Marketing Communications

Höfundar: Chris Fill; Sarah Turnbull (Útgáfa: 9)
Marketing Communications

Kaup valmöguleikar

Get a solid grasp of the methods, processes, and issues surrounding marketing communications and develop your career with an industry-leading text that blends theory with contemporary marketing practice. Marketing Communications, 9th edition by Fill and Turnbull is the leading text that introduces you to the key topics of the subject. Ideal for undergraduate and postgraduate students in Marketing and related fields, this textbook guides you through the processes and actions of engaging audiences with brands, products, and services, from theory to practice.

From introducing the subject and setting learning expectations to analysing and interpreting consumer behaviour, this latest edition follows a clear, streamlined structure that focuses on the strategic and tactical aspects of how brands engage audiences. With an approachable style and language that is easy to understand, the text delivers a rich blend of academic and practitioner materials that will help you understand the complexities of marketing communications.

The book includes examples of contemporary, innovative marketing practices drawn from some of the world's leading brands and agencies, allowing you to explore the theories and ideas and acquire critical insight into the marketing communications landscape. The plethora of useful features and examples will encourage you to discuss and consider multiple interpretations around the major topics, providing you with the tools you need to develop your career in the field.

Nánar um bókina

Útgefandi
Pearson International Content
ISBN
9781292400310
Print ISBN
9781292400327
Format
ePub
Útgáfa
9
Höfundar
Chris Fill; Sarah Turnbull
Tungumál
English
Útgefið
2023-01-12
Prent takmörkun á líftíma
100

