THE DINING DECISION                        ECOSYSTEM™                                                    HOW DINERS       ...
WHO & WHAT           ARE DRIVING           CONSUMER           RESTAURANT           CHOICES?             ANGELSMITH©2012 AN...
HOW ARE           INFLUENCERS           INFLUENCED?             ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 ...
CONCLUSION #1:      CONSUMER RECOMMENDATIONS      BOTH ON AND OFFLINE MATTER      MORE THAN WE’D LIKE TO ADMIT            ...
CONCLUSION #2:      NOT ALL INFLUENCE      IS CREATED EQUAL             ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S ...
CONCLUSION #3:      WORD OF MOUTH PUTS      RESTAURANTS INTO THE      CONSIDERATION SET             ANGELSMITH©2012 ANGELS...
CONCLUSION #4:      RESTAURANTS’ DIGITAL      FOOTPRINTS SERVE      AS VALIDATIONS FOR      PERSONAL RECOMMENDATIONS      ...
CONCLUSION #5:      RESTAURANTS HAVE LOTS      OF CONTROL OVER THEIR      ONLINE REPUTATION             ANGELSMITH©2012 AN...
SURVEY QUESTION:      WHEN LOOKING FOR A NEW      RESTAURANT TO TRY,      WHO/WHAT INFLUENCES      YOUR DECISION MOST?    ...
Nearly                                                                                                       5 10         ...
listed22.8                                                                               % USER-GENERATED                 ...
0%                                                                                         MORNING                        ...
80%                                                                                                       perform         ...
I                        o be ha                                                  I had a                                 ...
Diners                      VALIDATEtheir                RESTAURANT CHOICES                  BEFORE OPENING their wallets ...
27.7                                                        %                      USER-GENERATED                      REV...
25.2          OTHER FRIENDS                                                                  %                            ...
16.5          SEARCH ENGINES                                                                   %             ANGELSMITH©20...
rank NEWSPAPER REPORTERS                                                                  16                              ...
Diners ranked                                                               FOOD NETWORK                                  ...
THIS IS NOT IDLE CHATTER   PASSIVE PEER TO PEER CONVERSATIONS   INFLUENCE RESTAURANT DINING DECISIONS             ANGELSMI...
PASSIVE RECOMMENDATIONS:                CONSUMERS ARE            INFLUENCING EACH OTHER                MORE THAN EVER   83...
ACTIVE RECOMMENDATIONS             TAKE PLACE LESS FREQUENTLY,              BUT CARRY MORE INFLUENCE             ANGELSMIT...
WHAT IS THE PROFILE      OF A TOP INFLUENCER?   732     MORE LIKELY TO BE     ACTIVELY SOUGHT FOR                         ...
TOP INFLUENCERS ARE                           DIFFERENT FROM AVERAGE                                 CONSUMERS:           ...
REPORT HIGHER LEVELS OF   CONTENT CONSUMPTION   OF BOTH BLOG &   NEWSPAPER CONTENT                                        ...
LESS INFLUENCED                                                       BY YELP                                             ...
MORE INFLUENCED BY THE                                          RESTAURANT’S WEBSITE                                      ...
BOTTOM LINE: CONSUMERS TAKE A SERIES OF STEPS BEFORE MAKING A RESTAURANT DECISION, AND YOU HAVE THE OPPORTUNITY TO INFLUEN...
YOU ARE IN                                                                                         CONTROL             ANG...
THE DINING DECISION    ECOSYSTEM ™    AWARENESS    DRIVEN BY MEDIA    (PR, BLOGS, ADVERTISING, DIRECT MAIL, EMAIL MARKETIN...
AWARENESS OPPORTUNITIES:                                                                                             BLOGG...
CONNECT                                                                                                       & ENGAGE    ...
TRIAL & RECOMMENDATION                                                                                             OPPORTU...
DO SOMETHING          UNEXPECTED.             ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L ...
ASK FOR THE                                        RECOMMENDATION                                                         ...
VALIDATION OPPORTUNITIES:                                                                                             YOUR...
ROCK YOUR                                                                                                        WEBSITE  ...
We think this                                                                                                        is fu...
ANGELSMITH                                                                                    Check this comic out on©2012...
