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Affluent connectionREACHING HIGH INCOME CONSUMERS WITH MOBILE BRAND ADVERTISING
A research study by BBC Global News
2
Who and where?
3
Source: Affluent Connection, Millward Brown, 2013
SMARTPHONE / TABLET USERS SURVEYED
SWEDEN
INDIA
GERMANY
HONG KONG
AUSTRALIA
UNITED STATES
4
CONNECTING TO THE AFFLUENT
Affluent consumers
The top 20% income earners, mirroring Ipsos PAX, EMS and Mendelsohn surveys
General population
and we compared them to the
WE WORKED WITH THE BESTMillward Brown
a leading research agency specialising in advertising, media, digital and brand equity research
Source: Affluent Connection, Millward Brown, 2013
5
AFFLUENTS LOVE NEW TECH
Source: Affluent Connection, Millward Brown, 2013Q3. What type(s) of mobile devices do you currently use? By mobile
phone we mean a device which you make calls and/or texts on. By tablet, we mean your mobile device which typically uses touch screen
and requires WiFi to connect to the internetQ3a. Please name the specific make and model of your main mobile
phone?.
20%
Latest generation
6%
Older generation
13%
12%
29%
3% 27%
16%
Large Small
SMARTPHONE TABLET
6
Upwardly mobile
7
BE WHERE THEY ARE…
Source: Affluent Connection, Millward Brown, 2013Q6. Which of the following best describes how
frequently you access the Internet (excluding apps) from your mobile device?
At least once an hour
18% higher than the general population
39% of affluents access
the internet on mobile
Latest generation users
aretwice as likelyto access the internet hourly
versus users of older generation
2x
8
GETTING DOWN TO BUSINESS
Source: Affluent Connection, Millward Brown, 2013Q17. Do you use your mobile device for business?
Q31. When thinking of your mobile phone/tablet, please indicate how strongly you agree or disagree with the
following statements.
Compared to the general population…
more likely to use their mobile phone for business
27%
more likely to agree that their mobile phone is the primary tool for organising their work life
36%
more likely to agree that increasing amount of their work is accomplished on the phone
35%
9
TIME WELL SPENT
Source: Affluent Connection, Millward Brown, 2013Q18a. On a typical week day what percentage of your
total usage of your mobile phone is work-related?
46%of affluents
who use their phone
for business
APAC region blazes the
trail
53% India
54% Australia
53% Hong Kong
spend most of
their time on work-related
usage
10
DIFFERENT ROLES
Source: Affluent Connection, Millward Brown, 2013Q.31. When thinking of your mobile phone, please indicate how strongly
you agree or disagree with the following statements. When thinking of your tablet, please indicate how strongly you agree or disagree with the
following statements. Q17. Do you use your mobile device for business?
51%
use their mobile phone for business versus 10% who use their tablet
51%
indispensible
more efficient
organising their personal
life
feel that their mobile is
when they are on the go
Versus 34% for tablet
59%say their mobile makes
them
versus 48% for tablet
44%state that their mobile is their
primary tool for
versus 31% for tablet
11
SO, WHAT IS A TABLET FOR…?
Source: Affluent Connection, Millward Brown, 2013Q20 In a typical week, how many hours do you spend
using a tablet?
Around a quarter of affluent consumers spend over five hours per week playing games and watching entertainment videos on their tablet
Nearly a third spend over five hours per week social networking
12
THE MOBILE EVOLUTION
Source: Affluent Connection, Millward Brown, 2013Q31. When thinking of your mobile phone, please
indicate how strongly you agree or disagree with the following statements.
10
20
30
40
50
60
70% agree with statement
Mobile phone makes me more efficient
My mobile phone is indis-pensible as I am always on the go
Mobile phone is primary tool for organising personal life
Mobile phone is primary tool for organising work life
13
News on the go
14
CLEAR PICTURE EMERGES IN NEWS
Source: Affluent Connection, Millward Brown, 2013Q16. How much do you agree with the following
statements?Q22. Thinking about how you use your mobile device
compared to a PC or laptop; which of the following activities do you prefer using your mobile device for
rather than a computer?
30%
prefer mobile devices to their desktop for accessing news
Compared to the general population… “My mobile gives me
news quickly and instantly without
having to switch on the PC.
