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Chapter 1:
INTRODUCTION
to
PROMOTION
and
INTEGRATED MARKETING
COMMUNICATIONS
1.1
Relationship Between Promotion,
the Promotional Mix, and
Integrated Marketing Communications
PROMOTION
Communication Process in Marketing
Used to Create a Favorable Predisposition Toward:
Brand of Product
Service
Idea
Person
PROMOTIONAL MIX
Blend of Communications Tools and Activities Used by a
Firm
Carries out the Promotion Process
Communicates Directly with Target Markets
1.2
Relationship Between Promotion,
the Promotional Mix, and
Integrated Marketing Communications (con’t)
INTEGRATED MARKETING COMMUNICATIONS (IMC)
Manages the Processes and Activities of Using Promotional Tools
Unified Way
Produces a Synergistic Communications Effect
1.3
Relationship Between Promotion,
the Promotional Mix, and
Integrated Marketing Communications (con’t)
Promotion:
Process
Promotion Mix:
Tools
IMC:
Management of the
Promotion Mix
1.4
The Promotional Mix
ADVERTISING
Paid Mass Media Attempt to Persuade
Complex System of Strategic Planning and
Creative Genius
INTERNET ADVERTISING
Electronic Mail (e-mail)
Internet Relay Chat (IRC)
Usenet
World Wide Web (www)
SALES PROMOTION
Use of Incentives to Generate a Specific Short-Term Response
Household Consumer
Trade Buyer
1.5
Business Buyer
Example of Mass
Media Advertising
1.6
Example of Sales Promotion
1.7
The Promotional Mix (con’t)
DIRECT MARKETING AND e-COMMERCE
Distinguished From Other Primary Promotional Tools
in 3 Ways
Uses a Combination of Media
Designed to Elicit a Direct Response
Transactions Can Occur Anywhere
E-Commerce is Another Form of Direct Marketing
Business is Conducted Between Buyers and Sellers
Using Electronic Exchange Media
1.8
The Promotional Mix (con’t)
SPONSORSHIP
Funding an Event
Creating an Event to Showcase a Firm’s Brand
POINT-OF-PURCHASE
Materials Used in Retail Setting to Attract Shoppers’ to a
Company’s Brand
SUPPORTIVE COMMUNICATIONS
Used to Target Audiences Outside Mainstream Media or
Electronic Communications
1.9
The Promotional Mix (con’t)
PUBLIC RELATIONS
Communication that can Foster Goodwill Between a Firm
and its Many Constituent Groups
PERSONAL SELLING
Presentation of Information about a Firm’s Products or
Services by One Person to Another Person or to a Small
Group of People
1.10
Personal Selling is the Most
Important Variable in the
Promotional Mix of Many
Organizations
1.11
The Promotional Mix (con’t)
ROLE OF PROMOTION IN MARKETING STRATEGY
Must Have Marketing Strategy Decisions about Products
(Brand)
Branding – Established Name, Term, Symbol or Design
that Identifies for Consumers that a Product is being
Offered by a Particular Seller and Clearly Distinguished
the Product of that Seller from those Offered by
Competitors
1.12
The Promotional Mix (con’t)
ROLE OF PROMOTION IN MARKETING STRATEGY (con’t)
Role of Promotion in Marketing Strategy Affects 3 Key Aspects
of Decision Making with Respect to Brands
Creating the Marketing Mix
Achieving Effective Market Segmentation, Product
Differentiation, and Positioning
Enhancing Revenues and Profits
1.13
The Promotional Mix (con’t)
ROLE OF PROMOTION IN THE MARKETING MIX
Assumes a Wide Range of Responsibilities
Related to:
Conception
Pricing
Distribution Brands
Product (Brand)
1.14
The Promotional Mix (Con’t)
ROLE OF PROMOTION IN THE MARKETING MIX (con’t)
Promotion Affects the Product Area of the
Marketing Mix
Information and Persuasion
Introduction of New Brand or Brand Extensions
Building and Maintaining Brand Loyalty
Among Consumers
Building and Maintaining Brand Loyalty
Within the Trade
1.15
One Role for Promotion is to
Help Introduce Brand Extensions
Like this Extension of Jell-O into
the Yogurt Market
1.16
The Promotional Mix (con’t)
ROLE OF PROMOTION IN THE MARKETING
MIX (con’t)
Price
Effects the Consumer Market
Effects the Trade Market
Distribution
Consumer Access to Brands
Securing Trade Distribution
1.17
The Role of Promotion in Effective Market
Segmentation, Differentiation and Positioning
Promotion is Important in Helping to
Execute These Strategies
Market Segmentation
Product Differentiation
Positioning
External
Internal
1.18
The Role of Promotion in Revenue and Profits
Sales Occur
Brand has Well-Conceived Marketing Mix
Complete Marketing Mix
Good Promotion
Large-Scale Demand /Production Produces
Cost to Produce Item is Reduced
Known as Economies of Scale
Brand Loyalty at Any Cost
Firm Raises Prices
Known as Inelasticity of Demand
1.19
Promotional Tools Help
Increase Brand Loyalty
1.20
Integrated Marketing Communications
FACTORS CONTRIBUTING TO IMC’s RISING PROMINENCE
Fragmentation of Media
Better Audience Assessment Through Database Technology
Consumer Empowerment
Increased Advertising Clutter
Shifting Channel Power
Desire of Greater Accountability
1.21
Promotion and IMC
Help Cut Through the
Clutter of Advertising
1.22
Participants in IMC Management
Marketing Organization
•Marketing Plan
•Goal & Objectives
•Customer/Prospect
Databases
Advertising Agency
•Research
•Creative Strategies
•Production
•Message Placement
Specialized Promotion
Organizations
•Media Organizations
•Event Management Firms
•Web Site Designers
•Sales Promotions Agencies
•Direct Marketing Agencies
•Public Relations Firms
•P-O-P Agencies & Designers
IMC Management
Advertising
(Chapter 8)
Internet Advertising
(Chapter 9)
Direct Marketing
e-Commerce
(Chapter
1.23 10)
Personal Selling
(Chapter 14)
Public Relations
(Chapter 13)
Sales Promotions
P-O-P
Supportive
(Chapter 12)
Sales Promotions
(Chapter 11)