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Advertising
Effectiveness:   Understanding the Value of
                 a Social Media Impression

                 APRIL 2010




                 INSIDE:
                 • How social networking and consumer engagement
                     have changed how brand marketing works
                 •   An approach for understanding the value of earned
                     and paid impressions in a social context
                 •   How creating a Facebook fan base can drive social
                     advocacy within paid media, thus increasing its
                     effectiveness
                 •   Data and insights that directly measure the
                     effectiveness and reach of paid media, paid
                     media with social advocacy, and earned media
Authors:
         Jon Gibs, Vice President of Media Analytics, The Nielsen Company
         Sean Bruich, Measurement Research, Facebook, Inc.




                                        ABOUT	THIS	REPORT
         •	   With the advent of social media, consumer conversations about and with a brand have become more
              measurable. Marketers are seeking to better understand this new form of engagement with their brand

         •	   This engagement—also known as “earned media”—can be measured with the same metrics as traditional
              paid media: lifts in brand awareness, message awareness, and purchase intent

         •	   New analysis from Nielsen and Facebook that directly measures the effectiveness and reach of paid versus
              earned media shows that the two are linked and complementary

         •	   In a social media context, earned media is highly effective, but often has limited reach and can be highly
              variable between campaigns

         •	   “Social ads” that contain social advocacy are a lightweight form of endorsement on ads, and can drive
              increased brand lift while delivering reach on a similar scale as paid campaigns

         •	   These insights provide an understanding of the various components of value of a social media campaign
              (paid impressions, paid with social advocacy, and earned media)

         The data and insights in this report are compiled from a range of Nielsen and Facebook resources. Please
         source all data in this report accordingly.

         For more information about Nielsen, visit www.nielsen.com, or Facebook, visit www.facebook.com.




© 2010, The Nielsen Company
EXECUTIVE	SUMMARY


The	Importance	of	Valuing	Earned	vs	Paid	Media
The emergence of social media has supercharged an age-old               advertisers. As a result of this research, Nielsen and Facebook
consumer activity: chatting about favorite things like books, cars,     have uncovered new findings that hold important implications
cell phones, and babies. This established consumer behavior, now        for advertisers.
enabled by new platforms, is driving a potentially fundamental
change in the way brand marketing works. Marketers are moving           Valuing	“Earned”	vs.	“Paid”	Media
from a broadcast-based marketing relationship with consumers            There are a several different frameworks for thinking about
to a relationship that more explicitly considers how traditional        the value of “paid” versus “earned media,” and in particular we
paid media drives “earned media”—where consumers directly               often hear the question “what is the value of a Facebook fan?”
engage with the marketing messages and pass them along to               We believe the right way to approach these questions is simple.
their friends. The Web-based aspect of this engagement has also         For each of the types of impressions enabled by social media,
made it much more measurable, which has inspired new ideas              including paid media or earned media enabled by a Facebook
and research on the relationship between “paid” and “earned”            fan base, we ask, “how many people do those impressions
media and their respective impact on brand perceptions.                 reach?” and “how effective are they in changing attitudes and
                                                                        behaviors?”
Nielsen and Facebook have heard from countless brand marketer
clients that they need guidance on how to quantify the value of         This report takes a deep-dive into a body of research that
social media advertising relative to their brand goals and how          quantifies the extent to which three kinds of impressions
to understand it in terms that align with their overarching brand       drive reach and brand impact: standard paid impressions, paid
metrics. Because Nielsen is committed to providing clients with         impressions that contain social information, and “earned”
the most complete view of what consumers “watch” across all             impressions that happen as a result of a Facebook user engaging
platforms, including how they engage with social media, we have         with an ad. Most “earned” impressions have the highest level
made a major investment in helping advertisers understand how           of impact out of the formats tested, but because this subset of
to achieve their brand goals in a social context.                       consumers is small, reach is difficult to achieve solely with these
                                                                        impressions. Thus, the key to success for marketers is creating a
We have now conducted six months of research consisting of
                                                                        mix of social impressions that incorporate both paid and earned
surveys of over 800,000 Facebook users and more than 125
                                                                        media. How to do that with your brand? Read on.
individual Facebook advertising campaigns from 70 brand




                                                                      P	3                                         © 2010, The Nielsen Company
METHODOLOGY	REVIEW:	
NIELSEN	BRANDLIFT	AND	FACEBOOK

