Journal
JOURNAL OF MARKETING
Volume 80, Issue 6, Pages 122-145Publisher
SAGE PUBLICATIONS INC
DOI: 10.1509/jm.15.0419
Keywords
marketing communications; marketing integration; integrated marketing communications; traditional media; digital media
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With the challenges presented by new media, shifting media patterns, and divided consumer attention, the optimal integration of marketing communications takes on increasing importance. Drawing on a review of relevant academic research and guided by managerial priorities, the authors offer insights and advice as to how traditional and new media such as search, display, mobile, TV, and social media interact to affect consumer decision making. With an enhanced understanding of the consumer decision journey and how consumers process communications, the authors outline a comprehensive framework featuring two models designed to improve the effectiveness and efficiency of integrated marketing communication programs: a bottom-up communications matching model and a top-down communications optimization model. The authors conclude by suggesting important future research priorities.
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