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Marketing Communications: discovery, creation and conversations 7th edition [Minkštas viršelis]

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  • Formatas: Paperback / softback, 760 pages, aukštis x plotis x storis: 264x194x26 mm, weight: 1380 g
  • Išleidimo metai: 23-May-2016
  • Leidėjas: Pearson Education Limited
  • ISBN-10: 1292092610
  • ISBN-13: 9781292092614
Kitos knygos pagal šią temą:
  • Formatas: Paperback / softback, 760 pages, aukštis x plotis x storis: 264x194x26 mm, weight: 1380 g
  • Išleidimo metai: 23-May-2016
  • Leidėjas: Pearson Education Limited
  • ISBN-10: 1292092610
  • ISBN-13: 9781292092614
Kitos knygos pagal šią temą:


This seventh edition of Marketing Communications provides both a rich source of theory and an invaluable insight into how brands create communications and engage audiences in brand conversations. With contributions from brand owners and their advertising agencies from around the world, the book provides a unique blend of the theory and practice of brand communications.

 Sarah Turnbull joins Chris Fill as co-author on the seventh edition and together their passion for marketing communications comes alive in this book as they share their expertise and experience. Its strong theoretical underpinning and selection of contemporary case studies makes this the definitive text for undergraduate and postgraduate students in marketing, marketing with psychology, advertising, business studies and other marketing-related programmes. It is recognised as the authoritative text for professional courses such as The Chartered Institute of Marketing and is supported by the Institute of Practitioners in Advertising.   

Preface xix
Acknowledgements xxix
Publisher's acknowledgements xxxi
Part 1 Introduction to marketing communications
1(146)
1 Introducing marketing communications
3(34)
Aims and learning objectives
3(1)
Case: Sensodyne Pronamel
4(3)
Introduction
7(1)
The concept of marketing as an exchange
8(1)
Marketing communications and the process of exchange
9(1)
The scope of marketing communications
10(3)
The role of marketing communications
13(3)
The tasks of marketing communications
16(3)
Defining marketing communications
19(3)
Environmental influences
22(3)
Internal influences
22(1)
Market influences
23(1)
External influences
23(2)
The marketing communications mix
25(2)
Criteria when devising a mix
27(3)
Control
28(1)
Financial resources
29(1)
Audience size and geographic dispersion
29(1)
Media behaviour and preferences
29(1)
Communications tasks
29(1)
Communications differences
30(7)
Message reception
30(1)
Number of decision-makers
30(1)
The balance of the communications mix
31(1)
Specificity and integration
31(1)
Variety of media
31(1)
Content
31(1)
Message origin
31(1)
Length of purchase decision time
31(1)
Negative communications
32(1)
Target marketing and research
32(1)
Measurement and evaluation
32(1)
Marketing communications goals
32(1)
Key points
33(1)
Review questions
34(1)
References
35(2)
2 Communications: forms and conversations
37(34)
Aims and learning objectives
37(1)
Case: British Heart Foundation: Vinnie -- stayin' alive!
38(2)
An introduction to the process of communications
40(1)
A linear model of communications
41(5)
Source/encoding
42(1)
Signal
42(2)
Decoding/receiver
44(1)
Feedback/response
44(1)
Noise
45(1)
Realms of understanding
45(1)
Factors that influence the communications process
46(1)
The influence of the media
46(1)
The influence of people
47(1)
The influencer model of communications
47(1)
Interactional model of communications
48(2)
Word-of-mouth communications
50(6)
Definition and motives
51(3)
Opinion leaders
54(1)
Opinion formers
55(1)
Opinion followers
56(1)
Developing brands with word-of-mouth communications
56(4)
Amplification
60(1)
Relational approaches to communications
60(2)
Network approaches to communications
62(1)
Process of adoption
62(3)
Process of diffusion
65(6)
Key points
66(1)
Review questions
67(1)
References
68(3)
3 Audience insight: information processing and behaviour
71(42)
Aims and learning objectives
71(1)
Case: The intellectual Alibi -- or how the Dacia challenged conventional perceptions of value
72(2)
Introduction
74(3)
Information processing
77(13)
Perception
77(1)
Marketing and perception
77(6)
Learning
83(5)
Attitudes
88(2)
Decision-making
90(11)
Consumer purchase decision-making process
90(1)
Organisational decision-making process
91(3)
Fear and perceived risk
94(2)
Involvement theory
96(3)
Impact on communications
99(2)
Other approaches
101(12)
Hedonic consumption
101(1)
Tribal consumption
102(2)
Behavioural economics
104(4)
Key points
108(1)
Review questions
109(1)
References
110(3)
4 How marketing communications might work
113(34)
Aims and learning objectives
113(1)
Case: McCain -- Ready Baked Jackets
114(2)
Introduction
116(1)
The strategic context
116(1)
Engagement and the role of marketing communications
117(2)
How does marketing communications work?
