format elements– Illustration– Headline– Copy
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Media Decisions
• Reach & Frequency, Gross Rating Point (GRP)
• Media Impact– The qualitative value of a message exposure through a given
mediumMedia Type
• Major media types:Major media types:
• Newspapers, TV, DM, radio, Newspapers, TV, DM, radio, magazines, outdoor, magazines, outdoor, Internet.Internet.
• Factors to consider:Factors to consider:– Media habits of target consumersMedia habits of target consumers– Nature of the productNature of the product– Type of messageType of message– CostCost– Media vehiclesMedia vehicles
• Specific media within each Specific media within each general media typegeneral media type
Media Timing
• Must decide how to schedule Must decide how to schedule the advertising over the course the advertising over the course of a yearof a year
– Follow seasonal patternFollow seasonal pattern– Oppose seasonal patternOppose seasonal pattern– Same coverage all yearSame coverage all year
• Choose the pattern of the adsChoose the pattern of the ads– ContinuityContinuity– PulsingPulsing
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TelevisionAdvantages
• Reaches broad spectrum of consumers
• Low cost per exposure
• Ability to demonstrate product use
• Ability to portray image and brand personality
Disadvantages
• Brief
• Clutter
• High cost of production
• High cost of placement
• Lack of attention by viewers
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Print Ads
Advantages
• Detailed product information
• Ability to communicate user imagery
• Flexibility
• Ability to segment
Disadvantages
• Passive medium
• Clutter
• Unable to demonstrate product use
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Relationship among Trial, Awareness, and the Exposure Function
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Choosing Among Major Media Types
• Target audience and media habits
• Product characteristics
• Message characteristics
• Cost
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Major Media Types
• Newspapers
• Television
• Direct mail
• Radio
• Magazines
• Outdoor
• Yellow pages
• Newsletters
• Brochures
• Telephone
• Internet
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Marketing Communication Expenditures (2001)
Media $ % of Total
TV 52.7 22
Radio 19.4 8
Internet 3.4 1
Magazines 12.3 5
Newspaper 49.4 21
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Factors Affecting Timing Patterns
• Buyer turnover
• Purchase frequency
• Forgetting rate
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Media Schedule Patterns
• Continuity
• Concentration
• Flighting
• Pulsing
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Evaluating Advertising Effectiveness
• Communication Effect Research– Consumer feedback
method– Portfolio tests– Laboratory tests
• Sales-Effect Research
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Evaluating Advertising
Measure the communication effects of an ad.“Copy Testing”
Measure the sales effects of an ad.Is the ad increasing sales?
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Print Ad Evaluation Criteria• Is the message clear at a glance?
• Is the benefit in the headline?
•Does the illustration support the headline?
•Does the first line of the copy support or explain the headline and illustration?
• Is the ad easy to read and follow?
• Is the product easily identified?
• Is the brand or sponsor clearly identified?
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Other Advertising Considerations
Small Companies:Sales Departments
Large Companies:Advertising
Departments
Advertising Agency:A marketing services firm that assists companies
in planning, preparing, implementing, and evaluating all or portions of their advertising
programs.