Kaflar

  • Cover Page
  • Title
  • Copyright
  • Brief contents
  • Dedication
  • Contents
  • Preface
  • Author’s acknowledgements
  • Part 1 An introduction to marketing communications
  • 1 The scope of marketing communications
  • Aims and learning objectives
  • Introduction
  • Defining marketing communications
  • The engaging role of marketing communications
  • The tasks of marketing communications
  • The marketing communications mix
  • Marketing communications in context
  • Marketing communications in a customer journey context
  • Delivering consumer experiences
  • Marketing communications in an international context
  • Standardisation versus adaptation
  • Global consumer culture theory
  • The impact of social media in a global context
  • Marketing communications in a technological context
  • Big Data
  • Data management platforms
  • Programmatic technologies
  • Mobile
  • Consolidation and convergence
  • Marketing communications in an ethical context
  • Comment
  • Key points
  • Case: From running shops to serving customers: The Tesco turnaround story
  • Review questions
  • References
  • 2 Communication: theory, interactivity and influencers
  • Aims and learning objectives
  • Introduction
  • A linear model of communications
  • Issues associated with the linear communication process
  • The influencer model of communications
  • The interactional model of communications
  • Dialogue
  • Relational approaches to communications
  • Word-of-mouth communications
  • Definition and motives
  • Opinion leaders
  • Opinion formers
  • Developing brands with word-of-mouth communications
  • Influencer marketing
  • Amplification
  • Visual communication
  • Brands and the use of visual communication
  • Adoption and diffusion
  • Process of diffusion
  • Key points
  • Case: Gymshark
  • Review questions
  • References
  • 3 Understanding buyer behaviour and improving engagement
  • Aims and learning objectives
  • Introduction
  • Information processing
  • Attention
  • Perception
  • Learning
  • Attitudes
  • Decision making
  • Fear, uncertainty and perceived risk
  • Decision-making processes
  • Consumer purchase decision-making processes
  • Organisational decision-making processes
  • Social selling
  • Ethics and decision making
  • Involvement theory
  • The influence of mobile technologies on buyer behaviour
  • Usage
  • Multitasking and layering media
  • Attention levels
  • Visual vocabulary
  • Chat
  • User-generated content
  • Contemporary approaches to understanding buyer behaviour
  • Hedonic consumption
  • Tribal consumption
  • Ethical consumption
  • Behavioural economics
  • Key points
  • Case: How Aldi re-energised an existing advertising concept to reignite growth
  • Review questions
  • References
  • 4 How does marketing communications work?
  • Aims and learning objectives
  • Introduction
  • Engagement and the role of marketing communications
  • How does marketing communications work?
  • Interpretation 1: sequential models
  • Interpretation 2: changing attitudes
  • Interpretation 3: shaping relationships
  • Interpretation 4: developing significant value
  • Interpretation 5: cognitive processing
  • Comment
  • Key points
  • Case: Gordon’s Gin: Legacy brand turned challenger – doubling the size of a legacy brand by thinking like a challenger
  • Review questions
  • References
  • Part 2 Managing marketing communications
  • 5 Marketing communications: strategies and planning
  • Aims and learning objectives
  • Introduction
  • Marketing communications strategies
  • MC strategy interpretation 1: positioning strategies
  • MC strategy interpretation 2: audience strategies
  • MC strategy interpretation 3: platform strategies
  • MC strategy interpretation 4: configuration strategies
  • Planning marketing communications
  • The marketing communications planning framework (MCPF)
  • Elements of the plan
  • Context analysis
  • Communications objectives
  • Marketing communications strategy
  • Coordinated communications mix
  • Resources
  • Scheduling and implementation
  • Evaluation and control
  • Feedback
  • Integration within marketing communications plans
  • Key points
  • Case: Results & a half: how generosity paid off for Cadbury
  • Review questions
  • References
  • 6 Marketing communications: objectives and positioning
  • Aims and learning objectives
  • Introduction
  • The role of objectives
  • The role of brand communications objectives and plans
  • The sales school
  • The communications school
  • Practitioner-based marketing communications objectives
  • Business objectives
  • Behavioural objectives
  • Intermediate objectives
  • SMART objectives
  • Linking objectives to the communications strategy
  • Positioning
  • The positioning concept
  • Managing positions
  • Perceptual mapping
  • Positioning strategies
  • Product features
  • Price/quality
  • Use
  • Product class dissociation
  • User
  • Competitor
  • Benefit
  • Heritage or cultural symbol
  • Repositioning
  • Key points
  • Case: David Sheldrick Wildlife Trust: Hello in elephant – translating an endangered language to help save an endangered species
  • Review questions
  • References
  • 7 Branding and marketing communications
  • Aims and learning objectives
  • Introduction
  • Brand characteristics
  • Consumer brand relationships
  • The task of marketing communications in branding
  • Associations and personalities
  • Brand ambassadors
  • Building brands with marketing communications
  • Business-to-business branding
  • Branding in an interactive environment
  • Employee branding
  • External communications
  • Internal communications
  • Intellectual and emotional aspects
  • Brand equity
  • Key points
  • Case: Lloyds Bank: the power of Pure Brand
  • Review questions
  • References
  • 8 Integrated marketing communications
  • Aims and learning objectives
  • Introduction
  • The forces for IMC
  • What is to be integrated?
  • Communications tools or disciplines
  • Messages
  • Media
  • Touchpoints
  • Marketing mix
  • Brands and structures
  • Strategy
  • Employees
  • Technology
  • Agencies
  • Building IMC programmes
  • Interpretations of IMC
  • Interpretation 1: IMC as harmonisation
  • Interpretation 2: IMC as a perspective
  • Interpretation 3: IMC as a portfolio
  • Interpretation 4: relational IMC
  • Key points
  • Case: Baileys: from forgotten icon to global treat
  • Review questions
  • References
  • 9 Budgeting and evaluation
  • Aims and learning objectives
  • Introduction
  • The role of the communications budget
  • Benefits of budgeting
