Behavioral Insights / Behavioral Ideas

Just a quick note before the thought gets lost. And it's a question so far, rather.

What is meant when some people talk about a new "behavioral" perspective in research and strategy? (BBDO for example)

As far as I understand it, behavioral is the natural opposite of attitudonal in classical psych. Everybody who checked in literature about attitudes remembers the shockingly low correlations between attitudes and behavior. Nevertheless, attitudes are the main object of research and insight in comm strategy.(Behaviorism beeing considered sort of a fascist misconception from the 50ies). But today, there are some voices adding a new flavour to this classic discussion.

Now, two first examples that come to my mind when approaching this whole issue are the following:

a) BBDO's rituals study/white paper
b) a case from Martini in the UK (as I heard about it - probably it's a bit hindsight biased)

a) BBDO claimed that products should relate not to values or benefit perceptions but to ritualised sequences of everyday behavior. Like getting up in the morning and preparing for the day "out there". http://www.bizcommunity.com/Article/196/12/26341.html

b) Martini had launched a campaign called "put Martini in the fridge". The insight behind it was that most people kept Martini where the other spirits were - not in the fridge - which made it a seldomly consumed beverage whereas those in the fridge - like white wine - have been consumed and repurchased much faster. Thus, Martini have raised purchased frequency without any attitudonal or image-related claims. (Most alcoholic beverages rather go for image.)

Both examples give us a first idea of what "behavioral" is or might be. But is there more to it? How can we transform this into a more complete and systematic tool for planning?

Personal Style in Planning

Just a quote from the PSFK-videos on planners' skills:

"A great planner is someone who would tackle a problem differently from they way I would"

Katie Harrison
BBH, Head of Strategy

Media-Neutrality vs Pre-Testability

Three things revolve in my head today:

a) how pre-testing practice helps discrediting AtL advertising as a whole

b) how helpful it is to present trans-media or digital-centered communications - not for the usual reasons, but because they are NOT TESTABLE

c) that b)-sort of ideas are actually rather wishful thinking for most real-life jobs I'm involved in.



a) Pre-testing's role in ineffectiveness
Now, this is certainly not a hard fact and certainly not the main thing about the "crisis of AtL advertising". But it's interesting to see how there's no decrease of income for market research firms testing AtL while AtL itself seems to be in a crisis. To put it more harsh: testing went up and ad effectiveness seems to go down! Ooops.

Certainly, the common explanation why AtL ads got weaker says that "the channels" (TV and Print) lose reach and involvmenet power while the internet gains both. The target groups' media habits changed - and all that. That's true to some extent. It's true for me, personally. I hardly watch the telly or read as well. But I want to stress something different. And it's about those times when I do watch the telly or read a magazine.

If you watch German TV and see WHAT KIND OF spots they run you start wondering if this is really just a "channel problem". I mean, most ads are awful. Crappier than the usual German stuff. Strategic, creative, cultural garbage. But I'm sure it passed the pre-tests.

I don't want to complain about the testing methods again. Well, I do want, but I won't. All of that has been said already. And certainly, I'm not the one to think that work in Cannes represents advertising as it should be. Some of it, maybe, most of it not at all.

I just experience how people start writing for the test and not for people or brands. I know that people who can't write advertising themselves have more to say when it comes to deciding how to advertise because they know "how advertising works". (e.g. "The product needs to play an exact, non-interchangeable role in the plot, otherways branding can not be ensured.") And that is exactly what I recognize in the advertising on TV. It's advertising that "passed". It's advertising that is ruled by conventions of quant testing.


b) Non-classical ideas = Bypass the test

There are no Millward Brown benchmarks for interactive or trans-media ideas.

I guess I can leave this one uncommented since it is a very powerfull insight in itself and everybody will see its value for an agency:-)


c) Non-AtL campaign ideas not truly wanted
Why don't agencies present more non-classical formats? Mostly you hear that it's because agencies haven't learned how to do it, yet. This is just one possible explanation for it.
The other one is: I believe most clients don't want true "un-AtL" sort of thinking. And lots of them don't need it as well.

