Buyer Motivations

Published October 9, 2013 by Mayrbear's Lair

TUNDRA-MOTIVATED

Marketing experts know that the most effective ways to reach their audience is through a powerful message that evokes a feeling and motivates buyers to take action. Kennedy (2011) suggests that successful advertising campaigns implement strategies that focus on a unique selling proposition (USP). This transpires to explain the company’s position with respect to their competition (Kennedy, 2011). For example, Best Buy states it guarantees the lowest prices. They dare consumers to find a lower price and boldly state they will match it. This is one example of how a company telegraphs a message about their benefits through their promises. This tactic is used to effectively appeal to customers that are interested in saving money. Others, however, use tactics like fear to electrify consumers. For example, Allstate Insurance Company uses images of disastrous events like flooding, theft, and automobile fender benders to instill a message of fear. The message they want to communicate with this strategy is that their brand of insurance can bring them comfort during events of great suffering. Companies that express a USP that evoke strong emotions like fear can use it to their advantage to position their services and goods as the answer that addresses their needs. They focus on rousing consumer feelings from their own experiences of significant life changing events. This is one method corporations can use to build consumer trust.

winning customer loyalty logo

Marketing experts that use precision marketing methodologies can cut through the noise and focus on winning consumers as fully engaged advocates. Gallagher and Zoratti (2012) postulate that in today’s society, consumers have made it clear they are in control of the communication they tune into. They are voting with their money and their attention by fast forwarding through commercials, opting out of mailing lists, and blocking their phones to avoid solicitors. Consumers, instead, are spreading the information through social networks by voicing their opinions online, with friends, family, colleagues, and the global internet community. Because of this trend corporations are watching their advertising investments deteriorate. Market research reveals that consumer interests and attention are directly related to the salience of the message they transmit (Gallagher & Zoratti, 2012). In other words, in order to engage consumers that are ignoring them, they are finding new methods to penetrate their barriers by gathering extensive research to find out what is relevant to them and what appeals to them emotionally.

Animal-Humor-animal-humor-9102666-1024-768

There are many components that advertising firms use to transmit their messages that target relevant consumers. Baack and Clow (2012) contend there are seven major areas of appeal that help form these messages: (a) fear, (b) humor, (c) sex, (d) music, (e) rationality, (f) emotions, or (g) scarcity. Fear is the top emotion that advertisers implement to get their message out while humor is the second. Even though these emotions are not similar, they can, however, be linked together to convey a powerful message (Baack & Clow, 2012). For instance, a company that wants to send a message to men about a new cologne product, may link many of these characteristics to allure an audience. Old Spice, for example, created a very effective commercial about their cologne combining the components of fear, humor, and sex appeal to get the message out about one of their products. The commercial opens with a beautiful muscular man standing in front of a running shower, clothed in nothing but a towel. Using sex appeal in a humorous situation, the man appeals directly to his audience, looking straight into the camera asking the viewer to compare their mate to him while the images fast forward through a variety of heroic scenes ending with the man mounted on a horse reminiscent of a knight in shining armor. This message uses humor, rationality, fear, and sex appeal to communicate to the audience. The ad clearly conveys that the cologne can make their partner more heroic like the man in the commercial if they use Old Spice. The commercial banks on the man’s sex appeal to attract attention, while the concept of fear is implied to those who do not use the product. This advertising strategy communicates to both women and men. The man’s humor and sex appeal allures those who fantasize about a heroic partner, and the emotion of fear speaks to those who are afraid they are not heroic or attractive enough in the eyes of their partners unless they take some kind of action. Advertising teams that engage in precision marketing methods and focus on their target audience, are in a better position to influence buyer motivations and tend to yield the highest results.

old-spice-commercial-ad

********

References:

Baack, D., & Clow, K. (2012). Integrated advertising, promotion, and marketing communications (Fifth ed.). Upper Saddle River, NY: Pearson Education, Inc.

Gallagher, L., & Zoratti, S. (2012). Precision marketing: Maximizing revenue through relevance. London, UK: Kogan Page Ltd.

Kennedy, D. (2011). The ultimate marketing plan: Target your audience (Fourth ed.). Avon, MA, USA: Amazon Digital Services, Inc.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: