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Marketing Communications
INTRODUCTION:
The Indian Economy has finally unchained itself. Archaic policies and institutions of the
Socialist era have been done away with and the economy has been reformed to link with
the World Economy. India initially lost ground to its South Asia neighbors in the 1980’s,
but the Post ’91 reforms have seen the Indian economy emerge as a far stronger player.
Competition not only from global companies, but Indian companies which have now
risen to the challenge and diversified it successes in all sectors. The impact of all this has
been felt by companies which had enjoyed a position of being a market leader and
running virtual monopolies. The distribution channels running across agents and
middlemen no longer enjoy customer faith. The new entrants in the market have been
Marketing as a concept has essentially been Consumer orientation. Not only Marketing
Guru’s, but also legends like Mahatma Gandhi have preached that the Customer is King.
What it all signifies that when designing a product or a service, it has to be keeping in
mind the consumers needs. The Indian Marketers have today realized that no levels of
push across any channel, high budgets in advertising or aggressive selling are going to
work in the market unless the focus has been shifted onto the Consumer. The marketing
science of today has redefined success as the position where it can serve the consumers
better on every given opportunity. The rise of the era of consumerism is also
accompanied by the fact that the consumer is much more aware about the products they
buy and the quality they receive from a particular product. There is a demand for much
more from the consumers on terms of information about the products and buying has
moved from simply buying off the shelf to experiencing the product before it is
purchased.
There has also been a shift in marketing in terms of a new concept of ecological
marketing. Maintaining the ecological balance, ensuring that the products are
biodegradable and that manufacturers are not indiscriminately using natural resources are
all things that also play an important role in marketing of products. This concern has led
Traditionally, Marketing has followed a structure based on what we know as the 4P’s of
Marketing. This line of thought ran with the idea that differential advantage over
Promotions. This meant that the manufacturers could innovate in any of the above four
areas and reach out to the consumer and catch his attention towards the product.
Modern day marketing has now changed in its perceptions considering that the
consumers today are much more aware about products and have a lot more choice while
buying. The old perils of the 4P’s of marketing have now reinvented themselves into the
4C’s of Marketing.
Understand what the consumer wants and needs. Times have changed and you
can no longer sell whatever you can make. The product characteristics must now
match what someone specifically wants to buy. And part of what the consumer is
Understand the consumer's cost to satisfy the want or need. The product price
may be only one part of the consumer's cost structure. Often it's the cost of time to
drive somewhere, the cost of conscience of what you eat, and the cost of guilt for
As above, turn the standard logic around. Think convenience of the buying
experience and then relate that to a delivery mechanism. Consider all possible
needs. Convenience may include aspects of the physical or virtual location, access
traditional mediums, such as word of mouth and how it can influence your
position in the consumer's mind. How many ways can a customer hear (or see) the
same message through the course of the day, each message reinforcing the earlier
images?
Marketing Communication:
Form what has been mentioned as the shift in perils of Marketing from the 4P’s to the
4C’s, the importance of communication in the entire process has also gone higher. The
focus is now not towards gaining new customers, but retaining the old customers and
making them loyal towards you. Making the communication interactive, moving towards
through the right channels is the order of the day. The traditional communication mix has
comprised of two factions: Above the line and Below the line communications.
Above-the-line Communications:
Above-the-line refers to advertising primarily; use of TV, press, radio or cinema; all
which cost money on a large scale. The advantage of this media is the tremendous reach
it has. The only supposed problem is the high cost involved. The cost of reaching out to
the specific consumer and catering to his need can be very high if mathematically
calculated.
Below-the-line Communication:
Below the line Communications are usually sales promotions like short-term incentives,
largely aimed at consumers. With the increasing pressure on the marketing team to
achieve communication objectives more efficiently in a limited budget, there has been a
need to find out more effective and cost efficient ways to communicate with the target
markets. This has led to a shift from the regular media based advertising. Below-the-line
activities include sales promotions, public relations, sponsorships, exhibitions & events
• Advertising
An academic definition for advertising would describe it as “a form of non
personal communication of information usually paid for and usually persuasive in
nature about products, services or ideas by identified sponsors through the various
media." This is one of the most common forms of communication we find in
print, broadcast and internet media. The advantage of it is its massive reach;
though as the reach increases, so it the cost of the media. Use of mobile
telephonic services is the latest addition.
