Brand prototyping: behoudt je klantrelatie!

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Van het merk wordt verlangd dat het op lichtvoetige wijze meebeweegt op de stormachtige golfbewegingen van de markt en de consument. Hoe blijf je als merk herkenbaar terwijl je toch met de tijd meegaat? Senior consultant Michel Jansen meent dat archetypen een oplossing bieden voor deze lastige merkparadox.


Het merk is een krachtig vehikel om een sterke marktpositie c.q. marktgroei te creëren. Immers, here vanuit de identiteit is het merk in staat een betekenisvolle relatie te ontwikkelen met de consument omdat deze zich ermee verbonden voelt. Een voorwaarde hiervoor is wel dat de identiteit van het merk op relevante en onderscheidende wijze aansluit bij de (functionele en emotionele) behoeften, doctor ambities en aspiraties van de consument. Op zichzelf is dit een eenvoudig gegeven. Maar het wordt complexer wanneer we aan dit principe een dynamische component toevoegen. Met andere woorden, doordat markten en consumenten zich ontwikkelen, ontstaan er telkens nieuwe behoeften waarop het merk met nieuwe proposities dient in te spelen. Het kan hierbij gaan om de ontwikkeling van innovatieve producten en diensten of een nieuwe communicatiecampagne.


Merken die over een heldere identiteit beschikken, waaronder Ikea, Apple, Rabobank, Amstel, Nike en Hema, blijken vaak goed in staat te zijn telkens met relevante innovatieve proposities te komen die onmiskenbaar bij het merk passen, waardoor het merk vitaal (= herkenbaar en relevant) blijft voor de consument. De binding tussen merk en consument wordt hierdoor versterkt, omdat het merk telkens op betekenisvolle wijze invulling geeft aan de actuele behoeften, ambities en aspiraties die bij de consument aanwezig zijn.


Wil het merk in staat zijn een betekenisvolle relatie met de consument te ontwikkelen, dan dient het zich op zuivere wijze vanuit zijn identiteit te profileren. Het is daarbij niet anders dan zoals dat bij mensen het geval is. In beide gevallen verwachten we dat zij zich op eigen, consistente en consequente wijze gedragen, zodat we weten waar we aan toe zijn en wat we van de persoon dan wel het merk kunnen verwachten. De vraag rijst nu hoe een heldere identiteit (met bijbehorende gedragingen) kan worden ontwikkeld.



Een bruikbare methode hiervoor bieden de archetypen van Jung. Centraal in zijn denken staat dat het gedrag van mensen gestuurd wordt door onbewuste ambities en aspiraties die zich in ieder individu bevinden. Uit deze individuele, onbewuste ambities en aspiraties destilleerde hij collectieve universele patronen, de zogenaamde archetypen (zie afbeelding). Kenmerkend voor deze tijdloze archetypen is dat ze worden geactiveerd zodra ze door mensen herkend worden in situaties en/of personen omdat die voor hen betekenisvol zijn. Het Hero-archetype manifesteert zich bijvoorbeeld bij veel mensen zodra zij aan het sporten zijn en maakt dat zij er alles aan doen om hun ambitie (= winnen) te realiseren. Archetypen bieden vanwege hun zuivere karakter zeer waardevolle aanknopingspunten om een sterke merkidentiteit te creëren. Ten eerste wordt geraakt aan de dieperliggende ambities en aspiraties die bij de consument bestaan. Door vanuit een archetype te werken is het merk dus automatisch betekenisvol voor de consument. Daarnaast kenmerkt elk archetype zich door een geheel eigen set van ambities en aspiraties, waardoor er op concrete wijze richting kan worden gegeven aan de intenties en gedragingen van het merk (bijvoorbeeld qua inhoud van de communicatieboodschap). Ten slotte bieden archetypen vanwege hun universele en tijdloze karakter het merk houvast om met de ontwikkelingen in de context mee te evolueren en vervolgens op relevante wijze in te spelen op de actuele ambities en aspiraties van de consument.


Lees meer over het brand prototyping-gedachtegoed of ga naar gerelateerde merkopleiding.

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NIBAA is een opleidingsinstituut gericht op brand management en merkstrategie en gevestigd te Utrecht. NIBAA leidt managers en executives op via diverse korte en langere merkopleidingen. NIBAA werkt met ervaren professionals, hoogleraren en vakdocenten.




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