8.2.3 Product Advertising and the Attention Economy

Companies use advertising to sell to us, but the way they reach us is changing. Naomi Klein identified the destructive impact of corporate branding her 1999 text, No Logo, an antiglobalization treatise that focused on sweatshops, corporate power, and anticonsumerist social movements. In the post-millennial society, synergistic advertising practices ensure you are receiving the same message from a variety of sources and on a variety of platforms. For example, you may see billboards for Miller beer on your way to a stadium, sit down to watch a game preceded by a Miller commercial on the big screen, and watch a halftime ad in which people are shown holding up the trademark bottles. Chances are you can guess which brand of beer is for sale at the concession stand.

Advertising has changed, as technology and media have allowed consumers to bypass traditional advertising venues. From the invention of the remote control, which allows us to skip television advertising without leaving our seats, to recording devices that let us watch programs but skip the ads, conventional television advertising is on the wane. And print media is no different. Advertising revenue in newspapers and on television has fallen significantly, which shows that companies need new ways of getting their messages to consumers.

Brand ambassadorships can also be powerful tools for advertisers. For example, companies hire college students to be their on-campus representatives, and they may target for students engaged in high-profile activities like sports, fraternities, and music. (This practice is slightly different from sponsorships, and note that some students, particularly athletes, need to follow strict guidelines about accepting money or products.) The marketing team is betting that if we buy perfume because Beyoncé tells us to, we’ll also choose our workout gear, clothing, or make-up brand if another student encourages that choice. Tens of thousands of brand ambassadors or brand evangelists work on college campuses, and such marketing approaches are seen as highly effective investments for companies. The numbers make it clear: Ambassador-referred customers provide sixteen percent higher value to companies than other customers, and over ninety percent of people indicate that people trust referrals from people they know (On-Campus Advertising, 2017).

Social media has made such influencer and ambassador marketing a near constant. Some formal ambassadors are sponsored by companies to show or use their products. In some cases, compensation arrives only in the form of the free products and whatever monetization the ambassador receives from the site, such as YouTube. Influencers are usually less formally engaged with companies than are ambassadors, relying mostly on site revenue to reward their efforts. Some influencers may overstate their popularity in order to get free products or services. For example, luxury hotels report that they are barraged by influencers (some with very few followers, and therefore questionable influence) who expect free stays in exchange for creating posts promoting the location (Locker 2019).

One ethical and perhaps relationship-oriented question is whether paid ambassadors should be required to disclose their relationship with a company, and how that works in online versus face-to-face interactions. In this case, online presence may be more "truthful" than in-person relationships. A video can formally include sponsorship information, and some ambassadors list partners or sponsors on their profiles. But in day-to-day, in-person conversations, it might be awkward for a classmate or colleague to mention that they are wearing a particular brand or using gear based on a financial relationship. In other words, the person sitting next to you with the great bag may be paid to carry it, and you may never know.