A Consumer Behavior Report on Coca-Cola Essay

An overview of the company:

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The Coca-Cola Company ( TCCC ) is a prima maker, distributer and seller of non-alcoholic drink dressed ores and sirups. The company owns or licenses more than 500 trade names, including diet and light drinks, Waterss, juice and juice drinks, teas, javas, and energy and athleticss drinks. The company operates in more than 200 states. The company is headquartered in Atlanta, Georgia and employed 92,400 people as of December 31, 2008.1 [ 1 ]

“ TCCC has strong trade name acknowledgment across the Earth. The Business Week and Interbrand, a stigmatization consultancy, recognized Coca Cola as the figure one trade name in their top 100 planetary trade names ranking in 2008, valued at USD 66,667 million in 2008. The company owns four of the top five soft drink trade names in the universe Coca-Cola, Diet Coke, Sprite and Fanta. ( Datamonitor: July 2009 ) 1 ” text somewhat modified from original. First Para quoted from beginning.

( DATAMONITOR: The Coca-Cola Company. ” Coca-Cola Company SWOT Analysis ( July 2009 ) : 1-9. Business Source Premier, EBSCOhost ( accessed November 23rd, 2009 ).

Coca Cola is the number-one manufacturer of carbonated drinks by volume and dollars. Having launched more than launched more than 700 merchandises in 2008 around the universe with its high-strung runs demoing the remainder of the selling community what it truly means to pull off a planetary trade name. Worldwide relevancy is what defines Coke, and it has successfully maintained its diversified portfolio in more than 200 states. ( Interbrand 2009 ) ( hypertext transfer protocol: //www.interbrand.com/paper.aspx? paperid=82 & A ; langid=1000 accessed on 3rd Dec 2009. ) text modified from beginning.

Coca- Cola in UK:

Coca-Cola arrived in the UK in 1900. ( proquest 2009 )

diet Coke

Introduced in the United States in 1982 and in Britain a twelvemonth subsequently, ‘diet Coke ‘ – or ‘Coca Cola Light ‘ as it ‘s sometimes known – is now sold in 149 states across the universe, with gross revenues in Britain 2nd merely to those of the United States. ( coke web site )

Motivation- Engagement

Engagement is the grade of influence that a trade name has over a consumer and how it motivates them to organize a strong bond with the trade name. Michael Solomon describes engagement as “ a individual ‘s sensed relevancy of the object* based on their built-in demands, values and involvements ”. * object- generic term for merchandise, advertisement etc. ( 8th edition purchasing holding being )

Engagement can be triggered by a batch of factors and it differs from one consumer to the other. It reflects how motivated a consumer is to treat information with respect to a merchandise or its promotion ( Solomon eigth edition purchasing holding defecation.

Types of Engagement:

  1. Merchandise Involvement- involvement in peculiar merchandises or services
  2. Message- Response Involvement-interest in advertisement or selling communications
  3. Purchase Situation Involvement-interest in purchase-situation.

Message- Response Involvement besides known as advertisement engagement refers to the consumer ‘s involvement in treating selling communications. ( Solomon chows shit, 8th edition, purchasing holding pg 168 ) In today ‘s times, sellers try and maintain up with the subject of new engineering taking to increase the consumer ‘s engagement with the selling activity.

Diet Coke utilizes the message-response engagement theoretical account in a run that was entirely targeted at female consumers aged between 16- 24. The run was titled the Silver Room.

The Silver room is an synergistic Mobile selling run where immature female consumers can entree magazine-style content on their nomadic phones such as famous person chitchat, manner, music, movie, games, and green issues. Cathryn Sleight, Marketing Director for Coca-Cola Great Britain said, “ we have been looking at new ways to make a fresh duologue with the following coevals of Diet Coke drinkers. We feel the Diet Coke Silver Room is the perfect platform to offer these younger, tech understanding consumers both a great trade name experience and some genuine added value and wagess, designed specially for them. ” hypertext transfer protocol: //www.mobiadnews.com/ ? p=2855 # more-2855

Enhancing the degree of Engagement:

Harmonizing to Solomon, a seller should hike a consumer ‘s motive by utilizing one or all the factors listed below ;

    • Entreaty to a consumer ‘s hedonistic demands.
    • Use of novel and outstanding stimulations

Include famous person indorsements

  • Constructing bonds with consumers by keeping consumer relationships with them.

