Archive for August, 2005

Aug
23

the real integrated marketing

Posted by: grant | Comments (5)

A nice observation in the NYT today:

[E] xpanding [student] expertise beyond computer programming is crucial to future job security as advances in the Internet and low-cost computers make it easier to shift some technology jobs to nations with well-educated engineers and lower wages, like India and China.

"If you have only technical knowledge, you are vulnerable," said Thomas W. Malone, a professor at the Sloan School of Management at Massachusetts Institute of Technology and the author of "The Future of Work" (Harvard Business School Press, 2004). "But if you can combine business or scientific knowledge with technical savvy, there are a lot of opportunities. And it’s a lot harder to move that kind of work offshore."

This suggests that the first world advantage will not come from being a knowledge worker and the isolated creation of intellectual capital.  It will come from the ability to see how technical knowledge integrates with a fuller  range of marketing intelligence. 

Western cultures have done very well by constructing knowledge silos and making management the cat walk that sees to their integration.  The development of which Malone speaks suggests that the wealth of nations may also come building into the individual a fuller appreciation of the ultimate uses and markets for which any particular act of innovation is destined. 

This is another way of saying that marketing, with a little application, might still be the hero of the piece, the wheel house on which the wealth of Western nations, er, turns. 

References

Lohr, Steve.  2005.  A Techie, Absolutely, and More.  New York Times.  August 23, 2005. here.

(filed from Philadelphia)

Categories : Marketing Watch
Comments (5)
Aug
22

DIY religion

Posted by: grant | Comments (10)

Pope

Yesterday, the Pope warned against "DIY" religion. The BBC represented it this way:

The Pope told the crowds there were dangers in people finding their own religious routes.

"If it is pushed too far, religion becomes almost a consumer product," he said.

 "People choose what they like, and some are even able to make a profit from it.

 "But religion constructed on a ‘do-it-yourself’ basis cannot ultimately help us," he said.

"Help people to discover the true star which points out the way to us: Jesus Christ."

I understand that in matters of religious belief and doctrine, the correct interpretation is whatever authorities say it is. There is no such thing as a sensible or strategic approach. Religious leaders are obliged to represent the will of God as this has been revealed to them. 

Still, the Catholic Church has from time to time done the strategic thing rather than the orthodox one. Keith Thomas documented one historical moment of this accommodation and the adjustments were extraordinary and thoroughgoing. 

Ironically, the Pope has put his finger not just on any feature of contemporary culture when he objects to “DIY religion.” No, he has managed, no doubt in his wisdom, to identify what is perhaps the single most important feature of contemporary religiosity. 

It’s a pity then that he insists on using this particular language. To use "DYI" makes religious belief sound like a home improvement project, regrouting the bathroom, say, or building a new deck out back. (And the Pope would diminish still further by attributing a profit motive.) But it is wrong to think of the DYI aspect of our culture as self indulgent, giddily wrong headed or opportunistic. This is to miss the anthropological point, and to underestimate how formidable is DYI as a competitor for even faithful hearts and minds. 

How much better it would have been if the Pope has used a term like “chosen religiosity.” In our culture, the act of commitment (to marriage, to identity, to commitment of many kinds) almost always now begins with an act of choice. We are a culture that has moved from assignment to choice in virtually all the dimensions of personal belief. Certainly, there was a time when people were Democrats because, and so to honor the fact that, their parents were. But now this idea is unthinkable. People choose. It’s not doctrine that is obligatory. It’s choice that is. This is what it is to be a culture devoted to individualism. More simply, every one of us is more or less entirely DIY.

I understand that choice is precisely what the Reformation was for, and that the Protestant churches may be seen as so many deliberate variations on how much freedom of choice the individual may exercise. But there must be a way of making room for choice within approved options, say. Or, declaring some things open to choice (yes, “indifferent”) as long as the fundamentals are honored. The alternative is to insist that the Church knows better than the individual even when the individual is prepared, accustomed, and in many cases obliged to decide for themselves. 

References

Anon. 2005. Pope warns against ‘DIY’ religion.  BBC. here.

Thomas, Keith. 1971. Religion and the Decline of Magic. New York: Penguin. 

Aug
19

Story time 6: synaptic marketing

Posted by: grant | Comments (8)

Coke_1

In blogland, we talk a lot about the role of spontaneity and creativity in making the corporation more responsive and innovative.   

But there is another, simpler use of spontaneity and creativity: good old fashioned survival. 

