1. Social Marketing Research: How Planning Can Lead to a Successful Communications Program October 20, 2011

3. Today’s Agenda About the Ad Council Overview of strategic planning process Case study – Drunk Driving Prevention Questions

4. Ad Council’s Mission Identify a select number of significant public issues and stimulate action on those issues through communications programs that make a measurable difference in our society

5. Ad Council Campaign Development Process Begin with exploratory research End with evaluation

6. Market Research Goals Planning: Understanding the mindset of your target audience, identifying how to communicate to them and establishing how to best reach them. Evaluation: Assessing the impact and effectiveness of your campaign.

7. Planning

8. Develop a Communications Strategy with a Single-Minded Focus 1.Why are we advertising? 2.Who are we talking to? 3.What is the key insight? 4.What should the advertising say? 5.Why should anyone believe us? (Support) 6.What do we want the target to do as a result of seeing/hearing the advertising? 7.How will we know when we have succeeded?

9. How Can I Find Out What My Target Audience Is Thinking? Exploratory Research 1.Literature review 2.Primary research with the target audience - Focus groups, in-home interviews, ethnographies - Exploratory surveys, quantitative concept testing

10. Case Study: Drunk Driving Prevention

11. Drunk Driving Prevention – The Problem Over 25,000 people were killed in alcohol related car crashes in 1982, highest on record A large percentage of the population thought it was acceptable to drink and drive 37% of adults admitted to drinking before they got behind the wheel Intervention not an acceptable social norm

12. Drunk Driving Prevention – The Solution The acceptability of drinking and driving was so ingrained, decision made to reach out to intervener, versus drunk driver The goal was to create widespread acceptance of intervention The strategy: to convince peers that they must prevent people who have been drinking from driving

13. Evolution of the Message The ’80s Overall Message –It’s not okay to let your friend drive if he’s been drinking Target of the Advertising –The friend who has never before taken a stand against drinking and driving Selling Line –Friends Don’t Let Friends Drive Drunk

14. Evolution of the Message The ’90s Overall Message –Act to prevent loss of innocent life Target of the Advertising –The Intervener Creative Focus –Innocent victims of a drunk driver Selling Line –Friends Don’t Let Friends Drive Drunk

15. Measures of Success: The Societal Norm Has Changed The majority of people think it is no longer acceptable to drink and drive Since launching this campaign in 1983, more than 68% of Americans have tried to prevent someone from driving drunk

16. Drunk Driving Prevention – Early 2000s Unfortunately, in 2000, for the first time in 5 years, alcohol- related deaths increased, especially among young males who were legally impaired – not drunk In 2003, 17,013 people were killed in alcohol-related crashes 40% of total traffic fatalities 14,630 (34%) were at a BAC level of.08 or above 21-34 year olds responsible for nearly 60% of all alcohol- related traffic crashes.

17. A New Direction In response to the increase in alcohol related fatalities among young men, the strategy of targeting the intervener was re-evaluated and a new plan to talk directly to the moderate drinker was developed.

18. Extensive Exploratory Research 3-phase research project was conducted by NTHSA and the Ad Council from 2001 – 2002 Purpose was to identify, profile and provide context for the behavior of potential segmented audiences at high risk for driving impaired Integrates findings of: Existing literature identifying high-risk populations Focus groups with professionals in hospitality and retail industry where alcohol served Segment audience profile using National Consumer Survey of American Consumers Comprehensive analysis of FARS data

19. Potential Audience Segments Were Explored BobRick –Male –Age 26 to 35 –Frequents the same places –Low disposable income –Lower level of education –Limited life experiences and decision set –Drinking is part of his “life routine” –22% of crashes at.10+ BAC –Male –Age 18-29 –Single, without children –Career driven workaholic –Highly competitive –Does not acknowledge limitations –Drinking to unwind, relax –36% of crashes at.10+ BAC We began this exercise by looking at Rick and Bob individually, but…

20. RICK BOB Attitudes, Beliefs, Motivators …what we found was that although they have different demographics and lifestyles- their attitudes, beliefs and motivations are the same.

21. Target Principle Beliefs and Attitudes Invincibility Sensation seeking: Life is no fun without risk Entitled to success Optimistic Work hard to have a good time Like to be in control; resistant to authority

22. Typical Drinking Behavior Alcohol = Fun Drink at bars or home: after work (everyday occurrence), celebration, night out with the guys, pre-partying Pressure to drink, although they don’t admit to it Usually drink more than planned Levels of being drunk- ‘Buzzed’ vs. ‘Drunk’ Intervention usually is attempted only when the driver is ‘flamboyantly drunk’

23. Social Environment Effects On Drinking And Driving Decisions Little to no planning before drinking Judgment about the level of driver/ self impairment is made when impaired Unaware of legal BAC level and how many drinks it takes to achieve it ‘Skilled’ drunk drivers Occasional intoxicated driver vs. Habitual drunk driver The Occasional Intoxicated DriverHabitual Drunk Driver Average person Most people (“Everyone does it.”) The fun guy Uncaring Foolish Alcoholic

24. Entitled to be ‘risk-takers’, even more so because they don’t recognize the risk involved Driving is a by-product of the drinking experience, not a major consideration The motivation to refrain from drinking and driving must come from the men themselves, not from outside influencers or threats of punishment Immune to any drunk driving message because they are aimed at drunk drivers, of which these men are not Target Audience Insights

25. Creative Brief

26. Purpose of Advertising To get people to begin to talk about and recognize the dangers of 'buzzed' driving. And subsequently get people to stop driving buzzed.

27. Who should the advertising talk to? People who drink and drive yet don’t consider themselves to be hazards on the roadways or a drunk driver. Men, aged 18-34 (“Bob” &” Rick”) Well-meaning “average Joes” who don’t mean any harm but continue to drink and drive. Tend to either feel invincible or just unrealistically optimistic about the control they have over their lives.

28. Key Insights Anti-Drunk Driving messages have been ineffective in changing the behavior of our target because, in their minds, the messages are directed at ‘drunk’ drivers Since they do not consider themselves to be ‘drunk’ drivers, they do not relate to current messaging and have found ways to deflect well- meaning interveners

29. What Should the Advertising Say? Buzzed Driving is Drunk Driving

30. Why Should Anyone Believe Us? Because from the moment you begin to drink, your judgment becomes increasingly impaired. The longer you drink, the more your decision-making skills get worse, even though you don’t feel it.

31. What Do We Want the Target to Think/Do? Realize that their very own behavior – driving “buzzed” (after drinking a few) – is dangerous

32. Print PSAs

33. TV PSAs

34. Radio PSAs

35. How Will We Know When We Have Succeeded? Framework for Campaign Evaluation PSA placement & PR Exposure Seen or Heard the PSAs Campaign Website Analytics & Social Media Presence Exposure Recognition EngagementImpact Change in attitudes and behaviors related to drinking and driving Long term: Reduced number of deaths due to alcohol related crashes

36. Key Results Over $335 million in donated media from the 2005 campaign launch through the first quarter of 2011 Among the core target of men ages 21-35, 56% are familiar with the Buzzed Driving campaign. 47% of men ages 21-35 say that rather than drive buzzed, they “will always get a ride from a friend, get a taxi, or use public transportation,” up from 38% in 2005 Every January for the past five years—immediately following the December holiday period—an increasing number of men ages 21-35 report that within the past month they have refrained from driving after drinking, from 17% in 2006 to 25% in 2011. Since 2005, the number of people who have died in a highway crash involving an alcohol-impaired driver has decreased steadily each year, from about 13,500 in 2005 to just under 11,000 in 2009.

37. Questions