The size of the screen means it's easy to
read, too.”
MALE, 28, GERMANY
15%more likely to share news stories on a mobile than
desktop28% for
business/finance news
for consuming current affairs or breaking
news
11%more likely to prefer using mobile devices than desktop
15
DIGITAL NEWS CONSUMPTION IS CHANGING
Sources: Affluent Connection, Millward Brown, 2013 and Connecting The Story, InSites Consulting, 2012
Samples: 1,908 (InSites Consulting) and 3,000 (Millward Brown) Q15. If you could only use one device to consume news, which would it be?
“I’ve always got my phone on me
and I always keep up-to-date.”
FEMALE, 27,
GERMANY
“If you could only use one device to consume news”
YoY 2
012/1
3
+15%mobile
phones
+9%tablets
-17%desktop
16
ENGAGING THE AUDIENCE
Sources: Affluent Connection, Millward Brown, 2013 and Connecting The Story, InSites Consulting, 2012
Samples: 1,908 (InSites Consulting) and 3,000 (Millward Brown) Q.14. How would you describe the way you consume news on each device?
2012
37%Skim or scan the headlines
2013
32% -13%
13% 16% +21%
Read / watch in depth
“How you consume news on mobile phones”
17
10
15
20
25
30
35
% preference for different news types on mobile versus desktop
Current affairs/breaking news
Business/finance news
Sports news
GROWING PRERENCE FOR NEWS ON THE GO
Source: Affluent Connection, Millward Brown, 2013Q22. Thinking about how you use your mobile device
compared to a PC or laptop; which of the following activities do you prefer using your mobile device for
rather than a computer?
18
10
20
30
40
50
60
70
80% consuming different news formats on mobile phone
Browse news headlines
Read news articles
Read articles connected to the main article
DIGGING DEEPER
Source: Affluent Connection, Millward Brown, 2013Q21. You said you use your mobile phone for news-
related content. Which of these do you do when browsing news-related content?
19
AFFLUENTS LOVE NEWS APPS
Source: Affluent Connection, Millward Brown, 2013Q27. Of the different types of apps installed on your mobile phone, how often
do you use them?Q28. Of the different types of apps installed on your tablet, how often do you
use them?Q29: You said you have a news app installed on your mobile device. Which
method of accessing the news do you prefer?
access news apps at least once a day – 13% more than the general population41
%
Travel, business and finance are also more important for affluents
News Most used apps
Social networking
20
AFFLUENTS LOVE EFFICIENCY
Source: Affluent Connection, Millward Brown, 2013Q30: Which of the following best describes why you
prefer to use an application rather than your browser?
“I can easily access news apps
– it’s faster than browsing websites
on your computer.”
MALE, 22, INDIA
“It is easier to get news on my mobile device via the app and the app alerts
me to breaking news.”
MALE, 31, USA
Reasons they prefer apps over browsers…
Efficiency 57%
Speed 20%
Tailored look and feel 11%
21
OPENING UP A WHOLE NEW WORLD
Source: Affluent Connection, Millward Brown, 2013Q21. You said that you use your mobile phone for news-related content. Which of these do you do when browsing news-related
content?
34%Watch news videos
31% +10%
Watch live news streaming
Latest generation Older generation
23% 21% +10%
22
AND IT’S THE BEST OF BOTH WORLDS
Source: Connecting The Story, InSites Consulting, 2012Q: For each device you have access to, please tell me, for a typical
24-hour period, when you would use it to access the news or consume the news during the week? Base: Tablet users: 2,014 /
Non Tablet users: 1,596
NON TABLET USERS
TABLET USERS`
% using smartphone to access news across the day
35
30
25
20
15
10
5
0
23
Reaching far and wide
24
ENHANCE YOUR BRAND
Source: Affluent Connection, Millward Brown, 2013Q40. To what extent do you agree or disagree with the below
statements?
