Archive for August, 2005

Aug
10

Profit vs. bliss

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Melcher_2I’m in southern California, talking to people in their homes about their homes.  It’s an interesting world and an underdocumented one. 

Some respondents tell me they have "followed their bliss."  As I understand it, this phrase stands for the notion that we are best served when we devote our lives to the cultivation of an enthusiasm.  Prosperity, happiness, satisfaction, all of these will follow if we put first things first. 

I like this idea. I may even have, in a low key way, lived this idea.  But I’m not sure I get this idea. 

This isn’t the way markets are supposed to work, is it?  Don’t we think that the market satisfy our wants and needs because people have responded not to bliss but to opportunity.  The market are responsive precisely because they are driven by self interest, not self expression.  Market, our best form of dynamism, is created by people trying to figure out what we want, not what they want. 

Now, there is a pretty simple answer here.  People will use a decision tree that look like Mazlow’s hierarchy.  If they have no choice, they will take any job on offer, bliss be damned.  The more prosperous their circumstances (private and or public), the more plausible is a self expressive career, instead of a self interested one.  In a wealthy society, filled with wealthy families, it is possible for lots of people to follow their bliss (in proportion to their privilege).

But this still leaves us with a problem.  We are living in society that changes shape, not according to what the consumer wants to buy but what the producer wants to sell.  This is the "long tail" development that Chris Anderson has documented so well.  It is also the "plenitude effect" that some anthropologists have labored to discover.  But these new markets are clearly dispersive in ways that old, opportunity, markets are not.  It’s not clear that they will work the same way to canvas, shape and express public taste and preference.  In fact, the very idea of "emergence," so beloved of economists and complexity theorists, is thrown into question.  Will things emerge…and how? 

Now, it is right to say that I am jumping the gun.  Most people live in opportunity economies, not expressive ones.  (I am put in mind of that old Leno joke: that Jerry Brown did have supporters for his run for California office, but unfortunately most of them were trapped in Biosphere II.)  On the other hand, expressive opportunities are expanding, and it’s not a bad idea to get a leg up on this topic.  I believe that Burning Man is probably a great place to study this topic, and I believe Robert Kozinets at the University of Wisconsin-Madison’s School of Business has done important work of this topic.  (References will have to wait till I get home.)

A last point: bliss economies, we might say, were invented by tiny artistic communities.  Follow your own creativity, the world will just have to catch up.  And this is a simple, not very threatening exception to the rule when it is confined to communities as small as this.  But the bliss economy, perhaps especially here in California, has gone wide.  And now it is a larger problem with larger implications.   (On the other hand, this could all be crap.  I am in California and I am having the dickens of a time thinking clearly.)

Aug
09

Learning from the world of fashion

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GucciGucci, the fashion house, is embracing some of the basics of marketing research and a new consumer-centricity.  This innovation is the work of Robert Polet, formally of Unilever PLC.

This is a sensible way to manage risk in a volatile marketplace…and a good idea.  Most fashion houses continue to adhere to the "muse model."  Great talents  like Tom Ford are hired for their ability to call on their muse (or perhaps more exactly to serve as one), and anticipate where the market is going to go.  In this model, marketing intelligence does not come from the focus group and other kinds of marketing research.   It descends from on high, as the fashion genius divines what lies ahead.

Clearly, fashion has lots to learn from non-muse marketing, but I wonder if learning shouldn’t run both ways.  While fashion houses are learning from marketers, shouldn’t marketers ask what they can learn from fashion?

Here is the problem.  As the rate of change increases, lots of markets are taking on the long standing characteristic of fashion ones, specifically, that consumers often cannot tell you how they are going to react to an innovation.  This is especially true in tech markets where people tell you that they have no interest in a "personal computer" or a "modem" and 6 months later can’t live without them.  In these cases, it really doesn’t matter how good the research is.  The consumer just doesn’t know. 