Now, this is a strange one since the only thing you read about in publications is that clients want integrated cases, non-classical ideas, media-neutral ideas, etc. But in my experience behind closed doors the conversation might go like this:

......"Yes we will apply all sorts of non-classical channels, internet and ... , but first we want to see
the idea. It's the idea that counts! We are in an idea business. Agencies have to learn to
understand this. It's not about a 30seconder any more. etc. etc."
...... Question: "Is it going to be tested?"
...... Answer: "Yes, most probably"
....... "Quant as well?"
....... "Yes, if there's enough time left"

BANG! There you go: they want a TV animatic as the representation of the idea. Or an outdoor motif. All the specialst desciplines (promo, digital...) probably will hesitate to start working untill there's agreement on the TV - everybody will wait for the film being tested, etc. And maybe this is even still the right way to do it - I'm not per se against it. I'm just saying, that most companies demand for AtL ads first - it's not a genuine agency problem! They don't say it loud, but that's what they demand for implicitly. They demand for it because managers can show and explain ads to their bosses and their bosses' bosses; but most of all because ads are testable, thus seemingly predictable.


To sum up:
Whenever you can: try to give them the non-classical, trans-media stuff since you will have more freedom from the smart guys.... and girls.

"The In-Between" - Where meaning is created

There is no meaning in anything. There is only meaning in relations between - or in relating to - other things. And maybe we can use this for planning.


Yesterday I read in a book on semiotics how "meaning" is possible. The summary: meaning resides in the realtion of one mental concept to other mental concepts.

What really left me stunning was the following notion: "A thought by itself - which is basically just a feeling - has no intellectual content or value by itself". Now, read the middle part again: "A thought is basically just a feeling"! ?????? Now stop reading and try to literally observe the thought you have in mind. Not the flow of thoughts but the one single thought you have in your brain at a given moment. Now! ..................................................
.......................................................................................................................................
.......................................................................................................................................
.................................................

Right, there is none! There is a feeling of "thinking" but no thought. I love all that Zen stuff I have to admit. First of all because it's true and real. But let's leave that aside.

Back to semiotics: What the semiotician was saying (and it was Peirce himself by the way) is that meaning is between the thoughts. That what you think in a given moment is meaningful through the thoughts preceding it and following it. Now this sounds somewhat reasonable. Really seeing it happen in your mind is stunning!
If you didn't have this effect in your mind, try again because it's by far more interesting than my writing about it and all what follows below.

How can we use this insight in planning? Just two quick guesses how this might help. Don't know, really, but maybe it makes sense...

a) A slight change of perspective in research? We tend to ask people about "things" and the meaning of "things" to them. We also tend to attribute the meining to things when we interpret what people tell us. Now, if that's not where meaning resides we should refocus - or rather unfocus. Let's try and not ask people about "things" but about relations between "things". A simple technique could be contrasting things with other things or situations with situations etc.
When listening to what people say we could listen less to why and how people perceive or do something but how what they perceive or do becomes meaningful through relations to other concepts or actions. For instance, when someone tells us how nice it is to come home and be welcomed by the dog, maybe now "home - dog" is the relation to explore, less the "nice feeling". I guess normally we would go for the feeling side of that revelation.

b) A simple thinking technique to use for ourselves? When we get stuck, start relating to something. Because being stuck is the nature of a thought (which is not there as you might have experienced in the "Thought Experiment" above). Meaning will arise when we relate things to other things, findings to other findings, etc. We could do this quite without obvious logic behind it. For instance, "How could I relate the fact that this gadget is too big for a mobile device to the fact that its launch will be in September?" ... "Would any other month have been different or better for us?" It's really stupid, I know. But it might tell us something about possible meaning of "big". Maybe not... You should never let anyone know that this is the way you work, though.

I will think about it a bit more and try to come up with better ideas. It's very crude so far.

Creative Brief Workshop (stolen from DARE)

Check out this SlideShare Presentation:

Creative Brief Workshop

View more presentations from Nick Emmel.

