12/7/2020 Integrated Marketing Communications
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Integrated Marketing Communications
The American Association of Advertising Agencies (AAAA) defines integrated marketing
communication (IMC) as a strategic communications approach that acknowledges the
added value of a comprehensive marketing plan. This approach combines various
communications disciplines, such as advertising, sales promotion, direct response, and
public relations, to communicate the brand and the company's message to target
customers in a clear, concise, and seamless manner that is consistent, yet customizable
enough to maximize its intended impact (Kotler & Keller, 2015; Marshall & Johnston,
2011).
An IMC approach allows a company to better integrate its communication elements,
"hence the term integrated marketing communications" (Marshall & Johnston, 2011, p.
316). To execute this approach, a company should have complete knowledge of its
customers so it can understand how different communication methods affect their buying
behavior. IMC can help a company produce more consistent and powerful messages that
can increase sales and build brand equity (Kotler & Keller, 2015).
References
Kotler, P., & Keller, K. (2015). Marketing management (15th ed.). Upper Saddle River, NJ.
Pearson.
Marshall, G. W., & Johnston, M. W. (2011). Essentials of marketing management. New
York, NY: McGraw-Hill.
Learning Topic
12/7/2020 Integrated Marketing Communications
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Resources
Integrated Marketing Communications and the Changing Media Landscape
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Integrated Marketing Communications (http://ezproxy.umgc.edu/login?
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12/7/2020 Distribution and Supply Chain Strategy
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Distribution and Supply Chain Strategy
A company uses its distribution channels to promote, sell, and deliver its products or
services to end users. These channels may include wholesalers, distributors, retailers, and
agents. The supply chain is a longer channel that comprises raw materials, individual
components, and final products that are delivered to customers. Companies only take part
of the overall value that is generated at each step of the supply chain. When a company
expands downstream or upstream or acquires competitors, it is trying to gain a larger
portion of the overall supply chain value (Kotler & Keller, 2015).
It is common for a company to perceive itself as an integral unit of a value network
composed of the formal and informal connections the company uses to purchase, modify,
enhance, and deliver its final product to its end users. Value networks are complex and
fluid, and change over time. A value network consists of the numerous other businesses
the company works with vertically within its distribution channel and horizontally across
other businesses that contribute to product creation and dissemination. Value networks
strategically combine capabilities, allowing companies to reduce costs and maximize
efficiency at every step of their supply and distribution chains, making strategic alliances
crucial (Marshall & Johnston, 2011).
References
Kotler, P., & Keller, K. (2015). Marketing management (15th ed.). Upper Saddle River, NJ.
Pearson.
Marshall, G. W., & Johnston, M. W. (2011). Essentials of marketing management. New
York, NY: McGraw-Hill.
Learning Topic
12/7/2020 Distribution and Supply Chain Strategy
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Resources
Using Supply Chains to Create Value for Customers
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chainstocreatevalueforcustomers.html?ou=516043)
Using Marketing Channels to Create Value for Customers
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The Impact of Strategy on Supply Chain and Forecasting
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12/7/2020 Pricing Strategy
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Pricing Strategy
Pricing does not simply represent a figure on a price tag. Price has historically been
negotiated between the seller and the buyer, and has traditionally been a leading
determinant in deciding whether or not to buy. The idea of a single set price developed
with the emergence of large retailers. With the increased use of the internet, customers
have more and better access to pricing information from different sellers, thereby forcing
retailers to lower their prices. Companies have responded by offering distinctive product
combinations that sell at a premium. Branding is crucial with respect to these offers
(Kotler & Keller, 2015).
Pricing is complex, and any price changes require extensive research on competitors and
market trends before they can be implemented. Prices inevitably change over time due to
competition, changes in customer preferences, or the appearance of new and better
products. Accordingly, any changes in pricing may substantially affect the ability of the
other marketing mix variables to reflect product positioning in customers' minds (Marshall
& Johnston, 2011).
References
Kotler, P., & Keller, K. (2015). Marketing management (15th ed.). Upper Saddle River, NJ.
