Brand Reputation in the Era of Data: 8 Principles for Responsible Data Stewardship That Won’t Kill Your Customer Relationships

An Introduction.

At what may be the dawn of a radical new era of technologically-driven marketing capability, I have been wondering – is enough ever going to be enough for the people being marketed to? People love their apps. They love online shopping. They love free stuff. They love connecting digitally to their friends and family 24×7. Even the growing stream of data breaches doesn’t seem to have much behavior-changing effect.

But the game is accelerating. Predictive intent, always the brass ring of marketing, is becoming ever-more precise, thanks to unprecedented analytics capabilities, big data, and soon-to-be connected everything. We may be heading toward something like on-demand lizard-brain manipulation—with marketing suggesting what people are going to want to buy before they are consciously aware of it themselves—with greater and greater accuracy on the timing of when a desire will manifest. That’s a future vision I don’t think many people understand.

So I thought I’d pose a simple question. Dialog recently conducted a study in which respondents were asked how they’d like marketers to behave in a predictive analytics world, mining data from the places the respondents digitally engage – willingly or not, knowingly or not. Respondents ranged in age from 30 to late 60s. They were male and female. They were all Americans, except for one subject of Her Majesty. Most have a college degree, a few have a Masters, and a few work (or worked) in marketing-related jobs. They all willingly and regularly participate in the digital economy. And they all sense a lack of control over data about themselves.

One of the things that most struck me was that people have a general, vague awareness that ‘they’ are tracking everything about us. But less clear is who ‘they’ are or what’s being done with the data. Although I asked for gut reactions, what I got instead from the great majority were thoughtful, detailed and impassioned responses. Clearly this topic pushes a button. There is a growing undercurrent of discomfort. A general discomfort will get quickly channeled to any particular brand that pushes too far. Several respondents expressed (unprompted) anger at particular brands they felt disrespect their relationship. Given the huge investment required to build positive brand reputation, active customer anger should be every marketer’s (and CEO’s) nightmare.

The patterns that emerged from all of the respondents’ feedback were clear. It’s time to change behaviors. A lot of them. In the interest of something actionable, Dialog will offer over the next few weeks a series of 8 Principles for Responsible Data Stewardship to help guide behavioral change that will preserve customer good will and trust. I request and welcome thoughts and feedback to further this important discussion. First up is…


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February 2018
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