Media companies and advertisers are increasingly thinking holistically about advertising: campaigns should extend and resonate across screens, rather than being compartmentalized.
An often-repeated tenet of mobile holds that mobile marketing is great, but it's even better in the context of other media. Conversely, one could phrase it, "Don't segregate or separate mobile from the rest of the media landscape." Living up to this anti-silo principle can be a challenge. Finite time and resources sometimes require a "divide and conquer" approach to the diverse platforms, challenges, and opportunities of digital media. Additionally, many aspects of mobile media are unique to mobile, and need to be addressed first to put this segment of the industry on a firm foundation for growth.
However, what might once have been a bright dividing line between "mobile" and "not mobile" is now at best a blurry gray area. And both media companies and advertisers are increasingly thinking holistically about advertising: campaigns should extend and resonate across screens, rather than being compartmentalized onto just one medium.
One irritating uncertainty gets in the way of realizing that holistic approach toward advertising: it's hard to measure how well it works.
Many people believe that viewers who see an ad campaign on TV, and also see the same campaign on the PC-based web and on their smartphone, are more likely to have that campaign "break through" and be remembered than someone who sees the campaign on just one or two of those platforms. That's intuitively plausible, but proof is lacking.
Considering that that is a multi-billion dollar question, there's a surprising lack of publicly available, widely disseminated research on how consumers perceive, react to, and remember ads when they see them across several of the screens they use.
The IAB's XMOS ("Cross Media Optimization Studies") project from the early 2000s is still widely cited as a groundbreaking model of cross-media research. Those studies were a complex, highly time- and money-consuming endeavor, and they didn't even have mobile advertising to worry about. Think of a Venn diagram for an ad campaign with just a PC web and TV components. Brand effectiveness research like XMOS requires gathering data on four groups of consumers:
Adding mobile means there are three circles in the Venn diagram and eight groups of consumers to identify and gather data on.
Building on the XMOS legacy, the IAB's Mobile Marketing Center has made looking at mobile in the context of cross-media ad effectiveness one of our core goals for 2013. We have engaged with Insight Express and a group of members to launch a piece of primary research we're calling the Cross-Screen Optimization Studies, or "XSOS," which will test cross-media impact of actual, in-flight ad campaigns that include mobile. There are three things to emphasize about this project:
It's exciting to help lead an effort that is so challenging, but so manifestly important, for the industry.
Three Screens image on home page via Shutterstock.
Join the Industry's Leading eCommerce & Direct Marketing Experts in Chicago
ClickZ Live Chicago (Nov 3-6) will deliver over 50 sessions across 4 days and 10 individual tracks, including Data-Driven Marketing, Social, Mobile, Display, Search and Email. Check out the full agenda and register by Friday, Oct 3 to take advantage of Early Bird Rates!
As the senior director of the Interactive Advertising Bureau's Mobile Marketing Center of Excellence, Joe Laszlo plays a key role furthering the center's mission of growing the mobile interactive industry. Joe manages many of the IAB's mobile standardization, best practices, and research projects; advises both buyers and sellers of mobile media; and oversees the IAB's Mobile Committee and Tablet Committee.
Joe served as the IAB's director of research from 2007 through 2010, also managing the IAB's Mobile Committee for much of that time. During his IAB career, Joe has led IAB projects including: writing buyer's guides to mobile and tablet advertising; standardizing mobile rich media advertising; and working with the Mobile Marketing Association and MRC to establish guidelines for counting mobile web and in-app ad impressions.
Prior to the IAB, Joe had an eight-year tenure at Jupiter Research, where he started researching and writing about mobile interactivity in 2000.
Joe holds an MA from the Fletcher School of Law and Diplomacy at Tufts and a BA from Columbia. He lives in Manhattan.
IBM Social Analytics: The Science Behind Social Media Marketing
80% of internet users say they prefer to connect with brands via Facebook. 65% of social media users say they use it to learn more about brands, products and services. Learn about how to find more about customers' attitudes, preferences and buying habits from what they say on social media channels.
An Introduction to Marketing Attribution: Selecting the Right Model for Search, Display & Social Advertising
If you're considering implementing a marketing attribution model to measure and optimize your programs, this paper is a great introduction. It also includes real-life tips from marketers who have successfully implemented attribution in their organizations.
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