You guys suck! The dos and don'ts of comparative advertising

The fast-food industry is waging a chicken sandwich war. Bud Light and Coors Light are embroiled in “corngate.” And Kind and Cliff keep trading shots in a snack-bar skirmish over whose ingredients are healthier. These are among the many brand battles raging in what has become a feisty, attack-ridden marketing environment. While comparative advertising is a tried-and-true tactic, more brands are going at each other’s throats in an attempt to stand out in the increasingly cluttered media environment. Tim Calkins, a marketing professor at Northwestern University’s Kellogg School of Management, suggests marketers are merely part of a larger cultural shift toward more aggressive behavior, including in the political arena. “Our country has become so polarized and so harsh,” he says, which also “affects how brands market themselves.” Whether the marketing attacks are effective has a lot to do with how they are handled. “Consumers say they don’t like comparative or negative ads, but nevertheless they do work,” says Kit Yarrow, a consumer psychologist who studies younger generations. “Generally, the percentage of people who are turned off by a comparative ad is about equal to the percentage who are positively influenced. There are so many caveats, though.” Below, the do’s and don’ts of comparative advertising: Be careful when punching down Traditionally, comparison ads work best when the little guy goes after the big guy. Remember the Pepsi Challenge? Or Apple’s classic Mac... Continue reading at 'Advertising Age'

[ Advertising Age | 2019-09-10 07:00:00 UTC ]

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