Joe Pilotta Media Quotations

Word of mouth is not easily traceable to one or even two sources, however we can group influential media on purchase decision by merchandise category and other factors.

Many retailers use their television advertising to entertain consumers as a way of engaging them but it doesn't appear that it is translating into influence to shop as far as shoppers are concerned. Based on the consumer's choice of media of influence, it seems that consumers want information and direction. Engaging commercials on TV appear not to have impact on the cognitive domain called purchasing.

Since the clusters are free of the typical demographic and geographic inputs, they offer advertisers the chance to utilize media consumption insights in developing a marketing campaign for targeted markets as diverse as specific consumer groups, product categories, and even specific retail channels.

For Active Explorers, 52% say internet advertising and 49% say email advertising are the most influential media for making a purchase of a car, whereas Independents say that word of mouth, reading an article about the product or TV are the most influential. Active Explorers also use media in different day parts and engage in simultaneous media use differently than Independents.

In a customer centric media plan, the influence of media to make a purchase becomes a key component to determining the allocations to the various options, as marketers refine their focus on consumers, media planning will require more insights on how consumers behave and less on gross audience estimates.