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Which clippings match 'USP' keyword pg.1 of 1
26 SEPTEMBER 2013

Holiday Inn Express: ad illustrates split between real/online identities

"Intercontinental Hotels Group (IHG) is launching the first UK television advertisement for Holiday Inn Express to raise awareness of the added value services that differentiate the brand in the crowded mid–priced hotel market."

(Russell Parsons, 9 September 2013, Marketing Week)

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TAGS

2013added value • added value services • brand differentiation • breakfast • business traveller • Centaur Communications Ltd • comparisonconstructed identitiesdigital identity • Holiday Inn Express • hotel • hotel market • Intercontinental Hotels Group (IHG) • leisure industriesliving digital lives • Marketing Week (site) • mid-price market • online and offlineonline and real world identities • pastel shades • Premier Inn • price point • social media identitiessplit-screen • toothbrush • tv adUKUSPWiFi

CONTRIBUTOR

Simon Perkins
29 JUNE 2011

Green USP? Greenwashing and design in the age of ethical consumption

"In the contemporary era of heightened green awareness and 'ethical consumption', major companies have quickly realised that consumers are looking for greener brands, writes Lynne Ciochetto. Design has played a key role in reinventing company profiles with new environmental messages, and designers should question these claims.

As companies have started using green concepts or claims in their advertising, branding and marketing a trend has emerged called 'greenwashing'. 'Greenwashing' refers to marketing is that is misleading, untruthful or creates false impressions (see Fred Pearce's column in the Guardian)."

(Lynne Ciochetto, 24 March 2010)

Fig.1 2010 Toyota Prius "Harmony" TV Commercial

Fig.2 Nick Turner, "BP Exec", from Art Not Oil satirising BP's revamped green corporate identity.

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TAGS

advertising • Art Not Oil • BP • BP Exec • brandingcommodity • company profiles • consumptioncorporate identity • design in the age of ethical consumption • design journaldesign responsibilityemotive manipulation • environmental messages • ethical consumptionethicsEye (magazine) • Fred Pearce • graphic design • green awareness • green claims • green concepts • green corporate identity • greener brands • greenwashing • impression managementLynne CiochettomarketingmisleadingtrendsUSP

CONTRIBUTOR

Simon Perkins
16 MAY 2011

Market research should focus on emotional need states in all consumers rather than focus on segments as if they are stable and mutually exclusive

"The concept of the USP, as seen by the brand manager, is to focus on one main selling benefit of the brand versus those offered by competitors. The strategic thinking which goes into selecting a brand's USP resembles warfare between competitive brands, with imagery maps reflecting the battlefield, and positioning statements as the weapons. But where is the consumer in all of this?

Consumers do not want one characteristic or one USP. Consumers want it all. Why should a consumer have to choose between the longest lasting pain reliever versus the fast acting, or the safest, most gentle, or the cheapest priced? The concept of marketing a USP is not a consumer–centric view. It is not a realistic, relevant reflection of how consumers operate. Furthermore, a USP for a brand is limiting in appeal by the very definition of trying to sell one main benefit to the sub–segment of consumers which most values that one benefit. Consumers want pain relievers to be fast–acting, and safe, and strong, and inexpensive and more.

The consumers' emphasis on one or more of these benefits changes from occasion to occasion, and from mood to mood. Consumers are not stable, nor consistently rational. Although segmentation research allows us to place consumers into distinct groups, and to put a descriptive label on each person, consumers are not fixed with just the characteristics of the one segment. The reality is all consumers have all emotional needs within them. Some elements/associations are stronger and some are weaker, depending on the person and the day. Our emotional desires fluctuate such that what appeals to one person in one week might be less appropriate for the same person the next week. These fluctuations are hard to target because a population of consumers are all in fluctuation. This is why segmentation research can be so frustrating to market researchers when trying to neatly explain brand behaviors. Unique segments do not uniquely buy just one or two uniquely defined brands. And segments are not stable.

Instead, brand managers should be targeting all consumers with the intention of painting their brand with the emotional associations the brand can satiate. Market research should focus on emotional need states in all consumers rather than focus on segments as if they are stable and mutually exclusive. "

(John Hallward, 2007)

2). excerpt from John Hallward (2007). "Gimme! The Human Nature of Successful Marketing", Wiley

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TAGS

appeal • associations • brandbrand behavioursbrand managercharacteristicscommodity • competitive brands • competitorconsumer • consumer-centric view • descriptive labelsemotional desiresemotional needsemotive manipulationgroupshuman nature • John Hallward • market researchers • market segmentationmarketingpositioning statements • satiate • segmentation • segmentation research • selling • strategic thinkingsub-segment • successful marketing • target audience • unique selling point • unique selling proposition • USP

CONTRIBUTOR

Simon Perkins
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