Getting to the heart of the consumer
Featured Events | Mar 15, 2016 | Gabelli School of Business
By Nina Heidig
Pedersen, executive vice president of global planning at Deutsch Advertising, believes that in an age of enormous technological innovation, it’s essential for advertisers to understand the very human reasons why people make the choices they do.
In a talk at McMahon Hall on March 8, he told students, “Market research can’t necessarily get you to … that special thing that resonates and grabs your emotions.”
He urged students to approach account planning by questioning conventional thinking, considering unexpected connections, and staying “relentlessly curious.” He also recommended unplugging from devices to “give your brain time to work through things.”
Pedersen used his successful campaign for GM’s Saturn brand as an example of how the heart can outweigh the head in consumer decisions.
He explained that people’s love for Saturn had very little to do with the car itself.
“It was more of a belief system. It was a philosophy. It was all about people,” he said.