How to build age-less marketing campaigns that are relevant to the consumers? Revealing the impact of 'motivations' on sales in the brand echoverse using linguistic inquiry and machine learning.
Based on an in-depth analysis of what life means to Brazilians, we changed the life insurance industry: instead of compensating death, we created a new equation value to reward those who want to live more and live better. Itaú Unibanco (the country's largest private bank) and BOX1824 (a reference for behavioural and innovation trend studies) designed together a daring and innovative project: based on board research, studies and cultural analysis carried out with beta consumers, they began to redesign the insurance business model in Brazil.
We all know companies hold more customer data than ever before, but how can we successfully marry this to primary research? What's the best way to map psychographic data (attitudes, behaviours, responses, etc.) to the data you reliably have for all your customers or prospects? With a mature customer base and a propensity model that had outlived its usefulness, Sky's reward-based 'Introduce A Friend' referral scheme had achieved relatively low recent uptake. Sky wished to understand if there were customers for whom different propositions and contact strategies would be more successful. A 'reverse' segmentation of its customer base, mapping survey data onto existing fields, enabled Sky to tailor and target its referral scheme to specific customer groups, and thereby open up new headroom.
This paper presents evidence that consumer behaviour varies with cultural patterns and that this variance is stable over time and will become increasingly manifest. Consumption behaviour, decision making, media behaviour and advertising behaviour are culture-bound and are expected to remain culture bound since values of national culture are stable. Others have demonstrated the stability of values of national culture.
In the globalization debate the argument is that countries will converge with respect to cultural values. This paper demonstrates that the more countries converge with respect to income, the more they diverge with respect to the manifestation of their cultural values. In the future, income differences will not explain differences in consumer behaviour between markets in the global market place. Tools are needed to map cultural values to differentiate marketing strategies. This paper presents the application of Hofstedes 5-D model to marketing and advertising and describes how needs, motives, product usage, attitudes and communication behaviour can be analysed and clustered with respect to cultural similarities and differences. ac
Session I of this seminar describes several experiences with product tests and mappings as development tools. One paper deals in particular with preference maps from paired comparisons. The present paper adds some of our experiences in drawing mappings on the basis of results from paired comparison tests. It shows that the order of presentation does have an influence on the perception and the rating of product characteristics. It also shows that the rank order effect cannot be neutralized properly by switching the order of product presentation in a random half of each sample. As a consequence, mappings based on paired comparison tests are - in our experience - difficult to interpret. Thus, if at all possible, we recommend running monadic tests for such purposes. The experiences we describe derive from more solid products, i.e. roasted coffees, but the same can certainly be found in tests with the more ephemeral characteristics of (fine) fragrances.
This paper reports on a research study using a mental mapping technique, involving laddering interviews, which makes the link between perfume brands and the benefits derived from the purchase, and how these benefits in turn satisfy the purchaser's personal values. The research was carried out in the UK and Germany, among 24 respondents, and the paper discusses the findings in relation to managing the marketing mix across more than one market.
This essay takes up the question: "How is brand represented in the consciousness of the consumer? And on the basis of this starting point, how can the different expressions or manifestations of brand be explained?" This exploration is based upon the findings of cognitive psychology. The latter starts from the assumption that knowledge is stored in memory in the form of schemata or networks. In this sense, brands can be conceived of as complex schemata, which represent, so to speak, the mind map of the brand in question. As a result of individual value orientations and, in part, of situational needs, the mind map is translated into a functional or emotional benefit of the brand. Mind maps prove especially useful in understanding brand communications and in the development of line extensions. This paper presents the way in which the structure and contents of mind maps are established. Specific examples will be presented in order to show the usefulness of this analysis in increasing our comprehension of the interaction of the brand with a range of substantive elements, be they product benefits, advertising images, or emotional benefits.
This paper is divided into three parts. The first one presents the semiotical concepts employed and the presence of signs in human communication. The purpose of this part is to lay the theoretical basis of the study developed. The second part is focused on a discussion on the role of consumption and of advertising, so as to outline those issues in the light of semiotics. The third part presents the form of sign classification so as to provide the guidelines for the creation of a map for the reading and the analysis of advertising campaigns, based on the theoretical assumptions and in the elaboration of a map for reading and analysis of the same campaign in the light of the consumer/reader. The creation of the map in the light of the consumer is undertaken on the basis of the market research qualitative method - thorough interviews - together with the sign classification previously proposed. The confrontation between those two maps enables a reading that will help in the Pre and Post-Testing stages, in the sense of detecting deviations in the reading of the campaign/message conveyed, as well as identifying clues for eliminating occasional noises in the communication.