119(28)
HMCW Interpretation 1 Sequential models
120(2)
HMCW Interpretation 2 Changing attitudes
122(3)
HMCW Interpretation 3 Shaping relationships
125(8)
HMCW Interpretation 4 Developing significant value
133(4)
HMCW Interpretation 5 Cognitive processing
137(3)
Conclusion
140(1)
Key points
141(1)
Review questions
142(1)
References
143(4)
Part 2 Managing marketing communications
147(206)
5 Marketing communications: strategy and planning
149(31)
Aims and learning objectives
149(1)
Case: The London Olympics -- a strategic success
150(2)
Introduction
152(1)
Marketing communications strategies
153(15)
MC strategy interpretation 1 Positioning strategies
154(5)
MC strategy interpretation 2 Audience strategies
159(5)
MC strategy interpretation 3 Platform strategies
164(2)
MC strategy Interpretation 4 Configuration strategies
166(2)
Planning marketing communications
168(1)
The marketing communications planning framework
169(3)
Elements of the plan
172(4)
Context analysis
172(1)
Communications objectives
173(1)
Marketing communications strategy
174(1)
Coordinated communications mix
174(1)
Resources
175(1)
Scheduling and implementation
175(1)
Evaluation and control
175(1)
Feedback
175(1)
Links and essential points
176(4)
Key points
177(1)
Review questions
178(1)
References
178(2)
6 Marketing communications: objectives and positioning
180(31)
Aims and learning objectives
180(1)
Case: Petplan
181(3)
Introduction
184(1)
The role of objectives in corporate strategy
185(1)
The role of brand communications objectives and plans
186(8)
The sales school
188(1)
The communications school
189(5)
Derivation of campaign objectives
194(1)
Setting realistic marketing communications objectives
195(3)
Business objectives
196(1)
Behavioural objectives
196(1)
Intermediate objectives
197(1)
SMART objectives
197(1)
Positioning
198(1)
The positioning concept
199(2)
Managing positions
201(2)
Perceptual mapping
201(2)
Positioning strategies
203(2)
Product features
203(1)
Price/quality
203(1)
Use
204(1)
Product class dissociation
204(1)
User
204(1)
Competitor
205(1)
Benefit
205(1)
Heritage or cultural symbol
205(1)
Repositioning
205(6)
Key points
207(2)
Review questions
209(1)
References
209(2)
7 The communications industry: structure, operations and finance
211(41)
Aims and learning objectives
211(1)
Case: The Kasiisi Project
212(2)
Introduction
214(2)
Dimensions of the UK marketing communications industry
216(2)
Structure and development of the UK marketing communications industry
218(2)
Agency types and structures
220(5)
Full-service or integrated agencies
221(1)
Creative agencies
221(1)
Media agencies
221(1)
Digital agencies
222(1)
Search agencies
222(1)
Social media agencies
222(1)
Direct marketing agencies
222(1)
Branded content agencies
222(1)
Experiential marketing agencies
223(1)
Healthcare agencies
223(1)
Outdoor agencies/out-of-home
223(1)
Other communications agencies
223(2)
Selecting an agency
225(2)
Agency operations
227(4)
Relationships
231(1)
Client/agency relationships
231(1)
Agency remuneration
232(2)
Budgeting for communications
234(3)
Trends in communications expenditure
237(1)
The role of the communications budget
238(1)
Benefits of budgeting
238(1)
Difficulties associated with budgeting for communications
239(1)
Budgeting -- techniques and approaches
239(6)
Which methods are most used?
