Commentary on the economy, the markets, and business

We interrupt Crisis Watch 2008 to bring you this important message

If I may so bold as to post on a topic other than financial meltdown, I would like to take a moment to respond to a question about TV advertising. Well, not a question as much as something someone said in a comments section of a web site, and not TV as much as the TV-show portal Hulu.com—a.k.a. the best web site ever. (If you're one of those people who lives without a TV, Hulu is your main link to the outside world.)

Before you watch a TV show on Hulu, you sit through an ad, and often that ad is this public service announcement-style thing that tells you "Hulu users are proud to support Unicef." Or "Hulu users are proud to support Big Brothers Big Sisters." The comment I saw was made by someone who was annoyed at that construction. Why can't they just say "Hulu supports blah blah blah"?!

Well, because they're too smart for that. This is an example of social norms marketing, which plays on our tendency to do what other people like us are doing. Hulu users are supporting Unicef? Wait a second, I'm a Hulu user... where's my checkbook?

The most talked-about application of social norms marketing is getting college kids to drink less by telling them that their peers don't drink that much.


There was a big, six-year-long study at the University of Virginia published over the summer that demonstrated how well it works. By posting ads like this...

UVA.jpg

... the university was able to get students to act more prudently. The researchers found that thousands fewer students did things like drive under the influence, get hurt in alcohol-related events and engage in unprotected sex after they'd been drinking.

Of course, marketers have been doing this less blatantly since the beginning of time—everyone who drinks Bud Light is so beautiful—but I still think it's cool to see people working for the public good catch on to the idea that we can be led to do their bidding by playing on our deep desire to conform.

Barbara!

  • Print
  • Comment
Comments (7)
Post a Comment »
  • 1

    Interesting.

    90% of readers of this blog send donations to TAD.

  • 2

    We had these types of posters up all over when i was in college, the statistics always seemed so improbable tho ("Did you know 76% of students don't drink at all?") that we and everyoen we knew mocked them as obvious lies and went ahead and binge drank anyway.
    Drinking and Driving is obviously different, but when it comes to just general anti drinking messages i think a person needs to be looking for an excuse not to drink for this sort of thing to have an impact.

  • 3

    ... the university was able to get students to act more prudently. The researchers found that thousands fewer students did things like drive under the influence, get hurt in alcohol-related events and engage in unprotected sex after they'd been drinking.

    um, how did the university determine that "thousands" fewer drove under the influence, etc?

    One has to assume that we're talking about "self-reported" behaviors -- and the likelhood that respondents will give honest answers to the questions was probably significantly lower as a result of the anti-drinking campaign for numerous reasons -- not the least of which is the perception that if the research had shown that the campaign was ineffective, persuasion via ad campaign would likely have given way to "persuasion" via increases enforcement and penalties for alcohol consumption at any level.

    Not that the campaign was ineffective -- by posting a sign that say "86% intervene" intervention becomes much more likely (even though that 86% consists of the people who only intervene when their friends are falling down drunk, the sign itself probably encouraged intervention with regard to people who were clearly intoxicated, but not completely impaired).

  • 5

    thanks Barbara....

    another point to consider is that something like this "alcohol awareness program" seldom occurs in a vacuum -- they usually get implemented after tragedies associated with drinking (e.g. dorm resident falls into a coma and dies after binge drinking, or football hero dies in drunk driving accident), and its that tragedy, not the program, that changes behavior.

    So if you start the experiment two months after the tragedy, and you ask the question "Have you driven intoxicated in the last year" you're going to get a lot of positive responses. Asking it a year later -- after the awareness program has been implemented, fewer positive answers could be the result awareness of the tragedy, not the awareness program. (in fact, its probably the result of both -- with the awareness program reinforcing the change in behavior that had already occurred.)

  • 7

    that makes sense Barbara -- the problem that I had was the "thousands of students" remark.

    For instance, are alcohol related emergency room admissions down by "thousands of students"? Doubtful. Are they down? Sure. But you have to extrapolate the data and assume X number of drunk student drivers for each emergency room admission (maybe the campaign just made drunk drivers more careful!)

Add Your Comment:

You must be logged in to post a comment.
The Curious Capitalist Daily E-mail

Get e-mail updates from TIME's The Curious Capitalist in your inbox and never miss a day.

Quotes of the Day »

Get & Share
LORI HAAS, whose daughter was wounded in the 2007 Virginia Tech shootings, on a new report finding that officials warned their families more than an hour and a half before the rest of the campus and released locked-down students who were later killed