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Leveraging Research
in Consumer
Behavior
Generating Insights from
Culture
Consumer Research is
Maturing
What Drives the Behavior We Want?
Big Data helps us reach
the high-hanging fruit
What Role Does My Product/Brand/Firm
Play in Everyday Life?
Artifacts
Attitudes and Values
Underlying Structure
Cultural Analysis: What is it Good For?
Communications
Processes
Groups &
Communities
Brand
Communities
Social Media
Product Development & Design
Consumer Rituals
Diffusion
Insights from Branding
Coolhunting Cultural Strategy
Brands as Relevant to Socio-Cultural
Identity
Brand as Cultural Artifacts
Finding and
Analyzing Cultural
Data
Classic Techniques
• Interviews
• Focus Groups
• Ethnography &
Netnography*
Classic techniques capture “talk” in context
*These may include film,
shot by researchers and/or
informants
Finding and
Analyzing Cultural
Data
Brand-Focused Techniques
• Case Study/Brand
Genealogy
• Miscellaneous
Visualization
Techniques
• Classic Projective
Techniques
• Zaltman Metaphor
Elicitation Technique
(ZMET)
Brand-focused techniques capture symbolic
language. What is “Mountain Dew”?
Case Study/Brand
Genealogy
Iconic brands are cultural artifacts
that perform “identity myths”
Case Study – Mountain Dew
Masculine Identity
Myths
10
cowboys, rock-and-
rollers, beatniks,
outlaw bikers,
hillbillies, etc.
Social crisis threatens
collective identity.
People respond with
myth and ritual.
Case Study – Mountain Dew
11
Case Study – Mountain Dew
Elements of the identity myth travel from real life to an idealized world
Case Study – Mountain Dew
12
Case Study – Mountain Dew
Popular culture
performs the myth
Case Study – Mountain Dew
13
“Mountain Dew’ll tickle yore innards, cuz thar’s a bang in ever’
bottle.”
Brands perform the myth
14
Case Study – Mountain Dew
A new crisis emerges
and the Hillbilly Myth is
crushed
Case Study – Mountain Dew
15
Mountain Dew
“Does The Dew”
Redneck Myth (70s-80s)
Challenges Inequality
Mountain Dew does
“Country Cool”
American Dream Dies
(late 80s-90s)
Slacker Myth (late 80s)
Challenges
Death of the American Dream
Pop Culture
Performs the Myth
Brands Perform the
Myth
Leveraging Insights
For Marketing Communications
To be iconic, you must get the myth
right
For Brand Strategy
1. Any brand can be iconic
2. Brands are historical
3. Consumers are authors
4. Narratives are about collective
identity

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Leveraging Research in Consumer Behavior

  • 3. What Drives the Behavior We Want? Big Data helps us reach the high-hanging fruit
  • 4. What Role Does My Product/Brand/Firm Play in Everyday Life? Artifacts Attitudes and Values Underlying Structure
  • 5. Cultural Analysis: What is it Good For? Communications Processes Groups & Communities Brand Communities Social Media Product Development & Design Consumer Rituals Diffusion
  • 6. Insights from Branding Coolhunting Cultural Strategy Brands as Relevant to Socio-Cultural Identity Brand as Cultural Artifacts
  • 7. Finding and Analyzing Cultural Data Classic Techniques • Interviews • Focus Groups • Ethnography & Netnography* Classic techniques capture “talk” in context *These may include film, shot by researchers and/or informants
  • 8. Finding and Analyzing Cultural Data Brand-Focused Techniques • Case Study/Brand Genealogy • Miscellaneous Visualization Techniques • Classic Projective Techniques • Zaltman Metaphor Elicitation Technique (ZMET) Brand-focused techniques capture symbolic language. What is “Mountain Dew”?
  • 9. Case Study/Brand Genealogy Iconic brands are cultural artifacts that perform “identity myths”
  • 10. Case Study – Mountain Dew Masculine Identity Myths 10 cowboys, rock-and- rollers, beatniks, outlaw bikers, hillbillies, etc. Social crisis threatens collective identity. People respond with myth and ritual.
  • 11. Case Study – Mountain Dew 11 Case Study – Mountain Dew Elements of the identity myth travel from real life to an idealized world
  • 12. Case Study – Mountain Dew 12 Case Study – Mountain Dew Popular culture performs the myth
  • 13. Case Study – Mountain Dew 13 “Mountain Dew’ll tickle yore innards, cuz thar’s a bang in ever’ bottle.” Brands perform the myth
  • 14. 14 Case Study – Mountain Dew A new crisis emerges and the Hillbilly Myth is crushed
  • 15. Case Study – Mountain Dew 15 Mountain Dew “Does The Dew” Redneck Myth (70s-80s) Challenges Inequality Mountain Dew does “Country Cool” American Dream Dies (late 80s-90s) Slacker Myth (late 80s) Challenges Death of the American Dream Pop Culture Performs the Myth Brands Perform the Myth
  • 16. Leveraging Insights For Marketing Communications To be iconic, you must get the myth right For Brand Strategy 1. Any brand can be iconic 2. Brands are historical 3. Consumers are authors 4. Narratives are about collective identity