Sometimes, the client needs an answer from you right now. You can’t say, “I’m not prepared, can I have a couple of hours?” They will say, “sure,” but you know and they know that you will never eat lunch in their corporate cafeteria again. You are over. Done for. Now there is no substitute for problem solving in real time.

Sometimes, management believes erroneously that you were tasked with something…and they want to hear about it right now. It’s no good whining “Hey, no one told me about this.” This will only make your immediate client look bad. You have to come up with an answer. Now. 

In the very worst case, you are asked to address a topic that you WERE charged with investigating, but somehow managed to forget. “Oh, that’s right,” shouts a voice in your head, “I remember now.”

Ok, time for the theatre of gravitas, the dumb show of competence. You must look solemnly at the table, appearing to collect thoughts you are in fact creating, and start talking. Sometimes things go well, and the words and the thoughts fall nicely into place. Sometimes, you find yourself performing a well known one-act play from the theatre of humiliation. In quick succession, you will break into flop sweat, sputter and lose altitude, and spin wildly out of control. You will deploy every rhetorical device at your disposal, fighting for time, hoping that something will come to you. But all these chutes will fail to deploy and it becomes clear eventually that time is, as they say, up. If someone in the room has a sense of humor (and of cruelty), they will say, “thank you, I think we all found that particularly illuminating.” You will laugh about it afterwards. 

Answers, good ones, can be assembled in real time and some people just have a gift for this sort of thing. Robert McNamara stood up once in prep school with a blank piece of paper to "read" the essay he was inventing as he spoke. Hargurchet Bhabra, a friend of mine in Toronto, and now deceased, once gave 8 perfect minutes at a dinner party on the topic of meat loaf. It sounded like he was reading an entry from an encyclopedia of the culinary arts. Dean Clark of the Harvard Business School prided himself with being bullet proof under scrutiny, and he could indeed produce flawless answers in real time. Perhaps the smoothest operator of the academic version of this con is, I think, Marjorie Garber. I once heard her give answers to about a dozen questions, each of them more exquisitely formed than the last. I remember thinking it was a too bad her prose did not have the clarity and precision of these impromptu performances. 

But this is Friday and therefore story time, so I am obliged to report some moment on intellectual improv of my own. Last Friday, we talked about a moment in which Sergio Zyman created an improv moment inside the headquarters of the Coca-Cola headquarters in Atlanta. And today, Mr. Zyman, then senior VP in charge of marketing, returns as the subject of the narrative.

Our story opens with Mr. Zyman sitting in this boardroom at the head of long imposing table. (One of the most gifted readers of This Blog Sits At has pointed out that story time gives the impression that my consulting puts me in exalted company. [I will use his name if he gives me clearance to do so.] In fact, I am only occasionally so situated. Just so that’s clear.) 

There were eight people sitting at the table. At the far end of the table sat four guys who were so perfectly dressed and so damn handsome that it looked like they were hold a convention of high school quarterbacks. Closer to the Zyman end of the table sat four more people, including me, all of us rather less presentable, not quite ragamuffins but not quite quarterbacks. 

Our foursome was lead by Nick Hahn, and we had come to tell Zyman about project we had undertaken and wished to follow through. Things were going slowly. It was clear that the quarterbacks were restive, perhaps jealous of our access. Mr. Zyman was himself skeptical. It was time to call on our powers of spontaneity and win for ourselves and the project a little momentum. 

And the improv came as a gift. Mr. Zyman had opened with remarks about recent developments in marketing. I think he was complaining about the phenomenon of “virtual consumption.” This is where consumers declare that the love the advertising but then fail to go out and buy the product. Conversation meandered forward. It was about time to wrap the pleasantries up. 

Then it happened. Our fourth make a comment. Our third picked it up. Nick supplied the “set.” And happily, it was left to me to spike it home. (Sometimes, you get lucky.) As the thought moved through our foursome, it seemed both to speed up andto  clarify. In fact, it seemed to pass with synaptic speed between us, as if one idea were rushing from head to head in an effort to discover itself. Best of all, it was a brilliant piece of sycophancy. It began where we were and ended up where Mr. Zyman was.  

There was a stunned silence. One of the quarterbacks was actually staring at us with his mouth open. We were blinking with astonishment. After a pause, Mr. Zyman looked down the table and said to the quarterbacks, “well, I hope at least you are taking notes.” 

It wasn’t fair. I haven’t ever seen an idea move this fast. That the quarterbacks were not moving at this pace was surely not their fault. It was as if Mr. Zyman had two choices: to express a little astonishment of his own, or to make someone pay. He chose the latter because his management style is (or at least was) a matter of setting bar high and seeing how could rise to the occasion. In remarks on last Friday’s post, several people took him to task for a judgmental managerial style. I see the point begin made. It is consistent with my first instincts. 

