Digital convergence is a phenomenon because it is an experience, an event, and a feat to be observed in today’s rapidly shifting media landscape. Jenkins (2006) defines digital convergence to be ‘the flow of content across multiple media platforms’, leading consumers to seek individualised content whenever, wherever, on their own terms. Advertising and new media continually face the pressure to respond to the migratory behaviours of media audiences, who move away from ‘one-to-many’ broadcast models and into niche markets and into brand communities. If advertising professionals can successsfully utilise digital convergence to their advantage in the way that Pespi has, then perhaps these challenges will be transformed into positive opportunities to connect with users in new ways.
The advertising industry is regularly modifying traditional paradigms that depict media consumers as being passive audiences with limited control over what they content they access (Sheehan, 2009) Indeed, as Jenkins (2006) ascertains, ‘the circulation of media content…across different media systems…depends heavily on consumer’s participation.” Operating as both consumer and producer- “the prosumer”-the contemporary, technologically savvy user can strategically manoeuver their way around broadcast advertising and established sources who wish to autonomously convey messages top-down. Consumers are instead given opportunities to interact and manipulate media content for their own purposes (Sheehan, 2009). Christodoulides et al (2011) analyse user generated content as providing consumers with experiences of “intrinsic enjoment,” whereby the focus of the advertisement is created for self-expression. This user-generated spoof of a commercial converges the popular interactive game the Sims 2 with the drinking of Pepsi at a party hosted by Captain Jack Sparrow. Audiences of different niche communities (i.e gamers and film buffs ) are hence simulataneously assembled via YouTube, perpetuating the Pepsi brand to become the topic of discussion. Indeed, the insertion of a brand into popular culture games such as the Sims operates akin to product placement.
As consumers become less brand loyal than before, they begin to pay more attention to the recommendations of family and friends than they do to traditional messages (Sheehan, 2009). According to Christodoulides et al (2011), one way that advertisers can strategically respond to this is through the utlisation of word of mouth (WOM) advertising which recognises that these recommendations are accepted among consumption communities as a legitimate brand driver. Advertising must hence operate in a way that presents the brand as a spectacle to consumers. Back in 1983-1984, Michael Jackson made marketing history when he signed on as the face of the 'Pepsi Generation.' In one of the many ads that Jackson made for Pepsi, he adjusts the lyrics of his song, 'Billie Jean' to suit the 'new generation' of Pepsi drinkers. He also incorporates his signature dance move 'the Moonwalk', converging his status as an icon with another icon, Pepsi.
The team behind the campaign recognised that as Michael Jackson, the King of Pop, was the embodiment of 'new,' and 'exciting', then they could contrast this with their rival, Coca-Cola, which was deemed to be 'old' (Herrera, 2009). Hence, the rivalry between Pepsi and Coca-Cola provoked many discussions between 'Coke drinkers' and 'Pepsi drinkers.' (Herrera, 2009). Moreover, despite the celebrity endorsement of Jackson as being 'exciting' like Pepsi, it spawned one of the most infamous moments in the campaign, when during the filming of a commercial, Jackson's hair was accidentally set alight.
Through word of mouth and much public debate, there was speculation that this led to his first cosmetic surgery, but the effect was clear. Pepsi had sparked thought provoking topics that got consumers talking about the brand in their everyday lives. Pepsi's sales increased to $7.7 billion with a spike in market share. (Herrera, 2009). Jackson's endorsement set the advertising industry to be a spectacle, an event for consumers, successfully converging popular music with a popular brand.
According to Sheehan et al, (2009)advertising's black box model is becoming out-dated, resulting in agencies that maintain a closed structure failing to create messages that resonate and connect with consumers. Not only does entertainment content flow across different platforms such as the sharing of a video through YouTube on a smartphone application, but as Jenkins (2006) points out 'our lives, relationships, memories, fantasies, desires, also flow across media channels.' Consumers wish to share their experiences with other individuals and communities. A feat that is still yet to be fully accomplished by advertising will be the insertion of a brand that latches onto each one of these experiences, thus becoming a phenomenon of advertising and new media as an example of digital convergence. Pepsi's recent partnership with Viacom, one of the 'Big Five,' a global mass media company that sets its sights on cinema and television, is one such method for traditional mass media advertisers to connect with users on a personal level. Users are encouraged to share their experiences of the 'NOW' on the home page, with the opportunity that these experiences will be broadcast in a competition as an incentive. This example integrates photography, Twitter, Comedy Central and traditional broadcast models so that these experiences will be shared via a social media campaign. Advertisers can either sink or swim with social media, viewing it as separate to traditional advertising or a merger that combines consumer's interests with advertising intentions.
In summary, if advertisers like Pepsi can rely on convergence of popular culture with a brand, establish niche markets and brand communities, and recognise the power of word of mouth, then perhaps traditional advertising has not died but converged into a hybrid of the consumer and the producers. This represents the constant need for advertising and new media to constantly evaluate and assess their strategies, by choosing to work for and not against convergence.
References
BBC. 2012. 1984: Michael Jackson burned in Pepsi ad. [ONLINE] Available at: http://news.bbc.co.uk/onthisday/hi/dates/stories/january/27/newsid_4046000/4046605.stm. [Accessed 23 August 12].
Christodoulides, G, & Jevons, C 2011, 'The Voice of the Consumer Speaks Forcefully in Brand Identity', Journal Of Advertising Research, 51, pp. 101-108, Communication & Mass Media Complete, EBSCOhost, viewed 28 August 2012.
Jenkins, H (2006) ‘Convergence Culture:’ Where old media collide’, New York University Press
Pepsico (2012). Pepsi and Viacom Announce "Live for Now" Summer Partnership. [ONLINE] Available at: http://www.pepsico.com/PressRelease/Pepsi-and-Viacom-Announce-Live-for-Now-Summer-Partnership06062012.html. [Accessed 20 August 12].
Perrera, Monica (2009). Michael Jackson, Pepsi Made Marketing History. [ONLINE] Available at: http://www.adweek.com/news/advertising-branding/michael-jackson-pepsi-made-marketing-history-99789?page=2. [Accessed 20 August 12].
Sheehan, Kim and Morrison, Deborah (2009) Beyond convergence: Confluence culture and the role of the advertising agency in a changing world in First Monday vol 14 no 3 - http://firstmonday.org/htbin/cgiwrap/bin/ojs/index.php/fm/article/view/2239/2121









