chapter 13 · chapter 13 promotion – introduction to integrated marketing communication ......
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Chapter 13Promotion –
Introduction to
Integrated
Marketing
Communication
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
13-2
At the end of this presentation, you should be able to:
1. know the advantages and disadvantages of the promotion methods a marketing manager can use in strategy planning.
2. understand the integrated marketing communications concept and why firms use a blend of different promotion methods.
3. understand the importance of promotion objectives.
4. know how the traditional communication process affects promotion planning.
5. understand how customer-initiated interactive communication is different.
13-3
At the end of this presentation, you should be able to:
6. know how typical promotion plans are blended to get an extra push from wholesalers and retailers, as well as help from customers in pulling products through the channel.
7. understand how promotion blends typically vary over the adoption curve and product life cycle.
8. understand how to determine how much to spend on promotion efforts.
9. understand important new terms.
13-4
Promotion and Marketing
Strategy Planning (Exhibit 13-1)
CH 14: Personal
Selling and
Customer Service
CH 13: Promotion
Intro to Integrated
Marketing
Communications
Promotion
methods
Managing
promotion
Effective
communication
Blending
promotion
CH 15: Advertising,
Publicity, & Sales
Promotion
13-5
Several Promotion Methods Are
Available
Mass Selling
Personal Selling
Sales Promotion
Different
Methods of
Promotion Advertising Publicity
13-6
Someone Must Plan, Integrate, and
Manage the Promotion Blend
Sales Promotion
Managers
Advertising
ManagersSales Managers
Marketing
Managers
Integrated
Marketing
Communications
13-7
Which Method to Use Depends
on Promotion Objectives
Persuading
Informing
Reminding
13-8
Reminding May Be Enough
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
13-9
Relation of Promotion Objectives,
Adoption Process, and AIDA
Model(Exhibit 13-2)
Promotion
Objectives
Adoption
Process
AIDA Model
InformingAwareness
Interest
Attention
Interest
PersuadingEvaluation
TrialDesire
RemindingDecision
ConfirmationAction
{}}
13-10
Interactive Exercise: AIDA
13-11
The Traditional Communication
Process (Exhibit 13-3)
Noise
Source
Receiver
Encoding
Message
channel
Decoding
Feedback
13-12
This Same Message May Be
Interpreted Differently(Exhibit 13-4)
Encoder
Common
frame of
reference
Decoder
13-13
Checking Your Knowledge
Ron Popeil has been a pioneer in the use of direct-response television “infomercials.” Over the years his infomercials have promoted many products, including the Showtime Rotisserie Barbecue, a food dehydrating machine, and the world-famous “Veg-O-Matic.” The chief advantage of the infomercial is that it provides plenty of time to describe and demonstrate a product’s benefits in detail. The choice of the infomercial is related mainly to the _________ element of the communication process.
A. message channel
B. encoding
C. decoding
D. feedback
E. noise
13-14
Encoding and Decoding
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
13-15
Feedback
Integrated Direct-
response Promotion
Targeted Direct-
response Promotion
Outbound
Promotion
Model
13-16
A Model of Customer-Initiated
Interactive Communication (Exhibit 13-5)
NoiseSource’s
message
Message
channel
Search
Select a
topic
Receiver
(customer)
13-17
Ethical Issues in Promotion
Exaggerated claims
Invading consumer
privacy
Source credibility
Promotion
frequently
dances on
ethical
boundaries
13-18
Pushing in the Channel Focuses
Promotion at Intermediaries (Exhibit 13-6)
Finalconsumers
request (pull)product
Businesscustomers
request (pull)product
Producer’s promotion blendPersonal selling, sales promotion, advertising,
and publicity
Wholesalers’
promotion
push
Retailers’
promotion
push
Wholesalers’
promotion
push
Promotionto businesscustomers
Promotion to channel members
Promotionto final
customers
13-19
An Example of Pushing and
Pulling
13-20
Checking Your Knowledge
Fido, Inc. is a producer of dog food and is getting ready to introduce a new brand. The firm’s marketing research department learns that a competitor is planning to launch another brand about two weeks after Fido’s launch. Fido’s marketing department quickly mails a set of dated coupons to several thousand consumers in a purchased database of dog owners, encouraging them to ask for the new Fido brand in their favorite store and to stock up on the new brand using the coupons. This is an example of:
A. pulling.
B. noise.
C. pushing.
D. encoding.
E. decoding.
13-21
The Adoption Curve (Exhibit 13-7)
Innovators
(3–5%)
Laggards ornonadopters
(5–16%)
Earlyadopters(10–15%)
Earlymajority
(34%)
Latemajority
(34%)
Time
Pe
rce
nt
ad
op
tio
n
5
20
50
90
13-22
Opinion Leaders Matter
13-23
Stimulating Adoption of an
Image
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
13-24
Promotion Varies Over the Life Cycle
“This new
idea is good”
“Our brand is
best”
“Our brand is
better, really”
Reminder:
“Stick with
our brand.”
13-25
Setting the Promotion Budget
Percentage of Sales
Task Method
13-26
You should now be able to:
1. know the advantages and disadvantages of the promotion methods a marketing manager can use in strategy planning.
2. understand the integrated marketing communications concept and why firms use a blend of different promotion methods.
3. understand the importance of promotion objectives.
4. know how the traditional communication process affects promotion planning.
5. understand how customer-initiated interactive communication is different.
13-27
You should now be able to:
6. know how typical promotion plans are blended to get an extra push from wholesalers and retailers, as well as help from customers in pulling products through the channel.
7. understand how promotion blends typically vary over the adoption curve and product life cycle.
8. understand how to determine how much to spend on promotion efforts.
9. understand important new terms.
Key Terms
1. promotion
2. personal selling
3. mass selling
4. advertising
5. publicity
6. sales promotion
7. sales managers
8. advertising managers
9. public relations
10. sales promotion managers
11. integrated marketing communications
12. AIDA model
13. communication process
14. source
15. receiver
16. noise
17. encoding
18. decoding
19. message channel
20. pushing
13-28
Key Terms
21. pulling
22. adoption curve
23. innovators
24. early adopters
25. early majority
26. late majority
27. laggards
28. nonadopters
29. primary demand
30. selective demand
31. task method
13-29
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