The art of getting the marketing campaigns right

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A new study released by Kantar Millward Brown, “AdReaction: The Art of Integration,” identifies several guiding principles for brands to consider when implementing multichannel campaigns that build successful brands and avoid the pitfalls of fragmentation.

The study, according to PRNewswire, is based on new quantitative research in 45 countries, multichannel copy testing of 12 campaigns from eight countries, and custom analysis of Kantar Millward Brown’s global media effectiveness and copy testing databases.

 

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Integrate more campaign cues

Even without any customisation, integrated campaigns are 31% more effective at building brands, yet still one in four of the campaigns analysed were not well integrated.

The more cues used, the better. Consumers expect multichannel campaigns to deliver basic connective elements like the same logo and slogan.

However, the study shows that consistent characters or personalities are the individual cues which most help brand impact, often differentiating the best campaigns.

The report also found that all channels benefit from synergies, but some channels work particularly well with each other. The strongest overall synergy combinations are between TV and Facebook, and TV and outdoor.

Start with a strong campaign idea

The idea is the most important component of the campaign. Great campaigns need a strong central idea to act as connective tissue across all content, and integrated content needs to cue this idea.

Campaigns with a strong central idea perform better across all brand KPIs (+64%), especially brand image associations (+91%), as well as across all channels.

Make each ad in an integrated campaign amazing

Within the multichannel pretesting, we see a campaign is defined most closely by the average of all executions, even more so than the best or worst individual execution.

Unless media spend will be skewed towards one execution, every piece of content matters and contributes to overall success and brand building.

Invest only in channels that have a clear role in the campaign: Marketers need to choose channels wisely — only using those, which have a clear role in the campaign and in reaching the target audience.

It’s also important to understand what each channel can deliver in terms of impact and cost. For example, online ads are cost effective in extending TV reach and building brand metrics from awareness through to purchase intent.

However, consumers’ attitudes are more positive to traditional media than online advertising and people are more likely to recall negative online targeting experiences than positive ones.

 

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Customise content for each channel

There is a sweet spot between integration and customisation. A strong integrated campaign must be flexible enough to enable novel, complementary content, but familiar enough to link the key campaign elements tightly together.

Additional key findings include

Marketers struggle to find balance between integration and customisation. Twenty nine percent of the ads tested were integrated but not customised while 26% of the ads were not sufficiently integrated.

Around the world, consumers feel they are seeing more ads in more places. Eighty-one percent of global respondents report this has increased versus three years ago, and the figure is above 70% in all countries surveyed other than Japan. Most consumers around the world (69%) also agree that ads are more intrusive now. This figure is above 50% in all countries other than mainland China, Japan, Hong Kong, Korea and Indonesia.

When asked if campaigns are doing a better job at storytelling and integrating across formats, responses vary more by country. Consumers feel marketers are making the most progress in Nigeria, India, Saudi Arabia, China and Brazil, but fewer are convinced progress is being made in the UK, Netherlands, Belgium, France and Czech Republic.

“Media channels will continue to fragment and evolve,” said said Duncan Southgate, Global Brand Director, Media and Digital, Kantar Millward Brown, adding “but smart marketers will see the opportunities to connect with consumers in new, meaningful ways. Importantly, we know using more media channels can improve campaign effectiveness, but only if the channels work synergistically.”

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