Why Segmenting (Pt. 2)

My thinking about segmentations went on. I became less critical when seeing it from the brand portfolio perspective. Obviously "campaign idea type of planning" has not awfully much to do with portfolio strategy decisions (for which segmentations seem to be quite helpful:-)

Nevertheless, there are still serious issues with the generation of a concrete segmentation model and the data behind it!

Please check out these very interesting pdfs on the latter topic!

http://www.fearp.usp.br/fava/pdf/Hoek1996.pdf

http://events.roundtable.com/Event_Center/VOC05/Segmenting-for-Innovation-Ulwick.pdf

The Media Neutral Idea

The medium is the message.

I never understood this message, by the way.
Lately I had a discussion with another planner about the notion of media neutrality. And like almost every planner he advocated media neutrality - or channel neutrality. Media neutrality is a concept opposite to McLuhan's provocative statement and simply says that an idea is independent of the media in which it gets placed.
How else could planners go from market conditions and consumer sentiment to a communications idea? A good idea is media neutral, they say. That's what I think most of the time, too. Simply because we would go insane if we had to come up with different ideas for different channels.

But sometimes I wonder... how neutral can it be?

Let's remember how it is to come up with a creative planning idea. When evaluating that idea we start assessing if the idea works well in execution. Actually we can not even think of an idea without having its executional potential in mind. (At least if you're working in an agency that sells communication and not brand consulting or research.) So idea generation is influenced by our intuition of it's executional potential. And an exectution is by no means channel neutral, is it. So depending on which kind of execution channel you have at the background of your mind you will probably come up with different kinds of ideas. Can we really make our brain think media neutrally?

It's at least not easy. Even the basic principles of idea formulation that serve best print and TV ads don't apply well to e.g. building a user community or running a PR campaign. Communities revolve around designing interaction, PR around engaging opinion shapers in stories to be spread, ads revolve around single-minded MESSAGES. Single-mindednes makes not much sense in good dialogues, human relations & real story telling. What does that mean for the formulation of ideas?

I think that all over the world lots of planners started to technically think and write in a different way. Ideas become more broad and less about messages, thus aiming for inspiriation across channels. But still - is real media neutrality feasible? And is it always the very best solution? Could it be better to have one idea for some channels and for others to have another idea that is "not too far away"? (It will happen like this anyway, you know:-)

No idea works equally splendid in all channels. What we all do, we have an assumption about where an idea will "have to go" and if it seems to work well in those channels, we give it a go. That's fair enough. Noone needs all channels. Noone pays for all channels. Noone would simply drop a great idea just because it works less breathtakingly in - let's say - sponsoring or community buliding. You just invent something in addition (like e.g. apps are often on-offs, viral clips are almost always one-offs).

"It depends on the idea" is one of the most used sentences we hear when it comes to media. If it does depend on the idea, than the idea can't be that neutral. The media agency usually wants to know the idea before media planning! If ideas were truly neutral they would not have to know.

The other extreme position - equaly non-neutral and radically McLuhanist - is that of a channel planner. As far as I understand, they even think of an idea starting from what is, should and can be done in the mediascape. So no thinking without meida in mind.
= No media neutrality in thinking!

On the other hand, there are ideas that are very broad and really fit in almost all the channels. But they often are rather frameworks for idea genration still to come. Is this what they mean when saying "territory"? Do we rather need to develop two levels of ideas from now on?

To sum up: The holiness of media neutrality can at least be challenged. But it's of course a very helpful notion to challenge the way classical ad agencies think!


I'm more confused than before writing this. But that's how those things are: mighty fuzzy and confusing. One sentence you write is just a sentence, and another one - almost the same one - suddenly is an idea. It's more than confusing, it's magic!

If we all were more honest in admitting that often enough we don't know for sure what those big words - "idea", "territory" etc. - technically mean and how they are "built"... if we all were more honest and would start talking about it in public - maybe then our whole guild would make a step further and become a true profession.

At least in that conversation I noticed that it's impossible to develop a better understanding if both try to appear as "planners". I.e. as persons who know it all - because they are so clever.

