The internal and external challenges facing clients in implementing IMC

Purpose Although integrated marketing communication (IMC) is generally accepted as the way forward by academics and practitioners, there is a shortage of research into the challenges that clients face in implementing the process, particularly in the UK. This paper aims to address these issues by examining how UK clients perceive the barriers to implementation, with reference to the conflict theory of decision-making and the social exchange theory from the change management literature. Design/methodology/approach The study adopted a critical realism approach and collected data through an on-line questionnaire to an expert panel of UK clients, which generated some rich qualitative data. The experts were asked to comment on four statements developed from the literature which captured the main challenges identified in previous research. Findings The results indicate that UK clients are facing similar barriers to those evident in other countries more than a decade ago. Three main obstacles are identified. First, some clients still find IMC difficult to understand and therefore may avoid change because of the high level of risk involved. Second, marketing departments lack control or influence over other parts of the organisation, due in some cases to lack of representation at board level. Finally, agencies do not have a clear role in the implementation of IMC. Originality/value The paper is of value because it specifically investigates the UK client perspective, which is presently sparse in the literature and updates the knowledge on barriers to implementation. It underpins this discussion with reference to change management theories. The paper also examines the support being provided by industry bodies and questions their effectiveness.