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Under Amour Case Study

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Under Armour: Using IMC to create a brand for this generation’s athletes.
Question1. What promotional opportunities gave Under Armour its initial success?
Answer. Under Armour achieved its initial success due to a couple of promotional elements found in Integrated Marketing Communication (IMC) which created a promotional mix and by also purchasing a patent for its product. The first of these promotional elements used by Under Armour during its early years is advertising. Under Armour first began advertising by word of mouth after photos had appeared in the USA today paper of an Oakland player football player wearing an Under Armour shirt. This created major publicity for Under Armour which then led to Under Armour purchasing a full page ad in ESPN The Magazine. This generated over $750,000 in sales and the apparel also appeared in movies such as “Any Given Sunday.” Under Armour became such a household name that Georgia Tech purchased 300 shirts for its entire team, which also enabled the company to become even more successful. Under Armour created a promotional mix which not only informed the perspective buyers about the benefits of the product, but also persuaded them to buy it and reminded them later about the benefit they received from using the product. The company had four main goals in mind (1) build a great product, which allowed them to expand beyond making shirts, but to create a complete line of apparel such as pants, short, outerwear etc. (2) tell a great story about their product, which was the responsibility of the marketing department and emphasized the need for integrated marketing communications (3) provide great service, which required support from sales and service representatives which then created loyal customers, and (4) build a great team by hiring the best and brightest people possible.
Question 2. Which promotional elements described in

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