Marketing Communications -- An Overview Asia-Pacific Marketing Federation Certified Professional Marketer Copyright by Marketing Institute of Singapore Organization 1. Introduction 2. Promotional Mix 3. Non-promotional Mix 4. Multidisciplinary Perspectives Introduction Marketing Communication or Promotion is the communication undertaken by a firm to persuade/inform potential buyers to accept ideas, concepts, or things Communication function of marketing Informs and influences attitudes and behavior More visible and immediate of the P’s Promotional Mix Promotional Mix is the specific mix of advertising, personal selling, sales promotion, and public relations that a firm uses to pursue its advertising and marketing objectives Promotional Management is the process of co-ordinating the promotional mix elements to develop a controlled and integrated program for effective marketing communication Elements of Promotion Mix (a) Advertising -- Impersonal -- Mass communication -- Paid (b) Personal Selling -- Personal -- Individualized communication -- Highly adaptive (c) Sales Promotion -- Consumer and Trade -- Provide additional motivation to buy product (d) Public Relations -- Nonsponsorship -- Intent is to foster positive product/firm image -- Dependent on others to take action Multidisciplinary Perspectives Psychology – What makes people: pay attention to Like Remember – the ad? Economics (a) Positive Advertising-Product Quality Relationship – -- A signal of quality for products whose quality is costly to determine before use – -- Positive relationship between advertising level and product quality (b) Negative Advertising-Product Quality Relationship -- Firms with low quality products have higher advertising levels to counter their relative product disadvantage Sociology & Anthropology (a) Advertising is a Manipulative tool -- No power over buying decisions -- Motivation at subconscious level (e.g., subliminal advertising) -- Use of emotional appeals (e.g., fear ads). No more a rational consumer -- Do things not for consumer’s best interest (b) Change values -- Materialistic, selfish, perpetually dissatisfied -- Defines values that society should embrace (c) Promotes conformity -- No individual self expression (d) Disrespect for tradition -- Wants something new -- Reduce role of family (e) Intrudes privacy -- Bombarded everyday