15% higher than the general population
Advertising on mobile will enhance brand perception asmodern and dynamic
25
AND MAKE IT PERSONAL
Source: Affluent Connection, Millward Brown, 2013Q38. Please select how much you agree or disagree with the
below statements. Seeing an ad on my mobile device for a brand makes me think that the brand is
Seeing an ad on my mobile device makes me think the brand is... Latest generation Older generation
Trustworthy 29% 23%
Appealing 32% 25%
In touch with my needs 32% 27%
For someone like me 31% 24%High quality 29% 23%
Desirable 29% 25%
Innovative 33% 24%Reputable 29% 24%
26
READY TO RECEIVE
Source: Affluent Connection, Millward Brown, 2013Q.31 When thinking of your mobile phone, please indicate how strongly you
agree or disagree with the following statements.I am willing to see ads on mobile websites as long as the websites are free to
access I am willing to share my location to get more relevant services and offers on my
mobile phone.
content is free
41%of affluents are
happy to see ads on mobile websites
as long as the
Free content: Relevanc
e: 18%
Affluents are
more likely to share their
location to get relevant services than the general population
27
MOBILE IS NOW AS ACCEPTED AS DESKTOP
Source: Affluent Connection, Millward Brown, 2013Q32. And how would you characterize your attitude towards each
of the following types of advertising?
uplift compared to the general population
+27%
% affluents have a positive attitude towards advertising
18% 19% 20%
29
Mobile advertising delivers results
30
MAKING OUR MARK
31
Aided BrandAwareness
BrandFavourabilit
yPurchase
Intent
+7.9%
+59.5%
+47.8%
AdAwareness
MessageAssociation
+6.1%
+8.4%
+12.7%
+3.0%
+11.8%
+2.6%
+2.9%
%
DESKTOP IS A PROVEN MEDIUM
Source: MarketNorms for Desktop, last 3 years, N=941 campaigns
AdIndex for Mobile Norms;, last 3 years, N=114, campaigns, Change = Exposed-Control
Average brand metric changes for mobile and online campaigns
32
Aided BrandAwareness
BrandFavourabilit
yPurchase
Intent
+7.9%
+59.5%
+47.8%
AdAwareness
MessageAssociation
+6.1%
+8.4%
+12.7%
+3.0%
+11.8%
+2.6%
+2.9%
%
BUT MOBILE IS TWICE AS EFFECTIVE
Source: MarketNorms for Desktop, last 3 years, N=941 campaigns
AdIndex for Mobile Norms;, last 3 years, N=114, campaigns, Change = Exposed-Control
Average brand metric changes for mobile and online campaigns
33
…FOUR TIMES AMONG AFFLUENTS
Source: MarketNorms for Desktop, last 3 years, N=941 campaigns
AdIndex for Mobile Norms;, last 3 years, N=114, campaigns, Change = Exposed-Control
Average brand metric changes for top 20% income earners: mobile vs. desktop campaigns
+4.7%
+71.4%
+63.2%
+12.5%
+16.8%
Aided BrandAwareness
BrandFavourabilit
yPurchase
Intent
AdAwareness
MessageAssociation
+12.7%
+2.4%
+16.2%
+3.3%
+2.7%
%
34
%
MOBILE IS TWICE AS IMPACTFUL AMONG AFFLUNTS
Source: MarketNorms for Desktop, last 3 years, N=941 campaigns
AdIndex for Mobile Norms;, last 3 years, N=114, campaigns, Change = Exposed-Control
Average brand metric changes for mobile campaigns: top 20% vs. rest of population
Aided BrandAwareness
BrandFavourabilit
yPurchaseIntent
+4.7%
+71.4%
+63.2%
AdAwareness
MessageAssociation
+12.5%
+16.8%
+49.1%
+4.5%
+32.4%
+3.4%
+4.7%
35
THE PRIME FORMATS
Full-Page Interstitial
Banner(300x50)
MPU Banner(300x250)
Sponsorship Button
Pre-roll
36
THEY PAY ATTENTION
Source: Affluent Connection, Millward Brown, 2013Q.45 How much attention did you pay to the advert?
Paid attention to the ad AffluentConsumers
% uplift vs general population
MPU 80% +1%
Full-Page Interstitial 79% +3%
Pre-roll 76% -5%
Sponsorship Button 70% +6%
Banner 69% +1%
37
AFFLUENTS SEE ADVERTISING FORMATS MORE POSITIVELY
Source: Affluent Connection, Millward Brown, 2013Q.44 Overall, how favourable was your experience with the above
advertising?
