Integrated Marketing Communications
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Computer Science Clay
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25-02-2009, 12:11 AM

Integrated Marketing Communications

Customers today, many a times receive a fragmented and vague picture of the Brand. Why? The reason being, firms are unable to integrate all of their marketing efforts over a period of time.

The sales and sales promotion aspects are managed by the sales department; advertising is outsourced to the ad agencies, and the direct marketing and PR by other functionaries.

The emerging concept of IMC (Integrated Marketing Communications) aims at addressing this issue. Though, easier said than done, very few organizations have managed to switch over to IMC from stand alone marketing efforts. But the organizations which have transformed themselves towards this arrangement are reaping the rewards in terms of higher returns from investment in marketing activities, increase in brand's equity and increased market share.

Example: McDonalds, Logitech International, Hyatt Regency.

The concept of IMC involves two fundamental aspects:

1. Consistency of positioning, message and tone across all different media.

2. Simultaneous achievement of several specific marketing goals.
(Awareness Increased sales, brand building etc.)

The concept of IMC is most relevant and critical to multi product companies or a business group having multiple companies in different sectors. Example: HLL, Reliance, TATA's.

However there are few challenges, in implementation of an integrated marketing communication exercise in any enterprise:

1. Every departmental manager has his own specific objective or targets.

a. A sales promotion manager would only be interested in increase his sales even if it means, doing it at the cost of diluting the brand equity.

2. Benefits derived over a period of time, which might de-motivate the marketing people.

3. The enduring commitment and support of top management.

Despite its challenges, the concept of IMC is becoming more and more relevant in the field of brand management, slowly but surely organization have realised that if a brand or company has to survive in this globalised world for years to come, it has no choice but to Integrate its marketing communication, or else the customer will abandon the brand.

TVC “ Television Commercial Formats

TV attracts around 45% of the total advertising spend in India, by most of the big advertisers. Television is and has been regarded as the most powerful audio-visual communicational tool in advertising. Formats here refer to the type or nature of the commercial.

Some of the most popular formats used by advertising agencies in India are:


Generally the TVC showcases a problem faced by a central character like “ worry, fear, discomfort or dissatisfaction. Next comes in the solution provider, in form of the product or individual who would use the product.
Example: The TVCs of Iodex, Surf, Cherry Blossoms.


Such TVCs' are often vague in terms of sequence but depict a real life scenario experienced by the target audience in day-to-day life. The Product or service is introduced in the background as a part of the happening.
Example: Reliance RIM Campaign, Fevicol - Bus in Rajasthan commercial.


It involves demonstrating the usage and effect of product, in real life situation. Such commercial formats are used for cleaning, hygiene and medical products and services.
Example: Toilet Liquids, Utensil cleaning bars etc. (RIN, Harpic etc.)


This kind of format aims at influencing a customer through third party endorsement. It involves running interviews of people who have already used the product and are satisfied with it.
Example: Surf "Lalitaji", Colgate "IDA Certification", Horlicks etc.


These are one of the most frequently used formats in both Television and Radio advertising. It ensures that the audience would stick to the commercial till the plot is over. Some of the most famous commercials are commercials with comic or tragic plots.
Example: Fevicol "Ek tapakti boondh aapki kismet badal sakti hein" , Chloromint "Dubara mat puchana" etc.


The trend of Animation has recently caught on very well in India; it helps in breaking the clutter and generates high recall due to its unusual nature. It's generally carried out for either product related to kids or products which are not easily recognized.
Example: Amaron Batteries, Hero Honda Bike etc.
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15-06-2012, 02:59 PM

Integrated Marketing Communication:Advertising, Sales Promotion, and Public Relations

.ppt   Integrated Marketing Communication.ppt (Size: 3.03 MB / Downloads: 44)
Promotion – marketing communication

An element of marketing mix
Communication techniques aimed at informing, influencing,reminding and persuading to buy or use a particular product.

Two types of promotion

Product Promotion
Type of promotion that a business uses to convince potential customers to buy products from them and not their competitors.
Institutional Promotion
Type of promotion that a business uses to create a favorable image for itself.

Designing the Communications

Message strategy (what to say?)
Creative strategy (how to say it)
Message source (who should say it)
Personal communication channels
Nonpersonal communication channels

Sales promotion

Tactical point of sale material or inducements designed to stimulate purchases
Short term incentives to increase sales
Some promotions are aimed at consumers, some at intermediaries and others at the salesforce
E.g.: coupons, leaflets, demonstrations, samples, free gifts, point of sale (POS) displays etc.

Personal Selling

Personal selling is a paid, personal form of promotion.
Involves two-way personal communication between salespeople and individual customers.
Carried out through telephone, at meetings, at retail outlets & door to door selling
High priced, low volume and highly technical products rely heavily on personal selling.

e-Marketing Guidelines

Give the customer a reason to respond
Personalize the content of your emails
Offer something the customer could not get via direct mail
Make it easy for customers to unsubscribe

Relationship marketing

Relationship Marketing -The process of creating , maintaining and enhancing strong ,value-laden relationships with Customers and other stakeholders.
Relationship marketing is based on the premise that important accounts need focused and continuous attention.

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