Let's stop being clever!

Be stupid!

(That's Diesel's latest idea. it's sort of media neutral isn't it? :-)

Why Segmenting

Everyone who ever started building a brand positioning using segmentation studies or profiles of consumers in different countries must have experienced this moment of despair when you wish you would not have started from that kind of data.

Well, what's the problem with knowing the differences between groups of people? It must be good. It's hard data, isn't it.

First of all we have to consider the statistics a research agency applies to get to consumer segments. In most cases it's about a cluster analysis that tries to explain variances in data. (This is incorrect terminology-wise but a very good metahpor for what they do.) So, even if later on segments get those simple names like e.g. "Traditionalists", we have to understand, that they get their names based on some variables that make them statsitically different from other clusters of people. In most cases it's the variables of minor "strength" that make them different since the universal dimensions rather tend to unite groups of people. But the statistics of cluster analysis favour the over-average-index and devaluate the absolute figures within a segment. Later on, clients look at "Traditionalists", as if this segment was really mainly and only driven by "Traditionlism", whereas it's just the statistical analysis that was driven by it. The thinking in index vs "real" percentage is always a logical problem for a planner and there is no easy way out. The index characterses a group quite well vs others but does not depict which traits and expectations PREDOMINANTLY drive perception and consumption of those people.

Secondly, we have to see that segments imply that positioning a brand is about making an offer to a specific, homogeneous group of people. That's almost the exact opposite of the task we most often get as planners: GROWTH, meaning finding new people who could want our brand for some kind of reason. So, when using segmentation studies as a basis for positioning, in most cases you start to look out for combinations of segments that could be united by a brand proposition despite the differences between them. So basically you start by finding differences to then look out for similarities. Why do that? Why don't start with similarities straight away?

Another big problem about most segmentations is that you will hardly ever be able to recruit exactly those segment members for a concept test or to target them precisely through media. Just because it's absolutely not practicable to use all those dimensions and differences in dimension scores to represent the segments in other quantitative tools. So, bascially you pretend to target specific needs of specific people but will never "meet them in person" again.

Am I too critical about the segmentation approach? Yes I am, probably. Segmentations are a good way to check positioning concepts if they are really really simple. And a very good way to make them simple - and usable - is to NOT cluster people but occasions! Once you accept the fact that people are just bodies carrying around potential behaviours, you instinctively start being interested more in those behaviours than in the carriers of those behaviours. I know the dominant ideology of marketing today is "individualism" and the believe that people make their own decisions and every one is special. But that is just an ideology, not a fact of nature.

There are major advantages of such an occasion-based segmentation approach. First of all: occasions as opposed to people are easily separable, whereas people are hard to separate into completely distinct groups. So a party drinking occasion is definitely different from a drinking-alone-at-the-bar-occasion; whereas a person who drinks often at the bar AND at parties would be a problematic case when grouping people as in meaningful consumption segments.
Secondly, you can always ladder up benefit-wise starting from occasions but you can never do that starting from people. Of course, laddering is not the only way to arrive at a brand's proposition, but it's one of the most powerful... still.


Same thinking applies partially to finding a global positioning starting from country differences. Though countries, of course, are more "real" than statistical segments. But nevertheless, we would automatically start looking for similarities after the differences had made us crazy and dizzy enough. And the problem with that is that similarities are common denominators between segments - say the most general notions you could think of. Well, actually this is not a real problem as such. We just could start there straight away and work out how to make the brand special - though in touch with universal drivers of behaviour, instead of thinking about how to make it "fit" into contries ...or segments ...or other boxes.
(Of course, if your title is "international planner" or sth. alike you should rather emphasise differences between countires to justify your job and travel cost:-)

Insight or simply "Seeing"

OK, that's definitly a big one.

When talking with clients we use the term "insight" all the time. Every brief does have this paragraph. Even the client's brief does have it in place. The one that's written in captions and starts with the word "I", thus imitating a consumer speaking.

When did you have your last insight that lead to an idea and then to a campaign? When did it start with the word "I" the last time?
I haven't had a big one since months and even before it never started with "I , the consumer...".