• Sales Promotion
Sales promotion is a focused activity with the sole aim; to push the sales. It is
usually carried out through special discount offers, coupons and free gifts. This
activity is usually run for a short period of time. The main objective of such an
activity is to provide incentives to the consumers and boost sales.
• Direct Marketing
This is a form of communication that involves direct contact to the consumers
through direct mailers. It is devised to establish a direct contact with the end users
and initiate action in terms of purchase through a more personalized route as
compared to advertising. It is beneficial in a way that it eliminates indirect media
channels; the hindrance is to access a database that can give you a direct contact
to the right consumer of your choice.
• Public Relations
Public relations is usually considered as the communication originating from a
neutral 3rd party with regards to your organisation, its products and services and
the overal image building in the mind of the consumers. The credibility coming
from a 3rd party endorsement is the most important aspect of the communication.
Recent forms also includes new sections amongst media like paid columns and
advetorials which can act as influencers towards the consumers and other
audience. The difficult part of public relations is the fact that you have no control
over the message and its content.
• Publicity
Publicity in generic terms is being in the media and being able to create a buzz
about you in the minds of the people. This type of activity can sometimes be
initiated by the organisation though its grape wine channels or can be a cause of
any unexpected action from the company. As in case of Public relations, publicity
also cannot be controlled as the source of the news cannot be verified each time.
• Sponsorships
Reaching out to the audience through association with an event as a sponsor is a
very common method of communicating in today’s world. Association with major
sporting events, conferences and seminars is seen today as one of the most
efficient ways to connecting with your consumers. The involvement is high, but if
the selection is right, sponsorships can be very efficient in building your brands.
• Point-of-Sale
Doing activities for marketing at the point of sale has the advantage that it can
induce immediate action. A live demonstration at a store or sampling of a product
at a stall in a mall can give the consumer a live experience. Depending on the
degree of involvement and the satisfaction level from the experience, a consumer
can indulge in buying the product almost immediately. The only problem with
such activity is the high costs and infrastructure that need to be invested to run an
activity. In terms of response and efficiency, point-of-sale can be one of the most
involving and instantaneous action initiating forms of communication of the
marketing mix.
• Word of mouth
Word of Mouth is the cheapest form of communication that an organisation can
hope for. It on the simple fact that, people like to share their experiences with
peers, relatives and friends and hence information is passed on. This
communication cannot be controlled and can be dangerous as it can contain some
incorrect information.
• E-marketing
This is a form of communication that has developed with the explosion in the
media and opening up of the internet and mobile telephony systems towards
communication for marketing purpose. The use of internet has been applied in
advertising, public relations, promotions and direct marketing.
Integrated Marketing Communications:
Whether you are a business with a limited budget or a customer being the receiver of all
the information, it is important to make sense of all the process. These will only be
(IMC) is “a planning process designed to assure that all brand contacts received by a
customer or prospect for a product, service, or organization are relevant to that person
buying and selling in the digital economy. This concept includes many online and offline
marketing channels. It becomes a complete marketing and media strategy to tap its target
patterns.
marketing work together as a unified force, rather than permitting each to work in
isolation. In practice, the goal of IMC is to create and sustain a single look or message in
all elements of a marketing campaign. Practitioners such as the Oct Group, however,
remind clients that IMC should “permeate every planned and unplanned communication
at every contact point where the customer or prospect may receive an impression of the
company. IMC incorporates the corporate mission, the compensation plan, the
plan will customize what is needed for the client based on time, budget and resources to
reach target or goals. Small business can start an integrated marketing communication
plan on a small budget using a website, email and SEO (Search Engine Optimization).
budget using print, mail order, radio, TV plus many other online ad campaigns.
With the boom in media vehicles, the rise of consumerism and companies vying to go for
the kill to get a bigger share of the markets, there has been a gradual but noticeable shift
towards IMC. This is mainly due to the shifts in various factors that form a part of IMC.
promotions, product placements, mailers...) and mass media moving over to more
specialized media, which are centered on specific target audiences. These have
not only ensured better returns on investments in communicating with the target
audiences.
customer was not a dark figure but now defined by parameters of demographics
and psychographics. .