The Nielsen BrandLift product measures advertising
effectiveness using lightweight polls and a true test/control
                                                                          Types	of	media	on	Facebook	
paradigm, allowing advertisers to receive data about the                  In this paper, Nielsen examines three types of media on
effectiveness of their ad quickly and efficiently. (Note: Nielsen         Facebook and uses the BrandLift methodology to evaluate
reports data only in aggregate to clients and receives no                 their impact. (Exhibit 1)
personally identifiable information from Facebook) Studies
are also compared against a normative Nielsen database to                 •	 Homepage ads are above-the-fold homepage ads that
determine overall effectiveness and awareness results. With                  contain ad creative (image + text) as well as an option for
this product, Nielsen is developing a large body of research                 users to engage with the brand (e.g., “Become a Fan”)
that shows how Internet display campaigns drive brand lift,               •	 Homepage ads with social context (e.g. social impressions),
as well as online and offline sales.                                         which include the names of a user’s friends, if any, who
                                                                             are already fans of the brand
How	Nielsen	BrandLift	Works
                                                                          •	 Organic impressions, which are social stories that appear
Nielsen BrandLift measures the impact of an advertising
                                                                             on the homepage of friends of users who have engaged
campaign on the attitudes of consumers following ad exposure.
                                                                             with a brand or become a Fan of that brand
Nielsen BrandLift polls are simple, one or two question surveys
that are an integrated part of the Facebook experience.                                                    Paid	Media*   Earned	Media*
Facebook’s scale and the willingness of its members to
participate in these polls drives high response rates and a               Homepage	Ad                          
high volume of response data.
                                                                          Social	Impression                                   
A Facebook ad campaign is served to 99% of the users who fit
the defined targeting parameters, while 1% of that audience is            Organic	Impression                                   
randomly assigned to serve as a control group. Only users who
                                                                          *As defined in sidebar, page 6
were within the target segment and would have been shown an
ad during the course of the campaign (but were prevented from
seeing that ad) are assigned to the control group. Twenty-four
hours following ad exposure, a sample of both exposed and
control users are served Nielsen BrandLift polls, and the impact
of the ad campaign is measured.

In this analysis, we examined three metrics important to brand
advertisers: Ad Recall, Awareness, and Purchase Intent.




© 2010, The Nielsen Company                                         P	4
- Continued from P 4




 Exhibit 1: Nielsen BrandLift on Facebook (Three Types of Facebook Ad Executions)




                                                          2. Homepage Ad with Social Context



    1. Homepage Ad



                                            3. Organic Impression




                                                    P	5                                        © 2010, The Nielsen Company
What	is	“Earned”	Media?
         The concept of earned media is not a new one; it’s            These new opportunities have some advantages that
         been part of public relations for years. Historically, we     differentiate themselves from traditional earned media.
         looked at the number of times a brand or press release        They are designed to have a controlled message passed
         was mentioned on the nightly news, the front page of          along. If a news outlet talks about a consumer brand,
         a newspaper or even in a movie or TV program. The key         the brand relies on the guy watching TV at home
         is that the brand did not pay for the placement and           to pass along the message through word of mouth.
         that the brand message was interesting, entertaining          Unfortunately, like a game of “Telephone” this message
         or newsworthy enough that the media outlet used it as         can be degraded. However, using earned media tools,
         part of its product voluntarily.                              this message can be controlled more directly by the
                                                                       brand. Additionally, the brand can “sense and respond”
         Now that the era of social media is upon us, we’ve            to earned media – creating a customer service feedback
         extended the concept of earned media beyond the               loop, where the brand can interact directly with
         traditional PR sense. Today a media outlet broadcasting       consumers. Finally, the endorsement of a professional
         a brand is not the only form of “earned” distribution.        reviewer is always good, but study after study has
         The consumer is now invited to broadcast, and                 shown that consumers trust their friends and peers
         hopefully endorse, the brand to their online friends. As      more than anyone else when it comes to making a
         a result, brands are turning to the tools and advertising     purchase decision.
         opportunities provided by social media outlets, such as
         the organic impressions used by Facebook.                     New forms of earned media do not replace the older
                                                                       ones. A mention from a far-reaching news organization
         To meet these needs, many publishers are creating ad          still packs an impressive punch. Brands need to start
         formats that are a hybrid of earned and paid media. In        broadening their view from traditional outlets and take
         these cases (such as the Social Impression discussed in       advantage of the new opportunities made available
         this paper) a consumer’s endorsement is carried with          through the growing variety of social media outlets.
         the traditional ad unit, allowing the reach that can
         be gained through paid media impressions to
         be combined with the impact associated with an
         earned endorsement.




© 2010, The Nielsen Company                                          P	6
CASE	STUDY

For the purposes of this case study, we examined the impact               Encouraging	Brand	Advocates
of Facebook advertising on 14 campaigns using the Nielsen
                                                                          Almost universally, advertisers seek to create and encourage
BrandLift methodology. Campaigns selected were representative
                                                                          brand advocates—those consumers who become champions
of more successful campaigns that included the “Become
                                                                          for their brands and influence the perceptions and purchasing
a Fan” engagement unit, and included advertisers from a
                                                                          behaviors of other consumers.
range of categories, including CPG, entertainment, and retail.
Results were aggregated across the fourteen campaigns in                  One common and lightweight form of advocacy on Facebook is
order to provide more generalized findings and to ensure the              through what are known as social ads. For example, if a user’s
confidentiality of advertiser-specific results.                           friends are fans of a brand on Facebook, the ad unit itself will
                                                                          contain the names of those friends when it is served to the user.
Facebook ads from these campaigns are “cutting through” and
                                                                          But does this lightweight form of endorsement actually impact
being remembered quite well by users. Exposed audiences are
                                                                          the effectiveness of the advertising?
registering nearly triple the lift of the ad recall of control groups
(a delta between control and exposed of 10% on average). This is          Using BrandLift, we compared the responses of those users who
despite the strict Nielsen methodology, which enforces a 24-hour          had seen ads with social context against users who saw ads with
delay between ad exposure and measurement (to ensure the recall           no social context from the same campaign. A user would be
is genuine and not prompted by an ad still on the screen).                eligible to see social context if one of their friends had previously
                                                                          “Become a Fan” of the brand running the advertisement.
These campaigns were also successful at changing exposed
audiences’ attitudes about these brands and products. At the top          Social advocacy on ad units appears to strongly impact all three
of the marketing funnel, awareness increased on average by 4%             metrics. Ad recall is substantially higher at a delta of 16% (versus
between exposed and control audiences. Purchase intent also               10% for non-social ads) and social coverage doubles the delta
increased on average by 2% following ad exposure on Facebook.             versus control for awareness. Interestingly, purchase intent
(Exhibit 2)                                                               increases from a delta of 2% to nearly 8%. (Exhibit 3)



  Exhibit 2: Impact of Ad Exposure on Facebook                                Exhibit 3: Homepage Ads with Social Advocacy
                                                                              Can Improve Campaign Effectiveness
             Difference between control group and exposed                            Difference between control group and exposed

              10%                                                                            16%
                                                                                                                         Homepage ad exposure
                                                 Delta versus control                                                    Homepage ad – social
                                                                                                                         advocacy
                                                                                    10%
                                                                                                              8%                     8%
                                 4%
                                                      2%                                                4%
                                                                                                                              2%

           Ad Recall          Awareness         Purchase Intent                      Ad Recall         Awareness           Purchase Intent
Source: Nielsen BrandLift                                                 Source: Nielsen BrandLift




                                                                        P	7                                          © 2010, The Nielsen Company
- Continued from P 7




Organic	Exposure                                                      How	Organic	Frequency	Drives	Impact
Many of our clients are attracted to social media as an               Taking the look at organic impressions one step further, recall,
advertising platform because of the ability to use an ad campaign     awareness and purchase intent were still rising after 10 or more
to “seed” the creation of “earned” or “viral” media, meaning          exposures to the message. These results stand in strong contrast
derivative branded content created or passed along by those           to the scant four impressions that usually influence growth in
exposed to the ad campaign. On the Facebook platform, one             these dimensions for standard display campaigns.
such form of earned media is the newsfeed stories that are sent
                                                                      What’s more, the jump in awareness between the consumers
out to friends of users who engage with advertising on Facebook,
                                                                      who were exposed to between three and nine organic messages
which we have termed “organic” impressions.
                                                                      and those were exposed to 10 or more was a considerable 15
Using a similar methodology to the way we measure the impact          points. This underscores the strong ability of organic impressions
of paid media, we can determine the impact of these organic           to impact users, as well as consumers’ willingness to continue
impressions. While exposure to the homepage ad itself increased       to absorb the messages over longer periods of time and through
ad recall by 10%, those users exposed to both the “paid ad” and       many exposures than in other, more traditional forms of
the organic impression remembered the ad at three times the           advertising. (Exhibit 5)
rate of those just exposed to the paid homepage ad. We see a
similar effect for the other two metrics evaluated. Homepage ads
increased awareness of the product or brand by 4% on average,             Exhibit 5: Higher Organic Frequency Drives
but exposure to both homepage ads and organic ads increased               Impact: Incremental Organic Exposure
awareness by a delta of 13% versus the control group. Exposure
                                                                                 Difference between exposed and exposed + organics
to organic impressions also impacted purchase intent as well,
increasing the impact of the ad from 2% to 8%. (Exhibit 4)                                                                1–2
                                                                                    32% 33%                               3–9
                                                                                                               28%        10+


  Exhibit 4: Homepage Ads with Organic Exposure
  Improve Campaign Effectiveness                                             15%                                                      15%
                                                                                                         13%
                                                                                                                                10%
                                                                                                    7%
           Difference between control group and exposed                                                                   3%


                  30%                       Homepage ad exposure                  Ad Recall           Awareness          Purchase Intent
                                            Homepage ad + organic     Source: Nielsen BrandLift



                                   13%
          10%                                             8%
                              4%                 2%

           Ad Recall          Awareness       Purchase Intent

Source: Nielsen BrandLift




© 2010, The Nielsen Company                                         P	8
- Continued from P 8