Pearson.
Marshall, G. W., & Johnston, M. W. (2011). Essentials of marketing management. New
York, NY: McGraw-Hill.
Learning Topic
12/7/2020 Pricing Strategy
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Resources
Price, the Only Revenue Generator
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Smart Pricing Strategies for the Internet Age: A Primer
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The competitive implications of a “no-haggle” pricing strategy when others
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url=https://doi.org/10.1016/j.ijresmar.2016.04.002)
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12/7/2020 Branding Strategies
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Branding Strategies
Multiproduct Branding Strategy
A company may use one name for all its product capitalizing on its brand equity and the
favorable perception that the consumers have for it (i.e., the company’s trade name and
brand name are the same, as it is for Sony, GE, and Microsoft). This strategy allows for
product-line extensions, or the use of an existing brand name to enter new market
segments in the same product class. Line extensions work best if they take business away
from the competition (i.e., incremental business) and do not cannibalize the company’s
existing sales.
An important decision companies must make is under which brand a new offering will be
marketed. For example, Black & Decker makes power tools for consumers under its Black
& Decker brand, while tools for more serious do-it-yourselfers and professionals are under
its DeWalt brand. If Black & Decker decided to add to its DeWalt line new products such
as coolers, portable radios, CD players, and other accessories construction professionals
might find useful at a job site, the company would be creating a brand extension, which
involves using an existing brand name or brand mark for a new product category.
Why would Black & Decker add these accessories to the DeWalt line? If the company did,
it would be because DeWalt already has a good reputation for high-quality, long-lasting
durability and performance among construction professionals. These same professionals
would trust the DeWalt brand to deliver.
When they're branding a new offering, firms have to consider the degree of
cannibalization that can occur across products. Cannibalization occurs when a firm's new
offering eats into the sales of one of its older offerings; ideally, when you sell a new
product, you hope that all of its sales come from your competitors' buyers or buyers that
are new to the market. A completely new offering will not result in cannibalization,
whereas a line extension likely will. A brand extension will also result in some
cannibalization if you sell similar products under another brand. For example, if Black &
Learning Topic
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Decker already had an existing line of coolers, portable radios, and CD players when the
DeWalt line was launched, the new DeWalt offerings might cannibalize some of the Black
& Decker offerings.
However, some marketers argue that cannibalization can be a good thing because it is a
sign that a company is developing new and better offerings. These people believe that if
you don't cannibalize your own line, then your competitors will.
Other companies engage in sub-branding, or combining the corporate brand with another
brand (e.g., Lamborghini Murcielago or Porsche Boxter). On the other hand, a brand
extension capitalizes on a strong brand equity and involves the use of an existing brand
name to enter a totally different product class (e.g., Suzuki motorcycles extending its name
to cars and outboard motors). However, too many uses of a brand name may dilute its
meaning to the consumers as has happened with Arm & Hammer’s brand that has been
used for toothpaste, detergent, cat litter, baking soda, carpet deodorizer, deodorant, and
air freshener (Kerin & Hartley, 2017, p. 308).
Multibranding Strategy
With multibranding strategy, the company gives a distinct name to each product. This is a
useful strategy when each brand is intended for a different market segment. For example,
P&G markets its flagship detergent under the Ariel brand, while Tide is the low-tier brand.
In the United States, Tide is the flagship detergent. This strategy involves higher
promotion and advertising costs compared to the multiproduct branding strategy;
however, since each brand is unique to its market, there is no risk that failure of one brand
will impact the other brands in the line (Kerin & Hartley, 2017).
Private Branding Strategy (Private Label)
With a private branding strategy, a company manufactures products but sells them under
the brand name of a retailer (e.g., Rayovac produces batteries for retailers such as Walmart
and Kroger). This is a highly profitable business for both sides, and about 20 percent of all
products sold in drugstores and supermarkets bear a private label (Kerin & Hartley, 2017).
Mixed Branding Strategy
Using a mixed branding strategy, companies market products under their own brand and
under private labels and sell in different market segments (Kerin & Hartley, 2017).