• From low agency accountability to greater agency accountability. Agencies now
play a larger role in advertising than ever before and have become partners in the
encourages people to do better because they are rewarded for the increase in sales
• From limited Internet access to widespread Internet availability. This means that
people can not only have access to what they want 24/7 but that advertisers can
From the above we can say that objective of IMC is never just to make a successful
campaign, but create an overall strategy to attract the right customers for the desired
products or services. The key to its success is the market research as an effective
communication must capture the attention of the audience; it must be well branded so the
consumer properly attributes the message only to the sponsor’s product or service; and it
Marketing communication messages that are not recognizable or are not related to each
other or conflict with what has already been stored, or are simply unrelated or
unimportant to the person will simply not be processed, but ignored. Communication
only occurs when the consumer accepts, transforms, and categorizes the message. The
storage and retrieval system works on the basis of matching incoming information with
what has already been stored in memory. If the information matches or enhances what is
already there, then the new information will likely be added to the existing concepts and
categories. If it doesn't match, the consumer has to make a choice, either the new
information can replace what is already there or the new information can be rejected.
If rejected, the consumer would continue to use existing concepts and categories and
ignore the new. This is called a "judgment system" in that consumers match or test new
information against what they already have and then make a judgment to add to, adapt, or
reject the new material. When consumers reject the information or do not add or attach it
to what they already have, there is a failure to communicate. In many cases, the failure to
communicate is the result of the marketer being unable to match his or her messages or
fields of experience with those of the prospect or customer. Consumers use the same
information processing approach whether the new data comes from advertising, sales
neighbor is telling them. The marketer who presents non-integrated messages risks not
having any of his or her messages processed because of the conflict that occurs in the
consumer's information processing system. If for no other reason but that the risk of
confusion, marketers must integrate their messages or consumers will simply ignore
them.
Although IMC as a process requires a lot of effort, it also delivers a lot of benefit.
IMC can wrap the communication around the customer at various levels and nurture the
relationship with the customer. Its ability to keep a customer for life is a major
focused within the target audience. With usually only one agency involved in the
As defined by noted Marketing Guru Mr. Philip Kotler, events are ‘Occurrences
niche communication medium that allows companies to reach their target audience
directly with tangible outcomes, which are not possible through conventional forms of
advertisement. Event are a part of the ‘experiential’ marketing process where a consumer
Events can also be defined as something noteworthy which happens according to a set
Types of Events:
1. Corporate:
Consider an auto company coming out with a new model in the market. They can
advertise on television and print, run special features, and have press conferences.
But a product launch at this juncture is much more effective. People from all over
can come, have a feel of the car, touch and experience its comforts and be in a
much better position for a purchase decision. When done for a training meet or
annual parties, it becomes an opportunity for people to come and interact amongst
each other and also an opportunity for the company to showcase new initiatives.
Trade fairs play a vital role as it can tap consumers in a large concentration at one
location.
pageants)
Association with awards and pageants is usually seen as an opportunity for brands
to build relations with the glamour, personalities and the popularity of the events.
The involvement of the audience during the event and the exposure the brands can
achieve through the runs on television are a dual advantage that is presented by
such events. Some Indian examples are like the Filmfare awards or the Miss India
pageant which offer ample opportunity for sponsorship and association with the
event.
regions. In India, festivals like the Prithvi festival, The One tree music festival,
The Independence Rock are all events catering to audiences of different age
platform for various brands to reach out to the consumer and showcase
themselves.
Sports have a mass appeal in every country. May it be the basketball or baseball
runs in either by sponsoring complete events like the Olympics or the World Cup,
The government organises festivals for highlighting folk culture, rural art and
festivities. They serve as a good opportunity for brands with a rural target to
6. Personal: Birthday parties, wedding parties and related functions, general parties
etc.
These are not opportunities for branding but do generate a lot of interest amongst
• Pre-planned
• Ad-hoc
• Fully/Partially sponsored
• Ticketed
• Location Based
• International/Domestic
• Concept based
• Political
• Person / Family based