Competitive advertising strategies for programmatic television

Ivan A. Guitart (), Guillaume Hervet () and Sarah Gelper ()
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Ivan A. Guitart: EM-Lyon Business School
Guillaume Hervet: Grenoble Ecole de Management, Univ Grenoble Alpes ComUE
Sarah Gelper: Eindhoven University of Technology

Journal of the Academy of Marketing Science, 2020, vol. 48, issue 4, No 8, 753-775

Abstract: Abstract Programmatic television advertising technologies allow advertisers to detect the placement of competitor ads and schedule their own ads almost in real time. This paper investigates how managers can improve the effectiveness of their ad schedules by considering the relative placement of their ads with respect to competitor ads. By analyzing a dataset of more than 43,000 own-brand and 49,000 competitor TV ad insertions, we propose and estimate the effects of four ad scheduling strategies on online conversions. The best strategy is to place ads in isolation, either when competitors are not advertising at all or advertising on other stations; this avoidance strategy results in the greatest effectiveness of own-brand ads and delivers conversions from competitor ads. If an avoidance strategy is not possible, brands should advertise more heavily than their competitors. Doing so mitigates the substitution effect of competitive advertising, which occurs when competitor ads outnumber own-brand ads. Our analyses show that adopting programmatic television technology would have led the focal firm to increase the conversions from television advertising by 59%.

Keywords: Programmatic television; Real-time competitor tracking; Competitive advertising; Advertising scheduling; Advertising effectiveness; Television advertising (search for similar items in EconPapers)
Date: 2020
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Citations: View citations in EconPapers (5)

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DOI: 10.1007/s11747-019-00691-5

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