Diet coke used these motivational additions to heighten their female consumers ‘ engagement in the run

The ‘diet Coke ‘ Silver Room ( fig 4.2 ) is fronted by Australian vocalizing esthesis Gabriella Cilmi, who is immature and tantrums in good with the mark audience.. Its visible radiation and about playful modern feel entreaties to the hedonistic side of the female consumer. The run features content and publicities born out of several cardinal partnerships: famous person chitchat from Heat, manner from Get Lippy, music with Gabriella Cilmi, movies with Fox and Paramount, every bit good as environmental content from Green Thing. Its signature content piece is the Music Mobcast. Voiced by Cilmi, this is two proceedingss of music intelligence with three sets featured each hebdomad.

The site is besides loaded with value-added characteristics such as the Music Mobcast ( fig 4.3 ), which uses a voice call to present content. The mobcast is 2 proceedingss worth of music intelligence and information on 3 new sets each hebdomad which is voiced by Gabriella Cilmi. A user merely enters their phone figure into the site and they receive a phone call. When they answer the phone, they hear Gabriella ‘s voice on the line.


Semioticss in Ad:

When a consumer looks at an advert, he/she derives a certain significance from it. To this intent, sellers use a set of symbols or possibly even one that develops into a meaningful statement that the consumer relates to the merchandise. And to accomplish this significance, the symbols have to precise, direct and should arouse a mental response to the imagination within.

To understand how efficaciously symbols can be used is of import. For this, sellers turn to a field of survey called semiologies specialising in ‘the correspondence between symbols and marks and their functions in how we assign significances to them ‘ ( Eighth edition Michael Solomon pg103 ).

From a semiotic position, every selling message has three constituents ;

  1. An object ; the merchandise
  2. A symbol ; the image/ statement that serves as an extension to the merchandise.
  3. The interpretant ; the message or the significance derived from the advert.

In relation to selling activities, the advertisement scheme incorporates semiotic symbolism by making a relationship between the merchandise and the coveted property of the merchandise. This scheme is normally long term as the message is changeless and repeat helps to reenforce the significance to the consumer.

The Latest Diet Coke Campaign- ” Hello you ”.

Diet coke is altering its selling focal point to appeal to its female audience. Citation: Jonathan Birchall. 2009.Coca-Cola promotes healthier diets.Financial Times, October7, hypertext transfer protocol: //www.proquest.com/ ( accessed December 4, 2009 ).

Diet Coke ‘s latest run valued at & A ; lb ; 35m ad characteristics award winning Welsh vocalist Duffy, as a “ strong and confident adult female who takes control ”. ( web site )

The run, which includes postings with the strapline “ I ‘m no superwoman ”, aims to stand for confident immature adult females taking a base against the force per unit area of modern life. ( web site )

In the 60-second Television ad, in which Duffy covers Sammy Davis Jnr ‘s I Got ta Be Me, the vocalist is seen in a interruption during a unrecorded show and, with the crowd naming for an encore, rejecting the force per unit area and header for a break.She hops on a motorcycle and rhythms off to take some clip out for herself before returning, taking a sip of Diet Coke, and returning to sing to the crowd.

The Welsh songstress has mixed reappraisals but after winning the Brit awards, she has climbed up the ladder of celebrity. The usage of the 24-year-old vocalist – existent name Aimee Anne Duffy – marks a important going for Coca-Cola, which in recent old ages has attempted to convey back the celebrated Diet Coke “ hunk interruption ” Television ads. ( REFRAME )

Semiotic symbolism in the “ hullo you ” run.

The semiotic symbolism is rather direct and entreaties to adult females in the peculiar age group. The run as a whole gives visible radiation to emancipating adult females from force per unit areas of life ( website quotation mark caterin dexterity ). The symbolism behind this advert can be represented with the semiotic trigon as given ;

Diet Coke: This trade name in itself is one of the most recognizable trade names in the universe ( quotation mark from website 3rd biggest drink in the universe ). Diet coke over the old ages has a carved a niche place in the mentalities of its consumers as the lighter side of felicity.

The mark:

Duffy, the Welshman songstress is siting on a crest of celebrity at the minute. She has won three Brit awards, two grammy ‘s ( iamduffy.com ).

Cathryn Sleight, selling manager of Coca-Cola GB Duffy has reflected on utilizing Duffy to back the trade name stating, “ Duffy as a immature adult female who is in charge of her ain fate, absolutely embodies the independent attitude we ‘re defending. She looks antic in the new advertisement. ” ( hypertext transfer protocol: //www.utalkmarketing.com/pages/Article.aspx? ArticleID=13130 & A ; Title=Duffy_stars_in_new_’diet_coke’_advert, _No_more_’Diet_Coke_Hunk’_ )

The wordss:

The wordss of this vocal has been adapted from an old authoritative originally sung by bombast bombast. It has a deep significance to it.

