IDEAS home Printed from https://ideas.repec.org/a/eee/eurman/v33y2015i6p438-449.html
   My bibliography  Save this article

Strategic and organisational challenges in the integrated marketing communication paradigm shift: A holistic vision

Author

Listed:
  • Vernuccio, Maria
  • Ceccotti, Federica

Abstract

Digitisation and the consumer evolution have been leading to a paradigmatic shift in integrated marketing communication (IMC). Despite all of the research that has investigated the underlying topics of IMC evolution, little attention has been devoted to performing a comprehensive reading of the challenges that remain according to advertisers and communication players. In this paper, through an exploratory inductive and qualitative study (86 in-depth interviews), we develop a holistic conceptual model of these managerial challenges in a way that cuts across the different categories of players (advertisers, traditional and digital agencies, media centres and publishers/broadcasters). Our results reveal the various types of strategic and organisational challenges as well as the main specificities in practitioners' perceptions based on their player category. Finally, this article proposes recommendations for how players can address these challenges.

Suggested Citation

  • Vernuccio, Maria & Ceccotti, Federica, 2015. "Strategic and organisational challenges in the integrated marketing communication paradigm shift: A holistic vision," European Management Journal, Elsevier, vol. 33(6), pages 438-449.
    • Handle: RePEc:eee:eurman:v:33:y:2015:i:6:p:438-449
    DOI: 10.1016/j.emj.2015.09.001
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0263237315000900
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.emj.2015.09.001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Deighton, John & Kornfeld, Leora, 2009. "Interactivity's Unanticipated Consequences for Marketers and Marketing," Journal of Interactive Marketing, Elsevier, vol. 23(1), pages 4-10.
    2. Winer, Russell S., 2009. "New Communications Approaches in Marketing: Issues and Research Directions," Journal of Interactive Marketing, Elsevier, vol. 23(2), pages 108-117.
    3. J. Scott Armstrong, 1979. "Advocacy and Objectivity in Science," Management Science, INFORMS, vol. 25(5), pages 423-428, May.
    4. Gould, Stephen J., 2004. "IMC as Theory and as a Poststructural Set of Practices and Discourses: A Continuously Evolving Paradigm Shift," Journal of Advertising Research, Cambridge University Press, vol. 44(1), pages 66-70, March.
    5. Kim, Ilchul & Han, Dongsub & Schultz, Don E., 2004. "Understanding the Diffusion of Integrated Marketing Communications," Journal of Advertising Research, Cambridge University Press, vol. 44(1), pages 31-45, March.
    6. Naik, Prasad A. & Peters, Kay, 2009. "A Hierarchical Marketing Communications Model of Online and Offline Media Synergies," Journal of Interactive Marketing, Elsevier, vol. 23(4), pages 288-299.
    7. Colin Eden & Fran Ackermann & Steve Cropper, 1992. "The Analysis Of Cause Maps," Journal of Management Studies, Wiley Blackwell, vol. 29(3), pages 309-324, May.
    8. Gensler, Sonja & Völckner, Franziska & Liu-Thompkins, Yuping & Wiertz, Caroline, 2013. "Managing Brands in the Social Media Environment," Journal of Interactive Marketing, Elsevier, vol. 27(4), pages 242-256.
    9. Leeflang, Peter S.H. & Verhoef, Peter C. & Dahlström, Peter & Freundt, Tjark, 2014. "Challenges and solutions for marketing in a digital era," European Management Journal, Elsevier, vol. 32(1), pages 1-12.
    10. Chen Lin & Sriram Venkataraman & Sandy D. Jap, 2013. "Media Multiplexing Behavior: Implications for Targeting and Media Planning," Marketing Science, INFORMS, vol. 32(2), pages 310-324, March.
    11. Fournier, Susan & Avery, Jill, 2011. "The uninvited brand," Business Horizons, Elsevier, vol. 54(3), pages 193-207, May.
    12. Kassarjian, Harold H, 1977. "Content Analysis in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 4(1), pages 8-18, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Maria Vernuccio, 2018. "What is happening to the brand?," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2018(4), pages 7-13.
    2. Maria Vernuccio & Tiziano Vescovi, 2016. "Branding in the digital era," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2016(4), pages 15-22.
    3. Eva M. Sánchez-Teba & Josefa García-Mestanza & Mercedes Rodríguez-Fernández, 2020. "The Application of the Inbound Marketing Strategy on Costa del Sol Planning & Tourism Board. Lessons for Post-COVID-19 Revival," Sustainability, MDPI, vol. 12(23), pages 1-15, November.
    4. Shakeel ul Rehman & Rafia Gulzar & Wajeeha Aslam, 2022. "Developing the Integrated Marketing Communication (IMC) through Social Media (SM): The Modern Marketing Communication Approach," SAGE Open, , vol. 12(2), pages 21582440221, May.
    5. Riccardo Rialti & Lamberto Zollo & Alessandro Caliandro & Cristiano Ciappei, 2016. "Social media strategies to protect brand image and corporate reputation in the digital era: a digital investigation of the Eni vs. Report case," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2016(4), pages 65-84.
    6. Giuseppe Colella & Cesare Amatulli & Maria Pilar Martinez-Ruiz, 2020. "Social Media Marketing and Luxury Consumption: A Literature Review," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 11(4), pages 1-30, March.
    7. Di Gregorio, Angelo & Maggioni, Isabella & Mauri, Chiara & Mazzucchelli, Alice, 2019. "Employability skills for future marketing professionals," European Management Journal, Elsevier, vol. 37(3), pages 251-258.
