Television advertising Publisuisse is challenging publishers. With a study and vague advertising messages. When the Swiss Press Association meets in St. Moritz this week, the atmosphere is likely to be tense right from the start. This is because the current study by Publisuisse, "Brand value and advertising behavior: An intermedia advertising impact study" (Werbewoche Online reported on the study on 7.9.06), is causing a stir. The reason: Publisuisse claims to have scientifically proven that TV advertising is more effective than print and poster advertising. You don't need to have studied journalism to understand that the study is causing red faces among publishers. After all, in view of the merciless battle for advertising revenue, a study like this can ultimately mean a lot of money. It all began on July 3, 2006, when Publisuisse first announced to the public that it had now been scientifically proven that TV advertising was significantly more effective than print and poster advertising. For the Swiss Press Association, this sounded "very puffery". The association responded on August 22 with a letter to Publisuisse Director Martin Schneider. In the letter, Managing Director Daniel Kaczynski accuses Schneider of Publisuisse advertising a study that could not be critically reviewed due to a lack of information and that the advertising messages (e.g. in the trade press) were without foundation. Conclusion: Publisuisse's approach was unfair.
Diverging opinionsTwo weeks later, last Wednesday, Publisuisse hosted a press conference at the Hotel Savoy in Zurich. In addition to the representatives of the local media agencies, Head of Marketing Toni Vetterli from the Swiss Press Association and the delegates from the publishing houses listened attentively to the authors of the study. Publisuisse's message: "TV advertising has the strongest impact. The highest possible proportion of TV in the mix works best. Ongoing TV investments strengthen brand vitality."
This time, however, Publisuisse went into detail, presenting colorful statistics, providing an insight into the complicated study design and answering a few critical questions. The reactions were limited, and for the majority, the study presented sounded plausible.
Professor Klaus Neusser from the University of Bern, the scientific authority behind the study, referred to the robust figures and explained clearly that the study was not simply pulled by the hair. From here on, the layman would classify the study as true and absolute. Because although this study cannot answer everything, for example to what extent television advertising has an influence on a brand's sales, there are basically no weaknesses. All in all, Publisuisse has presented an interesting study.
The Swiss Press Association and print publishers take a different view. They are scrutinizing the study. As they now have access to the study design, Tamedia, for example, hired specialists from Germany to put the study through its paces.
For publishers, the slogan "Now it's scientifically proven", which Publisuisse has been using to advertise since July of this year, is a thorn in their side. For them, Publisuisse's advertising message sounds more like an incorrect marketing slogan. For the Swiss Press Association and the publishers, it is still too early to speak of definitive proof. "Especially in the field of advertising effectiveness research, the approaches and methods of the studies are very controversial, so that the claim of "scientific proof" seems somewhat daring," writes Daniel Kaczynski in the letter to Publisuisse Director Martin Schneider.
A question of the media mixProfessor Klaus Neusser is, however, convinced of his work and the "scientific proof": "I do believe that the print people don't think the study is that great. But I approached the work with an open mind and the results stand out clearly." Neusser also explicitly states that the media mix is crucial: "A one hundred percent TV focus is not the best solution in many cases." The still-quiet critics see it the same way. However, they do not consider the way in which Publisuisse advertises the study to be correct.
Maja Traber, Head of Marketing Service at Publisuisse, rejects the accusation that Publisuisse was only looking for a connection between brand evaluation and TV advertising. This is because the study focused on analyzing the statistical correlation between the media mix and brand value. Traber: "We were very critical ourselves and were surprised at what the data showed. We wanted to show the added value of TV. But we succeeded in doing so in a critical way."
And what happens next? This week, the members of the Swiss Press Association are meeting in St. Moritz to discuss the next steps. Toni Vetterli: "At the management committee meeting of the Advertising Market Department, the methodology and the conclusions drawn from the study will certainly be discussed and, if necessary, a decision will be made on how to proceed."
And Tamedia wants to be ready in two weeks' time to discuss with Publisuisse on an equal footing.
Even if the Publisuisse study will not turn companies' advertising strategies upside down, one thing is once again clear: the battle for advertising money is in full swing.
Christian Lüscher