We at Wunderman—years after having coined the term, and invented the practice of, direct marketing—have, as an agency, made a global commitment to a new dimension of advertising.

I call it an engagement between buyers and sellers. Let me define the term:

Engagement is having to involve one's self in something, as opposed to remaining aloof or independent of it.

Engagement is a promise that carries an obligation by all parties to do something. And not just to do something, but to continue to do it with each other. It can be in the form of an agreement, contract, or commitment.

Engagement is also a commitment to being activated or becoming operational in the present as opposed to some vague promise to do something in the future. Engagement lives in the now and is most likely to continue into the future if properly maintained and nourished.

Engagement in advertising can be enhanced or achieved by information and implemented by all of the contemporary interactive tools of communication. The engagement exists as latent information awaiting, if you will, the kiss of relevance, mutuality, or necessity to awaken it.

In our time, such information can be stored as a live capsule that can remain latent in a PDA or any other "companion" apparatus and germinate, change, and be brought to life when it is both relevant and timely.

Engagement creates the foundation for an ongoing interaction between advertisers and consumers as they experience the adventure of one or more exchanges of their mutual needs and means. The engagement deepens as the interactions increase in frequency and content.

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ABOUT THE AUTHOR

Lester Wunderman coined the phrase "direct marketing" in 1967. His innovations have influenced the direct response industry ever since. He is chairman emeritus and founder of Wunderman.