The Relative Influence of Economic and Relational Direct Marketing Communications on Buying Behavior in Business-to-Business Markets

2018 ◽  
Vol 55 (1) ◽  
pp. 48-68 ◽  
Author(s):  
Kihyun Hannah Kim ◽  
V. Kumar
Keyword(s):  
Direct Marketing ◽  
Communication Strategy ◽  
Marketing Communications ◽  
Marketing Communication ◽  
Resource Reallocation ◽  
Relational Values ◽  
Value Propositions ◽  
Using Data ◽  
Purchase Behaviors ◽  
Business To Business

Business-to-business firms spend significant resources in direct marketing to manage close relationships with their customers. Nevertheless, there is limited understanding of how the effectiveness of direct marketing communications varies by value propositions. Typically, direct marketing efforts are geared toward explicitly featuring economic or relational values. To implement an effective communication strategy catering to customers' preferences, firms should understand how customers consistently evaluate these organizational marketing communications, which ultimately affect their buying behaviors. Therefore, the authors analyze marketing messages and employ content analysis to capture the two distinct types of direct marketing communications. Using data from a Fortune 500 business-to-business service firm and a robust econometric model, they find that the (1) effects of economic and relational marketing communication on customer purchase behaviors interplay and vary over time, (2) latent stock of direct marketing communication affects customer purchase behaviors, and (3) evolution of customers' perceived importance can be recovered using transaction data. Overall, the authors provide a marketing resource reallocation strategy that enables marketers to customize marketing communications and improve a firm's financial performance.

scholarly journals ANALISIS KOMUNIKASI PEMASARAN DALAM MENARIK PENGUNJUNG (STUDI PADA KAMPOENG KOPI BANARAN, PT. PERKEBUNAN NUSANTARA IX KABUPATEN SEMARANG)

2019 ◽  
Vol 19 (2) ◽  
Author(s):  
EUNIKE SIPAYUNG ◽  
SONY HERU PRIYANTO
Keyword(s):  
Physical Environment ◽  
Direct Marketing ◽  
Sales Promotion ◽  
Communication Strategy ◽  
Marketing Communications ◽  
Quality Of Services ◽  
Marketing Communication ◽  
Factors Affecting ◽  
The Impact

This research was conducted in Kampoeng Kopi Banaran (Kakoba), an agrotourism owned by PT. Perkebunan Nusantara IX (Persero) located in the area of coffee plantation Getas Afdeling Assinan, Jl. Raya Semarang – Solo KM 1,5. Thisresearch aims to: (1) knowing Kakoba’s marketing communication (2) knowing the changing and factors affecting Kakoba’s marketing communications(3) knowing the impact of Kakoba’s marketing communication changes in attracting visitors. This research was conducted on February – March 2018. The participants of this research were the management of Kakoba. Data collection techniques used were observation, interviews, and study documentation.This study used a qualitative approach with descriptive design.The research results explain Kakoba marketing communication strategies are: advertising, direct marketing, and sales promotion. There is one discovery about marketing communication strategy: private relation. There are other types of communication: physical environment and quality of services that support the delivery of messages to visitors. Factors affecting the changing of marketing communications in Kampoeng Kopi Banaran is technology and information, as well as the better assessment and consumer knowledge. The impact of agrotourism marketing communication changes in Kakoba is the increasing number of visitors from year to year.

scholarly journals Analysis Of Consumer Preferences For Marketing Communication Strategy On Sass And Co

2019 ◽  
Vol 1 (1) ◽  
pp. 1-8
Author(s):  
Nadya Sukmaaji ◽  
Sisca Eka Fitria
Keyword(s):  
Consumer Preferences ◽  
Direct Marketing ◽  
Industrial Sector ◽  
Sales Promotion ◽  
Communication Strategy ◽  
Marketing Communications ◽  
Business Success ◽  
Target Market ◽  
Marketing Communication ◽  
The Right

The development of the creative industrial sector is able to contribute significantly to the national economy, one of which is fashion business. This is due to the phenomenon of fashion trends that gave birth to many business actors in the field of the fashion business. With so many fashion business players, fashion business competition will be more competitive that can impact on business success. One strategy that can be taken by business actors is product development, but according to modern marketing, it takes more than developing a product. Business actors need to apply various forms of communication in marketing so as to effectively reach and influence target markets through marketing communications strategies. Consumer preferences can be used to help the selection of the right marketing communications strategy as an effort to grab attention and influence the target market effectively in order to increase sales resultsThis study aims to determine consumer preferences of marketing communication strategy for Sass and Co. products. This study uses five marketing communication mix as variables or attributes and 16 sub-attributes. Sampling was done by Non-Probability Sampling method with a total of 400 respondents and using conjoint analysis technique. The results of this study show that the best combination of respondents is the marketing communication strategy using social media advertising, sales promotion by giving discounts, direct marketing through Shopee, word of mouth marketing using friend recommendation, and using personal sales through the offline store.

