Posts Tagged ‘Consumer Behavior’

You Had Me at Happy Meal

It’s not easy for me to admit this, as I am not really known as the “emotional type,” but I need to get something off my chest…McDonald’s made me cry.

Allow me to explain:

It’s not easy for me to admit this, as I am not really known as the “emotional type,” but I need to get something off my chest…McDonald’s made me cry.

Allow me to explain:

It was a Saturday afternoon and my daughter and I were out running through my ever-growing list of errands when I realized that it was getting to be lunch time. I was too far from home to head there to satiate the persnickety cravings of a three-year-old, so I thought we should grab a quick bite on the road and the first thing that caught my eye was the “golden arches.”

Here’s the thing: I have never actually taken my daughter to McDonald’s before. There, I said it. I’m a vegetarian for crying out loud and I generally just don’t eat this kind of fast food. Hell, if I’m really honest, I didn’t really think I was a fast food kind of mom. I mean we buy organic and love Whole Foods, could I really take my daughter to McDonald’s? These thoughts rattled through my exhausted brain as I found my blinker turning on and my car cruising—as if being controlled by someone else—into the McDonald’s parking lot. With one click of the car seat buckle, I grabbed my daughter’s happy little hand and off we went.

Once inside, without a thought, I ordered my little lady a hamburger Happy Meal. The exact meal my mom had ordered for me close to 1 bazillion times before when I was a child. I got myself a milkshake (because, why wouldn’t I?) and we proceeded to a little corner table by the window. As my daughter tore into her bag with excitement and discovered not only French fries and a hamburger, but a toy surprise, she was absolutely GIDDY! She looked at me with such earnest three-year-old eyes and said, “I like this place momma, a LOT.”

That did it. Here come the waterworks. The feeling of nostalgia hit me like a tidal wave and I started to tear up like this was some sort of milestone moment in my daughter’s young life. I remember thinking, “What the hell is wrong with you lady, get it together!” But I couldn’t help but remember all the “special” meals I had at McDonald’s as a kid. All the affection I had for the brand that lay latent for 20 some odd years was back … with a vengeance.

Once I got myself together and my daughter happily gnawed on her tiny bag of fries, I started thinking about it. Why did I react this way? I guess it was a mixture of nostalgia, and a deep brand connection that caught me completely off guard. As a recovering member of the ad agency game, I couldn’t help but think if agencies could figure out how to harness this kind of connection with consumers it would be like uncovering the Holy freaking Grail. But it’s a tough nut to crack and it seems like there are really only a few iconic brands that will ever have permission to live on this kind of hallowed ground.

So what do you think, what brands do you find yourself most strongly connected to? But WAIT, before you answer, I would challenge you to skip the first few answers that come to mind and REALLY think about it. The answers might surprise you as much as McDonald’s surprised me.

3 Responses to “You Had Me at Happy Meal”

  1. Karen Barone says:

    Moxie. I’m a Mainer and nothing makes me more nostalgic or emotional than a bright orange can of this..um…unusual drink. I’m not a soda drinker, but Moxie knocks me out. (Okay, I’m starting to mist up.) I’ve even got an old Moxie ad (featuring Sox great Ted Williams) in my kitchen.

  2. Alan says:

    Great post for the Sally Field moment, the reasons why you reacted that way and the implications. I think that kind of latent brand connection is often just waiting to be tapped but we tend to let our rational side get in the way of the message.

    Although i don’t have any brands that I connect with that really surprise me, I feel a similar generational connection to both Friendly’s and Snyders of Hanover Pretzels. Friendly’s because of all the quick weeknight meals with my mom and siblings that always ended with a little sundae – and the way it makes my kids feel when we go now; Snyders because I used to sit and watch Mets games with my dad and munch a big noisy, crunchy box of Sourdough Hard pretzels and now I sit with my son and a bag to watch Sox games.

    Thanks for sharing your brand “moment.”

