Media Multiplexing Behavior: Implications for Targeting and Media Planning

Chen Lin (), Sriram Venkataraman () and Sandy D. Jap ()
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Chen Lin: Eli Broad College of Business, Michigan State University, East Lansing, Michigan 48824
Sriram Venkataraman: Kenan-Flagler Business School, University of North Carolina at Chapel Hill, Chapel Hill, North Carolina 27599
Sandy D. Jap: Goizueta Business School, Emory University, Atlanta, Georgia 30322

Marketing Science, 2013, vol. 32, issue 2, 310-324

Abstract: There is a growing trend among consumers to serially consume small, incomplete “chunks” of multiple media types---television, radio, Internet, and print---within a short time period. We refer to this behavior as media multiplexing and note that key challenges for integrated marketing communications media planners are (1) predicting which media or combination of media their target audience is likely to consume at any given time and (2) understanding potential substitutions and complementarities in their joint consumption. We propose a forecasting model that incorporates media-multiplexing behavior of both traditional and new media, their interdependencies, and consumer heterogeneity, and we calibrate the model using a rich database of individual-specific media activity diaries. The results suggest that accounting for media synergies within a single utility specification significantly improves model forecasts. We also introduce a utility function that directly models cross-channel media complementarities via interactive effects of the satiation parameters of own and joint consumption of various media types. Finally, our individual-level analyses generate unique insights on consumer-level media switching, multiplexing, and individual heterogeneity often ignored in aggregate data.

Keywords: integrated marketing communications (IMC); media planning; multichannel management; multimedia consumption; substitution and complementarities; interactive media; Internet advertising (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (15)

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