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Principles of Marketing Seventeenth Edition Chapter 14 Engaging Consumers and Communicating Customer Value: Integrated Marketing Communication Strategy Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Learning Objectives 14 -1 Define the five promotion mix tools for communicating customer value . 14 -2 Discuss the changing communications landscape and the need for integrated marketing communications. 14 -3 Outline the communication process and the steps in developing effective marketing communications. 14 -4 Explain the methods for setting the promotion budget and factors that affect the design of the promotion mix. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Learning Objective 1 Define the five promotion mix tools for communicating customer value . Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. The Promotional Mix The promotion mix is the specific blend of promotion tools that the company uses to persuasively communicate customer value and build customer relationships. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. The Promotional Mix Advertising is any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor. • Broadcast • Print • Online • Mobile • Outdoor Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. The Promotional Mix Sales promotion is a short -term incentive to encourage the purchase or sale of a product or service. • Discounts • Coupons • Displays • Demonstrations Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. The Promotional Mix Personal selling is the personal interaction by the firm’s sales force for the purpose of engaging customers, making sales, and building customer relationships . Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. The Promotional Mix Public relations involves 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. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. The Promotional Mix Direct and digital marketing involves engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Learning Objective 2 Discuss the changing communications landscape and the need for integrated marketing communications. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Integrated Marketing Communications The New Marketing Communications Model • Consumers are changing. • Marketing strategies are changing. • Advances in digital technology Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Integrated Marketing Communications The New Marketing Communications Model Content marketing: creating, inspiring, and sharing brand messages and conversations with and among consumers across a fluid mix of paid, owned, earned, and shared channels. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Integrated Marketing Communications The Need For Integrated Marketing Communications Integrated marketing communications (IMC ) involves carefully integrating and coordinating the company’s many communications channels to deliver a clear, consistent, and compelling message about the organization and its products. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Integrated Marketing Communications Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Learning Objective 3 Outline the communication process and the steps in developing effective marketing communications. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. A View of the Communication Process Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Identify the target audience Determine the communication objectives Design the message Choose the media to send the message Select message source and collect feedback Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Identifying the Target Audience What will be said How it will be said When it will be said Where it will be said Who will say it Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps In Developing Effective Marketing Communication Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication AIDA Model • Get A ttention • Hold Interest • Arouse D esire • Obtain A ction Designing a Message Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Rational appeal relates to the audience’s self -interest. Emotional appeal is an attempt to stir up positive or negative emotions to motivate a purchase. Moral appeal is directed to an audience’s sense of what is right and proper. Message Content – “What to Say” Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Designing a Message Message content is “what to say.” Message structure and format is “how to say it.” Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Choosing Communication Channels and Media Personal communication involves two or more people communicating directly with each other. • Face to face • Phone • Mail or e -mail • Texting or Internet chat Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Choosing Communication Channels and Media Opinion leaders are people whose opinions are sought by others. Buzz marketing involves cultivating opinion leaders and getting them to spread information about a product or service to others in their communities. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Choosing Communication Channels and Media Nonpersonal communication channels are media that carry messages without personal contact or feedback, including major media, atmospheres, and events. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Selecting the Message Source The message’s impact depends on how the target audience views the communicator. • Celebrities  Athletes  Entertainers • Professionals  Health care providers Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Steps in Developing Effective Marketing Communication Collecting Feedback Collecting feedback involves the communicator understanding the effect on the target audience by measuring behavior resulting from the content. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Learning Objective 4 Explain the methods for setting the promotion budget and factors that affect the design of the promotion mix. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Setting the Total Promotion Budget and Mix Setting the Promotional Budget • The affordable method sets the promotion budget at the level management thinks the company can afford. • The percentage -of -sales method sets the promotion budget at a certain percentage of current or forecasted sales or as a percentage of the unit sales price. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Setting the Total Promotion Budget and Mix Setting the Promotional Budget • The competitive -parity method sets the promotion budget to match competitors’ outlays. • The objective -and -task method develops the promotion budget by specific promotion objectives and the costs of tasks needed to achieve these objectives. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Shaping the Overall Promotional Mix The concept of integrated marketing communications suggests that the company must blend the promotion tools carefully into a coordinated promotion mix . Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Shaping the Overall Promotional Mix The Nature of Each Promotional Tool Advertising can reach masses of geographically dispersed buyers at a low cost per exposure, and it enables the seller to repeat a message many times. Personal selling is the most effective method at certain stages of the buying process, particularly in building buyers’ preferences, convictions, actions, and developing customer relationships . Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Shaping the Overall Promotional Mix The Nature of Each Promotional Tool Sales promotion includes coupons, contests, cents -off deals, and premiums that attract consumer attention and offer strong incentives to purchase . Public relations is a very believable form of promotion that includes news stories, features, sponsorships, and events . Direct and digital marketing is an immediate, customized, and interactive promotional tool that includes direct mail, catalogs, telephone marketing, online, mobile, and social media. Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Shaping the Overall Promotional Mix Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Shaping the Overall Promotional Mix Integrating The Promotional Mix The company must take steps to see that each promotion mix element is smoothly integrated. The various promotion elements should work together to carry the firm’s unique brand messages and selling points . Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Socially Responsible Marketing Communication Advertising and Sales Promotion • Communicate openly and honestly with consumers and resellers • Avoid deceptive or false advertising • Avoid bait -and -switch advertising • Conform to all federal, state, and local regulations Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Socially Responsible Marketing Communication Personal Selling • Follow rules of “fair competition” • Do not offer bribes • Do not attempt to obtain competitors’ trade secrets • Do not disparage competitors or their products Copyright © 2018, 2016, 2014 Pearson Education, Inc. All Rights Reserved. Copyright

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