  3. Fred says:

    My heart flutters just thinking about Reese’s peanut butter cups. When I eat them, I actually get teary-eyed because they bring me to such a happy place. Furthermore, I eat them so sparingly due to their nutritionless benefits that upon immediate tongue contact, the sensation is euphoric.

    I immediately feel as if I’m in a safe place of the purest happiness and unconditional love and warmth. I actually own a Reese’s pillow – who wouldn’t want to let their head retire on the laurel of such sweetness?

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Tiny Dancer

Secure your sequins and squeeze into those spandex, ice skating is in season. Through 14 days of Olympic Coverage there’s been naught but a single night where audiences weren’t subjected to ice skating in some form—the Opening Ceremony. Apparently by “coverage” of the Olympic Games, NBC meant a spotlight on skating in all its forms.

Despite a limited love for the sport, admittedly accredited to an inability to see past the pageantry nor distinguish between a salchow and axel jump , through this past weekend I had set a personal record in viewership—that is until Ice Dancing dominated Monday’s lineup and I was finally forced to put the games on ice.

Secure your sequins and squeeze into those spandex, ice skating is in season. Through 14 days of Olympic Coverage there’s been naught but a single night where audiences weren’t subjected to ice skating in some form—the Opening Ceremony. Apparently by “coverage” of the Olympic Games, NBC meant a spotlight on skating in all its forms.

Despite a limited love for the sport, admittedly accredited to an inability to see past the pageantry nor distinguish between a salchow and axel jump , through this past weekend I had set a personal record in viewership—that is until Ice Dancing dominated Monday’s lineup and I was finally forced to put the games on ice. 

My personal preference aside, the chorus of complaints from viewers has continued (and climbed) through the weeks. The USA-plus  plan for coverage, using downtime in skating to show snippets of other events (often on delay from earlier in the day) leaves something to be desired—like seeing other countries compete in any of the events. Those on the West Coast  are riddled with ridiculous three-hour lag times, despite having clocks tuned to the same time-zone as Vancouver and real-time access to results. Ignoring mass-interest in another episode on ice, US versus Canada in hockey, NBC excommunicated the event to cable’s MSNBC, a news network; 8.22 million fans followed (again, a near record in ratings), but we’re left to guess what the game would have drawn if offered en masse on basic cable.

Not long ago much was made of NBC’s creative use of ratings to endorse Leno’s return to the late night lineup, a policy they’re playfully pulling back out of their PR pocket . While its true viewership has vaulted past Turin—my attention isn’t for entertainment, it’s for endurance.

NBC is surviving on the success of America’s record run of medals and increased interest in more extreme events, while falsely assigning credit to their own “premier programming.” If the path to seeing Shaun White grab gold leads through tassels and toe loop jumps, then so be it—but my attention and affinity for the network is on thin ice.

Here’s to uncovering a universally understood maxim heavy hitters, the pleasure of a few work-free days!

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Doggerel for Daunting Days

When faced with a constipated Congress, evidence of corporate cover-ups, and the salacious spectacle that passes for news, sometimes the only choice is to laugh rather than cry, and to find meaning in art rather than commerce.

In that spirit, I offer a few modest literary observations on current events, employing two poetic forms: the elegant haiku and the sublime limerick.

When faced with a constipated Congress, evidence of corporate cover-ups, and the salacious spectacle that passes for news, sometimes the only choice is to laugh rather than cry, and to find meaning in art rather than commerce. 

In that spirit, I offer a few modest literary observations on current events, employing two poetic forms: the elegant haiku and the sublime limerick.

A once-loved brand called Toyota
Has met its embarrassment quota
They turned their back on their base
Now their egg-covered face
Appeases loyal fans not one iota

Tiger’s remorse and
video confessional –
chick sports? I think not.

