A Study About Marketing Communications Effectiveness In The Business-To-Business Markets

Sathish L


Much of the research into marketing communications has focused on the consumer market with little regard to date for the business-to business market. This paper focuses on a development and testing of a model of marketing communication effectiveness in the business-to-business market. Building on past research from the marketing communications and business-to-business marketing literature, the model which incorporates facets of the marketing communication objectives, bidirectional communications, and communications channels are tested to examine the impact economic Research of these antecedent variables on marketing communications effectiveness and organizational performance. The concept of marketing communication effectiveness assumes that there are variables that can have a positive influence on the effectiveness of marketing communications, and the central concept of marketing communication effectiveness as having a positive impact on organizational performance. Managerial implications are discussed along with suggestions for further research.


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