Event-marketing as innovative marketing communications: Reviewing the German experience

Wohlfeil, Markus and Whelan, Susan (2005) Event-marketing as innovative marketing communications: Reviewing the German experience. Journal of Customer Behaviour, 4 (2). pp. 181-207. ISSN 1477-6421

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As a result of significant changes in their marketing environments and in consumer behaviour, marketers are confronted with the decreasing effectiveness of their classic marketing communications (Kroeber-Riel 1984) and, consequently, in need of new ways to position their brands in consumers’ minds. Because nothing is more convincing than personal experiences (Nickel 1998), event-marketing creates new brand-related realities by staging marketing-events with which consumers interact. This would result in an emotional attachment to the brand (Zanger and Sistenich 1996). However, while event-marketing as an experience-oriented marketing communication strategy has become very popular among German marketing professionals and academics, researchers and marketers in English-speaking countries have widely ignored this innovative communication strategy so far due to a different understanding of the term (Cornwell 1995). Nevertheless, some European companies have successfully launched in recent years their first event-marketing campaigns in Ireland, the UK and the US, suggesting a much broader appeal than previously recognised. Thus, this paper is introducing event-marketing to an international audience by outlining its constitutive features and discussing its role in marketing communications, based on the lessons learned from the German experience, that are presented using mini-case studies.

Item Type: Article
Uncontrolled Keywords: event-marketing,experiential marketing,brand lands,experiential consumption,sdg 12 - responsible consumption and production ,/dk/atira/pure/sustainabledevelopmentgoals/responsible_consumption_and_production
Faculty \ School: Faculty of Social Sciences > Norwich Business School
UEA Research Groups: Faculty of Social Sciences > Research Groups > Marketing, Entrepreneurship and Business Strategy (former - to 2019)
Depositing User: Amanda Holland
Date Deposited: 09 Mar 2011 16:04
Last Modified: 17 Aug 2023 11:30
URI: https://ueaeprints.uea.ac.uk/id/eprint/25886
DOI: 10.1362/1475392054797214


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