Sarah Palin’s wrath went awry
Lashing out at the crude “Family Guy”
Queen anti-hopey-changey
Appeared quite derangey
Since Fox keeps them both riding high

If pole dancing’s the next Olympic sport
The IOC faces risk of a tort
Should the dancers be girls?
Or can boys show their twirls?
Indoor rink? Or beach volleyball court?

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Traditional Market Researcher Saved by Online Communities

A lot has been written about the value Communispace brings to its clients . I, however, tend to selfishly focus on the benefits that Communispace brings to me…as a researcher and formerly frustrated focus group moderator.

Here are my top three focus group frustrations all alleviated by Communispace.

A lot has been written about the value Communispace brings to its clients . I, however, tend to selfishly focus on the benefits that Communispace brings to me…as a researcher and formerly frustrated focus group moderator.  

Here are my top three focus group frustrations all alleviated by Communispace.

1. The “That’s All Folks” Frustration:  Many of us have been there.  A focus group has come to an end, the audio/video tape has stopped recording and the clients in the back room are packing up their laptops when…it happens:  the respondents engage EACH OTHER in a conversation that is critical to the client’s business needs.  As a moderator you try to nose your way back into the conversation, you write down notes, you look directly into the two-way mirror and start flapping your arms to get the clients’ attention, but you know the truth:  Your next group starts in five minutes and these folks need to get going.  Opportunity lost.

In the community, these members would start their own activities and/or we’d be able to get back to them (and the whole community, if applicable) directly and probe further. 

2. The “That’s Very Helpful” Frustration:  More often than not, you can’t confidently tell focus group respondents how their feedback will be used.  Despite rumors that respondents are only there for a sandwich and a quick buck, I found respondents desperate to hear that their time has been worthwhile, their opinions respected and actionable. (In fact, some even requested a hug.  It’s true.)   It’s not surprising, respondents want connection and they want to feel (not hear) that their input is valued. 

Communities show members why and how they are valued.  By building long-term relationships, members and clients are often put in conversation with one another.  Part of creating a robust community is providing feedback on how member input is driving client business decisions. 

3. The “Are We There Yet” Frustration:  Travel.

Communities are online.  Enough said.  :)

Certainly, there are more than three ways that online communities alleviate focus group pain points. Stay tuned for an upcoming Vlog by yours truly and fellow blogger, Rocky Prozeller.

2 Responses to “Traditional Market Researcher Saved by Online Communities”

  1. Diane Hessan says:

    Thanks Karen! Here are a few more: 1) More than 10 people — Hooray!; 2) If someone in the community is adding no value or being obnoxious, you can (nicely) kick them out; 3) You can circle back and ask follow-up questions; 4) THEY can circle back and add additional thoughts that occurred to them after the “event”; 5) It’s easy to search the community for content; 6) Cost-effectiveness — one month of a community, with 8-12 separate projects, is less expensive than 2 focus groups. I’ll stop now. :)

  2. Happy employees working for great companies deliver better results. Online communities are the way to go. Congratulations!

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The Thrill Is Gone

While you worked last Friday, I moseyed to a movie matinee.

Boasting better than a billion bucks worth of worldwide sales, audiences flocked to ‘Avatar’ with force and it seemed time to follow. The flick, now favored among Oscar options for Best Picture (uncommon for the Sci-Fi category), proved an entertaining experience, fashionable 3D eyewear et al. Given relaxation was the reason for vacation, I decided to double-down and watch ‘Up’ (another Best Picture Oscar nomination nod) later that evening.

While you worked last Friday, I moseyed to a movie matinee.

Boasting better than a billion bucks worth of worldwide sales, audiences flocked to ‘Avatar’ with force and it seemed time to follow. The flick, now favored among Oscar options for Best Picture (uncommon for the Sci-Fi category), proved an entertaining experience, fashionable 3D eyewear et al. Given relaxation was the reason for vacation, I decided to double-down and watch ‘Up’ (another Best Picture Oscar nomination nod) later that evening.