	“Earned	Media”	Engagement	and	Reach                                          It’s one thing to be highly effective, as organic ads clearly are.
                                                                              But the problem is that organic impressions are tough to scale,
To maximize the reach of earned media, advertisers must start
                                                                              and marketers need to reach a lot of people – a characteristic of
with interesting and engaging paid homepage impressions.
                                                                              paid advertising campaigns ads, not organic ads. The number of
Because the organic impressions are generated through
                                                                              organic impressions generated by a campaign can vary widely,
interactions with the ad unit (which are then posted as stories
                                                                              but by its very nature as a relationship that must be initiated by
in friends’ feeds), there is a strong relationship between the
                                                                              the consumer, it’s a relatively small percentage of a campaign’s
engagement rate of an ad campaign and the number of organic
                                                                              total reach.
impressions (.72). (Exhibit 6)


  Exhibit 6: Organic Reach and Engagement
                                     Users Exposed                                                      Users Engaged
 20,000,000                                                                       200,000
  18,000,000                                                                      180,000
  16,000,000                                                                      160,000
  14,000,000                                                                      140,000
  12,000,000                                                                      120,000
  10,000,000                                                                      100,000
   8,000,000                                                                       80,000
   6,000,000                                                                       60,000
   4,000,000                                                                       40,000
   2,000,000                                                                       20,000
             0                                                                         0
                        Saw Ads      Saw Ads+Organics   Saw Organics Only                          Engaged with Ad   Engaged with Organics



     • The amount of organic impressions generated by a campaign can vary widely, but is typically a fairly small percentage
       of the reach of a given ad campaign

     • Organics are a strong driver of engagement; however, we see on average a 24% increase in the number of users engaging
       with the ad campaign due to the organics

Source: Facebook Internal Analysis




                                                                            P	9                                          © 2010, The Nielsen Company
- Continued from P 9




Fans	as	Social	Advocates                                                                                 Rather than viewing social media as a platform only for “earned”
                                                                                                         media, there is significant benefit to both “seeding” social
In contrast, social impressions display the reach characteristics
                                                                                                         networks with paid ads, as well as maximizing lightweight forms
more in line with paid impressions than organics. We’ve
                                                                                                         of social advocacy such as social impressions that demonstrate
observed campaigns for well-connected brands that include
                                                                                                         significant reach. (Exhibit 8) The “right” social media campaign
social impressions for upwards of 40% of their audience. Social
                                                                                                         is a balance of reach and frequency across homepage, social,
impressions, which carry an added layer of influence by naming
                                                                                                         and organic impressions. (Exhibit 9)
which of the user’s friends also have a relationship with the
brand, are strongly related to the size of the brand’s fan base
before the start of their ad campaign. (Exhibit 7)                                                           Exhibit 8: Social Advocacy: A Middle Ground
                                                                                                             Between Homepage Ads and Organic Impressions
  Exhibit 7: Fan Base Drives Social Coverage                                                                               Difference between control group and exposed
  of Ad Campaigns
                                                                                                                                                              Homepage ad exposure
                                                                                                                                 30%
                                                                                                                                                              Homepage ad + social advocacy
 80%
                                                                                                                                                              Homepage ad + organic exposure
  70%
                                                                                R² = 0.5702
 60%                                                                                                                       16%
                                                                                                                                                        13%
 50%                                                                                                                 10%                         8%                          8% 8%
 40%
                                                                                                                                            4%
 30%                                                                                                                                                                   2%
 20%
  10%                                                                                                                  Ad Recall              Awareness                Purchase Intent
   0%
     0.00%   0.20%    0.40%     0.60%      0.80%      1.00%      1.20%     1.40%     1.60%    1.80%      Source: Nielsen BrandLift
                         % of total audience that were fans before reachblock

                                            Social coverage
                                                                                                             Exhibit 9: Balancing the Need for Reach
Source: Facebook Internal Analysis                                                                           with Impact

Those social ads are the middle ground between the reach of                                                                 Homepage
the generally directed profile homepage ads and the impact of
the highly effective organic messages, and achieving buy-in from
consumers at that level is a worthy goal. And while you can buy
                                                                                                             Reach




a homepage ad, you can’t buy the influence that’s inherent when                                                                                Social

a consumer sees a list of their own friends featured on a social ad.

The key take-away is the high and long-lasting impact of “earned
media” messages in the social arena. But advertisers can’t buy                                                                                                       Organic
earned media; it has to be earned through user engagement
and connections between users and brands. Paid impressions on                                                                                 Impact
consumers’ homepages are a key opening to the more impactful                                             Source: The Nielsen Company
social and organic impressions, but driving these more valuable
impressions requires advertising that sparks engagement and
connections between brands and users.




© 2010, The Nielsen Company                                                                           P	10
CONCLUSION

As you’ve no doubt already concluded in your own media strategy sessions, buying social media is different than buying standard
online media. It’s critical that we understand advertising not just in terms of paid media, but also in terms of how earned media
and social advocacy contribute to campaigns.

