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INTEGRATED MARKETING COMMUNICATIONS AT THE MARKETING-SALES INTERFACE: A CASE OF NATURE vs. NURTURE  Timothy M. Smith University of Minnesota INTEGRATING MARKETING COMMUNICATIONS Advertising Trade Promotions Sponsorships Direct Mail Telemarketing Personal Selling Electronic Media Public Relations Price Word-of-Mouth Distribution/Marketing Channels Packaging BUYING PHASES AND COMMUNICATION MEASURES SELLER COMMUNICATIONS AND EFFECTIVENESS TRADITIONAL MARCOM VS. IMC FRAMEWORKS Competing Materials – Steel THE RESPONSE… IMC at work… Competing Materials – Plastic The IP Milk Carton Case In 1970,