This presentation highlights Social Norms strategy and its effectiveness with young adults. ATTACK Toolkit (www.ATTACKtobacco.org) is a free resource for anti-smoking advocates and professionals who work with young adults.
6. POLL
How much do you know about
“social norms marketing”?
1. Zippo, Zilch, Nothing
2. A little, heard of it. Never ran a campaign.
3. A moderate amount.
4. I could write a book!
7. There are 3 types of marketing
• 1. Product or Consumer Marketing
– Sells Products or Services
• 2. Social Marketing
– Changes behavior to increase social
good
• 3. Social Norms Marketing
– Changes behavior by telling the truth
about what’s normal.
8. Marketing
A science ‐based on research
findings
Consumer Focused
Product Social
Marketing Marketing
GOAL: Sell Products GOAL: Behavior
or services change
Social Norms
Marketing (SNM)
Goal: Promote healthy
social norms
9.
10. Why does marketing work?
Because Marketers know who their target
audience is and they LISTEN to them.
Be consumer focused!
11. Creates an association between:
your product
and
= something people want
a competitor's product
= and
something people
don’t want
15. Why use Social Norms Marketing?
• Need to reach a large number of people.
• Limited $$$ and time.
• BECAUSE IT WORKS!
• You need to understand the approach…
but it’s worth the effort.
Social Justice: Young people should make
decisions based on TRUTH not
misperception
16. POLL
Perception Question
How many cups of coffee do you
think most people drink per day?
1. None
2. One
3. Two
4. Three
5. Four
6. Five or more
17. POLL
Real Behavior Question
How many cups of coffee do you
drink per day?
1. None
2. One
3. Two
4. Three
5. Four
6. Five or more
18. Research by Wes Perkins & Alan Berkowitz:
Misperceptions about norms.
PERCEPTION
GAP
REALITY
19. People tend to
under-estimate health
&
over-estimate un-health.
20. The 3 D’s of tobacco prevention
• DEGLAMORIZE
• DELEGITIMIZE
• DENORMALIZE
27. Social Norms Campaigns are
different!
• For “how to” guides check out
–www.socialnorms.org
• FIRST you need
• BASELINE PERCEPTION AND
BEHAVIOR DATA
• SECOND look in your data for…
• A “Gap” between perception and reality
• A “Norm” has to be over 51 percent
28. My Start:
• Tobacco &
The dreaded
dissertation
My title for it:
• “They’re just
stupid posters,
but they seem to work!
33. Benefits to
Social Norms marketing
FIRST
Low
hanging Normalize NON-smoking
fruit
Be positive
Promotes demand Supports
& for Cessation smoke-free policy
welcoming Services change
39. POLL
Which has more cancer causing
chemicals?
1. Cigarette smoke (filtered through cellulose)
2. Hookah smoke (filtered through water)
3. Both are tobacco smoke… so about the
same
41. Hookah Materials
Maassel or mu’essel
(assal means honey in Arabic)
Moist paste like mixture with 30%
crude cut tobacco
Fermented with approximately 70%
honey, molasses and pulp of different
fruits.
42. Toxin Content of smoke
(single hookah session compared to a single cigarette)
Chemical HOOKAH CIGARETTE COMPARISON
“Tar” 802mg 22.3 mg 36 times the
tar
Nicotine 2.96 mg 1.74 mg 1.7 times the
nicotine
Carbon 145 mg 17.3 mg 8.4 times the
Monoxide carbon
monoxide
47. ATTACK Toolkit Project
www.ATTACKtobacco.net
Alex Tyannikov – Project Manager
atyannikov@sacbreathe.org
916-444-5900 x206
Kimberly Bankston-Lee – Senior Project Director
klee@sacbreathe.org
916-444-5900 x211
Breathe California of Sacramento-Emigrant Trails
Sacramento, CA
www.SacBreathe.org
www.ATTACKtobacco.net
Notes de l'éditeur
Hello Introduction Brother story “who smokes these days?” If we don’t spend time around the people who smoke it is possible to think that barely anyone smokes!
All marketing creates an association. The product is either equated with something the target population wants , in this example sex, (I call this a positive association) or a competitors product is associated with something the target doesn’t want (I refer to this as a negative association). I will ask the audience if they can give me examples of what the equation would look like if a marketer were selling sneakers to youth versus senior citizens. I will sometimes ask if anyone can think of an example of the negative association. Most can’t really. I bring up that political campaigns do it often but for the most part, product marketers spend most of their time telling their audience how great their lives will be if they by the marketed product and don’t waste their time giving attention to someone else’s product because any press is good press. I also explain here that the way marketing works is to use images to create a desirable feeling and images in the target audience. Like the Pavlov’s dog experiment, the audience starts to equate the funny, sexy, hopeful, relaxed, etc. feelings they experience from the ad with the product logo. Later when they go to the store to shop, they see the logo and their subconscious automatically and largely inperceptively restimulates those feelings.
On this ad I acknowledge how most everyone has probably seen the Marlboro man before. He’s timeless. I ask the audience if they can figure out how the marketing equation works in this ad. On the left of the equals sign is the Marlboro brand but what’s on the right? Some answers I usually supply are: rugged independence, manly strength, no limits. I also draw their attention to the figure in the back and point out that as the Marlboro man has evolved over the years, marketers have given him a friend. Focus groups found that he looked rugged and independent but lonely, so they gave him a friend but didn’t make that friend too obvious so as not to take away from the independence. I also ask participants who they think the target audience is for this ad.