Let's forget what an insight is used for or why it is important to have one, let's think about what exactly it IS and how to get one.

What an insight is:
An insight is a psychic event in your mind. It is not something in the consumer's mind. You even get paid for having an insight. It happens within you!
And yes, an insight is an event, not a statement. It is the event of seeing and becoming able to express something you have not been able to see/express before.

Exactly like Buddha. He gained insight into Human Nature and the Nature of the Universe! Not too bad, is it. And his budget for market research was quite scarce at that time, too. Just like mine always is. No envy here, but he just had more time than we normally have for this Universe thingy. Especially given his personal concept of "time".

This is all banal? Yes. And not at all! Most people I know assume an insight is "information about the consumer and his motivation". My point is: it is NOT that! An insight is about the limitations of your acknowledgment being dissolved for a moment. Whatever the limitations are - insights are all about those limitations, not about consumers. Side note: That's the nice thing about Disruption (TBWA) - the change of perspective is considered to be more powerful than information about the consumer.
So if you need some kind of standardised beginning for an insight statement try this one: "We first thought that ..., but then we realised that ...". But better don't use any form at all.

Still don't know where to start? Me neither. Espceically the starting point is the one with the most panic involved. It's comforting to know that e.g. in the Hermeneutic Circle we are instructed to start "somewhere" to gain insight. In other words: just start. In my case: I just start talking. In your case it might be googling, or sth else.

What sometimes helps me with insight is a bunch of obscure techniques I have developed over time. Here are two of those contemplation techniques.

The first notion is called "Distinctions". No, not differentiation. Distinctions in a wider sense. It's all about drawing distinctions and comparisons between concepts, things, points in time, etc. Start thinking by finding the most promising distinctions & comparisons. Why were sales higher at point in time Y then now? How is Whisky different from Vodka? And is Whisky different from Whiskey? You get the point.
It's a very simple and broad notion but it can be powerful. So don't ask just "why do people buy X" but try "What is the difference between times when people buy X and those when they don't?". Even in consumer research: help respondents by letting them compare two or three things. You know this cat food insight: "Cats are loved because of their disobedient character"? That could have come from a comparison of cats to dogs.

The second one is the opposite of Unique Selling Points. It's about The Generic & Obvious. What is NOT the hidden but the most obvious, essential thing in the category? As you know in cosmetics it's - .... Yes, exactly, so if you start from "Beauty" you can arrive at "Real Beauty". In Vodka it's ... no, not clarity, more obvious ... getting drunk, maybe. Probe from there. Is getting drunk a no-go theme? Interesting!

There are several other approaches, of course. Maybe You'd like to share those You like best with us? Then write a comment below, please.

Thanks

Kirill

Mistrust Crosses

This is not going to be an anticlerical one although this a critique of an almost sacred and unquestioned positioning technique.

Here is a brief summary why positioning crosses are stupid.

First of all: what's good about them? Everybody understands them quite instantly if the axes make sense.
What's bad then? Same answer: Everybody "understands" because the axes make sense. So you try to make them make sense, don't you. Junior Planners keep coming and offer solutions and you go "no, give this one another name", "what about this brand here, it doesn't fit the logic", etc. So basically you do not think about reality any longer. You just try to make the axes fit the brand logos somehow. You make things up. That's alright if everyone is aware of its fictional character but noone ever is.

It's important to understand four things about such crosses.

1) The world is not two-dimensional; a powerpoint slide is.

2) It might very much be the case that the particular slice-of-world you are looking at is not dimensional at all! This means that positioning might not be about finding a space on a continuum or being "somewhere between A and B". Simply because there is no "space" with a coordinate system similar to the physical space we live in. An example might help here: Seeing your DYI market as a place with widest product range & best advice (OBI) is simply a different kind of thing than seeing it as a transformational offer for personal development (Hornbach). There simply IS NO continuum between them to slide along, and if you make one up it will not help much. Just like there is not much land to build your house on between Ireland and Iceland. (I hope this is geographically right.)

