Emotional ad campaigns are for life, not just for Christmas!

Emotional ad campaigns create preference, lead to decisions and are about twice as effective as rational advertising. In order to stand out, and leave an impact on consumers, brands are continuing to push boundaries in their advertising.

This week our VP of Insights Becky Waring and our SVP of Data Sam Sherson gave a great talk on the main stage at Tech Retail in London on unlocking emotion in advertising. For those who missed it, we’ve taken some of the highlights from their talk and pulled out the key themes. 

Nike and LeBron James

This month Nike released a powerfully emotive ad as part of their ‘Just Do It’ 30th anniversary campaign. The new short film entitled ‘Dream Crazy’ features a number of athletes who are household names. All the athletes have leveraged the power of sport to help move the world forward.

On Labor Day Nike’s ad was launched in the US to huge debate and polarised opinion. This was mainly down to the use of Colin Kaepernick in their ads who controversially refused to stand during the American national anthem before NFL games.

According to Edison Trends, over the bank holiday weekend, online sales in the US for Nike grew an astonishing 31%. This demonstrates the power that emotional ad campaigns continue to have on audiences.

Driving sales with emotional ad campaigns

Using emotion to drive sales is a trend we continue to see across research studies. IPA ran a study around emotional advertising. They found that ‘emotional ad campaigns are more effective and more profitable than rational ad campaigns, even in rational categories’. 31% of emotional ad campaigns reported very large business effects after 1-2 years, compared to 16% for rational ads.

They also found that 43% of emotional ad campaigns reported very large business effects after 3 or more years. This was compared to just 23% for rational campaigns, indicating that ‘the longer the time frame, the more emotions drive profit’.

emotional ad campaigns vs rational ad campaigns chart

Nielsen ran a study in 2015 entitled Consumer Neuroscience. They found that ads with above average electroencephalogram scores delivered a 23% lift in sales volume, confirming the idea that emotions drive sales.

electroencephalogram scores

At Unruly, we tested thousands of videos and found an overwhelming correlation between emotional ad campaigns and sales.

correlation between emotional ad campaigns and sales

So how does it all work?

It was the great poet Maya Angelou who said, “People will forget what you said, people will forget what you did. But people will never forget how you made them feel.” 

We looked in our video testing database and analysed the UK retail category to uncover some powerful examples of the use of emotional advertising in this sector.

The most emotive retail ad we’ve ever tested in the UK is John Lewis’ ‘Buster the Boxer’ from Christmas 2016. However, with this being such a familiar example, we decided to look at a different emotive ad, ‘Come Home’ by German brand Edeka. Since this ad has been tested in both the UK and Germany, it gave us an opportunity to highlight how cultural differences affect emotional responses across different markets.

The video evoked a strong reaction in both countries. However, emotions ran much higher in Germany where people were more likely to feel surprise and shock. Whereas UK viewers were more likely to feel warmth. Our cultural analysis revealed that Germans have a more “concerned” cultural leaning than the UK. Meaning they worry about the impact that their behaviour has on themselves and others. Therefore the ad’s message of responsibility to others resonated particularly strongly in the ad’s native market.

Using objective frameworks

Without an objective framework like the one we used in our analysis, it can be very hard to know whether you have an accurate understanding of other cultures. This was illustrated at Tech Retail by playing a game with the audience to see if they could identify which markets were being described by the words “hurried, reserved, and restrained” vs “relaxed, uninhibited, and impulsive”. Becky revealed that these two seemingly opposing descriptions were in fact both referring to Americans. The first is how Mexicans see Americans, and the second is how they are perceived by the Japanese!

It became clear when ranking retail ads by emotional impact, that the top end of the chart was totally dominated by Christmas ads. So the analysis was split into “Christmas retail advertising” and “everyday retail advertising”. Outside of Christmas ads, retail advertising was considerably less emotive than the UK market norm. 11% lower than norm, whereas Christmas ads are 34% higher! Crucially, brand metrics like favourability (-17%) and intent to find out more (-7%) were also below par.

Becky and Sam’s closing advice for retailers?

Emotion is for life, not just for Christmas! Commit to an emotional ad strategy that is both long-term and consistent throughout the year. To this and your business will stand out in customers’ minds.

To find out more on how we use emotions to supercharge ad campaigns check out UnrulyEQ or get in touch with one of our team.

Unruly insights from Tech Retail

Our EMEA Managing Director, Jason Trout, talks about his experience of being on the mechanics of publisher monetization panel at ATS London.

This week I was part of a panel at ATS London 2018, which was focused on the mechanics of publisher monetization. I was joined by the Digital Sales and Innovation Director for The Telegraph Karen Eccles, Damon Reeve from the Ozone Project and Jourdain Casale, VP of Global Intelligence at Index Exchange. 

It was a really interesting panel to be a part of. Especially as publisher monetization continues to be a key talking point within our industry, and a key focus area for us as a business. We began the discussion by talking about how publisher monetization strategies have changed over the past 12 months.

New marketplaces

At Unruly we have seen first hand how premium publishers are slowly pulling away from tackling their competition individually, to a more collective approach. This has led to alliances and JV’s such as Ozone, the Verified Marketplace and the Premium Sport Marketplace. These marketplaces are becoming more and more popular among advertisers and it’s easy to see why when you look at the stats. The Verified Marketplace’s UK reach alone is over 39.4 million, and the average viewability of ads is 78.6%, which is 15.1% higher than the MOAT benchmark.

The conversation then moved to the shift in focus from open market-places, to a more closed and controlled market, and whether this presents an opportunity for publishers to develop closer relationships with advertisers.