Social advocacy and earned impressions can impact consumers in three important ways: by making them more likely to notice
an ad (ad recall), to take away its message (awareness), and to increase their interest in making a purchase (purchase intent).
The next step is to expand this understanding to offline sales and long-term brand value.




About	The	Nielsen	Company                                          About	Facebook

The Nielsen Company is a global information and media              Founded in February 2004, Facebook's mission is to give
company with leading market positions in marketing                 people the power to share and make the world more open and
and consumer information, television and other media               connected. Anyone can sign up for Facebook and interact with
measurement, online intelligence, mobile measurement,              the people they know in a trusted environment. Facebook is a
trade shows and business publications. The privately held          privately held company and is headquartered in Palo Alto, Calif.
company is active in approximately 100 countries, with
                                                                   For more information, visit www.facebook.com
headquarters in New York, USA.

The Nielsen Company’s online and mobile solutions deliver
comprehensive, independent measurement and analysis of
digital audiences, advertising, video, consumer-generated
media, word of mouth, commerce and consumer behavior.
Nielsen enables clients to make informed business decisions
about their digital and mobile strategies.

Visit Nielsen at: www.nielsen.com

For more online data and analysis, visit:
http://blog.nielsen.com/nielsenwire/




                                                               P	11                                        © 2010, The Nielsen Company
Copyright © 2010 The Nielsen Company. All rights reserved. Produced in the U.S.A. Nielsen and the Nielsen logo are trademarks
or registered trademarks of CZT/ACN Trademarks, L.L.C. All product names herein are the properties of their respective owners. 1234/10

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Social Media study Facebook and Nielsen

