Do marketing clients really get the advertising they deserve? The trade-off between strategy and originality in Australian and New Zealand Agencies

Huw O'Connor, Scott Koslow, Mark Kilgour, Sheila L. Sasser

Research output: Contribution to journalArticleResearchpeer-review

Abstract

This article replicates the role clients play in their agency's advertising development process, as investigated by Koslow, Sasser, and Riordan (2006), but with data from Australia and New Zealand agencies. The role of client willingness to explore ideas is again found to be a critical reason why some clients receive more creative campaigns that others. Although some of the complex interactions found by Koslow, Sasser, and Riordan (2006) were not replicated, additional analyses suggest other patterns in the data. Some marketer-related factors, such as client sophistication and the use of consumer research, improve how strategic campaigns are, but they do so at the cost of originality. The net effect on the total creativity of a campaign may be minimal, but the creative character may change dramatically. Again, marketers seeking accountability for their campaigns' creativity need look no further than themselves.

LanguageEnglish
Pages147-155
Number of pages9
JournalJournal of Advertising
Volume45
Issue number1
DOIs
Publication statusPublished - 2 Jan 2016

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Marketing
New Zealand
marketing
campaign
creativity
consumer research
advertising industry
responsibility
Trade-offs
interaction
Marketers
Creativity

Cite this

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Do marketing clients really get the advertising they deserve? The trade-off between strategy and originality in Australian and New Zealand Agencies. / O'Connor, Huw; Koslow, Scott; Kilgour, Mark; Sasser, Sheila L.

In: Journal of Advertising, Vol. 45, No. 1, 02.01.2016, p. 147-155.

Research output: Contribution to journalArticleResearchpeer-review

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