Fashion has struggled with this order of dynamism, and the designer has proved an extraordinary asset.  Designer listen carefully to the market, to one another, to contemporary culture.  Mostly, they listen to themselves.  Their intelligence is an extraordinary winnowing system.  They comb the heavens for  possibility and more often than note, they can see five years ahead of the rest of us.   

Joan Kron is the best postioned purpose to investigate the intellectual system at work here.  But she tells me that the research is almost impossible to do.  When asked how they do it, designers are inclined to say they "just know"  what they know.  And they can’t say how they got there. 

This is a pity, because the world of marketing would be well served by seers of this kind.  And I guess we have them.  Faith Popcorn is clearly one.  I am not sure who else qualifies.  And of course the whole idea makes us uncomfortable because it has the effect of black boxing the very thing, forecasting, we want so much to make manifest.  But this is a real resource and, as I say, an increasingly valuable one in dynamic markets. 

Muse marketing is too important to be ignored. 

References

Galloni, Alessandra.  2005.  At Gucci, Mr. Polet’s New Design Upends Rules for High Fashion.  Wall Street Journal. August 9, 2005. 

Categories : Marketing Watch
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Aug
08

Puzzle1: fiction bows to non fiction

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Trilling

Thanks to Jason Kottke, the mystery of the McDonald’s drive-through has been well aired, much debated, and, no, not yet solved. 

Today, another mystery. It’s not so concrete, but it is, for anthropological purposes, a worthy puzzle because it may well be proof that fundamental cultural change is taking place.  

Here’s the mystery: fiction, specifically the novel and the short story, is losing its authority in our culture.  It may also be true that non fiction is rising in its authority.  The mystery, most compactly, most mysteriously: why is non fiction eclipsing fiction?

A contrarian would say that this is old news, that the “decline of fiction” is merely a belated recognition the facts of the matter.  Literary fiction has been in eclipse for some time now.  But it was so preferred to television and films as a cultural form that the elites conspired to give it a “free pass.” Writers were lionized. Best sellers were touted.  Reviews were featured.  It didn’t much matter that every literary novel was outsold by lots of romance novels.  Literary fiction demanded special treatment. It was given an elevated status. (And this is why Jonathan Franzen objected to being included on the Oprah list. It was treatment not special or elevated enough.)

But let’s say that is a contemporary development.  What are the factors that encourage the decline of literary fiction?  There are many factors and I am looking forward to any and all explanations.  

Here’s mine. Literary fiction succeeded too well. It helped to create a world that turned on it.  

In the avant garde view, the author is a little like that Jack Nicholson character in A Few Good Men. He (or she) is a creature who answers to higher loyalties, contends with forces that ordinary people would prefer not to think about, serves as a heroic figure protecting a middle class Guanatamo from the Cuba beyond. Oh, ok so the comparison is odd but I like it because the actual contrast is as telling as the formal similarity: the novelist wishes to escape the very middle class standards Jack Nicholson struggles to defend. (Hey, I am in California as I write this, and it’s having an effect, apparently.)

The novelist had a simple charge. He was to take up what Trilling called the “adversary intention” and this meant  

detaching the reader from the habits of thought and feeling that the larger culture imposes, of giving him a ground and a vantage point from which to judge and condemn, and perhaps revise, the culture the produced him.

And halleluiah, it worked. The novelist so loosened “the habits of thought and feeling that the large culture imposes” that we became as a culture newly productive of every kind of social difference. Many creatures, not just adversarial ones, emerged in the world. A veritable plenitude was unleashed. Every imaginable creature of social life sprang forth.  

Bad luck for the novelist, at least the one animated by an adversarial intention.  Fiction may be suffering eclipse because it needs a tidy bourgeois society, something to push off against. Without this “larger culture,” the novelist cannot play the heroic figure who identifies its dishonesties and excavates the deeper authenticities to which lives should be devoted instead. No, when the alternative world is lots and lots of diversities and the middle class world continues to dwindle, the heroic novelist’s own favorite way of seeing the world is put in peril.  

