Professional Documents
Culture Documents
Why your favorite brands tell us more about you and why digital media is only helping.
Introduction
We are a consumer society. With the average US household income at just over
taxes (How Much Tax Do We Really Pay?”)- we spend more than we make. The question
is not why we spend more than we make or what we spend our money on, rather what
can we learn about ourselves by looking at the things we consume. According to the US
Department of Labor (“How The Average U.S. Consumer Spends Their Paycheck,”)
Americans spend more than 65 percent of their income on goods and services. These
goods and services consist of the things we need, expect and want to sustain life and a
level of living we have grown accustomed to through various experiences. Our reasoning
for these purchases are driven by different elements. Individual products or companies that
Image 1 and say the title out loud. What do you see in your head? A person, place or
object? Perhaps your brain shows you the brand you associate with this group. That brand
may not even necessarily be what you affiliate with consumerism, such as “Transportation”
may display an image of the bus you use to get to and from work. “Insurance, Pensions”
may be the face of your broker or financial advisor. Despite not seeing a glaring image of
Honda or AIG logos, your are seeing a brand. You are envisioning something, someone, a
point in time or an emotion that you associate with that product. This is part of your story,
the narrative that has constructed your identity from your first memory. Just like you,
brands have stories as well. Some of their stories have the makings of a good conquers
evil novel while others have constructed their stories along ideals or a lack thereof.
Everyone has a story. McCrone and Bechhofer suggest, “Who we are, who we are
judged to be and under what circumstances, depends on how well or badly our claims are
judged by those around us,” (p. 1246). This implies that not only do we have stories, but
that we are all in a subconscious kind of way, storytellers. I propose that our stories are
something we use as a measurement tool to align ourselves with brands that tell stories
similar to our own, reinforcing the vision we have of ourselves. As the digital media space
has grown with the likes of Facebook, YouTube, Yelp and more, we have extended the use
What Is A Brand?
The American Marketing Association’s defines a brand “as a set of values implied by a
product, service or experience and is not only a symbol or signifier, which is usually an
artifact such as a logo or logotype” (de Asis, 2007.) This definition identifies that a brand is
more that the red-hot iron a farmer presses against their cattle or the symbol we assign to
evaluations and nuances from other peoples experience who then share through story or
through intimate exposure (Woodside, Sood & Miller, 2008, p.99). Skotadis and Pugh
(2008) suggest there are three ingredients which consumers use to asses a brands’ value:
- Performance
- Relevancy to Society
- Story
I suggest that the elements of “Performance” and “Relevancy to Society” are merely
contributing factors to a brands story. For example, if we were to look at a sports franchise
as a brand, how the team and front office perform at their designated tasks largely
sustains the argument for if their story is “good” or “bad.” If this team was based in
Oakland, CA and historically has been supported by a fan base from the Bay Area of
central California, it also would not make sense to measure their relevancy to a market in
Washington DC. The geographical separation of the teams’ “home” and the market make
the team irrelevant to the local society of greater DC. From this we can conclude that the
story behind a brand is a larger contributing ingredient than originally assumed by Skotadis
Fearon explains that “‘identity’ means either (a) a social category, defined by
unchangeable but socially consequential (or, of course, both (a) and (b) at once)” (1999, p.
36). Along with our definition of “brand,” we can start to see how brands can have their
own identity and how people use brands as a piece of the personal identities which they
construct. Our social identity therefore “is the product of agreement and disagreement; it
The term digital media is very general and very fluid. As new technologies and
distribution channels are introduced to the world, the argument of “What is digital media,”
will evolve. The tools and technologies we use to communicate are not what they were 50
years ago or even five years ago, nor will the be the same five years into the future. A
This can be a newspaper presenting its’ content via a website, the blog of a
Digital media today has an extreme relevance to brands as to how they are presented
by the owner and how they are interpreted by the consumer. Companies who have
one media which incorporates ten Image 2: Coca-Cola Fan Page - Facebook
different medias. From this page alone fans can engage in conversations about Coke,
make a comment for the world to see, download a “Spin The Bottle” iPhone app,
subscribe to RSS feeds, play a music game and record their own mix to share it with
friends, view photos, videos and download music. A couple of years ago, each one of
these medias could be made available online individually, but the advancements social
media has brought to the digital media family allow for this sort of aggregation. Fifty years
ago, three of these medias existed (photo, audio and video) but each one would have had
to be distributed individually and possibly never would of had over 3.5 million impressions
This digital space has created more than a successful distribution channel for
branding efforts and consumer engagement (however, these accomplishments alone are
consumer participation, namely in the exchange of stories between brands and those who
Hewlett-Packard’s technical
email to a company called Break Media which after receiving the soldiers’ video posted
“A couple weeks ago we sent this video to our friends at CNN Showbiz
tonight. After playing it they immediately got a call from the people at HP
wanting to right their wrong. Then we posted the AOL Hell video and heard
the same kind of thing happened. So from now on if you ever have a bad
This voice would not be possible to the average consumer if it were not for digital
media collectively. It provides relatively easy and cheap (if not free) tools to let everyone
with access the ability to create and distribute content. With that ability, brands have to
fear the negative voice of proactive consumers, as well as harness the positive narratives
of others. This relatively new found voice produces a new type of storytelling; one that is
fluid and subject to everyone with an internet connection and a little bit of zeal. This type of
The Story
Stories have carried various sources of information since communication was invented
(we will save that subject for another day.) Stories, at their root, are a source of data left to
be interpreted by a receiver, much alike the definition we established for digital media. This
could possibly be a large contributor to the popularity and success of digital media in a
whole; it doesn’t change the historical transaction from storyteller to audience, it only
expands the breadth of the audience and allows them to participate more. Digital media
storytelling provides engagement, and when an audience can become fully engaged it
provides “transportation,” a theory explained by Keller (2006, p. 9). “The key psychological
mentally immerse themselves into the narrative world, as if to be experiencing it in the first
person. There becomes an association made between the consumers identity and the
identity of a character as developed by the author, and those experiences that the
character goes through which gives us the insights to who the character is, can be married
to the maturity of the consumer in reality (Green et. al., 2004, p. 319 as cited by Keller,
2006, p. 10).