243(2)
Budgeting for the other elements of the communications mix
245(7)
Key points
247(1)
Review questions
248(1)
References
248(4)
8 Evaluation and metrics
252(35)
Aims and learning objectives
252(1)
Case: Millward Brown -- optimising a dramatic performance
253(2)
Introduction
255(1)
The role of evaluation in planned communications
256(1)
Advertising
257(6)
Pre-testing unfinished ads
257(3)
Pre-testing finished ads
260(3)
Physiological measures
263(1)
Post-testing
264(4)
Inquiry tests
265(1)
Recall tests
265(1)
Recognition tests
266(1)
Sales tests
267(1)
Other methods of evaluation
268(3)
Tracking studies
268(1)
Financial analysis
268(1)
Likeability
269(1)
Marketing mix modelling
269(2)
Public relations
271(5)
Corporate image
274(1)
Recruitment
274(1)
Crisis management
275(1)
Measuring the fulfilment of brand promises
276(1)
Online communications
277(2)
Mobile
279(1)
Social media
279(8)
Key points
282(1)
Review questions
283(1)
References
284(3)
9 Branding and marketing communications
287(36)
Aims and learning objectives
287(1)
Case: Branding at the Colruyt Group
288(2)
Introduction
290(2)
Brand characteristics
292(3)
The task of marketing communications in branding
295(6)
Associations and personalities
295(3)
Brand ambassadors
298(2)
Delivering the brand associations
300(1)
Brand delivery: above-the-line communications
301(1)
Brand delivery: through-the-line communications
302(1)
Brand delivery: below-the-line communications
302(1)
Brand delivery: on-the-line communications
303(1)
Brand delivery: around-the-line communications
303(2)
Building brands with marketing communications
305(1)
Business-to-business branding
306(2)
Branding in an interactive environment
308(3)
Employee branding
311(4)
External communications
311(1)
Internal communications
312(2)
Intellectual and emotional aspects
314(1)
Brand equity
315(8)
Key points
318(1)
Review questions
318(1)
References
319(4)
10 Integrated marketing communications
323(30)
Aims and learning objectives
323(1)
Case: Oreo cookies
324(2)
Introduction
326(1)
The development of IMC
326(2)
Reasons for the developing interest in IMC
328(3)
What is to be integrated?
331(5)
Communications tools
331(1)
Messages
332(1)
Marketing mix
332(1)
Branding
332(1)
Strategy
333(1)
Employees
333(1)
Technology
333(1)
Agencies
334(2)
Definitions of IMC
336(2)
Interpretations of IMC
338(10)
Interpretation 1 IMC as harmonisation
338(1)
Interpretation 2 IMC as a plan
339(2)
Interpretation 3 IMC as a perspective
341(2)
Interpretation 4 IMC as a portfolio
343(3)
Interpretation 5 Relational IMC
346(2)
Structuring for IMC
348(5)
Key points
350(1)
Review questions
350(1)
References
351(2)
Part 3 The marketing communications mix
353(338)
11 Advertising: role, forms and strategy
355(33)
Aims and learning objectives
355(1)
Case: IWM London -- `Flight of the Stories'
356(2)
Introduction
358(1)
The role of advertising
358(4)
Defining advertising
362(1)
Selling propositions
363(1)
The use of emotion in advertising
364(3)
Types of advertising
367(3)
Advertising models and concepts
370(7)
The elaboration likelihood model
370(3)
Eclectic models of advertising
373(2)
The Strong and the Weak theories of advertising
375(2)
Using advertising strategically
377(4)
The FCB matrix
377(2)
The Rossiter--Percy grid
379(2)
Consumer-generated advertising
381(7)
Key points
383(1)
Review questions
384(1)
References
385(3)
12 Public relations: principles and practice
388(34)
Aims and learning objectives
388(1)
Case: `Pestaurant -- the world's first pop-up pest-only restaurant
389(2)
Introduction
391(1)
Which publics?