It’s just not fair. In fact, it’s a little like patricide.  The culture created by the novelist has turned on him (or her).  The adversarial novelist claimed to hate the smug, self righteous, self satisfied creatures of the middle.  But now it turns out you can’t have a margin unless you have a centre. You cant be an iconoclast unless you have a tradition.  Bad luck, old chums. There are, of course, Middle Eastern societies that could surely use your heroic contemplations.  But I am certain you are not nearly so heroic as that.  

References

Donadio, Rachel. 2005. Truth is Stronger Than Fiction.  New York Times, August 7, 2005. 

Trilling, Lionel. 1965. Preface. Beyond Culture: Essays on literature and learning. New York: Penguin Books, p. 12

The Harvard Business School is a class system.  In this system, the Marketing Unit ranks lower  than Organizational Behavior.   

There is some justice to this, of course.  OB has (and had)  stars  like Rosabeth Moss Kanter.  Also, OB does a better job of thinking about culture than the Marketing Unit  (yes, even with me as part of the team).

But from an extra-HBS point of view, this arrangement seems wrong.  In the "real world" of business, marketing has more on the ball.  It is learning to read turbulent marketplaces.  It is responding to shifting taste and preference.  Some of this is a "foxhole Christianity" of course, adaptation forced by necessity.  But some of it is due to the deep and sometimes anquished thinking on the part of marketing professionals and professors. 

One of the things that marketing has got good at is seeing and adapting to the consumer’s new diversity.  Mass marketing has given way to micro marketing.    The marketer understands that there are many types of consumers, and that any given consumer is a bundle of many, diverse tastes.  In sum, marketing has learned to deal with multiplicity, fragmentation, diversity, or as I sometimes call it, plenitude.

OB has a long way to go to catch up.  Here’s what Fast Company says:

Typically, HR people …. pursue standardization and uniformity in the face of a workforce that is heterogeneous and complex.  [...]  The urge for one-size-fits-all, says one professor who studies the field, "is partly about compliance, but mostly because it’s just easier."  [...]

There’s a contradiction here, of course: Making exceptions should be exactly what human resources does, all the time–not because it’s nice for employees, but because it drives the business.  Employers keep their best people by acknowledging and rewarding teir distinctive performance, not by treating them the same as everyone else.  [...]

Human resources, in other words, forfeits long-term value for short-term cost efficiency. 

Hmm, if what Fast Company says is true, the world of business really only grasps plentitude on the demand side of the equation.  The supply side…oh, here, we expect everyone to conceal their differences, suppress their individuality, and pretty much act like that robot in the "gray flannel suit." 

I’m sorry but this just seems really, really stupid.  Not because I am one of those bleeding hearts who believes that we all should cultivating the flower of our personhood.  No, recognizing the internal diversity of the corporation looks like a good way of responding to the external diversity of the marketplace.  Every corporation has marketing intelligence on tap.  Every corporation is filled with people who understand some of the diversity out there because, hey, they live it all the time. 

And let’s be clear.  When we talk about "diversity" here, this is not a code word for "alternative lifestyles" (itself a codeword for gayness).  Gayness is good.  It should flourish in the corporation.  But so is all the rest of the "diversity" out there and in this case, we mean that guy who does base jumping, the woman who drives muscle cars, that small coterie of people who are still, bless them, line dancing, the radical Christians, the radical Buddhists, the full force gardeners, and the devotees of Hi8 cinema.  These people are a marketing gold mine.  Their heterogenity makes it easier to respond to the world’s heterogenity.

And let’s be clear on something else.  Wasn’t it the people in HR and Organizational Behavior who keep talking about exploring human potential?   As it turns out, there is a big fat condition here: we can explore our potential at work, as long as it doesn’t complicated or inconvenience the people in HR.  And while we are remarking on this contradiction, we might dwell for a moment on the truth it appears to witness: that the marketplace is more accomodating of human difference out of commercial interest than are all those full hearted people in the human potential "movement" who claim to work from higher, purer motives.   The trouble with this group, in my experience, is that when they talk about human potential they mean their idea of potential (and the rest of us can just f*ck right off).