Very favourable / somewhat favourable
AffluentConsumers
% uplift versus general population
Pre-roll 40% -%
MPU 39% +15%
Full-Page Interstitial 32% +10%
Sponsorship Button 28% +22%
Banner 28% +22%
38
AND TAKE POSITIVE ACTION
11%
more likely they would like, follow or comment about the brand on Facebook or Twitter
12% 21%
more likely to visit the brand’s website
more likely to look for the brand in a store or
purchase the product / use the service
Source: Affluent Connection, Millward Brown, 2013Q48. After viewing the ad, how likely are you to: Like,
follow or comment about the brand on Facebook or Twitter?
18%
more likely to recommend a brand to friends/family
39
IT’S WHAT YOU DO THAT COUNTS
Source: Affluent Connection, Millward Brown, 2013Q35. More specifically, in the past 4 weeks, which of the following actions
have you taken as a result of seeing one of the below formats of advertising?
A third have interacted with a mobile ad in the last four weeks
Acted on seeing an ad on their mobile phone in the last four weeks
Banner ads on mobile 29%
Full-screen ads on mobile 28%
Video ads on mobile 29%
Acted on seeing an ad on their tablet in the last four weeks
Banner ads on tablet 29%
Full-screen ads on tablet 27%
Video ads on tablet 29%
40
CATCH UP WITH YOUR AUDIENCE…Recognise the changing media habits of affluent consumers. Understand how they spend their time now and be where they are
Mobile advertising is effective, even more so among affluent consumers
Affluent consumers engage and take action with mobile advertising
Technology is driving the change - a faster adoption of the trend is vital
41
The BBC Audience
42
BBC USERS LOVE THEIR MOBILES
Source: Affluent Connection, Millward Brown, 201331. When thinking of your mobile phone, please indicate
how strongly you agree or disagree with the following statements.
1020304050607080
% agreeing with statement
Mobile phone makes me more efficient
Mobile phone is indispensible as I am always on the go
Mobile phone is primary tool for organising personal life
Mobile phone is primary tool for organising work life
BBC audience is 31% more likely to own the latest handsets
43
GETTING THE JOB DONE
Source: Affluent Connection, Millward Brown, 2013Q.6. Which of the following best describes how
frequently you access the Internet (excluding apps) from your mobile devices?
Q17. Do you use your mobile device for business?Q31. When thinking of your mobile phone/tablet, please
indicate how strongly you agree or disagree with the following statements.
Compared with other affluent consumers they are:
more likely to use their phone forwork
37%70%more likely to agree that an increasing amount of work isaccomplished on the phone
44
BBC USERS LOVE NEWS ON THE GO…
Source: Affluent Connection, Millward Brown, 2013Q22. Thinking about how you use your mobile device compared to a PC or
laptop; which of the following activities do you prefer using your mobile device for rather than a computer?
Q27. Of the different types of apps installed on your mobile phone, how often do you use them?
16. How much do you agree with the following statements?
65%
Halfof theBBC audience prefer using their mobile devices to their desktop to access the news
more likely to discuss interesting news stories
with others in online chat forums/blogs
than other affluent consumers
more likely to share news stores on their mobile device than their desktop
100%
45
…AND EXPECT RICHER CONTENT
Source: Affluent Connection, Millward Brown, 2013Q21. You said that you use your mobile phone for news-related content. Which of these do you do when browsing news-related
content?
24%Watch news videos
43% +79%
Watch live news streaming
16% 32% +100%
46
BUILDING BRANDS WITH BBC MOBILE
Source: Affluent Connection, Millward Brown, 2013Q22. Thinking about how you use your mobile device compared to a PC or
laptop; which of the following activities do you prefer using your mobile device for rather than a computer?
Q27. Of the different types of apps installed on your mobile phone, how often do you use them?