Initially, the range in ‘Rocky Ratings’ was minor: both ranked as reasonably entertaining ways to spend some time. But as I contemplated clips and quips from both, my scale started to swing—‘Up’ soared as I lost connection to ‘Avatar.’

Fondness for devilishly clever details in ‘Up’ expanded the movie’s entertainment value; conversely, outrage over cheap copouts from its counterpart failed in forming a long-standing liking of ‘Avatar.’

As researchers we strive to monitor consumers’ opinions in the moment, intent on protecting the integrity of their insight by securing reactions before they have a chance to slip away. But doing so fails, in part, to procure a rounded reaction.

The missing metric is the linger level; understanding both the initial reaction AND the end result after the excitement wanes and we’re left with our more methodical opinion. Measurement at the point of purchase only captures a piece of the psychology involved in the decision making process. To gauge a truly accurate account we have to collect consumer feedback on a continuum, speaking with the consumer several times over an extended period.

After all, who among us hasn’t altered an opinion about a product we just brought home or an experience we engaged in after the rush resided? Think about it for a few days and get back to me.

As is custom, some sounds to send you sailing into the weekend in style; happy chocolate and flowers this 14th friends.

One Response to “The Thrill Is Gone”

  1. AHR says:

    Ahhh… the psychology of it all! I make many snap decisions which I usually end up rescinding (or regretting). I am also swayed by other people’s opinions. Sometimes I can’t even tell which reaction is the authentic reaction. Great thought to focus on both.

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Dishing with Diane: Jerry Kane shares his perspective on the power of social media

Jerry Kane, Assistant Professor of Information Systems, Carroll School of Management Boston College, sat down with me recently to discuss how companies can gauge the effectiveness of social media within their organizations. He provides his professional perspective on the future of social networking.

Jerry Kane, Assistant Professor of Information Systems, Carroll School of Management Boston College, sat down with me recently to discuss how companies can gauge the effectiveness of social media within their organizations. He provides his professional perspective on the future of social networking.

2 Responses to “Dishing with Diane: Jerry Kane shares his perspective on the power of social media”

  1. Joe Wehr says:

    Diane

    Nice interview with BC’s “wiki professor”. Thanks.

    What I wouldn’t do to swap places with my nephew, Joe Wehr, BC ‘10.

    Joe Wehr, BC ‘69

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Dishing with Diane: Jeffrey Rayport on how great brands connect with their consumers

Jeffrey F. Rayport, currently an operating partner at Castanea Partners, formerly the founder and chairman of Marketspace and a Harvard Business School professor, recently paid me a visit in our Boston office. During his visit, we sat down to talk about the transformative power and evolution of digital media; strategies for marketers as we emerge from the recession; and how the greatest brands are delighting their customers by connecting with them at every level.

Jeffrey F. Rayport, currently an operating partner at Castanea Partners, formerly the founder and chairman of Marketspace and a Harvard Business School professor, recently paid me a visit in our Boston office. During his visit, we sat down to talk about the transformative power and evolution of digital media; strategies for marketers as we emerge from the recession; and how the greatest brands are delighting their customers by connecting with them at every level.

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Owned Platforms: Up-cycling sponsored media in the digital world

The idea of “Owned Platforms,” otherwise known as private label media captivates me. Procter & Gamble recently announced that The Guiding Light, its oldest sponsored TV soap opera was finally going off air after 72 years on radio, then television. The company then announced that it was launching its own private digital media platform. Initially, Pampers will be sponsoring a series of webisodes called A parent is born about young couples expecting a child. Other projects include digital casting for a variety of product categories in partnership with the likes of NBC Digital Networks.

The idea of “Owned Platforms,” otherwise known as private label media captivates me. Procter & Gamble recently announced that The Guiding Light, its oldest sponsored TV soap opera was finally going off air after 72 years on radio, then television. The company then announced that it was launching its own private digital media platform. Initially, Pampers will be sponsoring a series of webisodes called A parent is born about young couples expecting a child. Other projects include digital casting for a variety of product categories in partnership with the likes of NBC Digital Networks.