This is an unusually bad tempered way to end a post, but then, hey, it’s Friday. 

References

Hammonds, Keith H.  2005.  Why we hate H.R.  Fast Company.  August, pp. 40-47, p. 45.

Acknowledgments

To Jason Kottke who put this blog on the map today.  Welcome to all the visitors he sent our way. 

Categories : Plenitude
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Aug
04

summer time (and the hit parade)

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Beach_montauk_1Sanneh offers a paean to summer in the Times today. It’s about “the song of the summer” which this year happens to be by Mariah Carey.

Sanneh does his characteristically elegant job describing the song “We belong together,” the artist’s  return to grace, the state of the music industry, and one or two trends shaping contemporary taste (e.g., the “thug love duet”). The song of summer is expertly contextualized, and the Times manages, for once, to get this right: to take contemporary culture seriously and help us see what it is and why it is…while it still is (active and extant).

The song of summer is a telling cultural institution. I am pretty sure no such thing existed in 12th century France or even 19th century America. And I believe I can say with some confidence that nothing of this kind exists in contemporary North Korea. (Though I understand there is a large and active Kelly Clarkson contingent there.)

Any song of summer is a little miracle of consensus. Somehow we choose, in our mysterious way, that this is the song of summer. And this is no mere popularity contest, a simple designation of “the song we like best.”

No, the song of summer will have many responsibilities heaped upon it. It must be the sound that, on early hearing, manages to communicate the impossible riches of the summer to come, and, by August, it must be the song that is already giving off a “world we have lost” nostalgia. And twenty years hence this song must be capable of allowing today’s 14 year old to recall with archival perfection her favorite blouse, what her sun tan lotion smelled like, and a general “sense impression” of the world that was the summer of 2005.

This is a lot to ask of a tune. But “We Belong Together” is that cultural operator that will make this summer a “culture of the moment” within a larger cultural system that so streams with change and discontinuity that the very idea of consensus and compartment is implausible. (And we think divas are paid too well!)

So I started wondering if there was somewhere in blog land, a post that would capture the power of the song of the moment for someone who was 14. I didn’t quite find anything, but I did find this. It was written yesterday by a teenager in Lubbock, Texas.

Ok so ONCE again…SO many people are demanding another blog…well A person but it still counts. And so i figured i would do a little sumation of the summer. Let’s see i arrived in Lubbock the day after graduation so basically ive been here for eternity and at first i seriously thought i would die from being so bored. Like i havent seen my parents all year or whatever, but really after the first week being here i felt pretty caught up!! I love em and all and im glad i get to see them now..but seriously its been ALL summer.

[…]

but THANKfully ashley came and stayed with me a week! I was so happy!!!! WE had so much fun…so many things happened like everyday. For example, getting trapped in a dimly lit, sketchy (love that word!) hastings parking lot at 12;30 am by this hispanic stalker guy. he completely blocked the exit with his car and I was so close to hitting him. I braked really hard and Ashley and i both look at each other and scram(past of scream). And being the stalker that he is…stares us down like pieces of meat. And finally when I realize i need to reverse (after being so traumatized) he follows us out the other way…tailgaitng us for a mile down the road. My house was only like 2 blocks away but i knew i couldnt go home b/c then he would know where i live!! (those lifetime movies taught me well ;-]) I dont know how but we lost him…WOW what a relief that was the scariest thing ever.

Yes, this girl can write. It is prose straight out of speech, but this is harder than it looks. Let us close this glass-bottom glimpse of someone’s summer and the kind of thing that is going to return from memory with Proust like perfection, when in 2025, our blogger hears “We Belong Together.”

And so just as we are leaving at like 10pm we walk to the car and i see this guy with his hood up..so you know you HAVE to ask if he needs help. And he was like "i could use some plyers" SO i was like plyers…plyers.. I had this roadside kit my grandpa gave me that i never opened. But I proceed to look for the plyers he needs and I reach for what appears to be plyers. I said "OH here they are! But why does these have a rope connected to them???" He said "those are jumper cables."