  • 1. Advertising Effectiveness: Understanding the Value of a Social Media Impression APRIL 2010 INSIDE: • How social networking and consumer engagement have changed how brand marketing works • An approach for understanding the value of earned and paid impressions in a social context • How creating a Facebook fan base can drive social advocacy within paid media, thus increasing its effectiveness • Data and insights that directly measure the effectiveness and reach of paid media, paid media with social advocacy, and earned media
  • 2. Authors: Jon Gibs, Vice President of Media Analytics, The Nielsen Company Sean Bruich, Measurement Research, Facebook, Inc. ABOUT THIS REPORT • With the advent of social media, consumer conversations about and with a brand have become more measurable. Marketers are seeking to better understand this new form of engagement with their brand • This engagement—also known as “earned media”—can be measured with the same metrics as traditional paid media: lifts in brand awareness, message awareness, and purchase intent • New analysis from Nielsen and Facebook that directly measures the effectiveness and reach of paid versus earned media shows that the two are linked and complementary • In a social media context, earned media is highly effective, but often has limited reach and can be highly variable between campaigns • “Social ads” that contain social advocacy are a lightweight form of endorsement on ads, and can drive increased brand lift while delivering reach on a similar scale as paid campaigns • These insights provide an understanding of the various components of value of a social media campaign (paid impressions, paid with social advocacy, and earned media) The data and insights in this report are compiled from a range of Nielsen and Facebook resources. Please source all data in this report accordingly. For more information about Nielsen, visit www.nielsen.com, or Facebook, visit www.facebook.com. © 2010, The Nielsen Company
  • 3. EXECUTIVE SUMMARY The Importance of Valuing Earned vs Paid Media The emergence of social media has supercharged an age-old advertisers. As a result of this research, Nielsen and Facebook consumer activity: chatting about favorite things like books, cars, have uncovered new findings that hold important implications cell phones, and babies. This established consumer behavior, now for advertisers. enabled by new platforms, is driving a potentially fundamental change in the way brand marketing works. Marketers are moving Valuing “Earned” vs. “Paid” Media from a broadcast-based marketing relationship with consumers There are a several different frameworks for thinking about to a relationship that more explicitly considers how traditional the value of “paid” versus “earned media,” and in particular we paid media drives “earned media”—where consumers directly often hear the question “what is the value of a Facebook fan?” engage with the marketing messages and pass them along to We believe the right way to approach these questions is simple. their friends. The Web-based aspect of this engagement has also For each of the types of impressions enabled by social media, made it much more measurable, which has inspired new ideas including paid media or earned media enabled by a Facebook and research on the relationship between “paid” and “earned” fan base, we ask, “how many people do those impressions media and their respective impact on brand perceptions. reach?” and “how effective are they in changing attitudes and behaviors?” Nielsen and Facebook have heard from countless brand marketer clients that they need guidance on how to quantify the value of This report takes a deep-dive into a body of research that social media advertising relative to their brand goals and how quantifies the extent to which three kinds of impressions to understand it in terms that align with their overarching brand drive reach and brand impact: standard paid impressions, paid metrics. Because Nielsen is committed to providing clients with impressions that contain social information, and “earned” the most complete view of what consumers “watch” across all impressions that happen as a result of a Facebook user engaging platforms, including how they engage with social media, we have with an ad. Most “earned” impressions have the highest level made a major investment in helping advertisers understand how of impact out of the formats tested, but because this subset of to achieve their brand goals in a social context. consumers is small, reach is difficult to achieve solely with these impressions. Thus, the key to success for marketers is creating a We have now conducted six months of research consisting of mix of social impressions that incorporate both paid and earned surveys of over 800,000 Facebook users and more than 125 media. How to do that with your brand? Read on. individual Facebook advertising campaigns from 70 brand P 3 © 2010, The Nielsen Company
  • 4. METHODOLOGY REVIEW: NIELSEN BRANDLIFT AND FACEBOOK The Nielsen BrandLift product measures advertising effectiveness using lightweight polls and a true test/control Types of media on Facebook paradigm, allowing advertisers to receive data about the In this paper, Nielsen examines three types of media on effectiveness of their ad quickly and efficiently. (Note: Nielsen Facebook and uses the BrandLift methodology to evaluate reports data only in aggregate to clients and receives no their impact. (Exhibit 1) personally identifiable information from Facebook) Studies are also compared against a normative Nielsen database to • Homepage ads are above-the-fold homepage ads that determine overall effectiveness and awareness results. With contain ad creative (image + text) as well as an option for this product, Nielsen is developing a large body of research users to engage with the brand (e.g., “Become a Fan”) that shows how Internet display campaigns drive brand lift, • Homepage ads with social context (e.g. social impressions), as well as online and offline sales. which include the names of a user’s friends, if any, who are already fans of the brand How Nielsen BrandLift Works • Organic impressions, which are social stories that appear Nielsen BrandLift measures the impact of an advertising on the homepage of friends of users who have engaged campaign on the attitudes of consumers following ad exposure. with a brand or become a Fan of that brand Nielsen BrandLift polls are simple, one or two question surveys that are an integrated part of the Facebook experience. Paid Media* Earned Media* Facebook’s scale and the willingness of its members to participate in these polls drives high response rates and a Homepage Ad  high volume of response data. Social Impression   A Facebook ad campaign is served to 99% of the users who fit the defined targeting parameters, while 1% of that audience is Organic Impression  randomly assigned to serve as a control group. Only users who *As defined in sidebar, page 6 were within the target segment and would have been shown an ad during the course of the campaign (but were prevented from seeing that ad) are assigned to the control group. Twenty-four hours following ad exposure, a sample of both exposed and control users are served Nielsen BrandLift polls, and the impact of the ad campaign is measured. In this analysis, we examined three metrics important to brand advertisers: Ad Recall, Awareness, and Purchase Intent. © 2010, The Nielsen Company P 4