    8. Šerić, Maja & Ozretić-Došen, Đurđana & Škare, Vatroslav, 2020. "How can perceived consistency in marketing communications influence customer–brand relationship outcomes?," European Management Journal, Elsevier, vol. 38(2), pages 335-343.
    9. Banerjee, Syagnik & Xu, Shichun & Johnson, Scott D., 2021. "How does location based marketing affect mobile retail revenues? The complex interplay of delivery tactic, interface mobility and user privacy," Journal of Business Research, Elsevier, vol. 130(C), pages 398-404.
    10. Bleoju, Gianita & Capatina, Alexandru & Rancati, Elisa & Lesca, Nicolas, 2016. "Exploring organizational propensity toward inbound–outbound marketing techniques adoption: The case of pure players and click and mortar companies," Journal of Business Research, Elsevier, vol. 69(11), pages 5524-5528.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Smith, Andrew N. & Fischer, Eileen & Yongjian, Chen, 2012. "How Does Brand-related User-generated Content Differ across YouTube, Facebook, and Twitter?," Journal of Interactive Marketing, Elsevier, vol. 26(2), pages 102-113.
    2. Rydén, Pernille & Ringberg, Torsten & Wilke, Ricky, 2015. "How Managers' Shared Mental Models of Business–Customer Interactions Create Different Sensemaking of Social Media," Journal of Interactive Marketing, Elsevier, vol. 31(C), pages 1-16.
    3. Tony Cooper & Constantino Stavros & Angela R. Dobele, 2019. "The levers of engagement: an exploration of governance in an online brand community," Journal of Brand Management, Palgrave Macmillan, vol. 26(3), pages 240-254, May.
    4. Kick, Markus, 2015. "Social Media Research: A Narrative Review," EconStor Preprints 182506, ZBW - Leibniz Information Centre for Economics.
    5. Riccardo Rialti & Lamberto Zollo & Alessandro Caliandro & Cristiano Ciappei, 2016. "Social media strategies to protect brand image and corporate reputation in the digital era: a digital investigation of the Eni vs. Report case," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2016(4), pages 65-84.
    6. Schamari, Julia & Schaefers, Tobias, 2015. "Leaving the Home Turf: How Brands Can Use Webcare on Consumer-generated Platforms to Increase Positive Consumer Engagement," Journal of Interactive Marketing, Elsevier, vol. 30(C), pages 20-33.
    7. Woo, JongRoul & Choi, Jae Young & Shin, Jungwoo & Lee, Jongsu, 2014. "The effect of new media on consumer media usage: An empirical study in South Korea," Technological Forecasting and Social Change, Elsevier, vol. 89(C), pages 3-11.
    8. van Laer, Tom & Feiereisen, Stephanie & Visconti, Luca M., 2019. "Storytelling in the digital era: A meta-analysis of relevant moderators of the narrative transportation effect," Journal of Business Research, Elsevier, vol. 96(C), pages 135-146.
    9. Maria Vernuccio & Tiziano Vescovi, 2016. "Branding in the digital era," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2016(4), pages 15-22.
    10. Fraccastoro, Sara & Gabrielsson, Mika & Pullins, Ellen Bolman, 2021. "The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs," International Business Review, Elsevier, vol. 30(4).
    11. Labrecque, Lauren I., 2014. "Fostering Consumer–Brand Relationships in Social Media Environments: The Role of Parasocial Interaction," Journal of Interactive Marketing, Elsevier, vol. 28(2), pages 134-148.
    12. Saeed M.Z.A. Tarabieh, 2017. "The Synergistic Impact of Social Media and Traditional Media on Purchase Decisions: The Mediating Role of Brand Loyalty," International Review of Management and Marketing, Econjournals, vol. 7(5), pages 51-62.
    13. Mohammad Zulfeequar Alam, 2017. "Exploring Shopper Insights of Social Media Use in Saudi Arabia," International Review of Management and Marketing, Econjournals, vol. 7(2), pages 326-333.
    14. Roma, Paolo & Aloini, Davide, 2019. "How does brand-related user-generated content differ across social media? Evidence reloaded," Journal of Business Research, Elsevier, vol. 96(C), pages 322-339.
    15. Rosenthal, Benjamin & Brito, Eliane P.Z., 2017. "How virtual brand community traces may increase fan engagement in brand pages," Business Horizons, Elsevier, vol. 60(3), pages 375-384.
    16. Andria Andriuzzi, 2015. "Conversation with a brand: perception of brand expression modalities on social media [Conversation avec une marque : perception des modalités d'expression des marques sur les médias sociaux]," Post-Print hal-03737758, HAL.
    17. Hongshuang (Alice) Li, 2022. "Converting free users to paid subscribers in the SaaS context: The impact of marketing touchpoints, message content, and usage," Production and Operations Management, Production and Operations Management Society, vol. 31(5), pages 2185-2203, May.
    18. Thomas Niemand & Sascha Kraus & Sophia Mather & Antonio C. Cuenca-Ballester, 2020. "Multilevel marketing: optimizing marketing effectiveness for high-involvement goods in the automotive industry," International Entrepreneurship and Management Journal, Springer, vol. 16(4), pages 1367-1392, December.
    19. Clément Levallois & Morgane Marchand & Tiago Mata & André Panisson, 2016. "Twitter for Research, Handbook 2015-2016," Post-Print hal-01892824, HAL.
    20. Maria Vernuccio, 2018. "What is happening to the brand?," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2018(4), pages 7-13.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:eurman:v:33:y:2015:i:6:p:438-449. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/115/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.