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DEVELOPING
EFFECTIVE
MARKETING
COMMUNICATIONS
8 STEPS IN DEVELOPING EFFECTIVE
MARKETING COMMUNICATION
IMC: Integrated Marketing Communication
IDENTIFY THE
TARGET AUDIENCE
COMMUNICATION
OBJECTIVES
Objectives
Category
Need
Brand
Awareness
Brand
Attitude
Purchase
Intention
DESIGNING THE
COMMUNICATION
Design
Message
Strategy
Creative
Strategy
Message
Source
MESSAGE STRATEGY
CREATIVE STRATEGY
How to
say it?
2 TYPES
• Informational
• Transformational
Informational
Appeal
Transformational
Appeal
MESSAGE SOURCE
Who should
say it????Who should
say it???
SELECTING THE
COMMUNICATION
CHANNEL
Communication Channels
Personal Channels:
• Advocate
• Expert
• Social
Non-Personal Channels:
•Advertising
•Sales Promotion
•Events & Experience
•Public Relations
Integration of Channels:
Mass Media + Personal Channels
ESTIMATING
THE TOTAL
COMMUNICATIONS
BUDGET
Methods
• Affordable
• Percentage-Of-Sales
• Competitive Parity
• Objective-And-Task Method
•Affordable Method:
Set the Promotion budget at what they think
the company can afford.
•Percentage-Of-Sales Method:
Set promotion expenditures at a specified
percentage of sales (either current or
anticipated) or of the sales price.
•Competitive-Parity Method :
Set the promotion budget to achieve share-
of-voice parity with competitors.
OBJECTIVE-AND-
TASK METHOD
Ch16 developing effective marketing communications

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