16. How much do you agree with the following statements?
brands should be advertising on mobile
Compared with other affluent consumers those using the BBC are twice as likely to agree that:
brands who use mobile advertising are more desirable
mobile advertising helps them connect to brands
47
Appendix
48
iPHONES OWNERSHIP RELATIVELY GREATER AMONG AFFLUENTS
Source: Affluent Connection, Millward Brown, 2013
Affluent consumers General population
iPhone 42% 30%
Android phone 51% 57%
Windows phone 8% 6%
Blackberry 9% 5%
Other smartphone 7% 10%
Small tablet e.g. iPad Mini, Kindle Fire, Nexus 7, etc
13% 12%
Large tablet e.g. iPad, Nexus 10, Galaxy Note 10, etc
27% 16%
Any tablet 36% 26%
iPhone 54% 32%
Android 45% 54%
Windows 5% 6%
Blackberry 2% 7%
Other 8% 8%
Tablet 43% 30%
Large 37% 21%
Small 9% 11%
iPhone 21%
Android 69%
Windows 17%
Blackberry 24%
Tablet 30%
Large 19%
Small 14%
iPhone 57%
Android 63%
Windows 14%
Blackberry 11%
Tablet 41%
Large 34%
Small 18%
iPhone 47%
Android 40%
Windows 7%
Blackberry 4%
Tablet 37%
Large 30%
Small 12%
49
Source: Affluent Connection, Millward Brown, 2013Base: all affluent consumers (3,000)
…BUT VARIES BY COUNTRYSWEDEN
INDIA
GERMANY HONG KONG
AUSTRALIA
iPhone 46%
Android 40%
Windows 5%
Blackberry 7%
Other 5%
Tablet 35%
Large 23%
Small 16%
UNITED STATES
50
MOBILE DRIVES BRAND AWARENESS AND POSITIVE PERSUASION
Source: AdIndex for Mobile Norms through Q4/2012; Overall Mobile N=114, campaigns, Sample = 436,016
Change = Exposed-Control
Average change in metrics per mobile campaign among all respondents globally
Purchase Intent
Brand Favourability
Message Association
Aided Brand Awareness
Ad Awareness
45.1
50.8
17.8
59.6
20.5
48.9
53.9
26.3
61.4
32.7
Ex-posed
TOTAL POPULATION MOBILE
+59.5%
+7.9%
+47.7%
+6.1%
+8.4%
51
38.0
45.6
16.9
72.5
30.0
39.1
46.8
19.0
74.7
33.8
Ex-posed
Aided BrandAwareness
BrandFavourabilit
yPurchaseIntent
+7.9%
+59.5%
+47.7%
AdAwareness
MessageAssociation
+6.1%
+8.4%
32.7
20.5
53.9
61.4
17.8
26.3
56.9
48.9
50.8
45.1
+12.7%
+3.0%
+11.8%
+2.6%
+2.6%
%
TWICE THE POWER OF DESKTOP
Source: MarketNorms for Desktop, last 3 years, N=941 campaigns
AdIndex for Mobile Norms;, last 3 years, N=114, campaigns, Change = Exposed-Control
Average brand metric changes for mobile and online campaigns
52
%
TWICE THE POWER FOR AFFLUENTS
Source: MarketNorms for Desktop, last 3 years, N=941 campaigns
AdIndex for Mobile Norms;, last 3 years, N=114, campaigns, Change = Exposed-Control
Average brand metric changes for mobile and online campaigns
21.4
57.2
17.6
46.7
42.7
31.9
59.8
23.3
48.3
44.7
Ex-posed
Aided BrandAwareness
BrandFavourabilit
yPurchaseIntent
+4.7%
+71.4%
+63.8%
AdAwareness
MessageAssociation
+12.5%
+16.8%
38.4
22.4
43.2
66.2
17.4
28.4
63.2
37.5
38.4
32.1
+49.0%
+4.7%
+32.9%
+3.4%
+4.7%
53
37.0
46.1
14.2
78.6
29.1
38.0
47.6
16.5
80.5
32.8
Ex-posed
%
FOUR TIMES THE POWER OF DESKTOP
Source: MarketNorms for Desktop, last 3 years, N=941 campaigns
AdIndex for Mobile Norms;, last 3 years, N=114, campaigns, Change = Exposed-Control
Average brand metric changes for top 20% mobile vs. Top 20% online income earners
Aided BrandAwareness
BrandFavourabilit
yPurchaseIntent
+4.7%
+71.4%
+63.8%
AdAwareness
MessageAssociation
+12.5%
+16.8%
38.4
22.4
43.2
66.2
17.4
28.4
63.2
37.5
38.4
32.1
+12.7%
+2.4%
+15.5%
+3.3%
+2.4%