On October 7th, Procter & Gamble with the aid of its Canadian ‘mommy blogger’ community, launched Rouge Magazine a new magazine and online edition, into the US. It’s targeted to 11M households and “beauty-involved females.” The underlying objective is to build a massive database using the information of those that will be engaging with the brand across multiple owned media platforms. Rouge is beyond freemium…it’s chock-a-block with coupons for P&G beauty products.

One of the reasons owned platforms caught my attention was that it reminded me of traditional sponsored advertising—coming back full circle to digital media but delivered directly by the brand rather than a TV network. Conceptually, the first example that came to mind was when television programming was ‘brought to you’ by a ‘proud sponsor’ like Kraft, Molson, or General Motors. Fast forward…sponsored advertising of old has come full circle into digital.

Ford, out of the automotive industry, is also going deep. The Financial Times has suggested that ‘aggressive’ sub-branding, by companies like Ford, are creating owned platforms and individualizing online sites. For example, Facebook is being used effectively for the Fusion and Fiesta brand hubs where loyalists and potential customers participate in the online community.

The redesigned Fiesta specifically, the worldwide launch of www.fiestamovement.com, makes use of trust agents on-the-ground and online across various digital media to build a high degree of awareness and brand building. It’s getting business results too: over 50,000 inquiries for the Fiesta have been generated in advance of the US market launch.

It’s remarkable how the process of branded product advertising is coming around to look like the early days of television—only the media mix is broader and is being up-cycled. Companies with owned platforms are delivering their brand’s message and driving consumer engagement from any of all of the three screens—sponsored television, Internet, and mobile.

So here is the question: Are companies emerging as ‘social OEMs’ who, through the deployment of owned platforms, are bringing back control of their brands to create equilibrium of push and pull marketing? If so, the science will be in bringing all of the right media and branding elements together; the art will be in reaching brand communities tailor-made for these emerging owned platforms.

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Can You Spare A Square?

Muppet philosopher, Kermit the Frog, originally decried the difficulty in being green, though I’d bet he wasn’t talking toilet paper. Our triple-layer, super-soft, squeezable, cloud comfort TP, as it turns out, is not environmentally friendly.

The science: Each sheet is a web of wood fibers, and fibers from old trees are longer, which produces a smoother and more supple web, which builds the softer stuff. Fibers made from recycled paper (in this case magazines, newspapers or computer printouts) are shorter; the web is rougher, leaving you with a less comforting creation.

Muppet philosopher, Kermit the Frog, originally decried the difficulty in being green, though I’d bet he wasn’t talking toilet paper. Our triple-layer, super-soft, squeezable, cloud comfort TP, as it turns out, is not environmentally friendly.

The science: Each sheet is a web of wood fibers, and fibers from old trees are longer, which produces a smoother and more supple web, which builds the softer stuff. Fibers made from recycled paper (in this case magazines, newspapers or computer printouts) are shorter; the web is rougher, leaving you with a less comforting creation.

The stat: According to market analysis firm RISI Inc, upwards of 96% of all toilet paper purchased for personal use is taken from newly cut trees – a credit to our ongoing call for a cloud-like experience. 

The quote: “That’s a segment [of consumers] that is quite demanding of products that are soft,” says James Malone, a spokesman for the paper-product powerhouse, Georgia-Pacific.

Sales figures support the sound-byte: Quilted Northern Ultra Plush, the three-ply stuff, sold 24 million packages in the past year, bringing in more than $144 million in squeezable sales.

Contrast this with the statistically significant call on the part of consumers to purchase products in the name of green. After all, despite the dismal economic record of 2009, quantitative studies suggest 82% of all people still prefer purchasing green products.

At first glance, the cry to create eco-friendly goods should lead to stronger sales of the scratchier, but eco-sound recycled TP, right? But the danger in dealing solely with statistics is missing the second-level learning – the little truths that come when you peel back posturing.