References

Merey Moo. 2005.  untitled post. BloggyBlogBlog.  Aug. 3 entry.   (tiny editorial changes made)
 
Sanneh, Kelefa. 2005. The Summer Buzz: Cicadas and Mariah Carey. The New York Times. Aug. 4, 2005, here.

Aug
03

Wealth of nations

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WealthHere’s a nice little anthropological/economics puzzle.  Why is it that some nations should be prolific brand creators and others, as Jon Stewart would say, "not so much"?

I refer in particular to the fact that Canada doesn’t appear to have a clue in this regard.  The answer is not size or wealth or education.  Otherwise, there would be no such thing as Nokia.

Of the top brands, 62 are from the US, 38 are from various other countries, and zero are from Canada (the US has eight of the top ten spots). This is the seventh year Interbrand has produced the ranking and the seventh year Canadian brands have been absent.

All speculation is welcome.  I will offer my own in a subsequent post.   A hint: Margaret Atwood.

References

Swystun, Jerry.  2004.  Branding in Canada.  Interbrand/Brandchannel.com here.

Categories : Brand Watch
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Life_aquaticI saw The Life Aquatic Life (TLA) on Sunday.  Afterwards, I looked up the reviews.  Here’s what Roger Ebert made of the film.

My rational mind informs me that this movie doesn’t work. Yet I hear a subversive whisper: Since it does so many other things, does it have to work, too? Can’t it just exist? "Terminal whimsy," I called it on the TV show. Yes, but isn’t that better than half-hearted whimsy, or no whimsy at all? Wes Anderson’s "The Life Aquatic with Steve Zissou" is the damnedest film. I can’t recommend it, but I would not for one second discourage you from seeing it.

Whimsy?  This movie is governed not by whimsy but a sensibility that installed itself in mass culture sometime in the 1990s and remains influential (and under construction) in the present day.

Whimsy is an aesthetic category for cultural artifacts that do not quite conform to, but do not fully violate, the rules of contemporary culture.  Whimsy is licensed departure.  It makes free with cultural conventions in a way we find charming, funny, winsome and sometimes freeing. Whimsy is chaos on a leash,  departure that may not stray.   

The Life Aquatic is several things but it is not whimsical.  TLA is an affectionate investigation of a beloved form, not a play upon it.  To call it whimsey is to  miss the point of the exercise.

This is a serious charge.  Let me make the argument as precisely as I can.

TLA is the kind of filmmaking that can happen when most of your (age specific) audience  understands a good deal of the art and craft of film making.

When the audience is sophisticated in this way, they have a deep affection for genre films.  The documentary genre invested here, the one from Wild, Wild World, Jacques Cousteau and Geographical Societies (national or otherwise)  was particularly well chosen.  It is almost elipsed  in practice but still alive in memory. 

This trebles the shock of recognition.  We know genre.  We know this genre.  We know these executions of the genre.  We are grateful to see the genre again with its charmingly amateur production values, the random color registers, voice-overs that veer between the familiar and authoritative,   scientific exposition that must share the stage,  Oscar and Felix-ish, with seahunt drama, and, not least, the transparent set ups, do overs, and looped dialogued. 

We can’t but relish every appalling second of this undertaking, but we do not patronize it.  This is because we grasp what the genre was trying to accomplish, we feel the pain of its contradictions, we admire the sheer perserverence.  We may laugh at Wild, Wild World until soda issues from our nostrils, but we do not claim superiority.  We know what is happening here, and we respect, even as we find humor in, the undertaking.  Whimsy is for children’s books and tourist advertising, and film critics unaccumstomed to the aquatic life…that is to say, those who suffer moments of cultural, not technical, discontinuity, and find themselves,  suddenly, out of their depth.

