The import of illiteracy to marketing communication

Abstract

Research identifies nearly 73 million adult Americans as illiterate. Analysis of social, economic and demographic trends indicates that the situation will worsen before it improves. Marketing communications copy prepared at an eighth grade reading level or above may not be comprehended by as much as one‐third of the population, resulting in a severe loss of potential sales and excessive advertising expense. Marketing research to date focusses on the impact of message, source, and channel variables on consumer behavior. However, the current “illiteracy crisis” argues that we reform our thinking ti consider how consumer literacy should influence our message, source, and channel determinations. Key tasks for marketers include evaluating the clarity, readability and specificity of promotional materials; pretesting the marketing communication on a sample of the target audience; and carefully assessing all options available for source and channel selection.