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On the rise of couch commerce

Steve Smith's picture

Once upon a time, if we wanted to shop at home we had to browse through product catalogues, choose what we wanted then send our order through the post. A week to ten days later, our new kettle or pair of trousers would arrive. By then we had forgotten we had ordered it in the first place.

Now we have a plethora of shopping options we can access to through our smartphones and tablets, greatly facilitated through Wi-Fi.

Such is our love of using our mobile devices in front of the TV that tablet use peaks in the evenings, and even overtakes smartphone use at the weekends (Touchpoints 2012). Eighty percent of tablet owners regularly use them whilst watching TV, and just under half of smartphone owners do so (InMobile 2012).

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The impact of TV on couch commerce shouldn’t be underestimated. A quarter of people who regularly search on their smartphones have done so in the last two weeks because of a TV ad. And just in case you are concerned that couch commerce impacts TV ads, research shows that people using tablets are more likely to stay for ad breaks than people not using a device, and there is no significant difference in ad recall (Thinkbox 2012).

To take advantage of couch commerce, brand need to make sure they include calls to action in their ads, such as what terms to search for and even incentives for doing so there and then.They should also look to encourage social media interactions. SMG London Research shows how supermarkets’ Christmas TV ads led to significant uplifts in Facebook engagement. Research by Twitter shows Twitter integration can increase brand equity by up to 44%, and promoted Tweets can drive purchase intent significantly.

Promoted Tweets help drive brand metrics

Steve Smith's picture

Twitter has just released initial findings about the impacts of advertisers' Promoted Tweet campaigns on brand metrics.

Results from the study show that people viewing Promoted Tweets leads to increases in message association, brand favourability and purchase intent. For example, people exposed to a Promoted Tweet show a 22% average increase in message association than those not exposed. Thus even when viewers do not ‘engage’ e.g. click on a link within the tweet, there is still a benefit. This is despite Promoted Tweets being priced on a cost-per-engagement basis.

Other measures show that brand favourability among people who engage increases by 30%, whilst people exposed to multiple Promoted Tweets increase their brand favourability by a further 10%. Among those who engage, 53% show a lift in purchase intent.

This last statistic will be of most interest to many brands, particularly from the FMCG category. It contrasts with our own Social Media Behaviour Index (SMBI) which shows that on average, 73% of people who post a positive comment on a brand’s Facebook page intend to purchase from the brand. In all, our SMBI looks at five measures across the purchase funnel, and five measures around advocacy, across six brand categories.

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Hugh Mobilises Twitter Troops in Fish Fight Success

Just three weeks ago the EU recommended that the law around fishing discards be reformed. We imagine that Hugh Fearnley-Wittingstall will be particularly chuffed, after his "Fish Fight" campaign (aired on Channel Four last year) brought the issue the public eye. Hugh is back with a new series, with yesterday night's episode encouraging viewers who shopped at Tesco, Co-op and Morrisons to tweet their supermarket clarifying where farmed prawns' food was sourced from.

We estimate that an impressive 4% of viewers followed the show's call-to-action, with Tesco shoppers apparently the most concerned as the supermarket garnered notably more tweets than competitors Co-op or Morrisons.

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Whether this higher volume is due to their larger customer base, or elevated concerns around transparency in the food sourcing chain (as the below tweet highlights) is up for speculation.

The retailer have yet to issue an offical response at the time of writing, although they did state that they are working towards improvement in a tweet. Morrisons, whose brand image actually improved in light of the horsemeat scandal have offered an offical response on their website also pledging improvement, while Co-Op have actually changed their policy to ensure supplies in spring/summer will be from accredited sources.

Not bad for a handful of tweets on a Thursday night.

Twitter Reveals Award Season 2013's Host with the Most

Yesterday night the curtain closed on the 85th Academy Awards, officially drawing the two-month long run of awards around music and film to a finish. They were peppered with proud moments, like Daniel Day Lewis’ third Best Actor scoop making Oscar history, well as more confusing ones, like Prince actually endorsing Gotye’s music. But some of the most skilled performers out there are the hosts themselves. It falls to them carry the show through and make it at the least watchable, at the most memorable (and with the advent of Twitter integrating with TV ratings, mentionable).

