Addicted to a feeling: The forgotten factor in internet marketing

Person in silhouette with arms distribute wide looking at bright sunshine

If there’ t anything the recent past offers reminded us, it’ s that will feelings still trump considered believed. This is also true for advertising, but not in the way you may think.

The marriage of advertisement and tech has brought some incredible advances. But as we move to the long run, does that mean we’ re also condemned to repeat the mistakes from the past?

The CPM pricing model we still make use of today is a direct handover in the world of print and TELEVISION. And we still use it, even though advertisements are more often bought and sold one at a time within programmatic marketplaces these days.

Maybe that’ s a minor stage. But what if the entire basis associated with programmatic were also based on a vintage, outmoded idea? Even as we’ g inherited and hadn’ t actually noticed it, the ghost are at the programmatic feast.

Outmoded targeting ideas

We forget, but the process of segmenting and targeting users based on market or other personal data extends back to the 1920s , arguably even further. Even when today’ s proxy is third party cookie collection instead of product or even program type, the idea is eventually the same.

And what from the results? While much of the speak in advertising right now is around AI and machine learning, the focus associated with so many data scientists is still to provide more segmentation, personal targeting, third party data and retargeting. In other words, the faster horse for profiling plus categorizing people into preset organizations. Whatever you call it, your PhDs are usually ultimately still operating under the exact same principles as when Mr. Ed ruled the airwaves.

But the problem is not the age of market targeting so much – as a method, it has stood the test of time remarkably nicely. The question is whether the practice is truly suitable for the way we consume media today. Especially as many advertisers now make use of the same targeting tactics at any provided moment of our online lives.

For a comparative view on the particular limitations of demographics, consider the advertising world’ s obsession with Millennials. At first, it seemed like a necessary method of understanding a certain age group. But countless takes and research pieces later on, a category that includes everyone given birth to from 1980 to ’ ninety five, or even the early zeros, seems to get rid of much of its sense or which means.

With the possible exclusion of social media, few marketing techniques have played to online’ s i9000 key strength – it is reside, real-time and immediate. Instead of producing assumptions about past actions plus repeatedly revisiting them, we could end up being continually revising those assumptions rather: building and optimizing campaigns close to peoples’ moods  in the moment.

Mood targeting

Image associated with smiley faces and frowny people illustrating different mood states

The advertising business talks incessantly about making psychological connections with people. Witness the latest hype around brand purpose (admittedly among much scoffing on the sidelines ) just for the latest example. Isn’ t this curious,   then, that, as much as this point, we’ ve hardly whatsoever discussed the role mood plus feelings play in an online framework?

Perhaps it’ h because the general dialogue around marketing has shifted so far from the center to the head. Segmenting people directly into neat boxes appeals to our feeling of order – in fact , it appears the peak of logic. Yet what about when everyone goes down this particular route?

There are plenty within advertising contacting for a complete re-think. Whether it’ s industry leaders , huge tech or the public , online advertising certainly offers its share of detractors right this moment. Post-Cambridge Analytica, at least one academic offers even made the case that legitimately, the whole industry should be dismantled completely .

Much of this ill sensation can be pinned back on the flipside of that cold, logical attitude – the mechanistic approach that rules programmatic. One that doesn’ t are the cause of mood, so invariably ends up frustrating people instead – like an automatic robot answering service that keeps manipulating you back to its main menus.

Gallilean tactics

Another way of understanding our own predicament comes from author and previous tech exec  The writer Acunzo .

image of Jay Acunzo

Author plus speaker Jay Acunzo

In a post on Moderate, Acunzo describes the currently superior view of how to use data:

“ You understand these days or try to predict tomorrow simply by pulling from things you assume to become absolutes, all of which were learned recently. ”

The benefit here is that it doesn’ t need very much effort and produces fairly successful results. The alternative, Acunzo states, is to:

“ Isolate a variable and test that specifically. This recognizes that generalities are dangerous and that CONTEXT is certainly everything. So you better test and understand in today’ s context. ”

This is applicable neatly to the current and potential long term uses of online advertising, too. To become truly effective, as well as more in-line with peoples’ online experiences, we ought to optimize based not on previous assumptions, but on present feeling. And that means continually adjusting press buying to the content that fits best with your message.

This may at first sound like heresy — especially for a congregation so used in order to hearing the gospel of segmentation and personal targeting. But let’ t also recall the triple danger of ad blockers, browsers such as Safari and Firefox blocking trackers, or indeed the still-developing results from GDPR.

Rather than using cookies and pre-recorded consumer segments as proxies for the correct audience, it’ s time all of us hooked into real-time reactions rather. They’ ve always been a huge aspect in TV campaigns. Why then overlook what could be such a key factor within online advertising’ s success?

How brands can accept mood

  • Specifically around data, manufacturers need to go beyond the generic metrics that analytics companies, and software in general, spit out there. In his article, Acunzo cites the particular example of an airline that updates vegetarians are less likely to skip flights. But targeting this specific team would, it turns out, be a misstep – on closer inspection, it is any kind of passenger that customizes their purchase who is more likely to turn up for a trip, not just that small subset.
  • The same applies to internet marketing. Establish approaches which are different from the crowd, but relevant to your industry plus niche. Previously, testing might have occurred around ad timing, segment, purpose etc . To tap into mood, switch the lens from audience to pay attention to different media, content types as well as specific pages instead. A number of marketers are also actively looking into, or currently offering feeling targeting as an choice.
  • Mood is fleeting , and the moment – whether it’ s i9000 in social media, analytics, CRM or even optimization, as far as possible look for ways you can test, learn plus act in real time . And this doesn’ t just apply to desktop or even mobile display. While parts of the particular marketing world still argue the advantages of one medium over another, all of the research points to an accumulator impact for campaigns that span several channels. And remember – we don’ t necessarily have to understand the precise mood we are targeting across all those different channels – instead, it’ s about finding ways (probably enabled by tech) that enable us to test for the right feeling at scale, then optimize close to it.

Opinions expressed in this article are of the guest author and not always Marketing Land. Staff authors are usually listed right here .


Concerning the Author

With more than 24 many years of experience in media, Jacqui Wallis has delivered leadership, strategy plus performance for hundreds of brands in the agency landscape. During her profession, she has worked with both the best of 3rd party and largest agency networks, which includes Carat and Starcom, and with a few of the world’ s biggest brands which includes Apple, Nokia, Deutsche Bank, plus SAGA. She now heads in the cutting edge Ad Tech business illuma Technology , delivering a new way to prospect just for audiences without the need for personal data.

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