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Reaching the youth market


by kerryn le cordeur on 12 June 2009

Teenagers of today were born in a technology- and media-saturated world. If one looks at events taking place during 1991, the year in which current 18-year-olds were born, they include the introduction of the first web browser and the Super Nintendo System; the release of Sonic the Hedgehog for the Sega Genesis, and Nirvana’s “Smells Like Teen Spirit”; and cultural icons such as Britney Spears (in Star Search), and Bryan Adams’ “Everything I Do (I Do It For You)” first appeared in the media spotlight. Today’s teens do not know a pre-digital era.

A prominent question in the marketing industry is how best to reach this market, which differs from other markets in the way it responds to media messages and the way in which it interacts with media platforms. Probably more than print, teens respond to digital media such as TV, the internet and social media. What is important is to understand how to use these channels to catch their attention effectively.

A study by MTV Networks International (MTVNI) looked at youth (12-24-year-olds) attitudes towards digital technology and media consumption, and provided new insight into their relationships with brands and purchase decisions.

ImageAccording to the study, the web is playing an increasing role in influencing young people’s decisions. However, TV is still the most effective medium to reach youth, with one in four young people claiming to first hear of or see brands or products through TV commercials, and six in 10 claiming that TV advertising plays a role in their brand decisions. For youth, a brand appearing on TV has high status and an image of quality.

TV also functions to direct youth online, with both mediums contributing to the pathway to purchase. It seems TV and online media are becoming increasingly interrelated. Brand image matters most on TV, while information and validation matter more online.

The study showed that the online world is playing a bigger role in the brand decision process, with nearly three quarters of respondents agreeing that the internet makes choosing a brand easier, while blogs; review sites; and social networking sites are increasingly important in affecting brand decisions as the majority of young people now research all purchases before buying anything, and deem quality; history; and trust as the most important attributes a brand can possess. This highlights the importance of online reputation management and the need to engage in comprehensive 360 degree campaigns.

ImageIn a story on YPulse, the necessity of understanding social media is once again discussed. This is because, according to the Center for Media Research, 74 percent of 18 to 34-year-olds have a Facebook or MySpace account, and 8 percent use Twitter. Generation Y is accustomed to social media as a way of life, using it for social networking and self-marketing. Members of this generation also become brand ambassadors, by publicly displaying their brand loyalties, and discussing brands within their online social networks that have a much larger reach than their offline counterparts.

With the constant focus on social media and the obvious pull it has on Generation Y, the immediate reaction of brands is to take part in social media themselves. However, in a study conducted by Fuse and the University of Masachusetts, it was found that social media advertising ranks as one of the lowest preferred platforms amongst youth, most likely because brands misuse social networks due to a misunderstanding of their function within Generation Y. This could be one of the reasons for TV remaining the most effective medium to reach youth – because brands understand how to make use of its functions.

In order to use social media to effectively reach the youth market, it is worth considering the following: take the time to learn the platform, identify your core audience, and think about how to communicate authentically with them; strive to maintain legitimacy – remain true to your brand identity; create and maintain a meaningful conversation with your consumer; and know when not to use social media – ensure that you only use it when it makes a positive impact on your brand, and if it is not, then turn to other means of marketing, such as television.

Social media networking can be a great marketing tool when used effectively, and should be utilised to reach the youth market when it is pertinent to do so. However, as found in the above-mentioned studies, TV still remains an effective marketing medium and should not be overlooked as an important means for reaching Generation Y, especially in cases where the knowledge of social media for marketing is lacking.




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