Looking back over the Oscars, Golden Globes, Grammys, BAFTAS and Brit Awards, we conducted sentiment analysis on Twitter to find out who really is the "Host with the Most". We felt that only human analysis was relevant for this kind of project as it was essential we accurately accounted for sarcasm and cultural references. For each host we divided up a random sample of tweets that mention the host into positive, negative, or neutral (neutral tweets are those that mentioned the host, but didn’t express a specific opinion). The score was calculated by subtracting share of negative from positive, then dividing that by the number of neutral to create a host score. The results are below:

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Perhaps it's no surprise that British national treasure and avid tweeter Stephen Fry took the top spot, although Tina Fey’s performance at the Golden Globes comes a very close second. Although Fry’s efforts provoked the most opinionated response of any individual, not all of it was positive, with 23% of the total taking a dislike to the presenter (especially in the last half of the show). In contrast to Fry, barely a bad word was said about comedy queens and off-screen best friends Amy Poelher and Tina Fey, with less than 1% of tweets analysed ending up the negative pile. Our score also rewards presenters for having garnered engaged tweets that express an opinion; had we been scoring solely on positive mentions then Tina Fey would have been number one. The below looks at the share of positive, negative and neutral tweets each presenter received.

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Digging a little deeper, we took a new sample of tweets that mentioned both Amy Poehler and Tina Fey as a duo. This causes the scoreboard to shift; the two together literally double Fry’s score.

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What makes the host with the most?

Fey and Poelher have a long, long history of working together, which probably goes a way to creating the dynamic that made them such a hit when hosting. But it could also be that double-acts are more popular. Would the BAFTAs have trumped the Globes hosts if Fry had a partner to bounce off, as one Tweeter suggested?

The Oscars has had co-hosts before, but the last two times met with poor reception. James Franco and Anne Hathaway's 2011 presentation was poorly received, as was Steve Martin and Alec Baldwin's try the year before. LL Cool J’s second stint at the Grammys split opinion, with his tendency to lick his lips alittle more than usual quickly becoming a point of interest for Twitter trolls. Last night’s Oscars job by Seth Macfarlane was similarly divisive, although our analysis would indicate that the Family Guy creator came off better on Twitter than critics have suggested as he still pulled in more positive than negative mentions overall. As we saw in last week’s Tweet analysis, the Brits were up nearly half a million viewers from last year. Media coverage widely critiqued the ceremony as bland, with a poll by Music Week stating that 85% of pollers didn’t find the event as exciting as previous years. Laura Whitmore may have called Corden the “Host with the Most”, but he failed to impress online as less than a third of the comedian’s overall mentions were positive; in fact, Corden was the only host to take a negative index. Perhaps he was playing it safe after last year's scandal (although he did manage to get away with calling Simon Cowell a “beautiful bastard” before watershed without too much attention). It makes sense that audiences prefer hosts with experience of live comedy (Fey, Poehler and Fry). Corden and MacFarlane are both undeniably funny guys, but as writers and actors they're not as used to live action. LL Cool J similarly carries the show from A to B instead of making it his own. The level of insight that Twitter can offer into an event is impressive, and it's interesting to see how this can depart from what we see in traditional media. Seth MacFarlane's performance was panned in the morning press, but in reality his reception was more like 50:50. It was speculated the choice to use MacFarlane was to draw in younger audiences to the show, with the average age of viewers rising from 39 in 1993 to 59 last year. Whether he's achieved this we can't say for sure at this point, but the split would suggest not, as even tweets from those that understand Macfarlane's humor panned his set being too close to an episode of Family Guy.

Advertisers and content producers alike should be leveraging the powerhouse of public opinion that is Twitter to help guide their choices when planning for 2013, paying special attention to the personalities that can guarantee Twitter engagement. And although sentiment analysis can be time consuming, it's worth scraping the surface to see what stories Twitter can tell besides just volume of tweets.

Twitter at The Brits: Volume Drivers and New Opportunities

On Wednesday night an immense 6.3 million of us tuned in to ITV for a star-studded evening of music and entertainment at the Brits. Broadcast from the O2 and hosted by James Corden, the show saw an increase of nearly 400,000 viewers from last year. This leap in viewers was also reflected on Twitter, who reported this year’s Brits as "more talked about than ever before". Using our social listening platform EchoScreen, we took a look at how the event played out on the Twitter feed - see the end of post with full infographic highlighting performances, awards and band reviews.

Engagement Drivers

A total of 1.26 million tweets were counted throughout the broadcast (with teen faves One Direction accruing more than their fair share of mentions), but by and large it was the awards themselves that drove the most engagement. The tweet peak came early on when bookie favourites Mumford and Sons took Best British Band, hitting a whopping 14882 tweets a minute, while Emeli Sande's scoop of Best Female Solo Artist was just a fraction off that total with 14782. In fact the top five peaks were all award-driven with the exception of Justin Timberlake’s performance of new song, “Mirrors”. Additionally, all five peaks appeared in the first hour of the show.

