Some 76% of marketers are using the wrong measurements to track and prove the effectiveness of their marketing campaigns, according to a new study. The analysis by the
Fournaise Marketing Group tracked 500 marketing strategies in the first half of the year found and branded the results as “shocking”. It claims that 77% of marketers consider generating
awareness a critical way of proving effectiveness. Fournaise claims this is wrong altogether.
Read the whole story at Marketing Week »
While at Noxell (Cover Girl Makeup), I was in charge of our New Product Development Consumer Research Department. We tested every commercial that we intended to air, as well as many competitors' ads. We found that Awareness did not equal Motivation (Effective in inducing purchase or repurchase). The Message and delivery are both important. You need consumers to be aware, but the message must be motivating. For instance, 80% Awareness x 30% Definitely Buy = 24% purchase (validated through A&U Studies) versus 80% Aware x 15% Definitely Buy = 12% purchase.