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A new approach for measuring BUZZ
1© InSites Consulting 2007
BigMouth strikes again
Steven Van Belleghem
Director Communication research @ InSites
Consumer 2.0
© InSites Consulting 20072
BigMouth strikes again
Consumer 2.0
© InSites Consulting 20073
BigMouth strikes again
Let’s forget the basic thinking about online vs. offline
© InSites Consulting 20074
BigMouth strikes again
� The new consumer – the ‘Consumer 2.0’ – is:� very well informed
� strongly connected with peers (and millions of surfers in general)
� and has the ability to unify with them.
� He tells what he thinks
� and has the right tools to show this empowerment to the whole world
� He has the scepticism to question everything
� and the intelligence to see through the facade of marketing actions.
� But that is not all!
Buzz: why?
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� But that is not all!
� He also seems to be very demanding – “been there, done that” –
� and time pressed too
� it is very hard to surprise him and attract his attention.
� But, the good thing is that he is always accessible and open for the right(personalized) offer or content, at the right moment.
� But you have to offer him something really good,
� because he is loyalless
� and vengeful. If you led him down once, he will turn you his back and spread
the word about it (Jaffe, 2005).
Word of mouse brands
Empowered
customer
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BigMouth strikes again
Word of mouse brands
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BigMouth strikes again
100% Brand awareness
0 € investment
Does it exist?
© InSites Consulting 20078
BigMouth strikes again
Advertising 2.0
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BigMouth strikes again
Advertising 2.0
Before advertising… ..then advertising came… …then Internet arrived…
Word of mouth rules!
…at horse speed…
Power of TV and mass media!
Magic formula for saleswas found.
And we did not changeanything!
Besides copy/pastethe magic formula
© InSites Consulting 200710
BigMouth strikes again
© InSites Consulting 200711
BigMouth strikes again
Number of times a TV spot has to be aired to reach 80% of the American population
It has become more difficult for advertisers to break through the clutter and to reach there target group
in an effective way!
© InSites Consulting 200712
BigMouth strikes again
reach 80% of the American population
3x 150x20071987
Before advertising… ..then advertising came… …then Internet arrived…
Word of mouth rules!
…at horse speed…
Power of TV and mass media!
Magic formula for saleswas found.
And we did not changeanything!
Besides copy/pastethe magic formula
© InSites Consulting 200713
BigMouth strikes again
Is there a match here?
No!
Is there a match?…then Internet arrived…
And we did not changeanything!
Besides copy/pastethe magic formula
YES!
But we have to saygoodbye to ourmagic formula
© InSites Consulting 200714
BigMouth strikes again
Is there a match here?
No! And create a new one!
© InSites Consulting 200715
BigMouth strikes again
ADVERTISING ENLARGEMENT ENLARGEMENT
UNCONTROLED ENLARGEMENT
(MEDIA EXPOSURE /
WORD OF MOUTH)
Bringing structure in WOM
© InSites Consulting 200716
BigMouth strikes again
ADVERTISING ENLARGEMENT ENLARGEMENT
CONTROLED ENLARGEMENT
(CONVENTIONAL MEDIA)Direct
exposure
Indirect exposure
Bringing structure in WOM
Actions at the core of the model
1 on 10 posts online movie clip on
specialized websites
8% has made his own movie
CREATING
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BigMouth strikes again
40% watches online movie clip
received via e-mail
1 in 3 reads comments on blogs
1 in 5 sends comments about
brands via e-mail
specialized websites
SPREADING
RECEIVING
Actions at the core of the model
CREATING
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BigMouth strikes again
SPREADING
RECEIVING
59% 53% 52% 42% 37%
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BigMouth strikes again
34% 29% 24% 22% 21%
18% 15% 15% 14% 13%
On
lin
em
ov
ies
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BigMouth strikes again
On
lin
eO
nli
ne
tex
tua
l
com
mu
nic
ati
on
� Actions are driven
� Inherent traits such as being chatty, brand
advocacy, status seeking, ... can drive actions
� Activation efforts such as virals, guerilla, WOM-marketing but also 30-second spots can drive actions
� Participant characteristics
� Similar actions from brand lovers, haters, experts, light loyals, spammers, … have a different impact
CONVER-
SATIONS
PARTICIPANTS
BUZZ
BUYING
ACTIVATION
The impact of buzz actions on buying behaviour is significantly influenced by a number of contingencies
Conceptual frameworkBuzz activation towards...
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BigMouth strikes again
have a different impact
� Activation can occur in both target groups and total populations, migrating in both directions
� Conversation characteristics
� Polarity of the conversation: negative, positive or both
� Relevance of the conversation depending on it’s topic: the campaign itself, the (correct) brand/product or the (correct) key message
ACTIONS
DRIVERS
ACTIVATION
0%
5%
10%
15%
20%
25%
30%
35%
Awareness
InterestSales
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BigMouth strikes again
Knowledge
Information search
Buying intention
Textual word of mouse Viral movies Word of mouth
Initiator of the word of mouse action
Who communicates about brands via the internet?
