Chapter 8: Integrated Marketing Communications Flashcards Preview

Marketing 5410: Marketing Management > Chapter 8: Integrated Marketing Communications > Flashcards

Flashcards in Chapter 8: Integrated Marketing Communications Deck (17):


A paid form of nonpersonal communications about an organization, its product, or its activities that is transmitted through a mass medium to a target audience.


Average Frequency

The number of times customers, on average, are exposed to an advertisement within a given time period.


Consumer Promotions

Promotions directed at consumers designed to induce the customer to try the product, reward brand loyalty, encourage the consumer to trade-up or purchase larger sizes, stimulate repeat purchases, and reinforce other advertising or personal selling efforts.


Cost per Thousand

A common measure of efficiency or productivity in advertising, cost per thousand (CPM) refers to the dollar cost of reaching 1,000 prospects.


Direct Marketing

Direct communication with customers through direct mail, online marketing, catalogs, telemarketing, and direct response advertising.


Expenditure Question

The methods used to decide how much to spend on advertising, ranging from simple (a percent of sales), to more complex (the task approach which determines goals and how much it will cost to accomplish each goal).


Frequency Marketing Programs

Programs designed to reward customers for purchases of a product or service over a sustained period of time.


Integrated Marketing Communications

Marketing communications programs that coordinate and integrate all elements of the promotion mix so that the organization presents a consistent message. It seeks to manage all sources of brand or company contacts with existing and potential customers.


Objectives of Advertising

Creating awareness, aiding comprehension, developing conviction, and encouraging ordering. Within each category more specific objectives can be developed that take into account time and degree of success desired.


Personal Selling

Face-to-face communication with potential buyers to inform them about and persuade them to purchase an organization's product.


Promotion Mix

The combination and types of nonpersonal and personal communication an organization puts forth during a specified period. There are five elements of the promotion mix, four of which are nonpersonal forms of communication (advertising, sales promotion, public relations, and direct marketing), and one, personal selling, which is a personal form of communication.


Public Relations

Efforts directed at influencing the attitudes, feelings, and opinions of customers, noncustomers, stockholders, suppliers, employees, and political bodies about the organization. A popular form is publicity.


Pull Strategy

Promotional efforts directed at customers to encourage them to ask the retailer for the product. They are designed to "pull" a product through the distribution channel from manufacturer to buyer.


Push Strategy

Promotional efforts directed at distributors, retailers, and sales personnel to gain their cooperation in ordering, stocking, and supporting the sales of a product. As such they "push" the product toward the customer.



The number of targeted audience members exposed at least once to an advertiser's message within a predetermined time frame.


Sales Promotion

An activity or material that offers customers, sales personnel, or resellers a direct inducement for purchasing a product.


Trade Promotions

Promotions aimed at distributors and retailers of products who make up the distribution channel.