Expansion Advertising

AbstractInstead of using advertising to generate preference or choice, many versatile, high-share, low-growth brands are now using advertising to suggest new ways to use the brand or new situations in which it can be consumed. For mature brands, such as Arm & Hammer Baking Soda, A-1 Steak Sauce, or Campbell's Soup, such advertising may be a more cost-effective way in which to build sales than wrestling market share points away from competitors. For such brands, encouraging current users to eat one more can of soup each month or to use steak sauce twice as often may do much more for their sales than trying to convince nonusers to switch from other brands. There is a point where further penetration of a market becomes increasingly difficult. This is particularly true if a large percentage of the targeted consumers seeing a particular ad are already loyal to that brand.Originally published in Why Advertising Works, edited by Dr. John Philip Jones, Sage Publishing, 1998About the AuthorBrian Wansink (Ph.D. Stanford University) is a Professor of Business of Nutritional Science, of Advertising, and of Agricultural & Consumer Economics at the University of Illinois-Urbana-Champaign.After working with an ad agency and the Small Business Administration, he earned his Ph.D. in marketing at Stanford (1990) and was a marketing professor at the Amos Tuck School at Dartmouth College (1990-1994), the Vrije Universiteit in Amsterdam (1994-1995), and the Wharton School at the University of Pennsylvania (1995-1997) before moving to Illinois to establish a research program that uniquely focuses on mature packaged goods. Dr. Wansink's expertise is directed toward revitalizing mature brands. Specifically, he focuses on determining the types of ads, promotions, and packages that will increase the usage frequency and usage volume of mature packaged goods. The Food and Brand Lab was founded in 1992 by Professor Wansink. It consists of 15 interdisciplinary researchers at the University of Illinois along with 3 test kitchens, 5 cooperating supermarkets, and a panel of 3,000 consumers. Research is independently funded by grants, consumer groups, and companies. It all focuses on better understanding consumers and how they relate to foods and packaged foods.

Expansion Advertising

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