392(1)
Characteristics of public relations
393(3)
A framework of public relations
396(2)
The press agentry/publicity model
397(1)
The public information model
397(1)
The two-way asymmetric model
397(1)
The two-way symmetric model
397(1)
Public relations and relationship management
398(1)
Objectives of public relations
399(1)
Cause-related marketing
399(3)
Public relations: methods and techniques
402(1)
Media relations
402(4)
Press releases
403(1)
Press conferences
404(1)
Interviews
404(1)
Publicity and events
404(1)
Media catching
404(2)
Media and public relations
406(1)
Forms of public relations
406(16)
Lobbying
406(1)
Investor relations
407(2)
Corporate advertising
409(1)
Crisis communications
410(7)
Key points
417(1)
Review questions
418(1)
References
418(4)
13 Sponsorship
422(28)
Aims and learning objectives
422(1)
Case: Emirates Lions
423(1)
Introduction
424(4)
The growth and development of sponsorship
428(1)
Sponsorship objectives
429(1)
How sponsorship might work
430(1)
Theoretical aspects of sponsorship
431(2)
Types of sponsorship
433(10)
Sports sponsorship
433(2)
Broadcast sponsorship
435(1)
Arts sponsorship
436(2)
Other forms of sponsorship
438(5)
The role of sponsorship in the communications mix
443(7)
Key points
445(1)
Review questions
446(1)
References
447(3)
14 Direct marketing and personal selling
450(35)
Aims and objectives
450(1)
Case: Everest -- growing the number of appointments through marginal gain
451(2)
Introduction
453(1)
The role of direct marketing
454(1)
Types of direct brand
455(1)
Type 1 Complementary Tool
456(1)
Type 2 Primary Differentiator
456(1)
Type 3 Sales Channel
456(1)
Type 4 Brand Vehicle
456(1)
The growth of direct marketing
456(2)
Growth driver 1 technology
456(1)
Growth driver 2 Changing Market Context
457(1)
Growth driver 3 Changing Organisational Expectations
458(1)
The role of data
458(1)
Permission marketing
459(1)
Direct-response media
460(7)
Direct mail
460(2)
Telemarketing
462(2)
Carelines
464(1)
Inserts
464(1)
Print
465(1)
Door-to-door
466(1)
Radio and television
466(1)
Interactive media
467(1)
Personal Selling
467(1)
The tasks of personal selling
467(2)
The role of personal selling
469(2)
When personal selling should be a major part of the communications mix
471(2)
Complexity
472(1)
Buyer significance
472(1)
Communications effectiveness
472(1)
Channel network factors
473(1)
The role of social media in personal selling
473(3)
Strategic account management
476(9)
Key account management
476(4)
Global account management
480(1)
Key points
481(1)
Review questions
482(1)
References
483(2)
15 Sales promotion, field marketing and brand experience
485(32)
Aims and learning objectives
485(1)
Case: Lucozade Sport Conditions Zone
486(2)
Introduction
488(1)
Understanding the value of sales promotions
488(4)
The role of sales promotion
492(2)
Short termism
492(1)
Managerial accountability
492(1)
Brand performance
492(1)
Brand expansion
493(1)
Competition for shelf space
493(1)
Sales promotion plans: the objectives
494(1)
An overview of how sales promotions work
495(4)
Retention programmes
499(4)
Sales promotions: methods and techniques
503(4)
Field marketing
507(1)
Range of FM activities
507(3)
Brand experience and events
510(7)
Key points
513(1)
Review questions
514(1)
References
514(3)
16 Brand placement, exhibitions, packaging and licensing
517(29)
Aims and learning objectives
517(1)
Case: Beyonce -- how brand licensing influences popular music acts
518(3)
Introduction
521(1)
Brand placement
522(5)
Characteristics of brand placement
523(2)
Placement issues
525(2)
Trade shows and exhibitions
527(7)
Reasons to use exhibitions
528(1)
Characteristics of exhibitions and trade fairs
529(1)
Exhibitions as a form of marketing communications
