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Organising IMC roles and functions in the business-to-business network environment


Hall, LE and Wickham, MD, Organising IMC roles and functions in the business-to-business network environment, Journal of Marketing Communications, 14, (3) pp. 193-206. ISSN 1352-7266 (2008) [Refereed Article]

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DOI: doi:10.1080/13527260701789775


As products and distribution channels become more homogenised, and competing on the basis of price more difficult, integrated marketing communications (IMC) has been identified as the 'new frontier' for effective differentiation. Research identifying roles and functions of IMC has primarily been focused on firms operating in the final consumer market. This research seeks to extend our understanding of the role and functions of IMC in business-to-business markets, with specific reference to an industry network. In order to achieve this, this paper explores the roles and functions (i.e. the associated organisation of IMC activities) adopted by the Tasmanian Light Shipbuilding Network (TLSN). In total, this research found evidence of three distinct roles (IMC Champion, Government Lobbyist, and Network Ambassador) that together served to implement the IMC functions of gathering, analysing and disseminating key marketing information throughout the network of firms. This research also presents an IMC framework that represents the manner in which the various network members coordinated the various IMC roles and functions.

Item Details

Item Type:Refereed Article
Keywords:business-to-business; IMC roles and functions; industry networks
Research Division:Commerce, Management, Tourism and Services
Research Group:Marketing
Research Field:Marketing not elsewhere classified
Objective Division:Economic Framework
Objective Group:Management and productivity
Objective Field:Marketing
UTAS Author:Hall, LE (Dr Linda French)
UTAS Author:Wickham, MD (Dr Mark Wickham)
ID Code:52034
Year Published:2008
Deposited By:Management
Deposited On:2008-05-20
Last Modified:2014-11-10

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