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References
Kerin, R. & Hartley, S. (2017). Marketing (13th ed.). New York, NY: McGraw Hill.
Licenses and Attributions
Branding, Labeling, and Packaging (https://2012books.lardbucket.org/books/marketing-
principles-v2.0/s09-04-branding-labeling-and-packagin.html) from Marketing Principles
is available under a Creative Commons Attribution-NonCommercial-ShareAlike 3.0
Unported (https://creativecommons.org/licenses/by-nc-sa/3.0/) license without
attribution as requested by the site's original creator or licensee. UMUC has modified this
work and it is available under the original license.
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Project 4: Developing and Implementing a Marketing Plan Step 9: Develop a Marketing Strategy
You and your team have been working around the clock to generate all the pieces for your new client's requests. Jillian touches base to see how things are moving along and to provide additional instruction.
INBOX: 1 New Message
Subject: Pulling it all together From: Jillian Best, CEO, MCS To: Team & You Hi Team, Please develop a marketing strategy for this client based on your STP strategy. The following marketing strategy elements are interdependent and are crucial components of a successful marketing plan. Click each component for more in-depth information:
· branding strategies —Describe the needs and wants of your target customers and how you intend to position the offerings versus the competition. Present a detailed description of the different types of products or services that you intend to sell in the US market, including their attributes, features, and quality level, along with the brand names, intended packaging, logo, and supplemental products and services. As you make these branding strategy decisions, it is imperative that you stay focused on the customer. Remember that the company's customers do not buy features; they buy benefits, both tangible and intangible. It is also critical to understand the customer: think about who makes the purchase and who influences that decision.
· pricing strategy —Pricing is very strategic, as it is the only marketing mix variable that generates income. As a marketing team, you need to decide on your price objectives and strategies. Think about pricing tactics like discounts and incentives. You need to decide whether your pricing strategy should be skimming, premium, or market penetration given the nature of the offerings, your customers, and your major competition. Profit margins and breakeven analysis will also need to be considered. As you determine your final price points, you'll need to consider the perceived value of your offerings. Describe how you would go about making these decisions as well as the major issues involved.
· distribution and supply chain strategy —Is it easy to transport your offerings, or are there issues involved in delivering them to the final user? These strategic decisions deal with how customers purchase your products or services. Will you market your products or services directly to your customers or through intermediaries like distributors and wholesalers? Will you follow an exclusive, selective, or intensive distribution? Distribution decisions focus on marketing channels as well as the physical distribution of the offerings. Explain the criteria you would use to make these distribution and supply chain strategy decisions.
· integrated marketing communications —This is often the most visible element of a marketing strategy. The company's communication strategy involves developing an integrative mix of a number of different tools, while keeping in mind the needs and characteristics of the target market. These tools may include a mix of traditional communication elements such as advertising, personal selling, sales promotion, and publicity and public relations. It is essential that your promotion objectives are clearly defined, and that a holistic and integrated marketing communication approach is used.
Whew, that was a lot to cover, but all important info,
Jillian
Support your work with scholarly sources and reliable nonscholarly sources such as Reuters, Bloomberg, Yahoo! Finance, Barrons.com, Morningstar.com, Money, Forbes, Fortune, Financial Times, Wall Street Journal, and Harvard Business Review, as well as the UMUC Library databases such as Hoover's and ABI/INFORM. All sources need to be cited using APA formatting, both within the text and in the reference list.
By the end of Week 9, submit your strategic analysis report your team’s study group.
Your team will prepare a financial analysis next.
Deliverable: Your final strategic analysis report by the end of Week 9 should include your one-page outline of marketing objectives, your five-page STP analysis, and a six-page marketing strategy. As follows, the final strategic analysis report should be 12 pages, excluding cover page, the reference list, and appendices. Any tables, graphs, and figures should be included as appendices. Your report should have one-inch margins and be double spaced in 12-point Times New Roman font. The report should be organized using headings and subheadings to improve its readability.

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