Millennial and generation Z digital marketing communication and advertising effectiveness: A qualitative exploration

ABSTRACT Millennials are among the largest age cohorts in United States commanding the strong buying power. They are digital natives perplexing the marketing world to develop effective digital advertising strategies because they have become expert at avoiding digital advertising designed to influence their consumer behavior. Using a digital distraction during an advertisement is a Millennial behavior and they are not likely to read, listen to, or watch digital advertisements in their entirety. Marketers are challenged to uncover new insights relating to how to hold Millennial attention with digital marketing/advertising communication. This research explored questions on how marketers can better serve the Millennial consumer in the United States with digital marketing/advertising communication that is engaging, informative and influential to their consumer behavior. The research also explored similarities and differences in digital marketing/advertising engagement among Millennials and the Generation Z age cohort because Generation Z represents the largest age cohort coming of age. The research was conducted using the qualitative methods of focus groups, an online bulletin board and one-on-one in-depth interviews. The findings suggest that digital marketing/advertising that is short, with music, humor and the use of social media influencers has a positive impact on both age cohorts.