Perhaps another surprise was the low volume of tweets around Adele's Best Single award. The songstress is usually a hit on Twitter, so perhaps the lower count can be attributed to her absence from the ceremony, suggesting on-screen action could be a driving factor in artist support. We saw similar behavior last summer during the Sports Personality of the Year award and tweets around Andy Murray; although proving the most mentioned name on the run-up, tweet volume dropped during the ceremony when the tennis star couldn't attend.

Tweeters begin to lose interest after the half-way point as we see volumes tail off - perhaps placing sure draw One Direction (who were the TV peak at 7.2 million) in centre of the show was a bad move from ITV. That said, Mumford and Sons drew nearly as many tweets from their album’s review as their win of Best British Band, but the high volume of tweets didn’t correlate to overall mentions of the band, suggesting that the sentiment on Twitter may have been in contention with the judges’ decision.

Which hashtag?

The Brits was also an interesting case study in hashtag adoption. Before the broadcast began tweets centered around the obvious choice, "Brits", but viewers were happy to follow on-screen prompts and switch to the Brits' own "Brits2013" when introduced. This led not to a regular feed of user-generated content, but to an “Event Page”, a specially curated list of accounts with relevant content around the Brits. Twitter feeds from magazines and music industry faves would appear first, but users could still view the general stream by clicking "all". The continued usage of Brits2013 implies that users were happy to access this list before “regular” conversation, although the fragmentation of hashtags used indicates that some might have found the event page confusing. A third contender, Britawards2013 starts slow but peaks mid-show and even overtakes the Brits2013 hashtag at 9:04, potentially due to minimal drive from the host (especially by ITV standards). Advertisers planning on running hashtag activity should ensure the hashtag of choice is communicated to new joiners, especially when introducing a new element of Twitter interaction like the event page. The event page will be an interesting one to watch - if it catches on there could be some brilliant opportunities for display, with page takeovers and sponsorships reaching an engaged audience during a relevant broadcast.

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Leveraging your Klout

It’s no surprise that One Direction were the most mentioned band overall. However, taking a closer look into when these peaks occurred reveals surprises; their mentions are more consistent than any other artists’, but it wasn’t their performance or award acceptance that drove the tweets. Their performance was dwarfed by veterans Justin Timberlake and Robbie Williams - even newbie Ben Howard accrued more tweets. So what drove the extra volume? Looking back earlier the day we see that members riled up fans for the show between 16:45 and 17.45, which may explain their high engagement throughout the show.

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The strong reactions around awards as opposed to performances (plus support for regular tweeters), suggest what drove audience reaction here was in a way quite a sweet sentiment; wanting to support and connect with their favorite stars as people. Harry Styles and Adele both command over 11 milllion followers, but the Brits shows that high a high follower count won't necessarily equal high a high volume of tweets without encouragement from the artist. And it's these volumes which are increasingly becoming more important to the media industry, especially so since Kantar announced the integration of social metrics with BARB data to realign TV viewing figures. As such, social TV really will be one to watch this year. Along with developments like event pages, this integration positions Twitter as a valuable aid in understanding not just what engages audiences, but also how we can connect with them.

Event infographic below.

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ASDA's Christmas competitions lead to significant uplifts in Facebook engagement following TV ad launch

Steve Smith's picture

SMG's Social Media Behaviour Index shows that strong opportunities arise when brand owners integrate social media with their television experiences. Supermarkets had a chance to leverage these opportunities during November and December, by integrating their Christmas TV ads with Facebook - to use these ads to encourage people to visit their Facebook pages on which they could experience further content, post comments and – importantly – share that content.

To see the results of how well supermarkets leveraged from these opportunities, we did two things:

1) We calculated the average number of comments and shares per brand post during the seven days prior to the launch of each supermarket's Christmas TV ads.

2) We then did the same for the seven days following each launch, to observe any uplifts.

Results were very revealing. ASDA, Waitrose and Sainsbury’s all achieved higher average number of comments per post in the seven days following their TV ad launch. When it came to average number of shares, ASDA performed very well, with a six fold uplift over the week before its TV ad launch. Whilst Morrisons saw no change in comments, shares declined. Tesco's average number of shares declined significantly.

