1. Market-Based Assets and Financial Expectations
It is imperative that IMC planning is performance or out-come driven (Duncan and Moriarty 1997; Duncan and Mulhern 2004; Kitchen, Brignall, and Li 2004; Low 2000; Schultz 1998; Schultz, Cole, and Bailey 2004; Smith 1996). The decisions made with regard to devising and effecting strategy need to be underpinned and shared through clear and consistent linkages to building and maintaining brand equity and to financial indicators of performance such as sales, market share, profit, and return on investment. The use of improved data and measurement technologies are paramount in shaping IMC and facilitating its acceptance by senior management.