AN INVESTIGATION INTO THE IMPACT OF INTEGRATED MARKETING COMMUNICATIONS ON CONSUMER PURCHASE INTENTIONS: A CASE STUDY OF NIGERIA’S E-COMMERCE INDUSTRY

CHAPTER ONE

INTRODUCTION

1. Background of the study

Businesses are using Integrated Marketing Communications (IMC) more and more in today's cutthroat market to enhance the efficacy of their marketing campaigns and give customers a seamless experience. In order to deliver a consistent and cohesive brand message across multiple consumer touchpoints, integrated marketing communications (IMC) is a strategic approach to aligning and coordinating various marketing tools, channels, and activities (Kotler & Keller, 2016). The success of an organization depends on its ability to influence consumer behavior, especially purchase intentions, increase brand awareness, and establish trust. IMC developed in response to the increasing media fragmentation and communication channel proliferation brought about by technological breakthroughs and shifting consumer preferences. To effectively reach diverse and segmented audiences, traditional marketing techniques like print and broadcast advertising are no longer adequate (Belch & Belch, 2020). The significance of integrating marketing efforts to make sure that messages are consistent across all channels and resonate with consumers has been further highlighted by the emergence of digital platforms and social media (Duncan, 2002). Marketing communication has a significant impact on consumer purchase intentions, which are the probability that a consumer will purchase a good or service. According to studies, consumers are more likely to form favorable opinions of a brand and increase their propensity to make a purchase when businesses implement consistent and focused IMC strategies (Mangold & Faulds, 2009).
On the other hand, inconsistent or badly done communication can cause customers to become confused and lose faith in the brand, which will ultimately make them less likely to make a purchase (Smith & Taylor, 2020). IMC's significance is especially noticeable in markets with fierce competition and quickly changing customer needs. For example, in industries such as retail, technology, and fast-moving consumer goods, businesses must deliver messages that not only inform but also emotionally engage consumers. Purchase intentions are significantly influenced by emotional resonance, which is frequently attained through humor, storytelling, or values-based messaging (Keller, 2001). Despite its acknowledged significance, there are still obstacles to overcome in order to successfully implement IMC. Organizational silos, financial limitations, and the challenge of quantifying IMC's influence on important performance metrics like purchase intentions are some of these difficulties. Furthermore, more research is required to understand how IMC strategies function in various cultural and economic contexts, particularly in emerging markets where distinct social and technological factors impact consumer behavior (Schultz & Patti, 2009). Therefore, the researcher sought to investigate the impact of Integrated Marketing Communications on Consumer Purchase Intentions: A Case Study of Nigeria’s E-commerce Industry.

1.2 Statement of the problem

A strategic approach to communication is necessary to influence purchase intentions due to the dynamic nature of marketing environments and the increasing complexity of consumer behavior. In order to produce consistent and powerful brand messages, integrated marketing communications, or IMC, has become a comprehensive strategy that coordinates different marketing channels, including digital media, public relations, sales promotion, and advertising (Kotler & Keller, 2016). Even though IMC has the ability to influence consumer engagement and purchase decisions, many businesses are unable to use it to its full potential, which leads to dispersed marketing initiatives and decreased brand loyalty. According to recent research, poorly implemented marketing communication strategies negatively impact consumers' intentions to make purchases by confusing them and undermining brand credibility (Belch & Belch, 2020). On the other hand, effectively executed IMC strategies improve brand perception, establish trust, and strengthen the emotional bond with customers (Duncan, 2002). The degree to which IMC affects consumers' intentions to make purchases, however, is not well supported by empirical data, especially in emerging markets where a variety of cultural and technological factors influence consumer behavior. Hence, the study investigate the impact of Integrated Marketing Communications on Consumer Purchase Intentions: A Case Study of Nigeria’s E-commerce Industry.

1.3 Objective of the study

The broad objective of the study is to investigate the impact of Integrated Marketing Communications on Consumer Purchase Intentions: A Case Study of Nigeria’s E-commerce Industry. The specific objectives is as follows

1. Assess the influence of advertising as a component of IMC on consumer purchase intentions.

2. Examine how IMC strategies influence consumer purchase intentions across different demographic groups.

3. Identify the challenges organizations face in implementing effective IMC campaigns.

4. Proffer recommendations aimed at improving IMC strategies to enhance consumer purchase intentions.

1.4 Research questions

The following questions have been prepared to guide the study

1. What is the influence of advertising as a component of IMC on consumer purchase intentions?

2. How has IMC strategies influence consumer purchase intentions across different demographic groups?

3. What are the challenges organizations face in implementing effective IMC campaigns?

4. What are the recommendations aimed at improving IMC strategies to enhance consumer purchase intentions?

1.5 Significance of the study

The findings of this study can help marketing professionals develop more effective, cohesive, and impactful marketing communication strategies. By understanding how different elements of IMC (advertising, digital marketing, public relations, sales promotions, etc.) influence consumer purchase intentions, businesses can better allocate their resources and design campaigns that resonate with their target audience.

Findings of the study will also be significant to the academic community as it will contribute to existing literature, add to library resources and serve as a guide to future researchers.

1.6 Scope of the study

The study focus on the impact of Integrated Marketing Communications on Consumer Purchase Intentions: A Case Study of Nigeria’s E-commerce Industry. Empirically, the study will assess the influence of advertising as a component of IMC on consumer purchase intentions, examine how IMC strategies influence consumer purchase intentions across different demographic groups, identify the challenges organizations face in implementing effective IMC campaigns and proffer recommendations aimed at improving IMC strategies to enhance consumer purchase intentions.

Geographically, the study will be delimited to Nigeria’s E-commerce Industry.

1.7 Limitation of the study

Like in every human endeavour, the researchers encountered slight constraints while carrying out the study. The significant constraint are:

Time: The researcher encountered time constraint as the researcher had to carry out this research along side other academic activities such as attending lectures and other educational activities required of her.

Finance: The researcher incurred more financial expenses in carrying out this study such as typesetting, printing, sourcing for relevant materials, literature, or information and in the data collection process.

Availability of Materials: The researcher encountered challenges in sourcing for literature in this study. The scarcity of literature on the subject due to the nature of the discourse was a limitation to this study

1.8 Definition of terms

Integrated Marketing Communications (IMC): A strategic approach to marketing that involves coordinating and integrating various promotional tools and communication channels to deliver a consistent and unified message to consumers

Consumer Purchase Intentions: The likelihood or willingness of a consumer to buy a product or service based on their preferences, needs, and perceived value.

Advertising: A paid, non-personal communication method designed to inform, persuade, or remind consumers about a product or service, often through media such as television, radio, print, or digital platforms .

Public Relations (PR): A strategic communication process that builds mutually beneficial relationships between an organization and its stakeholders to influence public perception.

Digital Marketing: The use of digital channels, such as social media, email, websites, and search engines, to promote products or services and engage with consumers .

Sales Promotion: Short-term incentives or offers, such as discounts, coupons, or contests, designed to stimulate immediate consumer purchase or interest in a product or service.

Brand Consistency: The practice of maintaining uniformity in brand messaging, visuals, and tone across all marketing and communication channels to strengthen brand identity and consumer trust.

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