A voting question can only argue for or against a pre-conceived point; it’s honest conversation which works in the why. In the ongoing quest to understand our consumers, sometimes we need to be a little softer and put comfort first.

As you look at your ‘honey-do’ list for the weekend, don’t forget to include a moment to stop, drop and just be. Happy Columbus Day all!

2 Responses to “Can You Spare A Square?”

  1. Matt D. says:

    You raise an interesting point about this new dilemma today’s consumers seem to face…quality or life vs. quality of our planet in the future. We all want to do our part to buy green so that our kid’s kids can still live in coastal cities, see polar bears in the wild, deal with normal seasonal temperatures, etc. But it is funny how quickly we abandon our inner hippie when our backsides experience sandpaper-like TP.
    Maybe this new struggle between comfort and forethought will help the planet AND breed the next evolutionary stage for human beings…
    A cleaner, more energy-efficient earth populated by humans with ass-cracks of steel.

  2. Jeff9 says:

    Yes, we use way too much toilet paper, one major factor could be the size of the average butt keeps growing but let’s not go there. Instead let’s save money and the Earth and be clean at the same time! Get serious and add Bathroom Bidet Sprayers to all your bathrooms. I think Dr. Oz on Oprah said it best: “if you had pee or poop on your hand, you wouldn’t wipe it off with paper, would you? You’d wash it off” Available at http://www.bathroomsprayers.com with these you won’t even need toilet paper any more, just a towel to dry off! Don’t worry, you can still leave some out for guests and can even make it the soft stuff without feeling guilty. It’s cheap and can be installed without a plumber; and runs off the same water line to your toilet. You’ll probably pay for it in a few months of toilet paper savings. As for water use a drought is always a concern and must be dealt with prudently but please remember that in the big picture the industrial water users always far exceed the water use of household users and in the case of toilet paper manufacture it is huge. The pollution and significant power use from that manufacturing process also contributes to global warming so switching to a hand bidet sprayer and lowering your toilet paper use is very green in multiple ways.

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Pour Me a Partnership

“Thank you. May I help you find anything else sir?”

It was an odd question given the fact I had just spent my life’s savings on a set of wheels; shouldn’t that have been enough? In 2002 I bought a Nissan Pathfinder, the second the sale was signed the gentleman who collected the commission sauntered off to pickpocket another potential wallet. I hadn’t even breathed in the new car smell and here he was searching for the next sale.

“Thank you. May I help you find anything else sir?”

It was an odd question given the fact I had just spent my life’s savings on a set of wheels; shouldn’t that have been enough? In 2002 I bought a Nissan Pathfinder, the second the sale was signed the gentleman who collected the commission sauntered off to pickpocket another potential wallet. I hadn’t even breathed in the new car smell and here he was searching for the next sale.

The Pathfinder lived up to its promise, the place I picked it up from (not a Nissan dealership I might add) was found wanting.

This past weekend my roommate wrote up an ad for his own car—minutes later he had an inquirer willing to drop a dollop of dough as down payment. After the would-be buyer inspected the car, he simply nodded and said:

“I don’t know how things are done here, but in my country I now buy you a drink. This way you get to know someone who you are doing business with.”

Nothing builds ongoing business better than a bond with your customer; so naturally, as marketers we’re constantly searching for a secret sauce to secure a repeat sale. So what does this shot-session show us? Perhaps the one thing we ultimately need: patience.

A simple drink allowed for extra interaction, a moment to truly ‘meet’ the customer. These ‘moments of truth’ exist as opportunities to make a customer something more—a confidant. Taking the time to get to know an individual as more than a sales statistic creates goodwill, and ultimately, that goodness garners greater sales. Now that’s something we can all drink to.  

As is the tradition with Friday posts, here’s a little something to help crank your weekend up to a nice respectable level. Ladies and gentlemen, start those engines!

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