Online Advertising Offline Sales Lift Greater Than Television

comScore has released a study in conjunction with dunnhumbyUSA showing online advertising to be on par with television advertising in growing retail sales of consumer packaged goods brands.

From the comScore release:

Over the course of twelve weeks, online ad campaigns with an average reach of 40 percent of their target segment successfully grew retail sales of the advertised brands by an average of 9 percent. This compares to an average lift of 8 percent for TV advertising as measured by Information Resources, Inc. (IRI) and published in their seminal research paper “How Advertising Works.”

Offline Sales Lift

Offline Sales Lift

comScore Executive Chairman Gian Fulgoni had the following comments about the comScore/dunnhumbyUSA research:

“These early results confirm the ability of online advertising to successfully build retail sales of CPG brands on par with the impact of television advertising. It is likely that the more precise targeting ability of the Internet – especially in terms of accurately reaching the desired demographic segment — is a key reason for its effectiveness. That is meaningful in and of itself, but when you take into account the fact that online advertising is generally less costly than television, these results take on even greater significance.”

Hernan Lopez, COO, Fox International Channels and dot.Fox Networks commented:

“While there is no doubt that advertising can increase sales, measuring that effect is very hard to do. comScore and dunnhumbyUSA’s robust methodology has without question achieved that goal and puts online display in the select club of media that can generate measurable sales in the short-term and build brands in the long term.”

I expect to see more studies like this one from comScore/dunnhumbyUSA comparing the effectiveness of online display advertising to other major media’s display advertising counterpart – particularly television’s – from both Madison Avenue and the Online Advertising Industry over the next several years.

Online display advertising will eventually have its day – when that day will arrive still remains to be seen.

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