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Advertising To Millennials
by Jack Loechner, Wednesday, February 1, 2012 6:50 AM
According to a recently released whitepaper from comScore, the Millennial generation is viewed by marketers as one of the most valuable segments of the population, due to the powerful
combination of the group’s massive size and strong purchasing power. Millennials are defined as individuals born between 1981 and 2000, and there are approximately 79 million
Millennials in the U.S. This segment dwarfs the 48 million Generation Xers (born between 1965 and 1980) and is the largest generation since the Baby Boomers (born between 1946 and 1964). The
purchasing power of Millennials is estimated to be $170 billion per year. A defining characteristic of Millennials is their comfort-level with new technologies. This is the
first generation to grow up with computers in the home and in the classroom, not knowing a life without the Internet or cell phones. 93% of Millennials ages 18 to 34 are Internet users,
compared to only slightly more than 40% of those age 55+. Percent of Consumers
Using the Internet by Age Ages % Using Internet
18-34 93% 35-54 88 55+ 42 Source: comScore,
January 2012 Findings from the previous studies have consistently shown that television ads are less effective among younger consumers than among
older ones, as measured by lift in SOC. These results suggest that it is more difficult to persuade younger consumers with advertising messages than consumers from older generations. The
1999 study, which focused on Generation X, concluded that lower responsiveness to advertising among young consumers is at least in part a reflection of life-stage rather than generational
factors. Average Lift in Share of Choice by Age Group – Prior
Studies Younger: age <30; Middle-Aged: age:
30-49; Older: age 50+ Younger: age <35; Middle-Aged: age 35-54; Older: age 55+ Younger: age <36; Older: age 36+ 1999 Study
1988 Study 1961 Study Younger 7.3
10.5 8.5 Middle- Aged 10.0 13.4 na Older 11.6 13.8 10.7
Source: comScore, January 2012 The 2011 study results display the familiar stair-step pattern seen in previous studies, with average
ad effectiveness increasing with age. Average Lift in Share of Choice by
Generation – 2011 StudyGenerationLift
Millennials 4.6 Generation X 5.3 Baby Boomers 6.4 Seniors 6.6 Source: comScore, January 2012 Advertising recall was
evaluated across generational groups. Recall measures were collected after exposure to advertising creative in a veiled environment. Ad breakthrough for Millennials was substantially
lower than the other generations. Not all that surprising, says the study,given the group’s reputation for having a short attention span and requiring attention-grabbing content.
However, Millennials demonstrated a higher propensity than other generations to retain a lasting impression of an advertisement.
Average Related Recall Results by Age Group – 2011 Study Immediate RecallDelayed Recall
Millenials 43% 24% GenerationX 50% 23% BabyBoomers 54% 21%
Seniors 54% 18% Source:
comScore, January 2012 When compared to Baby Boomers and Seniors, Millennials tend to be less interested and more difficult to connect with,
capture attention, impress, convince and entertain. Millennials also appear to be more price-sensitive, with higher levels of “Brand Costs More” than they would expect to pay,
perhaps due to lower disposable incomes. At the same time, they are no less likely to be “Willing to Pay More” for specific brands if need be, perhaps due to a sense of brand
loyalty. Average Diagnostic Results by Age Group – 2011 Study Top 2 Box Average Female MillennialsFemale
BabyBoomers FemaleSeniors Ad
Interesting 66 70 70 Best I've Seen 45 48 49
Commercial Believable 71 76 75 Convenient 76 82 80 It Grabbed My Attention 67 73 70 Likeability 57 62 63 Easy to Relate to 68 75 72 Easy to Understand 83 89 88 Irritating
16 10 8 A Lot
in Common with Others 44 44 37
Brand Costs More 38 34 30
Willing to Pay More 42 43 40 Source: comScore, January 2012 The data suggests that digital
advertising performs better in relative terms among Millennials than does television advertising. While Millennials do show the lowest average lift in SOC from digital ads among the
generations, the difference is much smaller than seen for television. Average Modeled Lift in
Share of Choice by Generation – Digital GenerationLift
Millennials 6.0 Generation X 6.4 Baby Boomers 6.8 Seniors 6.4 Source: comScore, January 2012 Millennials’
comfort with technology and all things digital makes them relatively more responsive to digital advertising versus television. Conversely, Seniors may be responding poorly to digital ads due
to a lack of understanding and comfort with this medium. The middle generations respond well to digital advertising, perhaps due to the need to stay professionally competitive, but unlike the
case for television, they are not more responsive to digital advertising than Millennials, concludes the report. Given these findings, says the report, what should marketers be doing to
most effectively communicate with the Millennial generation?