But I have come to respect a style that is a little less forgiving. After all, we don’t “do business” to become one another friends. Mr. Zyman has what is sometimes called a fiduciary responsibility.

 Ok, I must leave the rest to you. I am now back in CT, having been on the road for two weeks.  I leave on Sunday for another of couple of weeks away.  I just can’t finish this post. I promise to come back to it.  Yeah, right, sure I will. 

Categories : Creativity Watch
Comments (8)
Aug
18

Looking for that Northwest(ern) passage

Posted by: grant | Comments (5)

Men_and_clock

I spend the day at Northwestern, giving a paper to the Marketing department. I was talking about reading trends. I have worked up a new model for doing this, borrowing heavily from Complexity theory and the work of Stuart Kauffman at the Santa Fe Institute.   

I blew by one opening slide called “trends trending upward.” The point of this slide is to note in passing, and much too summarily, that the dynamism of consumer taste and preference appears to be growing.  

Here’s the slide as I presented it.  

1. trend sensitivity is up: Russian glasses

2. more trends at work: end of big slow breakers

3. producing stations more numerous (NY, LA, London, Paris to Atlanta & Iceland)

4. end of mass society: fragmentation of taste

5. trends penetrating new sectors: paint at the hardware store

6. trends peak faster

7. so far the corporation plays catch up

8. what happens when corporations become fully engaged?

Most of these are pretty transparent. The “Russian glasses” notion come from the experience of a friend of mine who examined the possibility of selling prescription glasses in the 2nd and 3rd world, only to discover that Russian visitors are really quite well informed about that fashions in glasses. We used to be able to take advantage of a “back water” effect.  That’s gone.

Point two was about the old days when we had plenty of time to spot new trends and to watch them roll through the marketplace. Now it is closer to a perfect storm, with several trends colliding with sometimes unpredictable results.

Point three noted the problem of how many centers can now participate in cultural innovation. At one time it was enough to keep an eye on NY, LA, London and Paris because innovators else would find themselves shut out by the gatekeepers. Now we know that innovators can happen even in Iceland.  This means we must monitor more widely and the changes that we will miss something (and suffer the blind side hit) have gone up.  

Point four is clear enough, as is point five.   A good way to make point five, I find, is to note that trends have penetrating even that bastion of function and pragmatism, the hardware store.  Our great grandfathers would be astonished to find that paint colors in hardware stores now change routinely.

Point six says simply that trends move more quickly. And this is just about the only reason I think to feel good about the amount of money we pay our cultural icons.  Their moment upon the stage of celebrity can be very brief indeed.

Points seven and eight suggests that as it stands the corporate world is usually playing a game of catch up, often hanging onto trends by their fingernails.  This won’t last long. In the next decade we will see corporations solve the trend watch as they have solved every other problem.  And once this happens, our dynamism will be redoubled. Once corporations are full participants in the trend game, we will set off in a cultural adventure that will be pretty darn astonishing.

This is another way of saying that as people like me create models to track and predict change, the corporation will get better at creating this change.  And then the model building will have to begin again. 

References

McCracken, Grant.  In Press: 2006.  Flock and Flow: tracking consumer taste and preference in a dynamic marketplace.  Bloomington: Indiana University Press.

Owens

In the WSJ today, Max Boot gives us a writing lesson.

Step 1: choose a question that people find compelling

Mr. Boot’s question: "Why is Terrell Owens such a jerk?"  (For those just returned from the exploration of deep space, Terrell Owens is a wide- receiver for the Philadelphia Eagles. He is famous for being uncooperative with coaches, hostile to fellow players, and one of the greatest football players ever to walk this earth. His training camp has been the great preoccupation of ESPN for some time now.)

Step 2: Ask, in this case, whether Owens’ bad behavior in training camp is an idiosyncratic matter or a reflection of something more structural.

If it’s “idiosyncractic,” search for another topic. But if it’s “structural,” go to step 3.

Mr. Boot decides it’s structural on the grounds that other wide receivers (Randy Moss and Keyshawn Johnson) sometimes act as Mr. Owens does.

 Step 3:  Ask yourself whether there is anything about the position of wide receiver that might provoke Terrell Owens’s bad behavior. Mr. Boot obliges us:

Wide receivers are far removed – literally — from the rest of the team: They line up close to the sidelines. While the other players battle in the trenches, the wide-outs do their own thing, dashing around the field accompanied only by a defensive back or two. They aren’t part of the action unless they get thrown the ball, so many of them spend an inordinate amount of time lobbying their own coaches and quarterbacks to get the pigskin into their paws. In short, they have a built-in incentive to be loudmouths. And whereas other players know they’ll be ruthlessly punished by the opposing team for acting up, wide-outs can usually stay safe by running out of bounds or flopping to the turf prior to a hit.