  • Difficulties associated with budgeting for communications
  • Budgeting – techniques and approaches
  • Share of voice
  • Which methods are most used?
  • The ‘60:40 rule’
  • Budgeting for the other elements of the communications mix
  • The role of evaluation in planned communications
  • Advertising testing
  • Pre-testing unfinished ads
  • Concept testing
  • Pre-testing finished ads
  • Physiological measures
  • Post-testing
  • Enquiry tests
  • Recall tests
  • Recognition tests
  • Sales tests
  • Simulated market tests
  • Single-source data
  • Other methods of evaluation
  • Tracking studies
  • Likeability
  • Marketing mix modelling
  • Measuring online communications
  • Share of search
  • Mobile
  • Social media
  • Dashboards
  • Key points
  • Case: Audi: the value of Vorsprung durch Technik over four decades
  • Review questions
  • References
  • Part 3 The marketing communications mix
  • 10 Advertising: role, forms and strategy
  • Aims and learning objectives
  • Introduction
  • The role of advertising
  • Defining advertising
  • Selling propositions
  • The use of emotion in advertising
  • Types of advertising
  • Advertising models and concepts
  • The elaboration likelihood model
  • Practitioner frameworks of advertising
  • The Strong and the Weak theories of advertising
  • Consumer-generated advertising
  • Interactive media advertising
  • Banner ads
  • Online behavioural advertising
  • Pop-ups
  • Video
  • Bumpers
  • Key points
  • Case: Building a brand fit for the biggest decision of your life: Made in the Royal Navy
  • Review questions
  • References
  • 11 Public relations and sponsorship
  • Aims and learning objectives
  • Introduction
  • Characteristics of public relations
  • Which publics?
  • A framework of public relations
  • The press agentry/publicity model
  • The public information model
  • The two-way asymmetric model
  • The two-way symmetric model
  • Public relations and relationship management
  • Public relations: methods and techniques
  • Media relations
  • News releases
  • Multimedia usage in media relations
  • Press conferences
  • Interviews
  • Events
  • Media catching
  • Corporate advertising
  • Reasons for the use of corporate advertising
  • Forms of public relations
  • Sponsorship
  • Sponsorship objectives
  • Theoretical aspects of sponsorship
  • Types of sponsorship
  • Sports sponsorship
  • Broadcast sponsorship
  • Arts sponsorship
  • Other forms of sponsorship
  • The role of sponsorship in the communications mix
  • Key points
  • Case: KFC: Michelin Impossible – how an Aussie underdog took on the food establishment
  • Review questions
  • References
  • 12 Direct marketing and sales promotion
  • Aims and learning objectives
  • Introduction
  • The role of direct marketing
  • The role of data
  • Direct-response media
  • Email
  • Mobile
  • The ‘Internet-of-Things’ (IOT)
  • Social
  • Direct mail
  • Door-to-door
  • Telemarketing
  • Inserts
  • Print
  • Radio and television
  • Sales promotion
  • Understanding the value of sales promotions
  • The role of sales promotion
  • Short termism
  • Managerial accountability
  • Brand performance
  • Brand expansion
  • Competition for shelf space
  • An overview of how sales promotions work
  • Sales promotions: methods and techniques
  • Field marketing
  • Key points
  • Case: Unlocking the value of direct-to-fan for Formula 1
  • Review questions
  • References
  • 13 Brand: placement, experience and packaging
  • Aims and learning objectives
  • Introduction
  • Brand placement
  • Characteristics of brand placement
  • Placement issues
  • Brand experience
  • Exhibitions and trade shows as experiences
  • Strengths
  • Weaknesses
  • Exhibitions as a form of marketing communications
  • Multimedia and trade shows
  • Managing exhibitions
  • Brand packaging
  • The communications dimensions of packaging
  • Key points
  • Case: A Night. . . At The Louvre: how Airbnb created a magical experience
  • Review questions
  • References
  • 14 Content: messages, credibility and creative approaches
  • Aims and learning objectives
  • Introduction
  • Message source
  • Establishing credibility
  • Credibility established by the initiator
  • Credibility established by a spokesperson
  • Structural elements in a message
  • Message balance
  • Conclusion drawing
  • One- and two-sided messages
  • Order of presentation
  • Message appeals
  • Information-based appeals
  • Emotions- and feelings-based appeals
  • Advertising tactics
  • Informational motives
  • Transformational motives
  • Creativity
  • Creativity and attention
  • The importance of context
  • The creative process
  • Message framing
  • Storytelling
  • User-generated content (UGC)
  • Sourcing content
  • Key points
  • Case: Whiskas K.I.T.: how cat content grew up to drive digital growth
  • Review questions
  • References
  • 15 Media: principles, practice and formats
  • Aims and learning objectives
  • Introduction
  • Classifying the media
  • Media classification – by form
  • Media classification – by source
  • Media classification – by function
  • Interactive media
  • Characteristics of interactive media
  • What interactive media enable users to do
  • Interactive platforms and facilities
  • Search engine marketing
  • Social media
  • Social networks
  • Weblogs and microblogging
  • Viral marketing
  • Online brand communities
  • Extended reality
  • Linear media
  • Print media
  • Broadcast media
  • Outdoor media
  • In-store media
  • Cinema
  • Key differences between interactive and linear media
  • Key points
  • Case: ‘Should have gone to Specsavers!’
  • Review questions
  • References
  • 16 Media planning: concepts and practices
  • Aims and learning objectives
  • Introduction
  • Brand building and activation media
  • Media planning and the media mix
  • Media switching behaviour
  • Media planning concepts
  • Reach and coverage
  • Frequency
  • Gross rating point
  • Effective frequency
  • Efficiency
  • Media planning – from interruption to facilitation
  • Automation and programmatic technologies
  • Programmatic planning issues
  • Blockchains
  • Multichannel campaigns
  • Advertising and the media mix
  • Campaign media planning
  • Pre-store
  • In-store
  • Post-store
  • The plan
  • Optimisation within channel
  • Monitoring and course correcting
  • Measurement
  • Key points
  • Case: How Soreen used its loaf to become a millennial favourite
  • Review questions
  • References
  • Glossary and list of useful terms
  • Author index
  • Subject index
  • Publisher’s acknowledgements