Integrated Marketing Communications: Exam 1

Customer’s perception of all of the benefits of a product or service weighed against all the costs of acquiring and consuming it
Process of coordinating various promotional elements and other marketing activities that communicate with a firm’s customers
Brand Identity
Combination of the name, logo, symbols, design, packaging, image and associations held by consumers toward a brand
Marketing Mix
The controllable elements of a marketing program including product, price, promotion, and place
Promotional Mix
The tools used to accomplish an organization’s communications objective. Includes advertising, direct marketing, sales promotion, publicity/public relations, and personal selling
Situation Analysis
A collection of methods that managers use to analyze an organization’s internal and external environment to understand the organization’s capabilities, customers, and business environment
Competitive Advantage
Something unique or special that a firm does or possesses that provides an advantage over its competitors
Target Marketing
The process of identifying the specific needs of segments, selecting one or more of these segments as a target, and developing marketing programs to each
Market Segmentation
The process of dividing a market into distinct groups that have common needs and will respond similarly to a marketing action
Push Strategy
Programs designed to persuade the trade to stock merchandise and promote a manufacturer’s products. Used to motivate wholesalers and retailers to purchase products for resale
Pull Strategy
Spending money on advertising and sales promotion efforts directed toward the ultimate consumer. Encourage consumers to request the product from the retailer/create demand among consumers
Elaboration Likelihood Model (ELM)
A model that identifies two processes by which communications can lead to persuasion – central and peripheral routes
Central Route
Ability and motivation to process a message is high and close attention is paid to message content
Peripheral Route
Ability and motivation to process a message is low; receiver does not focus on message content
High Involvement
Magazines, media, news
Low Involvement
Source Attributes
Credibility – Internalization – extent to which the recipient sees the source as having relevant knowledge, skill or experience and trusts the source to give unbiased, objective information

Attractiveness – Identification – characteristic that encompasses similarity, familiarity, and likability. Receiver is motivated to seek a type of relationship with the source

Power – Compliance – source is capable of administering rewards and punishments to the receiver. Depends on a source’s perceived control, concern, and scrutiny

Attractiveness Attributes
A source characteristic that makes him or her appealing to a message recipient


Slice of Life
Advertising Execution: Particularly for packaged-goods products. Generally based on a problem/solution approach that consumers face in their daily lives such as body odor, dandruff, bad breath
Scale measuring the popularity of a person or thing by dividing the assessment of familiarity by the assessment of favorable opinion
A theory that the first information presented in the message will be the most likely to be remembered
The idea that advertising will have the most effect on someone who is in the market for the product and that planners should attempt to reach that consumer as close as possible to their purchase decision
Marketing Objectives
Goals to be accomplished by an organization’s overall marketing program such as sales, market share, or profitability
Top Down Budgeting
Budgetary amount is established and then the monies are passed down to the various departments. Budgets are typically predetermined and have no true theoretical basis
Bottom Up Budgeting
Defining the communication objectives to be accomplished, determining the specific strategies and tasks needed to attain them, and then estimating the costs associated with the performance of these strategies
Percentage of Sales Method
The most commonly used method for budget setting. Advertising and promotions budget is based on sales of the product
Creative Strategy
A determination of what an advertising message will say or communicate to a target audience
Media Strategy
Determining the communication channels to use to deliver the creative strategy
Creative Tactics
A determination of how an advertising message will be implemented so as to execute the creative strategy
Any paid form of non-personal communication about an organization, product or service with an idea from an identified sponser
Involves mass media, message is transmitted to large groups of individuals, no opportunity for immediate feedback
Advertising Creativity
The ability to generate fresh, unique, and appropriate ideas that can be used as solutions to communication problems
A series of drawings used to present the visual plan or layout of a proposed commercial
Advertising Campaigns
A comprehensive advertising plan that consists of a series of messages in a variety of media that center on a single theme or idea
User Selling Proposition (USP)
An advertising strategy that focuses on a product or service attribute that is distinctive to a particular brand and offers an important benefit to the customer
Advertising Appeals
The basis or approach used in an advertising message to attract the attention or interest of consumers and/or influence their feeling toward the product, service, or cause
Teaser Advertising
An ad designed to create curiosity and build excitement and interest in a product or brand without showing it
Advertising Execution: Scenes are drawn by artists or created on a computer for advertisements
Advertising Execution: A person praises a product or service on the basis of his or her experience with it
Comparative Advertising
The practice of either directly or indirectly naming one or more competitors in an advertising message and usually making a comparison on one or more specific attributes or characteristics
The passing of information, exchange of ideas, or process of establishing shared meaning between a sender and a receiver
The sender – person, group, or organization – of the message
The process of putting thoughts, ideas, or information into a symbolic form
The process by which a message recipient transforms and interprets a message
The method or medium by which communication travels from a source or sender to a receiver
A communication containing information or meaning that a source wants to convey to a receiver
Social channels of communication such as friends, neighbors, associates, co-workers, or family members
Field of Experience (FOE)
The experiences, perceptions, attitudes, and values that senders and receivers of a message bring to a communication situation
Extraneous factors that create unplanned distortion or interference in the communication process
Part of the message recipient’s response that is communicated back to the sender. It can take a variety of forms and provides a sender with a way of monitoring how an intended message is decoded and received
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