I’ve heard buyers say for several years now that they want to transition from managed to programmatic ad delivery. At Unruly we’ve seen this trend play out firsthand but we’ve also seen an increase from the buy-side requesting guarantees in their programmatic deals.

As new models mature, like Programmatic Guaranteed (PG), you will see closer relationships forged between programmatic buyers and publishers. I believe this is a natural progression as models like PG closely mirror that of traditional IO and direct-sold business, where both buyer and seller negotiate directly.

consuming news on an ipad

PMPs versus programmatic

We then moved on to look at the scalability challenges with PMPs versus programmatic and automated guaranteed, and how they could be overcome. In my opinion, PMPs in their current guise will continue to offer both buyers and sellers an environment away from the open exchange to practice control. That said, we are seeing a growing trend from buyers to secure guarantees in their PMPs. This has resulted in the increase of programmatic guaranteed features we are seeing released from both buy and sell-side vendors.

When we talk about scale, traditional PMPs have always struggled to meet this requirement as there has never been a commitment from publishers to send volumes. At the same time, buyers have lacked commitments to spend. Programmatic guaranteed is evolving at exactly the right point in time. We know the holding costs are under immense pressure to become 100% programmatic and at Unruly, we believe PG sits at the intersection of the IO and legacy PMP. We expect it to be the catalyst to increased spends in programmatic this year.

Publisher monetization opportunities

Finally we touched upon new monetization opportunities, and what the tech layer is doing to help and support publishers with this. I believe we need to first understand the value of a publisher buying, rather than licensing. In some scenarios M&A is the logical path, that said, very few of the publishers I have spoken to actually have the appetite to start spending hundreds of millions on tech and data assets when they are fully aware that in the age of GDPR and social networks it is data, context, and service that help you to truly differentiate, not ad or martech ownership.

To find out more about the Verified Marketplace and our other offerings check out our products page. Alternatively get in touch with one of our team.

You can also keep up to date with the latest on publisher monetization and other adtech trends by following us on Twitter.

Unruly insights from ATS London

The Unruly Home team recently invited MediaMonks and Nexus Studios to join the Unruly Home Show to talk about their latest work in the exciting field of AR.

Nexus shared a live demo of the Civilisations AR app from the BBC, which allows you to interact with ancient artefacts through AR, and transforms your living room into a virtual museum. MediaMonks also showed off their latest AR experience created for Perrier, which uses a Perrier bottle to trigger an immersive experience controlled through your phone.

Check out the video to see both experiences in action!

The Unruly Home Show is broadcast on Facebook Live. Join the Unruly Facebook page for news and updates for upcoming shows. 

This month marks 10 years since Scott, Matt and myself started up Unruly.

From distributing our first campaign “Krumping – Matrix Style!” out of a leaky office in the Truman Brewery, in Shoreditch, (where it was *just about* possible to upload a video on the single ADSL line without crashing the system) to becoming a high-profile scale-up and part of the News family in 2015, the Unruly journey over the past decade has been incredible, exhilarating and beyond our wildest dreams.

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As Vine continues to have a huge impact on video marketing across the web, more and more brands are clamouring for their 6 seconds of fame.

But with a tidal wave of short-form content engulfing the Open Web, it’s not always easy to find the best of the bunch. So to help you find quality inspiration and liven up your hump day, Unruly has rounded up this week’s best branded Vines. The latest round of innovative short-form content includes the best basketball free throw you’ve ever seen, a wandering pen and a magic hole in one.

So cancel your plans for the next half-minute and enjoy!

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With over 40 million highly-engaged users and the introduction of ‘loops’ as a popularity metric, Vine is seriously hot stuff at the moment.

However, with a tidal wave of short-form content engulfing the Open Web, it’s not always easy to find the best of the bunch. So if you’re looking for quality inspiration, you’re in safe hands here. In just 36 short seconds, you’ll know which brands are doing Vine just right.

In this week’s round-up we have a tablet tent, an expanding car and a show of candy fireworks.

Enjoy!

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As more and more marketers realise the impact video marketing can have, it’s no surprise that Vine is a high up on every brand’s agenda.

However, with such a huge amount of short-form content engulfing the Open Web every day, it can be hard to discover the cream of the crop. So if you’re looking for inspiration, look no further – Unruly highlights the best 6 branded Vines every week.

In this week’s round-up we have crisps at the racetrack, a judgemental vacuum and a ‘no good, very bad’ day.

So cancel all your plans for the next 36 seconds and enjoy…

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Volvo Trucks pranks a valet, the Xperia is unboxed underwater and Jeff Goldblum reveals the secret to great lighting. Yep, it’s just another week in AdLand! 

So which ads have caught fire on the web over the last seven days? Here are our five picks.

Enjoy!

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With more than 40 million highly-engaged users, Vine holds a lot of sway for brands looking to do something different with their marketing efforts.

However, with a tidal wave of short-form content engulfing the Open Web, it’s not always easy to find the best of the bunch. So if you’re looking for quality inspiration, you’re in safe hands here. In just 36 short seconds, you’ll know which brands are doing Vine just right.

In this week’s round-up we have a shopping extravaganza, a stop motion road map and a laptop-smashing session.

Enjoy!

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As more and more marketers realise the impact that short-form video can have, it’s no surprise Vine is high up on every brand’s agenda.

However, with a tidal wave of short-form content engulfing the Open Web, it’s not always easy to find the best of the bunch. So if you’re looking for quality inspiration, you’re in safe hands here. In just 36 short seconds, you’ll know which brands are doing Vine just right.

In this week’s round-up we have an personalised HTC One mobile, a self-hanging jersey and a downpour of apples.

Enjoy!

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