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Why did ASDA perform so well? Competitions. One post was about winning £1,000 to spend at Christmas (2,456 comments and 524 shares). Another post was about winning £100 to spend on clothes ‘for the Christmas party’ (2,071 comments and 203 shares). A third post about giving away three special edition X-Box controllers achieved 863 shares. A post promoting the supermarket cutting 2p off a litre of petrol, achieved 2,420 shares. Impressively, ASDA achieved 90,000 likes against its content throughout the whole seven days post TV ad launch, compared with 39,000 the week before.

Sainsbury's to make content a cornerstone of its marketing

Steve Smith's picture

Sainsbury's has announced it is going to put content at the heart of its marketing, and will merge its content and digital teams to deliver its strategy.

Especially pertinent is the remark by Sarah Warby (Sainsbury’s marketing director), that ‘If you are not feeling and acting like a publisher, you are missing a massive trick’*.

But what is the value of content to a brand? Facebook is an obvious opportunity for brands to publish a breadth of content, and Starcom MediaVest has an ongoing project to understand what brands can expect to achieve by it.

To date we have interrogated around forty brands on Facebook, and measured the likelihood of visitors to do a variety of social media actions (e.g. watch a video, comment or share that content) and brand actions (from enquiry through to purchase through to recommendation).

One of the most important findings is that supermarkets need to make content emotionally impactful. Across all the top five supermarkets we found that people who were impacted emotionally by supermarkets' Facebook content were most likely to do a social media or a purchase funnel action. 75% of people impacted emotionally were likely to prefer the supermarket over its competitors (compared with 23% of people who were not emotionally impacted). 58% were likely to talk about the supermarket (compared with 14% who were not emotionally impacted).

Despite this, there is significant room for improvement. Overall, 62% of visitors to supermarket Facebook pages say they were not impacted emotionally.

Another lesson we have learned is that supermarkets need to make sure that social media is integrated within other media channels. By making TV ads emotionally impactful, supermarkets can help encourage people to visit their social media to find out more and have deeper interactions with them.

For example, during the month prior to John Lewis releasing its celebrated Christmas snowman ad, we found that John Lewis achieved an average of 27 comments for each of its Facebook posts. During November - the month of its release - this more than doubled, to 69. Even more impressively, the average number of shares per post rose six fold, from 8 during October, to 49.

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*Interview with Brand Republic (http://www.brandrepublic.com/news/1165763/)

Christmas 'Social TV'

Scott Thompson's picture

With the news that Nielsen will be providing 'Twitter TV ratings' this year in the US, Social TV will be on the agenda for 2013 for many on both the TV and the Social Media side.

Last year, we took a look at the levels of buzz around Christmas television. This year, we thought we would take another look at the Christmas TV - this time, focussing on the programmes with lots of Twitter activity (rather than the programmes with the biggest TV audiences.)

Second Sync are a company tracking tweets about television programmes, and are publishing a leaderboard of the 'top tweeted' programmes. To cover the weekend before Christmas (when families would be gathering for their Christmas breaks), we looked at Friday 21st through to Thursday 27th December.

Many of the most tweeted programmes probably won't come as much of a surprise; the top 20 is dominated by Christmas specials like Eastenders (4 episodes in the top 20), and Strictly Come Dancing (although not the show broadcast on the Saturday before beat out the Christmas Day special.)

More interesting was what happens when you look beyond the Tweet count, and add in TV audience figures from BARB. The chart below shows how the total tweet volumes compare to a 'tweets per thousand viewers' rating. From this, it quickly becomes clear that the real Twitter chatter isn't coming from the mentions of shows from large audiences, but the conversations going on around some of the less-watched shows; Made In Chelsea and Homeland stand out as particularly buzz-worthy shows.

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I was particularly surprised to see the Titanic film appear (twice!) Outside of the top 20 were a number of other films with notably high tweet volumes to audience size ratios (School of Rock, The Spice Girls: Viva Forever and The Holiday standing out in particular.)

The point to bear in mind is that understanding how audiences are interacting with 'social TV' means more than just spotting the programmes that are appearing in the Trending Topics list. An old-fashioned understanding of TV audiences and viewing behaviour is just as important as an understanding of what is happening on Twitter. In the same way that Facebook marketing has moved forwards in leaps and bounds from simply trying to collect as many 'fans' as possible to a sophisticated understanding of EdgeRank, sharing behaviours and how real value can be created for brands, expect to see a much deeper understanding of 'Social TV' emerging over the course of 2013.