Tag Archives | persuasion

Advertising Effectiveness: Problem #30

Problem: Settling for Engagement.

As media choices grow, engagement has received interest as a metric for elevating cross-media assessment. All eyeballs are not equal and some media channels, particularly digital ones, assert they are better than others at delivering eyeballs that matter more to a particular brand. Engagement focuses on the qualitative side of communication and deepens traditional reach and frequency discussions.

But engagement is only a partial measure of total advertising effect. Engagement is loosely defined as producing a positive brand experience. It is often operationalized through such measures as views, clicks, likes, shares and comments. Knowing whether an ad experience has been engaging is more actionable than knowing where and when an ad ran, but it is not as actionable as knowing whether an ad influenced buying behavior. Achieving sustained performance improvement and brand building requires more than engagement. Continue Reading →

Advertising Effectiveness: Problem #12

Problem: Using Short-Term Measures to Determine Advertising Performance.

Marketing ROI calculations often measure activities such as sales, inquires, and clicks to gauge the effectiveness of a program. The strength is that these measure what someone actually does, as opposed to what he or she says they will do. However, activities, even ones as concrete as sales, are short-term behaviors; what someone does today is not always predictive of what he or she will do tomorrow. As a result, analyses that are based on activities tend to support programs that produce short-term effects at the expense of programs that also have material long-term benefits. For example, using sales data alone, couponing generally outperforms advertising, but this conclusion would not make for a sound marketing practice. Continue Reading →

Advertising Effectiveness: Problem #16

Problem: Too Much Ad Liking

Many of today’s commercials over-use entertainment to engage audiences. A well-known celebrity, an amusing spokesperson, a well-told story, a parade of appealing images will attract audiences and increase ad liking. But when a TV spot or a print ad relies too heavily on liking, the core selling message is often missed and the full power of the advertising is reduced. Continue Reading →

Framing Research for a Pharmaceutical Messaging Campaign

A leading biopharmaceutical company was preparing to launch a new product into the U.S. market. Concerned about the fallout from potential negative news reports about the product, they developed a consumer directed messaging program to help answer potential consumer questions and concerns about the product. They enlisted G&R to pre-test the communications program. G&R recommended a two test cell plus control design that framed the different mindsets that consumers might bring to the communications by stimulating exposure to either a negative or neutral news article about the product, before exposing the messaging strategy. To evaluate the effectiveness of the communications, G&R measured levels of consumer concern on key dimensions before and after each framing cell of respondents was shown the messaging.

The research showed that the communications were successful in reducing overall concern levels by over 20%and answering the prevailing consumer question about the product by over half in both cells. The research also found areas where the messaging program did not adequately address consumer questions and suggested additional content strategies to help alleviate those concerns.

If you would like to learn about G&R’s Framing Research, please Read More >


New users buy brands
that changed. Core users buy
brands that stay the same.

Content Marketing Research for a Leading Hospital

Many companies use Content Marketing to supplement traditional marcom channels and communicate new information via a variety of alternative media contexts. Recently, a prominent hospital launched a custom magazine publication in an effort to grow awareness in the healthcare market, communicate with leading medical, academic, and business influencers, and position the hospital as the definitive resource and leader in the medical and biotechnology fields. The company engaged Gallup & Robinson to design and conduct research to help the hospital better understand the magazine’s effectiveness, including the characteristics and needs of its audience, their attitudes towards the custom magazine, and the publication’s influence on perceptions about the hospital. The research provided benchmarks for quantifying performance and revealed how the audience thought and felt about the magazine. It resulted in new insights about how to improve lower-rated elements, adjust delivery methods and strengthen engagement moving forward. Learn More >

Cause Marketing Research for an Adolescent Health Initiative

Raising awareness or encouraging behavior modification for a social or public health issue is quite a different communications challenge than persuading consumers to purchase commercial products. Campaign designers and funding sources face two underlying questions: 1) is a campaign worth the investment of time and resources; and 2) how does one increase the chances that the campaign will be effective?

G&R was recently enlisted to evaluate a campaign which sought to establish a comprehensive community health model aimed at promoting healthy adolescent development and preventing dating violence. The initiative’s co-sponsors wanted to understand the target audience reactions to 8 concept executions and to determine which of the executions might be considered stronger or weaker candidates for the campaign. The research identified the strongest campaign ads based on overall stopping power, behavioral disposition, and emotional engagement. Select executions were recommended for strategic positioning in order to reach target subgroups and ways to optimize campaign communication were presented.

If you would like to learn about G&R’s Cause Marketing capabilities, please Read More >

Google+: New Dad


Google+ connects
with feelings, but “a plus” won’t
dethrone Facebook’s reign.

Miracle Whip

Miracle Whip
Will provocative
food advertising lead to
lasting persuasion?

Claims Substantiation Study for Major International Manufacturer

In a competitive marketplace, many advertisers make claims against similar companies and brands to influence customers to choose their product over those of their competitors. At the foundation of this communication is the requirement that the claims be true. Survey research is often used to provide the basis of the claim and to challenge the basis of a competitor’s claim. However, between January 2006 and June 2011, the National Advertising Division (NAD) of the Better Business Bureaus found that 71 percent of the consumer perception surveys introduced by parties to an NAD proceeding were unreliable and, therefore, had little or no impact on the final outcome of case. Claims research needs to be carefully constructed and executed if it is to have much value for the advertiser.

Recently, a major international manufacturer hired G&R to test several claims made in a competitor’s advertising campaign, alleging that the competitor’s products were widely preferred by consumers on a number of criteria. In order to test these clams, G&R launched an exacting and rigorous four-stage study where participants were asked to use and evaluate comparable products from different manufacturers and rate the products on a range of qualities. Stimulus exposure and questionnaire administration were carefully controlled. The study showed that the competitor’s claims were not reliable and was used as part of a successful challenge to the NAD.

If you would like to learn about G&R’s Claims Substantiation capabilities, please Read More >