scholarly journals AKTIVITAS INTEGRATED MARKETING COMMUNICATION PT BLUE BIRD TBK DALAM MEMPERKENALKAN APLIKASI MY BLUEBIRD 5 DI MASA PANDEMI COVID-19

2021 ◽  
Vol 1 (1) ◽  
pp. 17
Author(s):  
Wulan Muhariani
Keyword(s):  
Public Relations ◽  
Media Coverage ◽  
Direct Marketing ◽  
Secondary Data ◽  
Sales Promotion ◽  
Marketing Communications ◽  
Marketing Communication ◽  
Integrated Marketing ◽  
Integrated Marketing Communication ◽  
The Public

ABSTRACTSomething new from the company, whether it is innovations, policies and the latest achievements from the company, should ideally be communicated and marketed to the public under any circumstances, including during a pandemic. At this time, all companies are challenged to market their products and services, a special strategy is needed to achieve the company's goals. For this reason, this study aims to analyze the implementation of Integrated Marketing Communication (IMC) activities carried out by PT Blue Bird Tbk in introducing the company's latest innovation, namely the My Bluebird 5 application during the COVID-19 pandemic. This research was conducted qualitatively with a case study method and data collection was divided into two, namely primary through interviews and observations; as well as secondary data through literature studies and media coverage results. The conclusion of this research is that PT Blue Bird Tbk has implemented an integrated marketing communication concept to introduce the My Blue Bird 5 application in the midst of a pandemic through various tactics such as from advertising, public relations, internet marketing, sales promotion and direct marketing activities.Keywords: Marketing Communications, Integrated Marketing Communication, Pandemic  ABSTRAKSesuatu yang baru dari perusahaan, entah itu inovasi, kebijakan dan pencapaian terbaru dari perusahaan, idealnya harus dikomunikasikan dan dipasarkan kepada masyarakat dalam kondisi apapun, termasuk di masa pandemi. Pada masa ini, semua perusahaan mendapat tantangan untuk memasarkan produk dan jasanya, dibutuhkan strategi khusus agar tujuan perusahaan tercapai. Untuk itu penelitian ini bertujuan menganalisis penerapan aktivitas Integrated Marketing Communication (IMC) yang dilakukan oleh PT Blue Bird Tbk dalam memperkenalkan inovasi terbaru perusahaan, yaitu aplikasi My Bluebird 5 di masa pandemi COVID-19. Penelitian ini dijalankan secara kualitatif dengan metode studi kasus dan pengumpulan data terbagi menjadi dua yaitu primer melalui wawancara dan observasi; serta data sekunder melalui studi pustaka dan hasil liputan media. Kesimpulan dari penelitian ini adalah PT Blue Bird Tbk telah menerapkan konsep komunikasi pemasasaran terpadu untuk memperkenalkan aplikasi My Bluebird 5 di tengah masa pandemi melalui berbagai macam taktik mulai dari kegiatan periklanan, public relations, pemasaran internet, promosi penjualan dan pemasaran langsung.Kata Kunci: Marketing Communications, Integrated Marketing Communication, Pandemi

scholarly journals ANALISIS STRATEGI KOMUNIKASI PEMASARAN PT. INDONESIA VILLAJAYA DALAM UPAYA MEMBANGUN LOYALITAS PELANGGAN

2019 ◽  
Vol 1 (1) ◽  
pp. 61-73
Author(s):  
Dessy Kurniawanti ◽  
Bambang Hendrawan
Keyword(s):  
Public Relations ◽  
Direct Marketing ◽  
Personal Selling ◽  
Sales Promotion ◽  
Communication Strategy ◽  
Community Relations ◽  
Marketing Communication ◽  
Integrated Marketing ◽  
Collection Data ◽  
Depth Interviews

This study aims to analyze how the process of marketing communication strategies such as: advertising, sales promotion, public relations and publicity, personal selling, and direct marketing conducted by PT. Indonesia Villajaya. The research data was obtained through direct observation, documentation, as well as in-depth interviews with five informants. This research method using descriptive qualitative method. Analysis of the data include: data collection, data reduction, data presentation, and conclusion. The results showed that PT. Indonesia Villajaya conduct marketing communication strategy with reference to the integrated marketing communications strategy with process include: advertising, sales promotion, direct marketing, personal selling, and community relations & publicity. With the process of the strategy undertaken during this helps in increasing the public's brand awareness, enhance brand image and increase sales for the company

scholarly journals Pengaruh strategi komunikasi pemasaran Starbucks Card terhadap loyalitas konsumen (Studi Pada Konsumen Berstatus Mahasiswa PT. Starbucks Coffee di Kota Bandung)

