Consumers watch video on different screens throughout the day—and they do so with multiple motivations—which impacts their receptiveness to advertising. As marketers look to unify TV and digital campaigns, new research from IAB examines how marketers can use the medium more effectively to connect with consumers.

Delving into how consumers watch digital video—beyond dayparts, demos and/or perceived personas—IAB’s new research highlights how consumers’ motivations and mindsets inform their receptivity to advertising.

Motivation wise, nearly 90 percent of weekly online video viewers say that they stream video to relax at the end of the day and during their free time—the highest percent of any motivation or mindset. The next most common viewing motivations are planned viewing (76 percent) and taking a break (75 percent).

Motivations/mindset groupings in the study include:

Video strategy—the motivations and mindsets that inform targeting

Viewers are significantly more attentive to both content and ads when watching videos for educational/instructional purposes, and 40 percent say they pay more attention to ads in this mindset. In addition, consumers are highly attentive to ads when they are watching video as they prepare for the day.

Overall, digital video viewers are accepting of advertising and communicate clear ad preferences:

  • Nearly 80 percent of digital video viewers accept free content as a value exchange for watching advertising
  • 56 percent of video viewers say that they prefer and are more open to contextual ads
  • On average, 37 percent of viewers surveyed reported an increase in ad receptivity when exposed to ad targeting that they prefer (e.g., Behavioral, Contextual, Mindset, Demo)

Learnings by device Include:

Mobile—Smartphones are the ‘go to’ device for all ages for Informational, Spontaneous or Escapist viewing, with ages 13-17 more likely to use a smartphone for any viewing mindset. As ad attention is higher in these states consider shorter, vertical video and/or native ads.

Connected TV—Viewing occurs on the big screen across all age groups, typically when appointment viewing or in a relaxation mindset, where TV shows and movies are preferred and no strong ad relevance preference is shown. Consider general advertising.

Desktop—Educational/instructional videos, where consumers are most open to ads, rank highest on desktop for all age demos. Consider contextual or informative (e.g. product learning) ads. Adults 35+ over index on spontaneous viewing on desktop—consider delivering sequential horizontal ads when consumers are binge viewing clips

How much attention do you pay to the streaming or online videos in each of the following scenarios?

Video strategy—the motivations and mindsets that inform targeting

“The IAB is constantly working to improve the video marketplace and educate buyers and sellers on opportunities and what works best,” said Anna Bager, executive vice president of Industry Initiatives at IAB, in a news release. “Digital video isn’t traditional TV, and today there are many more viewing options. As consumers jump from different content and different screens throughout their day, their openness and receptiveness to advertising changes, and what it takes to successfully reach them shifts as well.”

How much attention do you pay to the online videos and/or ads in each of the following scenarios?

Video strategy—the motivations and mindsets that inform targeting

“The industry recognizes that the on-demand and always-on nature of media consumption requires a more nuanced approach to connecting with the right audience. We see this ‘day-part to mind-part evolution’ as key to a more relevant and effective way of working,” said Eric John, deputy director, Video Center of Excellence at IAB, in the release. “We hope this study will lead to innovation and greater rigor in both audience research and the data and methods used for pairing content, consumer mindset, and advertising.”

View the full report here.

Percentage who prefer each type of advertising relevance:

Video strategy—the motivations and mindsets that inform targeting

Commissioned partner: maru/matchbox. Online survey fielded March 19-27, 2019 to a panel of U.S. consumers, aged 13+. Total sample size: 1,544 consumers

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Richard Carufel

Richard Carufel

Richard Carufel is editor of Bulldog Reporter and the Daily ’Dog, one of the web’s leading sources of PR and marketing communications news and opinions. He has been reporting on the PR and communications industry for over 12 years, and has interviewed hundreds of journalists and PR industry leaders.

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