  • 5. - Continued from P 4 Exhibit 1: Nielsen BrandLift on Facebook (Three Types of Facebook Ad Executions) 2. Homepage Ad with Social Context 1. Homepage Ad 3. Organic Impression P 5 © 2010, The Nielsen Company
  • 6. What is “Earned” Media? The concept of earned media is not a new one; it’s These new opportunities have some advantages that been part of public relations for years. Historically, we differentiate themselves from traditional earned media. looked at the number of times a brand or press release They are designed to have a controlled message passed was mentioned on the nightly news, the front page of along. If a news outlet talks about a consumer brand, a newspaper or even in a movie or TV program. The key the brand relies on the guy watching TV at home is that the brand did not pay for the placement and to pass along the message through word of mouth. that the brand message was interesting, entertaining Unfortunately, like a game of “Telephone” this message or newsworthy enough that the media outlet used it as can be degraded. However, using earned media tools, part of its product voluntarily. this message can be controlled more directly by the brand. Additionally, the brand can “sense and respond” Now that the era of social media is upon us, we’ve to earned media – creating a customer service feedback extended the concept of earned media beyond the loop, where the brand can interact directly with traditional PR sense. Today a media outlet broadcasting consumers. Finally, the endorsement of a professional a brand is not the only form of “earned” distribution. reviewer is always good, but study after study has The consumer is now invited to broadcast, and shown that consumers trust their friends and peers hopefully endorse, the brand to their online friends. As more than anyone else when it comes to making a a result, brands are turning to the tools and advertising purchase decision. opportunities provided by social media outlets, such as the organic impressions used by Facebook. New forms of earned media do not replace the older ones. A mention from a far-reaching news organization To meet these needs, many publishers are creating ad still packs an impressive punch. Brands need to start formats that are a hybrid of earned and paid media. In broadening their view from traditional outlets and take these cases (such as the Social Impression discussed in advantage of the new opportunities made available this paper) a consumer’s endorsement is carried with through the growing variety of social media outlets. the traditional ad unit, allowing the reach that can be gained through paid media impressions to be combined with the impact associated with an earned endorsement. © 2010, The Nielsen Company P 6
  • 7. CASE STUDY For the purposes of this case study, we examined the impact Encouraging Brand Advocates of Facebook advertising on 14 campaigns using the Nielsen Almost universally, advertisers seek to create and encourage BrandLift methodology. Campaigns selected were representative brand advocates—those consumers who become champions of more successful campaigns that included the “Become for their brands and influence the perceptions and purchasing a Fan” engagement unit, and included advertisers from a behaviors of other consumers. range of categories, including CPG, entertainment, and retail. Results were aggregated across the fourteen campaigns in One common and lightweight form of advocacy on Facebook is order to provide more generalized findings and to ensure the through what are known as social ads. For example, if a user’s confidentiality of advertiser-specific results. friends are fans of a brand on Facebook, the ad unit itself will contain the names of those friends when it is served to the user. Facebook ads from these campaigns are “cutting through” and But does this lightweight form of endorsement actually impact being remembered quite well by users. Exposed audiences are the effectiveness of the advertising? registering nearly triple the lift of the ad recall of control groups (a delta between control and exposed of 10% on average). This is Using BrandLift, we compared the responses of those users who despite the strict Nielsen methodology, which enforces a 24-hour had seen ads with social context against users who saw ads with delay between ad exposure and measurement (to ensure the recall no social context from the same campaign. A user would be is genuine and not prompted by an ad still on the screen). eligible to see social context if one of their friends had previously “Become a Fan” of the brand running the advertisement. These campaigns were also successful at changing exposed audiences’ attitudes about these brands and products. At the top Social advocacy on ad units appears to strongly impact all three of the marketing funnel, awareness increased on average by 4% metrics. Ad recall is substantially higher at a delta of 16% (versus between exposed and control audiences. Purchase intent also 10% for non-social ads) and social coverage doubles the delta increased on average by 2% following ad exposure on Facebook. versus control for awareness. Interestingly, purchase intent (Exhibit 2) increases from a delta of 2% to nearly 8%. (Exhibit 3) Exhibit 2: Impact of Ad Exposure on Facebook Exhibit 3: Homepage Ads with Social Advocacy Can Improve Campaign Effectiveness Difference between control group and exposed Difference between control group and exposed 10% 16% Homepage ad exposure Delta versus control Homepage ad – social advocacy 10% 8% 8% 4% 2% 4% 2% Ad Recall Awareness Purchase Intent Ad Recall Awareness Purchase Intent Source: Nielsen BrandLift Source: Nielsen BrandLift P 7 © 2010, The Nielsen Company
  • 8. - Continued from P 7 Organic Exposure How Organic Frequency Drives Impact Many of our clients are attracted to social media as an Taking the look at organic impressions one step further, recall, advertising platform because of the ability to use an ad campaign awareness and purchase intent were still rising after 10 or more to “seed” the creation of “earned” or “viral” media, meaning exposures to the message. These results stand in strong contrast derivative branded content created or passed along by those to the scant four impressions that usually influence growth in exposed to the ad campaign. On the Facebook platform, one these dimensions for standard display campaigns. such form of earned media is the newsfeed stories that are sent What’s more, the jump in awareness between the consumers out to friends of users who engage with advertising on Facebook, who were exposed to between three and nine organic messages which we have termed “organic” impressions. and those were exposed to 10 or more was a considerable 15 Using a similar methodology to the way we measure the impact points. This underscores the strong ability of organic impressions of paid media, we can determine the impact of these organic to impact users, as well as consumers’ willingness to continue impressions. While exposure to the homepage ad itself increased to absorb the messages over longer periods of time and through ad recall by 10%, those users exposed to both the “paid ad” and many exposures than in other, more traditional forms of the organic impression remembered the ad at three times the advertising. (Exhibit 5) rate of those just exposed to the paid homepage ad. We see a similar effect for the other two metrics evaluated. Homepage ads increased awareness of the product or brand by 4% on average, Exhibit 5: Higher Organic Frequency Drives but exposure to both homepage ads and organic ads increased Impact: Incremental Organic Exposure awareness by a delta of 13% versus the control group. Exposure Difference between exposed and exposed + organics to organic impressions also impacted purchase intent as well, increasing the impact of the ad from 2% to 8%. (Exhibit 4) 1–2 32% 33% 3–9 28% 10+ Exhibit 4: Homepage Ads with Organic Exposure Improve Campaign Effectiveness 15% 15% 13% 10% 7% Difference between control group and exposed 3% 30% Homepage ad exposure Ad Recall Awareness Purchase Intent Homepage ad + organic Source: Nielsen BrandLift 13% 10% 8% 4% 2% Ad Recall Awareness Purchase Intent Source: Nielsen BrandLift © 2010, The Nielsen Company P 8