2019 ◽  
Vol 7 (2) ◽  
pp. 1
Author(s):  
Kartika Sari ◽  
Nurhayati I K
Keyword(s):  
College Student ◽  
Customer Loyalty ◽  
Direct Marketing ◽  
Personal Selling ◽  
Sales Promotion ◽  
Communication Strategy ◽  
Marketing Communications ◽  
Consumer Loyalty ◽  
Probability Sampling ◽  
A Company

Loyalitas memiliki peranan penting demi majunya suatu perusahaan khususnya dalam persaingan industri kedai kopi saat ini. Perusahaan menerapkan berbagai strategi komunikasi pemasaran demi mempertahankan konsumennya dalam menggunakan produk dan jasa. Penelitian ini dilakukan untuk menguji pengaruh strategi komunikasi pemasaran Starbucks Card terhadap loyalitas konsumen berstatus mahasiswa di kota Bandung. Penelitian ini melakukan teknik sampling yang akan digunakan yaitu dengan cara non-probability sampling dikarenakan tidak adanya data sekunder yang menjelaskan secara tepat jumlah konsumen yang menggunakan Starbucks Card sehingga jumlah sampel yang dimiliki yaitu 105 responden. Berdasarkan dari hasil data pengolahan, dapat dilihat bahwa sub variabel yang paling berpengaruh positif terhadap loyalitas konsumen yaitu promosi penjualan, personal selling serta direct marketing dan pemasaran via internet yang berada pada kategori baik. Strategi komunikasi pemasaran yang telah dilakukan oleh Starbucks Coffee guna meningkatkan loyalitas konsumen dalam menggunakan kartu member Starbucks telah berjalan dengan baik dan memiliki respon yang baik oleh para penggunanya sehingga saran yang dapat diberikan yaitu mempertahankan hal tersebut agar dapat mempertahankan konsumen yang loyal maupun untuk menarik konsumen baru.Kata Kunci: Loyalitas Konsumen, Strategi Komunikasi Pemasaran, Starbucks Card,� PT. Starbucks Coffee, Mahasiswa.��ABSTRACTLoyalty has an important role for the sake of growth in a company, especially in the competitive coffee industry nowadays. A company implements variety of marketing communications strategy in order to maintain their customers in using products and services. This research is conducted to examine the influence of the marketing communication strategy of Starbucks Card toward customer loyalty in college student in Bandung. This research's sampling technique uses non-probability sampling due to the lack of secondary data specifying exactly the number of consumers who use the Starbucks Card so the sample sizes are 105 respondents. Based on the results of data processing, it can be seen that the sub-variables that have the most positive effect on customer loyalty are sales promotion, personal selling, direct marketing and marketing via the internet which are among good categories..Marketing communications strategy that has been done by Starbucks Coffee to increase consumer loyalty in using Starbucks Card has gone well and has a good response by the users so the suggestion that can be given is to retain it in order to maintain loyal customers and to attract new customers.Keywords: Consumer Loyalty, Marketing Communications Strategy, Starbucks Card, PT. Starbucks Coffee, College Student.

scholarly journals PEMANFAATAN FACEBOOK MARKETING UNTUK MENINGKATKAN OMSET PENJUALAN UMKM TEMBILAHAN

2021 ◽  
Vol 7 (2) ◽  
pp. 103-111
Author(s):  
Dwi Yuli Prasetyo ◽  
Fitri Yunita ◽  
Abdul Muni
Keyword(s):  
Public Relations ◽  
Direct Marketing ◽  
Communication Strategy ◽  
Marketing Communication ◽  
Sales Promotions ◽  
Consumer Data ◽  
To Come ◽  
Main Components ◽  
Depth Interviews ◽  
Facebook Marketing

At present marketing and sales of UMKM products in Tembilahan are still done by manually or through broadcast messages and waiting for visitors to come to the store. This method is not optimal in delivering information because the promotion does not reach people who are far from the location of the store. Today's social media is a very popular tool and is in demand by UMKM players, one of which is Facebook in which there is a marketplace feature that can reach promotions and sales that do not know space and time. This study aims to find out and analyze the Facebook marketing communication strategy used by Gadisty Screen Printing Tembilahan includes planning and the results of its implementation in increasing sales in each branch. The method used is observation, in-depth interviews and documentation. Research was carried out in Tembilahan, data was analyzed using Miles & Huberman models. The results showed Facebook accommodated the components that existed in marketing communication strategies such as providing consumer data to validate segmentation, targeting, and positioning as well as research material in determining the production of Facebook marketing content. Marketing strategies are executed on Facebook FanPage, Personal and Group accounts. The three main components of Facebook marketing running marketing mixes such as advertising, sales promotions, private sales, direct marketing, public relations and publicity. Popular marketing content on Facebook is the characteristics of Cover / Soft Selling and Video.

