ASP-2009 BATCH

CLASS 2

Evolution of IMC

• A task force from the American Association of Advertising Agencies (the “4As”) developed one of the first definitions of integrated marketing communications:

• a concept of marketing communications planning that recognizes the added value of a comprehensive plan that evaluates the strategic roles of a variety of communication disciplines— for example, general advertising, direct response, sales promotion, and public relations—and combines these disciplines to provide clarity, consistency, and maximum communications impact

• The 4As’ definition focuses on the process of using all forms of promotion to achieve maximum communication impact.

• Consumers’ perceptions of a company and/or its various brands are a synthesis of the bundle of messages they receive or contacts they have, such as media advertisements, price, package design, direct-marketing efforts, publicity, sales promotions, websites, point-of-purchase displays, and even the type of store where a product or service is sold.

• The IMC approach helps companies identify the most appropriate and effective methods for communicating and building relationships with their customers as well as other stakeholders such as employees, suppliers, investors, interest groups, and the general public.

• Tom Duncan and Sandra Moriarty note that IMC is one of the “new-generation” marketing approaches being used by companies to better focus their efforts in acquiring, retaining, and developing relationships with customers and other stakeholders.

• They have developed a communication-based marketing model that emphasizes the importance of managing all corporate or brand communications, as they collectively create, maintain, or weaken the customer and stakeholder relationships that drive brand value.

• Messages can originate at three levels—corporate, marketing, and marketing communications—since all of a company’s corporate activities, marketing-mix activities, and marketing communications efforts have communication dimensions and play a role in attracting and keeping customers.

• At the corporate level, various aspects of a firm’s business practices and philosophies, such as its mission, hiring practices, philanthropies, corporate culture, and ways of responding to inquiries, all have dimensions that communicate with customers and other stakeholders and affect relationships.

• Consumers make inferences about a product on the basis of elements such as its design, appearance, performance, pricing, service support, and where and how it is distributed.

• For example, a high price may symbolize quality to customers, as may the shape or design of a product, its packaging, its brand name, or the image of the stores in which it is sold.

• Montblanc uses classic design and a distinctive brand name as well as high price to position its watches and pens as high-quality, high-status products.

• This upscale image is enhanced by the company’s strategy of distributing its products only through boutiques, jewelry stores, and other exclusive retail shops.

• Many companies are realizing that communicating effectively with customers and other stakeholders involves more than traditional marketing communications tools.

• Many marketers, as well as advertising agencies, are embracing the IMC approach and adopting total communication solutions to create and sustain relationships between companies or brands and their customers.

The Promotional Mix: The Tools for IMC

• Promotion has been defined as the coordination of all seller initiated efforts to set up channels of information and persuasion in order to sell goods and services or promote an idea.

Advertising

• Advertising is defined as any paid form of non personal communication about an organization, product, service, or idea by an identified sponsor.

• The paid aspect of this definition reflects the fact that the space or time for an advertising message generally must be bought.

• An occasional exception to this is the public service announcement (PSA), whose advertising space or time is donated by the media.

• The non personal component means that advertising involves mass media (e.g., TV, radio, magazines, newspapers) that can transmit a message to large groups of individuals, often at the same time.

• The non personal nature of advertising means that there is generally no opportunity for immediate feedback from the message recipient (except in direct-response advertising).

• Therefore, before the message is sent, the advertiser must consider how the audience will interpret and respond to it.

• There are several reasons why advertising is such an important part of many marketers’ promotional mixes. First, it can be a very cost-effective method for communicating with large audiences.

• Advertising can be used to create brand images and symbolic appeals for a company or brand, a very important capability for companies selling products and services that are difficult to differentiate on functional attributes.

• For example, since 1980 Absolut has used creative advertising to position its vodka as an upscale, fashionable, sophisticated drink and differentiate it from other brands.

• The advertising strategy has been to focus attention on two unique aspects of the product:

• the Absolut name and the distinctive shape of the bottle

• Popular advertising campaigns attract consumers’ attention and can help generate sales.

• These popular campaigns can also sometimes be leveraged into successful integrated marketing communications programs.

• For example, Eveready used the popularity of its Energizer Bunny campaign to generate support from retailers in the form of shelf space, promotional displays, and other merchandising activities

• Consumer promotions such as in-store displays, premium offers, and sweepstakes feature the pink bunny.

• Pictures of the Energizer Bunny appear on Energizer packages to ensure brand identification and extend the campaign’s impact to the point of purchase.

• Eveready has extended its integrated marketing efforts to include tie-ins with sports marketing and sponsorships.

Milk Mustachecampaign.

• The goal of this campaign, which began in 1995, has been to change the image of milk and help reverse the decline in per-capita milk consumption in the United States.

Classifications of advertising

• ADVERTISING TO CONSUMER MARKETS

National Advertising

• Advertising done by large companies on a nationwide basis or in most regions of the country.

• Most of the ads for well-known companies and brands that are seen on prime-time TV or in other major national or regional media are examples of national advertising.

• The goals of national advertisers are to inform or remind consumers of the company or brand and its features, benefits, advantages, or uses and to create or reinforce its image so that consumers will be predisposed to purchase it.

Retail/Local Advertising

• Advertising done by retailers or local merchants to encourage consumers to shop at a specific store, use a local service, or patronize a particular establishment.

• Retail or local advertising tends to emphasize specific patronage motives such as price, hours of operation, service, atmosphere, image, or merchandise assortment

• Retailers are concerned with building store traffic, so their promotions often take the form of direct-action advertising designed to produce immediate store traffic and sales.

Primary- versus Selective-Demand Advertising

• Primary-demand advertising is designed to stimulate demand for the general product class or entire industry.

• Selective-demand advertising focuses on creating demand for a specific company’s brands.

• Most advertising for products and services is concerned with stimulating selective demand and emphasizes reasons for purchasing a particular brand.

• An advertiser might concentrate on stimulating primary demand when, for example, its brand dominates a market and will benefit the most from overall market growth.

• Primary-demand advertising is often used as part of a promotional strategy to help a new product gain market acceptance, since the challenge is to sell customers on the product concept as much as to sell a particular brand.

• ADVERTISING TO BUSINESS AND PROFESSIONAL MARKETS

Business-to-Business Advertising

• Advertising targeted at individuals who buy or influence the purchase of industrial goods or services for their companies.

• Industrial goods are products that either become a physical part of another product (raw material or component parts), are used in manufacturing other goods (machinery), or are used to help a company conduct its business (e.g., office supplies, computers).

• Business services such as insurance, travel services, and health care are also included in this category.

Professional Advertising

• Advertising targeted to professionals such as doctors, lawyers, dentists, engineers, or professors to encourage them to use a company’s product in their business operations.

• It might also be used to encourage professionals to recommend or specify the use of a company’s product by end-users.

Trade Advertising

• Advertising targeted to marketing channel members such as wholesalers, distributors, and retailers.

• The goal is to encourage channel members to stock, promote, and resell the manufacturer’s branded products to their customers.