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BigMouth strikes again
They all do...
An action based segmentation
BUCKETS
11%
DIGGERS
29%
SUPER
SOCIALS
18%CREATORS
8%
Info
rma
tio
n in
pu
t
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BigMouth strikes again
SILENT
23%
29%
E-MAILERS
12%
Word of
mouse
ACTIONS
Sharing sending +
creating
Forum, blog,
Selective
sending
Sharing receiving
Forum, blog,
specialized
website
Selective
receiving
None
Castle Waterbed
Time for some decision making
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BigMouth strikes again
Time for some decision making
AntecedentsActivation drivers: Content
Lik
eability
score
10-p
oin
t scale
Castle:
6.6 (UK)
Waterbed:
6.9 (UK)
0% 10% 20% 30% 40% 50% 60% 70% 80%
Haters (1-4)
Neutrals (5-7)
Lovers (8-10)
It catches my attention
I will remember this movie
I would like to see it again
It holds an important message
© InSites Consulting 200726
BigMouth strikes againN target = 807 (UK) 823 (GER)
% (Fully) agreeCastle (Run on flat) Waterbed (Run on flat)
It gives me relevant information
It's believable
It's very funny
It's rude or shocking
It's warm
It's erotic
It's irritating
It's appropriate for the Goodyear brand
Portrays what really good tires should be
17%
10%
15%
13%
10%
I would place this movie on websites that are specialized in online video
I would write something about this movie clip on a blog, forum, …
I would make a parody of this movie or a similar movie
ActionsBuzz activation
BUZZ
ACTIVATION
SCORE
Castle 16 34 36 target
Waterbed 16 34 30 GY lovers
GY haters
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BigMouth strikes again
52%
45%
35%
17%
63%
56%
40%
Others will talk about this movie clip
I would talk about it with others
I would forward it to others
I would place this movie on websites that are specialized in online video
N target = 807 (UK) 823 (GER)
% (Fully) agreeCastle (Run on flat) Waterbed (Run on flat)
12%
19%
12%
The Goodyear brand
The website shown in the movie clip
ContinginciesTopic characteristics: relevance of talk
rele
va
nce
de
pe
nd
s on
corre
ct attrib
utio
n
filter: talking
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92%
32%
35%
96%
30%
The movie clip itself
The product that is advertised in the movie clip
The Goodyear brand
rele
va
nce
de
pe
nd
s on
corre
ct attrib
utio
n
N target = 374 (UK) 391 (GER) % YesCastle (Run on flat) Waterbed (Run on flat)
6%
50%
32%
37%
Awareness
New knowledge
Information seeking
Attitudinal change
Purchase activationBrand activation
castle waterbed
kn
ow
led
ge 4%
49%
33%
34%
Castle (Run on flat) Waterbed (Run on flat)
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36%
39%
43%
62%
21%
8%
Overall feeling
Differentiation
Trial
Consideration set
Next occasion
Unforced renewal
att
itu
de
sco
nsi
de
rp
urc
ha
se
% (Fully) agree
39%
35%
48%
64%
15%
5%
Before advertising… ..then advertising came… …then Internet arrived…
Word of mouth rules!
…at horse speed…
Power of TV and mass media!
Magic formula for saleswas found.
And we did not changeanything!
Besides copy/pastethe magic formulaIt all started
with this…
© InSites Consulting 200730
BigMouth strikes again
Is there a match here?
No!
with this…
Before advertising… ..then advertising came… …then Internet arrived…
Word of mouth rules!
…at horse speed…
Power of TV and mass media!
Magic formula for saleswas found.
And word of mouth rulesagain!
But know at rocket speed!
© InSites Consulting 200731
BigMouth strikes again
Before advertising… ..then advertising came… …then Internet arrived…
Word of mouth rules!
…at horse speed…
Power of TV and mass media!
Magic formula for saleswas found.
And word of mouth rulesagain!
But now at rocket speed!
© InSites Consulting 200732
BigMouth strikes again
Is there a match here?
YES!
Ingredients of the new formula:
1. It’s not about awareness, it’s about ‘customer activation’
2. Don’t tell them, ASK them
© InSites Consulting 200733
BigMouth strikes again
3. Pre-testing has never been more important
4. New era of organization: international & flexible
5. Take advantage of opportunities and face it: your customer is in control
Questions? Remarks?Research and consulting needs?
© InSites Consulting 200734
BigMouth strikes again
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www.escape-reports.com
Thank you!