NEWEST TOOLS OF MARKETING COMMUNICATIONS

2017 ◽  
Author(s):  
Bohdana Tsurska ◽  
◽  
Svitlana Bukhta ◽  
Keyword(s):  
Communication Strategy ◽  
Marketing Communications ◽  
Marketing Communication ◽  
Competitive Advantages ◽  
Communication Tools ◽  
Advertising Budget ◽  
Potential Contact ◽  
Marketing Activities ◽  
Fierce Competition ◽  
High Level

The urgency of the work is due to the growth of fierce competition in the competitive environment among enterprises in various fields of business. The use of exclusively traditional elements of marketing communications in the Ukrainian market does not give the desired result to enterprises due to the changing demands of consumers in the XXI century. To ensure a high level of competitiveness in the market, companies must provide their marketing appeals to any place where potential contact of potential consumers with the brand of this company. Leading companies and organizations to cover target markets and provide competitive advantages in their own marketing activities are engaged in the introduction of modern technologies and achievements. Increased attention is paid to the restructuring of the advertising budget, engaged in the development of the latest marketing activities as a result come to the need to use innovative approaches to the implementation of marketing communication tools. The need to provide multilateral communication between different subjects of marketing communications has led to the use of marketing communication tools in a comprehensive combination. The article considers the basic and synthetic means of marketing communications. The description of the newest tools of marketing communications of soft and hard influence on the consumer is described. The relationship between traditional and non-traditional newest marketing tools is determined and the possibility of integrated application of elements of marketing communications in the modern market environment is described, which is defined as the purpose of the article. In the future, the results of this study can be used in the theory of integrated newest marketing communications in order to develop measures to improve the effectiveness of communication advertising campaigns, in the development of media plans and marketing budgeting. The proposed approach to differentiating non-traditional types of marketing communications can be used as a theoretical basis for choosing a communication strategy.

TRENDS IN THE DEVELOPMENT OF INTEGRATED MARKETING COMMUNICATION IN THE CONTEXT OF DIGITAL MARKETING

2019 ◽  
Vol 6 ◽  
pp. 84
Author(s):  
Santa Bormane
Keyword(s):  
Consumer Involvement ◽  
Communication Strategy ◽  
Digital Marketing ◽  
Marketing Communications ◽  
Marketing Communication ◽  
Integrated Marketing Communications ◽  
Integrated Marketing ◽  
Integrated Marketing Communication ◽  
Communication Management ◽  
Buying Decisions

Nowadays, in the context of digital marketing and social media development, with the advantages given by technologies and the vast possibilities of communication among consumers, businesses find the implementation of integrated marketing communication influenced by the Internet as a marketing communication environment where businesses are urged into a customer-centric approach by the consumers’ changing habits of receiving information. This results in an increased role of content marketing, relationship orientation, dialogue and network communication, management of multiple stakeholders etc., which envisages consumer involvement with a view to mitigating the consequences caused by the obstacles to marketing communication – loss of control over corporate communication and being adversely affected by invisible communication. Aim of the research was to study and assess integrated marketing communications in the context of digital marketing and its influence upon buyers’ buying decisions. The object of the research is integrated marketing communications. The subject of the research is the influence of integrated marketing communication upon buyers’ buying decisions. The research makes use of the results of studies conducted by the author in 2017 and 2018. There was a survey of leading marketing specialists of Latvian food retail chains and a survey of randomly selected buyers with a sample of 1,003 respondents to find out the influence of integrated marketing communications upon the buyers’ buying decisions. The research brings conclusions regarding the consumption habits of different generations and other factors influencing buying decisions.  The research confirmed the hypothesis that integrated marketing communications in the context of digital marketing is a relatively little used type of communication in the marketing communication strategy of businesses, yet its use facilitates consumer loyalty. The results of the research are of both theoretical and practical value. 