There are deeper pleasures.   First, what I like to think of as the good company of bad television, that delicitious sense that we are watching something so fully formed by genre that there are no surprises…except for that one, and that one, and that one.  The better we know the form, the quieter and more treasurable are the surprises.  ("Oh, look, they used a dissolve.")  This is what  connoisseurship looks like in a popular culture. 

Second, genre film making is deeply reassuring when you are pursued by the furies of  skepticism.  There is something about knowing a genre inside out that create the illusion that there must be something real and substantial on which we stand.  How could we observe in this way were it not for a platform?  Naturally, there remains a sneaky voice of skepticism that insists someone finds us as predictable and formulaic as TLA, but as long as there is soda issuing from both nostrils, it doesn’t seem to matter.  This Nietzschean peak-a-boo is a great little game, and possibly the real point of the exercise.  Now you see it, now soda issues from your nose.  This is a much better way of dealing with the furies (call it serial amnesia) than licensed departure because the latter is so darn managed (call it chaos LITE).   

But listen, I do not want to suggest that Wes Anderson’s genius may be reduced to the genre of boarding genres and remembering everyone on board.  The funniest moment of the film for me was the moment that Zizsou is commenting on the a schematic of the ship and refers to the compartment that contains the scientific equipment.  The tone tells us that he has no knowledge of and interest in scientific matters, that he is a tragic figure abandoned (or never taken by) (t)his passion.  He is Hemingway, hold the scribbling.  Pirates?  Perfect!

There are moments when things are played too broadly: as when the crew wears its red toques to a formal event or when the Belafonte’s electrical system keeps shorting out.  But otherwise, this film is about loving observation and the great comforts of recognition.  Whimsey is in fact the death of this kind of film making.  It is too light hearted, too patronizing, much too far away.  Whimsey keeps its distance.  This filmmaking is much more intimate.

But here’s the really odd thing.  The sensibility in question was installed, as I say, in the 1990s, and it was installed largely by the movies of this decade, most of which Mr. Ebert had to have seen.  I mean,  it wasn’t as if he spend the 90s practicing dentistry.  And so you wonder, was this just a bad moment?  When you watch hundreds of films a year, you can be forgiven lots of bad moments.  Or could this be a cultural version of Christensen’s discontinuous innovation, that moment when culture changes but the critic doesn’t. 

Certainly, we could say, "well, Roger is entitled.  He has been the patron saint of a better, more interesting, more capable Hollywood."  And this is true and he is a man who has singled handedly improved contemporary culture.  But I think we also have to note that TLA barely made its budget back, and some of that must be laid at the door of the man who called it whimsy.

post script:

The Internet Movie Database (www.imdb.com) asks website visitors to rate films.   Here are the ratings by age for TLA.  I believe these support the contention that younger viewers are more likely to "get" this film (because they have undergone this fundamental shift in their film-viewing sensibility).  (I don’t know how old Mr. Ebert is.  Fortysomething?)

AGE                  RATING (out of 10)

under 18:          8.1
18-29:                7.5
30-44                 6.9
45+                      6.1

 

Aug
01

touch points and marketing wisdom

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MercedesThe Times recently quizzed a marketing expert on what it takes to build a brand.

The answer, from Kenneth Roberts, was, well, disturbing.

Q. Aside from basic advertising and marketing, what does building a brand entail?

A. What it’s all about is reaching your customer through touch points, or all the points where people interact with a product. You know about Mercedes because you’ve seen the ads. Or you’ve visited the showroom. Or your best friend has one and told you about it. Or maybe you’ve test-driven one. Or maybe you’ve owned one or two or three. There are whole different levels of knowledge. Then there is a range of different experiences – the buying or leasing experience, the ownership experience and the "trying to find a hard-to-find part" experience. All of those shape your perception of Mercedes as a brand.

Q. Who’s doing a really good job of branding these days?

A. Have you flown on Virgin? They do a spectacular job. They’ve constructed an experience for their customers that’s very different from the other airlines. They’ve identified the touch points. The safety video, for example, is a cartoon. When they give you the instructions to take your shoes off going down the slides, everyone in the video looks at this guy wearing cowboy boots. It’s a little hipper, a little funnier than others.

