Scott Goodson, the founder of an ad agency, argues that the new trend in advertising is selling a movement:

When the Smart car wanted to sell you a new model earlier this year, instead of talking about the usual advertising claims, like how great the car drives and how fuel efficient it is, Smart USA took a radically different approach. It came out with an idea of being against certain things. It asked you, the consumer, to think about what you were against in life, like excess stuff you buy but don’t need, McMansions with four car garages and of course gas guzzlers.

This is an unusual thing for a car company to do. It was not simply pushing polished cars in ads, it was saying something controversial. It was taking a stand against something. And it went beyond advertisements and set up a Facebook page. Why would advertising do this, why would the brand have this message?

Well, the Smart car, with the help of my agency StrawberryFrog in New York, was trying to spark a national movement against dumb mindless over-consumption. The thinking was: “Hey, if we could get millions of people excited about joining the fight against waste and dumb consumerism, it’s a great way to get them excited about the Smart car.”

This is part of a larger trend in advertising. To get people excited about a brand in this new social-media-Facebook-crazy world, you need to dump the old advertising playbook and spark a movement that people can get involved with.

Goodson suggests that it remains to be seen how consumers will respond. However, these sorts of ads are needed because “traditional ads” no longer work and advertisers need ways to reach consumers.

I’ve seen some ads like this recently. Such ads still target the identity of individual consumers but with a twist. First, they suggest that there are morally good and wrong choices to be made. The Smart car ad is suggesting that people in four-car McMansions are on the wrong side while virtuous Smart car owners are on another side. Second, they tie individual identity to a collective of like-minded consumers. While a cynic might suggest that such consumers are simply participating in the capitalistic movement, Smart car owners are told that their purchase makes them part of something bigger. If you put these two ideas together, consumers can still follow their individual tastes (however influenced they are by outside forces) but feel like they are participating in virtuous action with others.

Regarding the Smart car ads: what would happen if Toyota started advertising the Fit with the Smart car as its enemy/opposite movement? It seems rather easy to pick on McMansions and excessive consumption but what if it was a similar product?

In the long run, does this cheapen more traditional social movements that are looking to right social wrongs?

I wonder if advertisers would say these these movement-based ads are more effective with younger consumers, particularly emerging adults who might be yearning to be part of larger collectives.