scholarly journals MARKETING COMMUNICATION STRATEGY OF HALAL TOURISM AROUND GUS DUR’S CEMETERY IN JOMBANG

2019 ◽  
Vol 4 (1) ◽  
pp. 1 ◽  
Author(s):  
Afifatur Rohimah ◽  
Mohammad Insan Romadhan
Keyword(s):  
Social Relationships ◽  
Qualitative Method ◽  
Word Of Mouth ◽  
Direct Marketing ◽  
Sales Promotion ◽  
Communication Strategy ◽  
Marketing Communication ◽  
Mapping Approach ◽  
Religious Tourism

This article aims to develop an appropriate strategy for halal tourism at the complex of Gus Dur’s cemetery. The aim of the study is to find out an appropriate marketing communication strategy that can be applied for halal tourism particularly in religious tourism complex, around Gus Dur’s cemetery. This study used descriptive qualitative method through a mapping approach in finding the data. The finding of the study is that the implementation of an appropriate marketing communication strategy of halal tourism around Gus Dur’s cemetery should consider several aspects including advertisement role, sales promotion, event enhancement, maximizing social relationships, social publicity, direct marketing with digital utilization, and growing good tourist image with the role of word of mouth. The marketing communication strategy that will be developed should refer to the concept of halal tourism; the so called Muslim-friendly environment. Throughout this marketing communication strategy, this will maximize the existence of religious tourism around Gus Dur’s cemetery both for local and international tourists.

scholarly journals STRATEGI KOMUNIKASI PEMASARAN DIGITAL PADA PRODUK KULINER TRADISIONAL

2019 ◽  
Vol 1 (2) ◽  
pp. 141-149
Author(s):  
Ida Ri’aeni
Keyword(s):  
Marketing Strategy ◽  
Direct Marketing ◽  
Communication Strategy ◽  
Digital Marketing ◽  
Marketing Communication ◽  
Online Store ◽  
Store Product ◽  
One Stop ◽  
The Media ◽  
Brand Promotion

Digital marketing communication strategy is a brand promotion activity that has been planned and arranged systematically.  Its strategy builds brand interaction within its users. This marketing strategy is also carried out by several traditional Cirebon culinary business people. The purpose of this study was to analyze the marketing communication strategy in the three producers of Cirebon savory sticky rice, namely: Ketan Gurih (Sticky Rice), Mrs. Yudi; Ketan Gurih Kamba’s Table, and Ketan Gurih Ny. Lany. The research method used is descriptive qualitative. The results showed that the digital marketing strategy carried out by traditional products was to build a one stop shopping image on offline stores by sorting out some products that could be sold online, innovating products with special flavors, building confidence in consumers that the product was trusted and legendary, also endorsement of mass media (through television culinary programs) and positive testimonials from consumers who have used the product. In addition to direct marketing in stores (offline) where producers open outlets, the media used in the marketing of this Cirebon savory sticky rice are Instagram, whatsapp, line, SMS / Phone and online store (tokopedia / bukalapak). In the online store, product descriptions are described that only hold 1-3 days, and advice on the use of expedition services (shipping) that arrive quickly so that the product is still awake and good for consumption. Abstrak Strategi komunikasi pemasaran digital adalah suatu kegiatan promosi merek yang sudah direncanakan dan disusun secara sistematis.  Strategi tersebut membangun interaksi merek dengan penggunaanya.  Strategi pemasaran ini juga dilakukan oleh beberapa pelaku usaha kuliner tradisional khas Cirebon. Tujuan penelitian ini untuk menganalisis strategi komunikasi pemasaran pada tiga produsen ketan gurih Cirebon yaitu: Ketan Bumbu Ibu Yudi, Ketan Gurih Kamba’s Table, Ketan Gurih Ny. Lany. Metode penelitian yang dilakukan adalah deskriptif kualitatif. Hasil penelitian menunjukkan bahwa strategi pemasaran digital yang dilakukan oleh produk tradisional ini yaitu membangun citra one stop shopping pada toko offline dengan memilah beberapa produk yang bisa dijual secara online, melakukan inovasi produk dengan citarasa khusus, membangun keyakinan terhadap konsumen bahwa produk terpercaya dan legendaris, juga melakukan endorsement media massa (melalui program kuliner televisi) serta testimoni positif dari konsumen yang sudah menggunakan produk tersebut. Selain pemasaran secara langsung di toko (offline) tempat produsen membuka gerai, media yang digunakan dalam pemasaran digital ketan gurih Cirebon ini adalah instagram, whatsapp, line, SMS/ Telpon dan toko online (tokopedia/bukalapak). Pada toko online tersebut, dijabarkan deskripsi produk yang hanya tahan 1-3 hari, dan saran penggunaan jasa ekspedisi (pengiriman) yang cepat tiba agar produk masih terjaga dan baik untuk dikonsumsi.

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