Step 4: Ask an anthropologist if there is anything he would add. He obliges us with two additional explanations.

1) Wide receivers are often the best athletes on the field. They routinely accomplish something that is almost unthinkably difficult. They travel 50 yards at Olympic-class speeds, leap in the air to NBA-class heights, and while falling backwards, first touch and then, while hyper-extended and dragging two defensive backs, catch something that isn’t much larger than a hamster, traveling about 60 miles an hour, thrown by a lesser athlete who just happens to be running for his life at the point of origin and moment of launch.

2) Wide receivers are routinely subjected to blind side hits when hyper extended. This means the best athlete on the field is exposed to collisions when most exposed and least prepared. The best athlete, mind you: most exposed to injury when least prepared for injury. I can’t help thinking that this would make me grumpy too. (Happily, anthropology is fairly low contact.)

Step 5:  Wait  for the congratulations to roll in

Here’s some now: Well done, Mr. Box. This is an important contribution to public discourse and a fresh and intelligent take on the single biggest story to emerge from training camp.  It penetrates all that who-does-this-guy-think-he-is, sometimes racist scorn that has descended on Mr. Owens.  In a second, ESPN condemnation burns away and for one very brief second we can imagine what it’s like to be Terrell Owens. I say, well done, Mr. Boot. If you weren’t writing for the Wall Street Journal, you’d make a damn fine blogger.

References

Boot, Max. 2005. In Bad Company: Why Terrell Owens Isn’t the Only Wide Receiver Who’s Not a Team Player.  Wall Street Journal. August 17, 2005.

Categories : Media Watch
Comments (7)
Aug
16

Living in the light of Hollywood

Posted by: grant | Comments (5)

Hollywood

I was in Santa Monica last week doing ethnographic work for a client. In the course of an interview, one of my respondents said, “it’s all about attitude.”

He was commenting on suits. I was wearing one. He was not. He was telling me Californians don’t need suits to make an impression. They wear attitude.

CA has a symbolic economy very different from CT. (Break out the Pulitzers! Anthropologist reports breakthrough finding: CT and CA not the same!)

One of the important differences is that there is a very well marked elite in this system. At the top of the hierarchy sits anyone who is “recognizable.” This category sorts very finely, from the extraordinarily famous (Brad Pitt) to a face you remember from TV (“wasn’t he on that X-Files episode, the one where…”). In this world, merely having a face that has been seen before puts you in a special club and the first category…even if it leaves you a long, long way from Brad Pitt.

The second category is made up of people who might well be a very big sneeze in the larger scheme of things. They could be producers, power brokers, star makers, even. This group needs to let you know that they may not be recognizable, but that doesn’t mean they are obscure. Yes, sometimes membership is declared by an “S” class Mercedes but the rest of the time it is attitude that sends the message that this is someone to be reckoned with.

The third category is made up of people who are not players in the game. They are ordinary people with no status card to play. The good news? We, the witless bystander, don’t know that. The trick here is to summon enough attitude to create a shadow of a doubt.  We should look upon them and say, “wow, this guy must really be something.  He carries himself like Napoleon.”

The fourth category is people who cannot sell the lie. These are people working in restaurants or Starbucks.  There is no shadow of a doubt. This person is not famous and they are not powerful. Some of these people cultivate the anti-attitude. They cultivate pure self possession. They carry themselves with that air that says, “I don’t need your admiration, I have my own.”  Now, some part of us knows that these people would trade this self possession for even a little stardom without a second thought.  But we are nevertheless impressed. To be this close to the Hollywood game and to summon a counterweight celebrity, a self constructed stardom, this is not easy.  Some part of us is impressed by the sheer acting talent on display and we are likely to mutter, “this kid should be in pictures.”

The fifth category is people who want you to know that they despise the star system and the hierarchy it creates.  How do they do this?  You guessed it.  Attitude!  They use attitude to say that they don’t care about Hollywood or stardom, that they are glad that they are not famous, glad, get it, glad! Now attitude sends a new message altogether: f*ck you, buddy.  I’m a Goth and in that world, I’m a God.” 

Hmm, let’s review. It is all about attitude. 

Get Adobe Flash playerPlugin by wpburn.com wordpress themes