COMPLETE      YOUR PROFILE      FILL OUT YOUR YELP, CITYSEARCH,      GOOGLE PLACES, & OTHER SITE LISTINGS             ANGE...
THANK YOU                                     THE DINING DECISION ECOSYSTEM™                                              ...
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How Diners Choose Restaurants

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The Dining Decision Ecosystem was developed from the results of our survey data to provide a framework for restaurant marketing departments to understand the many steps consumers make before making a restaurant decision.

How Diners Choose Restaurants

  1. 1. THE DINING DECISION ECOSYSTEM™ HOW DINERS CHOOSE RESTAURANTS I’m your trusty data Me Too! analyst! CARIN GALLETTA OLIVER ERIC OLIVER ANGELSMITH @INKFOUNDRY @THECOSMONAUT©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , 10 LIBERTY S A U S A L I T O CARIN@ANGELSMITH.NET , CA 94965 415.508.5778 ERICO@ANGELSMITH.NET
  2. 2. WHO & WHAT ARE DRIVING CONSUMER RESTAURANT CHOICES? ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778 Photo by Horia Varlan
  3. 3. HOW ARE INFLUENCERS INFLUENCED? ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778 Photo by Horia Varlan
  4. 4. CONCLUSION #1: CONSUMER RECOMMENDATIONS BOTH ON AND OFFLINE MATTER MORE THAN WE’D LIKE TO ADMIT ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  5. 5. CONCLUSION #2: NOT ALL INFLUENCE IS CREATED EQUAL ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  6. 6. CONCLUSION #3: WORD OF MOUTH PUTS RESTAURANTS INTO THE CONSIDERATION SET ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  7. 7. CONCLUSION #4: RESTAURANTS’ DIGITAL FOOTPRINTS SERVE AS VALIDATIONS FOR PERSONAL RECOMMENDATIONS ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  8. 8. CONCLUSION #5: RESTAURANTS HAVE LOTS OF CONTROL OVER THEIR ONLINE REPUTATION ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  9. 9. SURVEY QUESTION: WHEN LOOKING FOR A NEW RESTAURANT TO TRY, WHO/WHAT INFLUENCES YOUR DECISION MOST? ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  10. 10. Nearly 5 10 say out of FRIENDS are the MOST IMPORTANT INFLUENCE ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  11. 11. listed22.8 % USER-GENERATED REVIEW SITES as most important ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  12. 12. 0% MORNING TELEVISION 5.2 RESTAURANT % WEBSITE 4.4 % 7.6 NEWSPAPER CRITIC % GOOGLE SEARCH 9.4 % % 1.7 FOOD NETWORK RESTAURANT FOOD BLOGGER ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  13. 13. 80% perform ADDITIONAL RESEARCH ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  14. 14. I o be ha I had a great tim at Maestro e ’s! RECOMMENDATIONS put restaurants into a f s d O m ts t Joe on ’s 3 has rd ut y c t he b lif ea a e k k! at CONSIDERATION SET t be he ser st vice ! Have you eve been to r Buckeye Roadhou AH-MAH- se? ZING! You MUS T try Alexand er’s! ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778 ©2012 ANGELSMITH, INC.