This transportation theory has tremendous insight into how a brand must approach
character using the same criteria that we use when evaluating people that
we come in contact with on a daily basis. Not only can we use this in
evaluating our own personal behaviors, we can develop new strategies and
Could this also be true in how we evaluate brands and our relationship with them?
When I was a teenager, I would leave the house on a Friday night to my Dad yelling,
“Remember who you are and what you stand for.” What Dad was really saying was
remember your brand, think about what characteristics people associate with your name,
and don’t do anything stupid enough to tarnish their opinion of me. These characteristics
have an narrative behind them as we mature through life’s experience, these experiences
coming from a story originating from our past. So does a brands story, developing from its’
origins and its process of evolution to the demands and expectations of current markets.
Communities are built upon people with an agreed upon set of values, expectations and
hunters, job seekers and much more) which come from having individual stories with
similar attributes.
Woodside, Sood and Miller suggest these similar attributes are archetypes, a group
of assumed characteristics due to word association (i.e. Outlaw archetype suggest rule
build archetypes which are used for their own personal narrative (2008). A simple example
graffiti and breakdancing. When I see the Adidas logo or three parallel lines running down
someone’s pant leg or sleeve, I measure that person against my ideals of Hip Hop culture.
If I wanted to validate myself to the Hip Hop community, I could use the Adidas brand as
Conclusion
you want your brand to be precious, stop calling it 'it' and start calling it 'me'
Brands have to do more than just tell their story to truly engage consumers.
Harnessing several of the many different distribution channels that digital media provides
will only be as successful as to how much of the narrative a brand turns over to the
consumer. In a very literal way, this is Word of Mouth (WOM) marketing (Woodside, Sood
and Miller, 2008). Think about how we use the word “tell” in our everyday narratives. Just
as a storyteller says, “Let me tell you a story...” we use the same structure to introduce
people to a brand, “Let me tell you how good/bad that cell phone provider is.” “Did anyone
tell you that she is the nicest person here.” “Tell me all about Paris when you get back.”
This single word holds the power of WOM marketing, when someone else other than
those who have a financial interest in the brand tell us the pros and cons of a brand, the
facts appear honest and authentic. Empowering consumers to construct that narrative for
you is what builds that community, giving consumers another resource that adds value to
creative ideas are communication ecosystems, not campaigns. Digital is critical, not an
option.” Stories are like a baseball field. You can’t take out third base and expect fans to
get why, just as an author cannot expect readers to stay engaged if they never reach a
climax because they want their story to be different. The structure and platform is all a
“brand author” can contribute, which is the historical perspective of the brand and the
channels of digital media you employ. When you hand to story to the community, they will
humanize the story, giving it authenticity and character that only the community can give.
They will contribute the archetypes for the brand, which is what most consumers will base
which increases a brands relevance to society. To accomplish this, a brand author must
case by consumers using brands as symbols and props as tools to build personal
identity.
3) Digital media is not an option, but an essential piece to the development of the
4) Censorship will assassinate a brands story. The digital media community will not
allow you to form its’ words into a voice of praise and you have to be committed to
taking the bad with the good. Explicit material censorship is okay.
5) Authenticity and truth will always find its way inside of the digital media space.
Contribute, engage and stimulate the community that is going to build itself around your
When the following can be agreed upon, you are ready to build or restructure your brand
story to one that will be accepted and flourish in digital media. The advancements in these
technologies allow people to only draw closer to the brands that they love enough to use,
as an archetype in constructing their personal identity. Even when your audience may not
fall in love with your original story, a brand cannot afford to forget that this new form of
digital media storytelling allowing for a brands story to evolve. In those special
circumstances when a brands’ story becomes iconic and timeless, the story will still ripen
over time as authentic and unique contributions are made by the community, who wrote
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