- What are key considerations when it comes to creative and creative messaging?
- How should the approach
differ with Millennials versus other generations?
comScore research has shown that over half of a campaign’s impact on sales is due to creative strength. Additional
comScore research has identified a variety of creative advertising elements that have a significant impact on an ad’s ability to build a brand and ultimately lift sales. This research
has identified more than 200 creative elements that can have an impact on an ad’s lift in Share of Choice, while a sub-set of these elements, called the Validated Drivers, has been
shown to have a significant impact. For the television cases in the current study, correlations between each of the Validated Drivers and lift in Share of Choice were compared for
Millennials and the older generations (Seniors and Baby Boomers). Across all of these content elements, there were no statistically significant differences in correlation levels for
Millennials versus the older generations. This indicates that there is some level of consistency regardless of age in the key drivers of advertising creative that positively impacts sales.
Among the Validated Drivers are the core campaign drivers, which represent advertising content that gives a reason to prefer the featured brand and sets it apart from the competition.
Average Increase in Lift in Share of Choice among Millennials Due to Use of Core Campaign
DriversCampaign DriiverIncrease in LIft
Brand Differentiation 1.3 Comparison 1.1 New Product/New Feature Information 0.9
Superiority Claim 0.8
Source: comScore, January 2012
Among the other Validated Driver elements associated with higher Share of Choice scores for the general population, several also result in an average increase of about one-half
point or more in lift in Share of Choice among Millennials.
Average Increase in
Lift in Share of Choice among Millennials Due to Use of Selected DriversSelected DriversIncrease in Lift More Brand Name Mentions 0.5
Brand Name/Logo Shown Longer 0.8 Actual Product Shown Longer
0.8
Source: comScore, January 2012 Other
content elements were examined for differences in relationship to lift in Share of Choice for Millennials versus older generation groups. Three such elements stood out from the rest, with
the presence of each found to be more favorable for Millennials.
Difference in
Lift in Share of Choice Due to Content Elements: Millennials vs. SeniorsContent ElementIncrease in LIft Child/Infant/Animal/Animated Character 0.7 Product Benefits Main Message 0.8
Information on Results of Use 1.1
Source: comScore, January 2012
Given the importance of an engaged audience in amplifying advertising’s effectiveness, the study considered engagement among viewers of 25 current television
programs and 15 websites. On average, engagement was higher among Millennials than all other generations for both television programming and websites.
Increase in Engagement for Millennials versus Other Generations by Medium DigitalTelevision
Generation X 6.2 1.6
Baby Boomers 22.2 10.3 Seniors 35.4 21.4
Source: comScore, January 2012
It appears that Millennials are highly engaged with the content that they choose to view. This is true for both television and digital. This engagement
will amplify the effectiveness of advertising to Millennials, helping to boost advertising returns on investment among this key demographic, says the report. The report concludes by
noting that Millennials are defined in large measure by their use of digital technologies, and it is the digital world that appears to present marketers with some of the best opportunities to
reach and persuade them. While Millennials follow a familiar pattern of younger generations being more difficult to persuade through television advertising, to some extent digital appears to
break this pattern. Suggestions, from the study analysts, for marketing to Millennials are included in the report as follows:
- It appears that it is harder for advertising
to achieve breakthrough and catch the attention of Millennials, who are notorious for multitasking and short attention spans, so creative may need to be tailored to draw Millennials into the
story being told
- At the same time, Millennials respond to a powerful and differentiating reason to buy as much as any other generation, with the same core drivers of impactful creative
strongly relating to high ad effectiveness scores. The quality of creative is critical in terms of generating interest in the advertisement and crafting a persuasive message
It is important to note that only women were included in this research. Occasionally effectiveness for an ad differs by gender, says the report. Since women are the primary purchasers
for most products, scores among 500,000 women across four generational groups were consistently used. The groups studied included Millennials (ages 16 – 29); Generation X (30 – 44);
Baby Boomers (45 – 59); and Seniors (60+). Please
visit comScore to access the complete report, including more
charts and graphs, in PDF format.