  • 9. - Continued from P 8 “Earned Media” Engagement and Reach It’s one thing to be highly effective, as organic ads clearly are. But the problem is that organic impressions are tough to scale, To maximize the reach of earned media, advertisers must start and marketers need to reach a lot of people – a characteristic of with interesting and engaging paid homepage impressions. paid advertising campaigns ads, not organic ads. The number of Because the organic impressions are generated through organic impressions generated by a campaign can vary widely, interactions with the ad unit (which are then posted as stories but by its very nature as a relationship that must be initiated by in friends’ feeds), there is a strong relationship between the the consumer, it’s a relatively small percentage of a campaign’s engagement rate of an ad campaign and the number of organic total reach. impressions (.72). (Exhibit 6) Exhibit 6: Organic Reach and Engagement Users Exposed Users Engaged 20,000,000 200,000 18,000,000 180,000 16,000,000 160,000 14,000,000 140,000 12,000,000 120,000 10,000,000 100,000 8,000,000 80,000 6,000,000 60,000 4,000,000 40,000 2,000,000 20,000 0 0 Saw Ads Saw Ads+Organics Saw Organics Only Engaged with Ad Engaged with Organics • The amount of organic impressions generated by a campaign can vary widely, but is typically a fairly small percentage of the reach of a given ad campaign • Organics are a strong driver of engagement; however, we see on average a 24% increase in the number of users engaging with the ad campaign due to the organics Source: Facebook Internal Analysis P 9 © 2010, The Nielsen Company
  • 10. - Continued from P 9 Fans as Social Advocates Rather than viewing social media as a platform only for “earned” media, there is significant benefit to both “seeding” social In contrast, social impressions display the reach characteristics networks with paid ads, as well as maximizing lightweight forms more in line with paid impressions than organics. We’ve of social advocacy such as social impressions that demonstrate observed campaigns for well-connected brands that include significant reach. (Exhibit 8) The “right” social media campaign social impressions for upwards of 40% of their audience. Social is a balance of reach and frequency across homepage, social, impressions, which carry an added layer of influence by naming and organic impressions. (Exhibit 9) which of the user’s friends also have a relationship with the brand, are strongly related to the size of the brand’s fan base before the start of their ad campaign. (Exhibit 7) Exhibit 8: Social Advocacy: A Middle Ground Between Homepage Ads and Organic Impressions Exhibit 7: Fan Base Drives Social Coverage Difference between control group and exposed of Ad Campaigns Homepage ad exposure 30% Homepage ad + social advocacy 80% Homepage ad + organic exposure 70% R² = 0.5702 60% 16% 13% 50% 10% 8% 8% 8% 40% 4% 30% 2% 20% 10% Ad Recall Awareness Purchase Intent 0% 0.00% 0.20% 0.40% 0.60% 0.80% 1.00% 1.20% 1.40% 1.60% 1.80% Source: Nielsen BrandLift % of total audience that were fans before reachblock Social coverage Exhibit 9: Balancing the Need for Reach Source: Facebook Internal Analysis with Impact Those social ads are the middle ground between the reach of Homepage the generally directed profile homepage ads and the impact of the highly effective organic messages, and achieving buy-in from consumers at that level is a worthy goal. And while you can buy Reach a homepage ad, you can’t buy the influence that’s inherent when Social a consumer sees a list of their own friends featured on a social ad. The key take-away is the high and long-lasting impact of “earned media” messages in the social arena. But advertisers can’t buy Organic earned media; it has to be earned through user engagement and connections between users and brands. Paid impressions on Impact consumers’ homepages are a key opening to the more impactful Source: The Nielsen Company social and organic impressions, but driving these more valuable impressions requires advertising that sparks engagement and connections between brands and users. © 2010, The Nielsen Company P 10
  • 11. CONCLUSION As you’ve no doubt already concluded in your own media strategy sessions, buying social media is different than buying standard online media. It’s critical that we understand advertising not just in terms of paid media, but also in terms of how earned media and social advocacy contribute to campaigns. Social advocacy and earned impressions can impact consumers in three important ways: by making them more likely to notice an ad (ad recall), to take away its message (awareness), and to increase their interest in making a purchase (purchase intent). The next step is to expand this understanding to offline sales and long-term brand value. About The Nielsen Company About Facebook The Nielsen Company is a global information and media Founded in February 2004, Facebook's mission is to give company with leading market positions in marketing people the power to share and make the world more open and and consumer information, television and other media connected. Anyone can sign up for Facebook and interact with measurement, online intelligence, mobile measurement, the people they know in a trusted environment. Facebook is a trade shows and business publications. The privately held privately held company and is headquartered in Palo Alto, Calif. company is active in approximately 100 countries, with For more information, visit www.facebook.com headquarters in New York, USA. The Nielsen Company’s online and mobile solutions deliver comprehensive, independent measurement and analysis of digital audiences, advertising, video, consumer-generated media, word of mouth, commerce and consumer behavior. Nielsen enables clients to make informed business decisions about their digital and mobile strategies. Visit Nielsen at: www.nielsen.com For more online data and analysis, visit: http://blog.nielsen.com/nielsenwire/ P 11 © 2010, The Nielsen Company
  • 12. Copyright © 2010 The Nielsen Company. All rights reserved. Produced in the U.S.A. Nielsen and the Nielsen logo are trademarks or registered trademarks of CZT/ACN Trademarks, L.L.C. All product names herein are the properties of their respective owners. 1234/10