We marketing people have a dreadful habit of taking the obvious and making it incomprehensible. So today I would like to go against the grain and take the obvious and make it more obvious. If you are someone who has to make decisions about how to spend marketing dollars, here are some principles I believe in for simplifying and clarifying your thinking. The first thing we have to understand about marketing communication is that there are no absolutes. There are just likelihoods and probabilities. When making communication decisions, our job is to assess likelihoods and probabilities. In other words, precision guessing . We need to reckon which of the many alternatives we are faced with has the highest probability of producing the result we are looking for with the budget we have. A second principle is to understand the limits of what we do. We don't have as much power to create business greatness as we think we do. There are too many important aspects of business success that a...
This post is adapted from my book " BadMen: How Advertising Went From A Minor Annoyance To A Major Menace. " Advertising used to be concerned with imparting information. Today it is concerned with collecting information. Online advertising, the predominant form of marketing communication, is largely reliant on "tracking" to accomplish this. Tracking is just a pleasanter word for surveillance. Our web browsers, our search engines, and the sites we visit use invisible software to keep track of everything we do and everywhere we go on line. Our emails and texts are read and archived by the providers we use. All this information is collected, stored, and sold to third parties. Usually without our knowledge or consent. It has proven to be easily accessible to hackers, foreign governments, and other malefactors. The preposterous rationale for all this abuse of our privacy is that it helps marketers provide us with more relevant advertising. As if the citizens of the world...
There are two types of lies. Lies of commission (when you say something that isn't true) and lies of omission (when you neglect to say something that is true.) The marketing industry is guilty of 10 years of lying by omission. I am specifically speaking about the events at which the marketing industry comes together -- our conferences. These are the occasions when the industry "gathers" and "networks" and "shares" all the dumb shit that we happen to be obsessed with at the moment. It seems that there is a new marketing conference every half-hour to solemnly explore whatever the marketing fad-of-the-month happens to be. The trade press, finding it ever harder to make a buck publishing, has jumped head-first into the conference business with a never-ending stream of "insider summits." The problem with these conferences is that while they pretend to be educational, they usually have a hidden motive that is antithetical to truth-telling. In fact,...
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