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Abstract
The present article aims to investigate the present state of Brazil’s advertiser’s digital maturity through a descriptive exploratory qualitative study on three cases. The biggest conditioning facts observed were company’s: operating sector, public, sales cycle, business model and seniority. As facilitators, an organizational structure that reflects structures and prioritized marketing processes; having the consumer journey mapped from the perspective of both the customer and the sales team; and the constant update on Digital Marketing news and best practices by the company and its professionals. The biggest obstacles observed were the lack of technology to fully integrate online and offline audiences; the fact that digital channels are not yet mass channels; the low qualification of marketers due to market dynamics; and, finally, the lack of high management's understanding of digital metrics and therefore pressure for results that do not reflect the actual impact of campaigns on the business.
Recommended Citation
Rodrigues Premero, Giovanna and Mantovani, Daielly, "Advertiser’s Digital Maturity in Brazil: a multi-case study" (2020). AMCIS 2020 Proceedings. 3.
https://aisel.aisnet.org/amcis2020/lacais/lacais/3
Advertiser’s Digital Maturity in Brazil: a multi-case study
The present article aims to investigate the present state of Brazil’s advertiser’s digital maturity through a descriptive exploratory qualitative study on three cases. The biggest conditioning facts observed were company’s: operating sector, public, sales cycle, business model and seniority. As facilitators, an organizational structure that reflects structures and prioritized marketing processes; having the consumer journey mapped from the perspective of both the customer and the sales team; and the constant update on Digital Marketing news and best practices by the company and its professionals. The biggest obstacles observed were the lack of technology to fully integrate online and offline audiences; the fact that digital channels are not yet mass channels; the low qualification of marketers due to market dynamics; and, finally, the lack of high management's understanding of digital metrics and therefore pressure for results that do not reflect the actual impact of campaigns on the business.
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