Optimal Selection of Business Managers for Integrated Marketing Communications Companies Using AHP and GRA

Pi-Fang Hsu, En-Ping Lin and Chia-Wen Tsai
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Pi-Fang Hsu: Department of Communications Management, Shih Hsin University, Taipei, Taiwan
En-Ping Lin: Department of Communications Management, Shih Hsin University, Taipei, Taiwan
Chia-Wen Tsai: Department of Information Management, Ming Chuan University, Taipei, Taiwan

International Journal of Customer Relationship Marketing and Management (IJCRMM), 2016, vol. 7, issue 2, 16-29

Abstract: As today's consumers encounter different types of media, communication channel has become omnipresent. The vast array of marketing tools available to advertisers have lessened the use of traditional media advertising and seen the rapid rise of Integrated Marketing Communications (IMC) in response to it. This study establishes a model divided into two sections. The first part uses the relevant literature and a Modified Delphi Method to find the best selection criteria for an IMC company's business manager, and Analytic Hierarchy Process (AHP) to determine the relative weights of the criteria. The second part uses the Grey Relational Analysis (GRA) to rank the alternatives and select the appropriate business manager. Finally, with an IMC company as an example, the authors use this model for empirical research. The results show that the emphasis on the criteria of professional competence, personal qualities, creative thinking, social skills and self-regulation. This research provides a new model for selecting a business manager, in addition to providing a reference basis for decision makers.

Date: 2016
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International Journal of Customer Relationship Marketing and Management (IJCRMM) is currently edited by Riyad Eid

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