Exhibit 13.1 Telepic of the Coca-Cola
Hilltop ad: “I'd like to buy the world a Coke and keep it company” (Source:
Coca-Cola website).
“Advertising people who ignore research are as dangerous as
generals who ignore decodes of enemy signals.” David Ogilvy.
In the 19th century, John
Wanamaker lamented, “Half the money I spend on advertising is wasted; the
trouble is I don’t know which half”. Since his time, and especially during the
latter half of the 20th century, many theories and models emerged that have
enhanced our understanding of advertising and its impact. Yet uncertainty still
clouds advertising as the complexity of evaluating it has increased with media fragmentation and
the proliferation of online and conventional platforms.
Advertisers are essentially interested in knowing who their
audience is and how their audience engages with advertising campaigns. They
gain these insights from three interrelated research fields — audience
measurement, engagement measurement, and market response modelling (also
known as marketing mix modelling). Exhibit
13.2 illustrates how these disciplines work in tandem to yield
the knowledge that the advertisers are seeking.
Measuring the short-term sales impact of an ad in a purely
digital context is relatively simple, as it involves tracking customers
from online advertisements to online purchases.
In a broader context, marketing mix models, which estimate
the return on investment (ROI) of advertising, are often imperfect. Despite
using stock variables and dynamic effects, these models struggle to capture
the long-term effects of advertising on sales. Although marketing mix
models can measure the persuasiveness of an advertisement, they are less
effective at assessing how advertising helps sustain and grow brand loyalty
over time. Consequently, engagement measures provide for a better
understanding of advertising, though not in terms of dollars and cents.
For more information on marketing mix modelling, please refer to Volume IV,
Chapter on Marketing Mix Modelling.
This chapter dwells on audience measurement and engagement
measurement. Audience measurement is a rapidly evolving field that has
traditionally been confined to silos — primarily TV, press and radio. With
the onset of online advertising, a new silo emerged: digital. And as
eyeballs shift across screens, media owners and advertisers increasingly
demand multiplatform metrics and measurement methods that measure total
audience.
Advertising has been proven to work in a variety of ways,
and marketers have diverse objectives for the type of engagement they seek
from their audiences. These objectives vary widely depending on the nature
of the product, its lifecycle, brand history, corporate priorities,
competitive environment and a host of other factors. They must be keenly
considered while evaluating advertising, as was highlighted by a consortium
of 21 leading U.S. advertising agencies.
This consortium released a public document that laid out the
Positioning Advertising Copy Testing (PACT) principles on what constitutes
good copy testing. PACT stressed the need for multiple measurements:
“because single measurements are generally inadequate to assess the
performance of an advertisement”. It emphasised that a good copy testing
system should provide measurements which are relevant to the objectives of
the advertising, and highlighted the need for clarity and agreement about
how the results will be used in advance of each specific test.
The key themes that shed light on advertising were reviewed
in the previous chapter How
Advertising Works. These themes suggest that advertising success
hinges on its ability to:
generate salience,
persuade consumers,
differentiate from competitors,
generate affinity for the brand,
associate the brand with values, symbols and images,
build relationships with consumers, and increase their involvement
with the brand,
generate feelings and emotions,
and convey relevant messages — its proposition, its mantra.
This chapter provides an overview of advertising analytics
in the context of pre-testing (copy testing) and post-testing (tracking)
advertising. It outlines how the imperatives listed above, are tracked and
measured by major global advertising analytics and research firms such as
Millward Brown (Kantar) and Ipsos ASI. The chapter also explores Millward
Brown’s awareness index model, which offers a framework for measuring the
effectiveness of advertising in generating awareness.