  15. 15. Diners VALIDATEtheir RESTAURANT CHOICES BEFORE OPENING their wallets But where? ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  16. 16. 27.7 % USER-GENERATED REVIEW SITES 27 % RESTAURANT’S WEBSITE ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  17. 17. 25.2 OTHER FRIENDS % 16.4 BLOGS/BLOGGERS % ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  18. 18. 16.5 SEARCH ENGINES % ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  19. 19. rank NEWSPAPER REPORTERS 16 % as 4TH MOST IMPORTANT ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  20. 20. Diners ranked FOOD NETWORK (34.6%) and LOCAL TELEVISION (40%) as LEAST IMPORTANT when making a dining decision ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  21. 21. THIS IS NOT IDLE CHATTER PASSIVE PEER TO PEER CONVERSATIONS INFLUENCE RESTAURANT DINING DECISIONS ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  22. 22. PASSIVE RECOMMENDATIONS: CONSUMERS ARE INFLUENCING EACH OTHER MORE THAN EVER 83.4 79.5 65.1 REPORT BEING ACTIVELY SOUGHT FOR % % BELIEVE THEIR DINING RECOMMENDATIONS ARE “ALWAYS” OR % “FREQUENTLY” ASKED RESTAURANT INFLUENCE WHERE FOR RESTAURANT RECOMMENDATIONS THEIR FRIENDS EAT RECOMMENDATIONS ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  23. 23. ACTIVE RECOMMENDATIONS TAKE PLACE LESS FREQUENTLY, BUT CARRY MORE INFLUENCE ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  24. 24. WHAT IS THE PROFILE OF A TOP INFLUENCER? 732 MORE LIKELY TO BE ACTIVELY SOUGHT FOR % 100 % KNOW THEY INFLUENCE THE DINING DECISION 100 % REPORT THAT THEIR FRIENDS BELIEVE THEM A RESTAURANT OF OTHERS TO BE KNOWLEDGEABLE RECOMMENDATION ABOUT DINING ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  25. 25. TOP INFLUENCERS ARE DIFFERENT FROM AVERAGE CONSUMERS: ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  26. 26. REPORT HIGHER LEVELS OF CONTENT CONSUMPTION OF BOTH BLOG & NEWSPAPER CONTENT BLOG THAN AVERAGE NEWSPAPER 92.9 % 70.4 % ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  27. 27. LESS INFLUENCED BY YELP IS “MOST INFLUENTIAL” 12.5 % ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  28. 28. MORE INFLUENCED BY THE RESTAURANT’S WEBSITE LISTED RESTAURANT WEBSITE AS THE MOST IMPORTANT SECONDARY RESEARCH 31.1 % ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  29. 29. BOTTOM LINE: CONSUMERS TAKE A SERIES OF STEPS BEFORE MAKING A RESTAURANT DECISION, AND YOU HAVE THE OPPORTUNITY TO INFLUENCE THEME LATI TEACH STEP ANG SM H©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778 ©2012 ANGELSMITH, INC.
  30. 30. YOU ARE IN CONTROL ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  31. 31. THE DINING DECISION ECOSYSTEM ™ AWARENESS DRIVEN BY MEDIA (PR, BLOGS, ADVERTISING, DIRECT MAIL, EMAIL MARKETING) RECOMMENDATION & TRIAL MADE BY FRIENDS, FAMILY AND COLLEAGUES INCREASE INTEREST; PLACES RESTAURANT INTO ‘CONSIDERATION SET’ FOR POSSIBLE SELECTION VALIDATION RESTAURANT WEBSITE & USER GENERATED REVIEW SITES (E.G., YELP) VALIDATE DINER’S INTEREST ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  32. 32. AWARENESS OPPORTUNITIES: BLOGGERS TRADITIONAL MEDIA ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  33. 33. CONNECT & ENGAGE ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  34. 34. TRIAL & RECOMMENDATION OPPORTUNITY: THE DINING EXPERIENCE ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  35. 35. DO SOMETHING UNEXPECTED. ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  36. 36. ASK FOR THE RECOMMENDATION 12-25% WILL DO IT! ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  37. 37. VALIDATION OPPORTUNITIES: YOUR WEBSITE USER-GENERATED REVIEW SITES ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  38. 38. ROCK YOUR WEBSITE ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778 Photo by familymwr
  39. 39. We think this is funny.. ANGELSMITH Check this comic out on©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778 TheOatmeal.com - pure genius
  40. 40. ANGELSMITH Check this comic out on©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778 TheOatmeal.com - pure genius
  41. 41. COMPLETE YOUR PROFILE FILL OUT YOUR YELP, CITYSEARCH, GOOGLE PLACES, & OTHER SITE LISTINGS ANGELSMITH©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , S A U S A L I T O , C A 10 LIBERTY 94965 415.508.5778
  42. 42. THANK YOU THE DINING DECISION ECOSYSTEM™ HOW DINERS CHOOSE RESTAURANTS BY ANGELSMITH, INC. DROP US A LINE! Call me first! No, Call me! CARIN GALLETTA OLIVER ERIC OLIVER ANGELSMITH @INKFOUNDRY @THECOSMONAUT©2012 ANGELSMITH, INC. S H I P W A Y, S T E . 2 0 2 , 10 LIBERTY S A U S A L I T O CARIN@ANGELSMITH.NET , CA 94965 415.508.5778 ERICO@ANGELSMITH.NET
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