3) The axes are derived from the objects / brands analysed. So they vary depending on which brands you throw in. This is even more striking if you have crosses derived by quantitative methods (MDS, Factor Analysis etc.) They simply vary with every brand you add or take away. But what the picture of the cross suggests to the viewer is something different: it says "there is a space prior to the objects located in it". That's just the metaphor of "space" working in our brains: Space must be prior to and independent of objects. Well, that is exactly the way a positioning cross is not be read!

4) By using such a cross you just build a box you then try to think outside of.

So beware of positioning crosses when you see them! Be much more sceptical if market researches present them ... as valid representations of reality, of course.
We actually don't need a space between brands. Just care about the chunks/clusters more than about the dimensions inbetween. Al Ries just picked a wrong word. What he meant is "owning a concept in people's heads". By calling it "positioning" he evoked the space metaphor which does not help much.

If you enjoy reading about "The end of planning as we know it"... please read about it somewhere else!

Opening Confession and Mission Statement.

At the place I work... planning is still quite an unexplored territory and undefined undertaking - and now it's already declared dead. I don't even "know" planning - like most people around don't - and now what I don't know is already wrong... Confusing this is, indeed.

There are more or less thought through explanations why planning as we know it is dead. These are summarised briefly & slightly satirically below:
1) The mediascape has changed so the consumer has changed so we have to change. This is the most common and - as you will admit (in private)- most meaningless mantra we have to nod to all the time. Bascially, what is suggested here is "Audiences can not be reached through old channels (=TV). We have to master new touchpoints to stay relevant." Given the fact that account planning never has been about message placement but about the message itself, this is not very relevant, yet...
2) The search of a short positioning message (the Big Essential Idea) has been an adpatation to an ancient media landscape - some say wisely. We had to target an unscattered audience via expensive "airing" of a message. The simpler and more repetitive this was the cheaper and memorable it got. This is said not to be the case today. Some have proposed lots of small ideas instead of one Big Idea. & that sounds interesting, actually. The term "Long Tail" has been borrowed for that - and then forgotten ...mostly because of its phallic associations. The "Integration" discussion became less about uniformity but about complexity management & diversity.
3) The need to plan for Interactions instead of Messaging requires a different aproach to planning. Yes, obviously. Lots of Big Ideas like e.g. "Think Small" or "Keep Walking" are of limited use for the development of apps, social network activations, mobile promotions & "experience platforms".
4) There are more message senders and content providers out there than ever. Everybody is sending and recieving messsages! This is called the Conversation Age. So audiences either will stop being "audiences" at all or at least it will be difficult for brands to get heard because there's just so much private chatter going on.
5) Since budgets are being shifted away from "classical", "non-classical" thinking is the thing to be into. Well that's remarkably honest. We do have to adapt to that, don't we.


Scary shit if you really think about it! People who don't get scared at this point are either...
a) not really responsible for coming up with strategic ideas
b) or work in disciplines that benefit from the budget shifts (That's luck not virtue by the way)
c) or are wise enough to know that propaganda always sounds like this and tries to scare you (it's oversimplified, biased & in denial of the present day in favour of a new world to come)

Now, as we are a bit scared and have heard partially good arguments why planning as we know it must die ... soon at least. What shall we do? How shall we change our input and output now? Well, here we are left on our own by the prophets of the new world. There is hardly ANY advise on that out there despite the proclaimed spirit of "open source" and sharing. And let's be honest, why advise someone who's already dead? We simply don't need that old planning any more! It's time for something new. In most cases this rhetorically means "it's time for someONE new". Now you're scared, aren't you.

In this blog I will try to transcend the duality of "Old" and "New" planning without ignoring the changes of media landscape & agencies' output. I will not pretend to "know" planning - I don't. I will try to write for planners who need and want to do planning not those who dream of being somewhere else (with google & apple mostly). I will write for planners who have their permanent problems with performing the planning task - because it's a bloody tricky thing to do. ...& I will change my opinion & style whenever I want to or you convince me to change it.

Happy to have you here.


Kirill