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Chapter 6
1.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. CHAPTER: 6 INTEGRATING MARKETING COMMUNICATIONS TO BUILD BRAND EQUITY
2.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Learning Objectives Describe some of the changes in the new media environment Outline the major marketing communication options Describe some of the key tactical issues in evaluating different communication options Identify the choice criteria in developing an integrated marketing communication program Explain the rationale for mixing and matching communication options
3.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Marketing Communication Means by which firms attempt to inform, persuade, and remind consumers about the brands they sell Can contribute to brand equity by: Creating awareness of the brand Linking points-of-parity and points-of-difference associations to the brand in consumers’ memory Eliciting positive brand judgments or feelings Facilitating a stronger consumer-brand connection and brand resonance
4.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. The New Media Environment Has changed dramatically in recent years Traditional advertising media seem to be losing their grip Digital revolution has changed the way consumers learn and talk about brands Changing media landscape has forced marketers to re- evaluate how they should best communicate with consumers
5.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. The New Media Environment • Information processing model of communications Challenges in Designing Brand- Building Communications Role of Multiple Communications
6.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Challenges in Designing Brand-Building Communications Skilfully designed and implemented marketing communications programs Should be efficient and effective Require careful planning and creative knack
7.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Information Processing Model of Communications For a person to be persuaded by any form of communication the following steps must occur: Exposure - Seeing or hearing communication Attention - Noticing communication Comprehension - Understanding the intended message Yielding - Responding favorably to the message Intentions - Planning to act in the desired manner of communication Behavior - Actually acting in the desired manner
8.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Figure 6.2- Simple Test for Marketing Communication Effectiveness
9.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Role of Multiple Communications Advantages of multiple communications Optimal utilization of monetary and other resources Different communication options also may target different market segments
10.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Marketing Communication Options Marketing Communication Advertising and Promotion Interactive Marketing Events and Experiences Mobile Marketing
11.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Advertising Any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor Powerful means of creating strong, favorable, and unique brand associations and eliciting positive judgments and feelings Specific effects are difficult to quantify and predict
12.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Types of Advertising Media Television Radio Print Direct Response Place
13.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Promotion Consumer Promotions Trade Promotions
14.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Promotions Advantages Permit manufacturers to charge different prices to groups of consumers who vary in their price sensitivity Convey a sense of urgency to consumers Can build brand equity through actual product experience Encourage the trade to maintain full stocks and support the manufacturer’s merchandising efforts
15.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Promotions Disadvantages Decreased brand loyalty and increased brand switching Decreased quality perceptions, and increased price sensitivity Inhibit the use of franchise Divert marketing funds sales promotion Increase the importance of price as a factor in consumer decisions May subsidize buyers who would have bought the brand anyway
16.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Online Marketing Communication Web Sites On line Ads and Videos Social Media
17.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Events and Experiences Focus on engaging the consumers’ senses and imagination as a part of brand building Event marketing: Public sponsorship of events or activities related to sports, art, entertainment, or social causes Range from extravagant sponsorship events to a simple local in-store product demonstration Rationale Guidelines
18.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Mobile Marketing Product advertising on various mobile platforms Geotargeting: Marketers send messages to consumers based on their location and the activities they are engaging in Opt-in advertising - Users agree to allow advertisers to use specific, personal information send them targeted ads and promotions
19.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. To Sum up... Marketing communication is indispensible to the process of brand building Developments in technology has provided new and creative modes of communication Marketers should employ judicious communications mix to achieve their goals
20.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Brand Amplifiers Efforts made to engage consumers and the public via word-of-mouth and public relations and publicity Amplify the effects created by other marketing activities through: Public relations and publicity Word-of-mouth Public relations and publicity Word-of-mouth
21.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Developing Integrated Marketing Communication Program (IMC) Criteria for IMC Programs Using IMC Choice Criteria
22.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Criteria For IMC Program Coverage Contribution Commonality Complementarity Comformability Cost
23.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Using IMC Choice Criteria Evaluating Communication Options Establishing Priorities and Trade-Offs
24.
Copyright © 2013
Pearson Education, Inc. Publishing as Prentice Hall. Figure 6.7 - General Marketing Communication Guidelines
25.
All rights reserved.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America. Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall
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