Mention groups:

A mention group is “ an an existent or fanciful person or group conceived of holding important relevancy upon an person ‘s ratings, aspirations or behavior.

V Parker Lessig, andC Whan Park.1978.Promotional positions of mention group influence: Advertising implications.Journal of Advertising ( pre-1986 ) 7, no.000002, ( April1 ) :41. hypertext transfer protocol: //www.proquest.com/ ( accessed December 12, 2009 ).

In footings of selling, mention groups are relevant as they can supply of import societal cues that give penetration into peculiar behavioural tendencies and associations with purchasing behaviour. These cues extend to organize an influence that is termed as ‘social power ‘. Types of societal power include information power, referent power, referent power, legitimate power, adept power, reward power and coercive power. ( pg430 Solomon purchasing holding )

Diet coke marketing feats this facet of societal power in its new run utilizing the referent power theoretical account. Referent power is the societal power of a mention group that motivates a consumer to draw a bead on to emulate the same behavioral forms portrayed by the person or group. This besides leads to act uponing the consumer ‘s purchase determinations. “ ( p 430 ‘group influence ‘ Solomon purchasing having.. )

The diet coke rebellion:

Diet coke has partnered with ‘Company ‘, a taking adult females ‘s publication as portion of its ‘Hello you ‘ run to actuate immature adult females to fall in a rebellion against the force per unit areas they face in the modern twenty-four hours life style. ( website ). ‘company ‘ has a readership of 574,000 ( NRS 2009 study ) within the mark section. ( hypertext transfer protocol: //www.nrs.co.uk/toplinereadership.html ) This partnership widens Diet coke ‘s selling to make its mark audience more efficaciously.

The first issue of the ‘Rebel ‘ issue as it is called premiered in May and was designed entirely maintaining the mark section ‘s involvements in head. To keep the run ‘s visibleness, two more issues were released in July and October. The magazine focused on subjects of peculiar involvement to adult females such as famous person chitchat, beauty tips, manner etc with the Rebel touch. This run was besides supported by extended online selling through the cokezone web site every bit good as getlippy.com.

The run was designed as a followup to the Duffy advert promoting independent adult females to interrupt free of all the force per unit areas they faced and to arise against biass present in the modern twenty-four hours universe in a positive mode.

The referent consequence on Diet coke mark market.

Particular mention groups tend to hold identifiable features and alone signifiers of symbolic buying behaviour, market cleavage in footings of such group features as grade of exclusivity and formality is a utile agencies of nailing appropriate segments.1 Therefore the referent power of Diet Coke ‘s mark section is farther simplified as common behavioral features are present.

The screen narrative was the new face of Diet coke and her rebellious ways assisting adult females to place with her as individual more than a famous person. Furthermore, the magazine established a common land for the Diet coke ‘s mark section to associate to their rebellious side.

Diet coke therefore engaged straight with its mark audience reflecting its nexus with their lives with this affiliation. This encourages their consumers to associate to and emulate features of the referent group- the modern adult females who wants to interrupt free and be themselves.

( 1. Leigh, James H., andGabel, Terrance G..1992.Symbolic Interactionism: Its Effectss on Consumer Behavior and Implications for Marketing Strategy.The Journal of Consumer Marketing9, no.1, ( January1 ) :27. hypertext transfer protocol: //www.proquest.com/ ( accessed December 12, 2009 ).


  1. Website.
  2. More direct publicities, concerts, women- related csr activity.
  3. More give-aways.
  4. Create an on-line web databse of trade name stalwarts.

Figures show that UK gross revenues of Diet Coke have fallen aggressively despite their large budget advertisement run to shift the merchandise to a female market. Citation: Jonathan Birchall. 2009.Coca-Cola promotes healthier diets.Financial Times, October7, hypertext transfer protocol: //www.proquest.com/ ( accessed December 4, 2009 ).

It has besides been found that site traffic in footings of alone visitants to the cokezone web site was well lesser than its American opposite number ( refer appendix 1 ). It is recommended that an on-line portal designed for adult females in UK should be started to prosecute Diet coke ‘s nucleus consumer mark to associate better to the trade name ‘s selling activities. It would bit by bit heighten the engagement of the mark market with the merchandise. It is besides recommended that trade name should link more personally with the consumer with the aid of direct gross revenues publicities, events for adult females.


The Coca-Cola Company is a planetary giant and diet coke being one of its flagship merchandises enjoys a niche place in market. Harmonizing to figures from the late, diet coke gross revenues have fallen aggressively. They need to shift the trade name. Duffy is immature but possibly they should take another famous person to back their drink.


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