New Concepts of Marketing Communication as the Answer to Challenges Resulting from Changes in the Area of Consumer Information Behaviors

Abstract

Purpose: The main purpose of this paper was to analyze the information behaviors of modern consumers from the perspective of companies’ activities in the sphere of marketing communication, taking into account new concepts which had emerged in this field. Design/methodology/approach: The analysis was based on a critical literature review in the areas of information behaviors and marketing communication. Findings: The author described the challenges of marketing communication and discussed its new concepts. The analysis led to the conclusion that because of the changes in ICT and consumer information behaviors, modern communication activities of companies must be based on the concept of customer-driven communication, which combines insights from marketing communication and customer logic-driven communication. Research limitations/implications: As the paper is based only on a literature review, the findings should be confronted with research results conducted in the field of customer-driven communication. Particular attention should be given to the area of targeting the marketing messages to specific groups of consumers with account being taken of their information behaviors patterns and their determinants. Marketing communication managers should implement the concept of customer-driven communication and take into consideration dynamic changes in information behavior as the key success factors in executing marketing communication strategies. Originality/value: The challenges of marketing communication in modern society were analyzed from both perspectives – receivers and senders in the process. Moreover, recommendations are given on which new concepts that emerged in this field should be implemented in communication strategies.