Starbucks is about selling a cup of coffee, but they’re doing a lot more than that. They recognize that. Apple, through the design and online buying experience, also has done a very good job of addressing a whole series of interactions.

By this reckoning, the brand is created out of experiences that occur everywhere the consumer interacts with touch points. The marketer’s job is to figure out and design every touch point so that it creates new and more compelling experiences.  

Hang on. I do not doubt that finely crafted every aspect of the brand is a good and strategic thing to do. I don’t doubt that thinking through every opportunity for interaction is a good and strategic thing to do.

In the name of Philip Kotler, Sydney Levy and all that’s holy in the world of marketing, have we forgotten our fundamentals?  Brands are first and foremost a bundle of meanings. Were it not for these meanings, it would be impossible to talk about brand images, brand personalities, or brand positions.  When we craft brand experiences, we are doing so to communicate brand meanings.  

If branding were really about experiences, we should find all brands driven down a single rodeo chute and confined together in a single pen, with precious little space to show their difference.  All brands, to move the metaphor a little, would aspire to be perky, solicitous, charming and chatty.  The best they could hope for would be, my metametaphor, high school’s consolation prize: great personality!  

In a world dominated by a preoccupation by touchpoints and experience, all brands would be, in Huelsenbeck’s phrase, like cats in the half light of the cathedral, which is to say, virtually indistinguishable.   

Let’s take the example that Roberts addresses: Mercedes.  No amount of touch point management is going to fix this particular branding problem.  As Roberts notes and everyone knows, Mercedes has (or had) a quality problem.  

Meaning managers know how devastating this is. The problem is not just that Mercedes is supposed to be a quality car.  The problem is that quality plays are very particularly role in the Mercedes portfolio of meanings.  

In our culture, there are two reasons that status meanings are treated with some discomfort even by the segments who prize them the most. 

1) Most men see status meanings as dangerous to the claims to “guyness.”  Call this the “Little Lord Fauntleroy” problem. Any male who displays too much concern for status compromises his claim to gender meanings he prizes. The “quality” meaning allows guys to say that they buy the Mercedes because “frankly, I think it’s the best made car on the market.”  The moment Mercedes loses its quality meaning, it’s status meaning becomes an embarrassment.

2) Most people wish to embrace and display their status meanings, but there are certain moments (high school reunions, dinner with inlaws, company pic-nics) when they wish to be seen as “just folks.”  Everyone wants versatile personhood, and the trouble with status, in our culture, is that it forces a trade off: it gives you a social identity with impact but it forces an estrangement with other identities and solidarities.  When the quality message is intact and conspicuous, the consumer may resort to “I buy it for the quality” positioning.  The moment quality is compromised, the trade off is enforced.

The Mercedes brand is a collection of meanings that must be constantly renewed, burnished, balanced, and when necessary rotated.  No amount of touch point management is going to get the job done.  

As everyone knows, this is a perilous time in marketing.  (A friend of mine was recently recalling somewhat wistfully the time not so long ago when you could reach 85% of Americans in a single week by means of the big three TV networks.)  Now that the marketing rule books and the marketing tool kit have changed, this is the time for us to change only what we must. And remember what we know.    

References

Holstein, William J. 2005. Sometimes the Sizzle Can Drown Out the Pitch.  New York Times. July 31, 2005. here.

Levy, Sidney J, and Dennis W. Rook. 1999. Brands, consumers, symbols, & research: Sidney J. Levy on marketing. Thousand Oaks, Calif: Sage Publications.

Kotler, Philip, and Sidney J. Levy. 1969. Broadening the Concept of Marketing. Journal of Marketing: 10-15.

Kotler, Philip and Kevin Lane Keller. 2005.  Principles of Marketing.  12th edition.  New York: Prentice Hall.  

Categories : Marketing Watch
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