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Team of Industrial Engineers

INSIGHTS LIBRARY

Stories Worth Telling: De Beers Case Study





De Beers' marketing strategies in the early 20th century are a masterclass in shaping consumer behaviour and perceptions. Their "A Diamond is Forever" campaign was groundbreaking in several ways, that continue to influence the diamond industry and consumer mindset today. 


The Challenge:  


De Beers needed to revolutionize social perceptions ingrained over generations, that diamonds were exclusively for the wealthy. Amidst economic hardship and declining diamond sales post-World War I, they had to create a demand for a product lacking intrinsic value and ensure people wouldn't consider reselling it. 

It chose an agency which proposed extensive consumer research as a basis to come back with the campaign strategy.  



The strategy:  


  • Emphasizing Rarity and Exclusivity: De Beers positioned diamonds as exclusive symbols of eternal love, leveraging the scarcity narrative. The company cleverly intertwined the enduring nature of diamonds with the idea of everlasting love, forging an emotional connection between the gemstones and commitment. 

  • Creating Emotional Connections: The campaign went beyond talking the quality of the diamonds and successfully cultivated emotional associations between diamonds and love, portraying the diamond ring as a representation of enduring commitment. This strategic move elevated diamonds beyond their intrinsic value, making them symbols of emotional significance. 

  • Culturally Embedded Influence:  De Beers was instrumental in shaping the ritual of diamond ring as a necessary element in proposals, and this expectation is so deeply embedded as a cultural tradition, creating a social norm that persists globally even today, transcending geographical boundaries to become an integral part of marriage rituals worldwide. Even in countries like India, where gold had the revered status – diamonds are seen as more modern and aspirational. 

  • Economic Impact Through Controlled Scarcity: De Beers' controlled supply strategy maintained high diamond prices, reinforcing the perception of diamonds as valuable and rare. This scarcity-driven approach not only influenced the economic dynamics of the diamond market but also contributed to the perceived exclusivity and desirability of diamonds among consumers. 

  • De Beers case showcases the enduring power of cultural narratives and emotional connections in shaping consumer behaviour. By crafting a compelling story around diamonds as symbols of eternal love, De Beers established an emotional bond that transcended the mere material value of the gemstones. This lasting influence underscores the significance of cultural resonance and emotional ties in driving long-term consumer perceptions and market demand. 



Take backs: What can we learn from the De Beers' strategy: 


1.Building Emotional Resonance & leveraging consumption Rituals: Elevating your brand beyond functional codes and leveraging and cementing existing rituals; occasions as a way to shape behaviour  


2. Sync in price and proposition: Controlled scarcity and perceived exclusivity can significantly influence consumer behaviour when all marketing Ps are working in coherence 


3Consistency:  "A Diamond is Forever" iconic tagline was written by copywriter Frances Gerety, from the agency NW Ayer in 1947. It continues to reverberate through time and the consistency of message is probably one key reason for its success. 

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