530(1)
Multimedia and trade shows
531(1)
Marketing management of exhibitions
532(1)
Hospitality and Events
532(2)
Packaging
534(4)
The communications dimensions of packaging
535(3)
Licensing
538(8)
Key points
541(1)
Review questions
542(1)
References
543(3)
17 Messages and creativity
546(41)
Aims and learning objectives
546(1)
Case: John Lewis -- `Monty's Christmas'
547(2)
Introduction
549(1)
Message source
550(1)
Establishing credibility
550(4)
Credibility established by the initiator
551(1)
Credibility established by a spokesperson
552(2)
Sleeper effects
554(1)
Structural elements in a message
554(2)
Message balance
554(1)
Conclusion drawing
555(1)
One-and two-sided messages
556(1)
Order of presentation
556(1)
Message appeals
556(9)
Information-based appeals
557(2)
Emotions- and feelings-based appeals
559(6)
Copycat messaging
565(1)
Advertising tactics
565(5)
Informational motives
565(1)
Transformational motives
565(5)
Creativity
570(1)
Creativity and attention
571(1)
The importance of context
572(1)
The creative process
572(2)
The creative code
574(1)
Message framing
574(2)
Storytelling
576(3)
User-generated content (UGC)
579(1)
Sourcing content
580(7)
Key points
581(1)
Review questions
582(1)
References
583(4)
18 Media -- principles and practice
587(34)
Aims and learning objectives
587(1)
Case: Foster's -- `Good Call'
588(2)
Introduction
590(1)
Media classification -- by form
591(1)
Media classification -- by source
591(2)
Media classification -- by function
593(1)
Linear media
594(9)
Print media
594(3)
Broadcast media
597(1)
Outdoor media
598(3)
In-store media
601(1)
Cinema
602(1)
Ambient media
602(1)
Guerrilla tactics
603(1)
Interactive media
603(18)
So, what are interactive media?
603(1)
Core technologies
604(1)
Characteristics of interactive media
604(7)
Multichannel campaigns
611(1)
Retailing in a multichannel environment
612(2)
What interactive media enable users to do
614(1)
Direct-response media
615(1)
Key differences between linear and interactive media
615(2)
Key points
617(1)
Review questions
617(1)
References
618(3)
19 Social, search and other interactive media
621(37)
Aims and learning objectives
621(1)
Case: Greater Manchester Police
622(2)
Introduction
624(1)
Interactive media advertising
625(6)
Banner ads
626(1)
Behavioural targeting
627(1)
Native advertising
628(1)
Pop-ups
628(1)
Microsites
629(1)
Rich-media ads
629(1)
Online video
629(1)
Online gaming
629(2)
Search engine marketing
631(3)
Search engine optimisation
631(3)
Pay-per-click searches
634(1)
Social media
634(15)
Social networks
639(1)
Web logs
640(2)
Microblogging
642(2)
Viral marketing
644(2)
Podcasting
646(1)
Online communities
646(3)
Other forms of interactive media
649(9)
Email marketing
649(1)
Short message service (SMS)
650(1)
Apps
651(1)
Affiliate marketing
651(1)
Augmented reality
652(1)
Key points
653(1)
Review questions
654(1)
References
654(4)
20 Media planning: reaching audiences
658(33)
Aims and learning objectives
658(1)
Case: Karcher: Window Vac
659(2)
Introduction
661(1)
Clutter
662(1)
Media planning and the media mix
662(6)
Media switching behaviour
666(2)
Influential factors for media selection
668(1)
Switching behaviour
668(1)
Vehicle selection
669(1)
Media planning concepts
670(5)
Reach and coverage
670(1)
Frequency
671(1)
Gross rating point
671(2)
Effective frequency
673(2)
Recency planning
675(4)
Media usage and attitudes
676(1)
Efficiency
677(2)
Media buying: the block plan and automation
679(5)
The block plan
679(1)
Automation -- programmatic
680(2)
The cross-media mix
682(2)
Media source effects
684(7)
Scheduling
684(1)
Timing of placements
684(1)
Key points
685(2)
Review questions
687(1)
References
688(3)
Author Index 691(12)
Subject Index 703