su informe Mobile App Marketing Insights: How consumers really find and use your Apps

How Consumers Really Find and Use Your Apps
Mobile App
Marketing Insights:
May 2015

Apps play a role during the purchase path.
One in two app users turn to apps to help make purchase
decisions. Of these, 45% use apps to look for more business
or product information, and 29% use apps further down the
funnel to make a purchase, either online or offline.
Incentives can renew app usage among
abandoned users.
A third of app users stop using or uninstall apps because they
lose interest. But incentives can be effective in renewing app
usage. Of those who stop using apps, 30% would use an app
again if offered a discount, and 24% would reuse an app if
offered exclusive or bonus content.
Most installed apps are not used often.
The average app user has 36 apps installed on his or her
smartphone. Only one in four of those apps are used daily, while
1 in 4 apps are never used. The most common types of apps
used daily are social/communication and gaming apps.
App discovery can occur outside of the app store.
While the app store and word of mouth are major sources of
app awareness, search can also help consumers discover apps
during moments of intent. In fact, one in four app users discover
apps through a search engine.
Search is effective in driving app downloads.
Although four out of five app users consider the price of an app
important when deciding to download, search ads can also be
effective in influencing the download. Among app users who
were influenced by ads on a smartphone when downloading an
app, 50% were prompted to download through search ads.
EXECUTIVE SUMMARYEXECUTIVE SUMMARY

Consumers spend an average of 30 hours per month in apps.1 To understand the drivers behind app discovery and engagement,
Google partnered with Ipsos MediaCT to conduct research on consumer app acquisition and usage behaviors.
Methodology
A total of 8,470 respondents age 18–64 completed one of eight vertical specific online surveys focusing on smartphone app discovery,
acquisition, usage, and abandonment. The study was fielded between September 12 and September 22, 2014.
Respondents met the following criteria for inclusion in this research:
•  Smartphone users
•  Have used any smartphone app in the past seven days
•  Have used one of the following types of apps on their smartphone in the past 30 days:
Retail
Gaming Entertainment
Travel
Local
Finance
Technology
Ipsos MediaCT is the market research division within Ipsos that specializes in reaching, engaging, and more effectively
understanding today’s digitally driven consumer in the fast-moving media, content, and technology space.
1 Nielsen, http://www.nielsen.com/us/en/insights/news/2014/smartphones-so-many-apps--so-much-time.html
Social
BACKGROUND AND RESEARCH METHODOLOGY

General app consumption
Sources of app discovery
Inﬂuencing the download
App usage behaviors
Reengaging abandoned users
CONTENTS

The average app user has 36 apps installed on
his or her smartphone.
Base: Total respondents (n=8,470)
Google/Ipsos Survey Q1. Approximately how many apps do you currently have installed on your smartphone?

Few apps are used daily.
Google/Ipsos Survey Q2. Of the [...] apps that you have installed on your smartphone, approximately how many do you use ... ?
of installed smartphone
apps are used daily.
26%

Social and gaming apps have the most daily use.
Base: Used certain apps at least once a day (Floating Base)
Google/Ipsos Survey Q4. You mentioned that you use certain apps at least once a day. What types of apps are these?
33% media or entertainment related
19% retail stores or retail related
Types of smartphone apps used daily:
68% social and communication
46% games or gaming related

Sources of awareness of smartphone apps:
52% friends, family, and colleagues
40% browse the app store
27% search engines
Apps are often discovered outside the app store.
Base: Total respondents: Vertical average (n=8,470)
Google/Ipsos Survey Q11. In which of the following ways have you ﬁrst become aware of [...] smartphone apps? Please include all the
sources where you have seen or heard information about apps, even if you didn't subsequently download them.
24% company website
22% TV

Search is a driver of app discovery.
Google/Ipsos Survey Q11. In which of the following ways did you ﬁrst become aware of [...] smartphone apps? Please include all the
sources where you have seen or heard information about apps, even if you didn't subsequently download them.
app users discover apps
through search engines.
1 in 4

Search is especially effective for discovering
technology, travel, and local apps.
Base: Total respondents per quota; retail (n=1,059), gaming (n=1,059), travel (n=1,060), entertainment (n=1,058), social (n=1,058), local
(n=1,059), finance (n=1,058), technology (n=1,059)
Google/Ipsos Survey Q11. In which of the following ways did you first become aware of [...] smartphone apps? Please include all the sources
where you have seen or heard information about apps, even if you didn't subsequently download them.
% of app users who discover apps through search engines by app category:
28% Entertainment 24% Retail 19% Social 16% Finance 15% Gaming
43% Technology 35% Travel 34% Local

49% social ads
47% banner/graphical ads in apps
45% banner/graphical ads in websites
43% video ads
Base: Average among those in each vertical who downloaded an app based on ads seen on a smartphone
Google/Ipsos Survey Q.14 Which of the following types of online advertisements have prompted you to download a/an
[...] app? Select all that apply.
Types of ads that prompted app downloads among app consumers whose
download was inﬂuenced by ads on a smartphone:
Search ads are eﬀective in driving app downloads.
search ads
50%

Recommendations and interest/fun level are top reasons
to download apps.
Google/Ipsos Survey Q.13 For which reasons have you downloaded a/an [...] app in the past?
Reasons for downloading an app:
33% recommended by others
31% sounded interesting/fun
24% familiarity with company/brand
18% access exclusive discounts/rewards

60% ratings
43% free trial
4 in 5 say price is important when deciding to download.
Base: Total respondents: Vertical average (n=8,470). Percentages based on Top 2 Box.
Google/Ipsos Survey Q.18 When searching for [...] apps in your smartphone's app store, how important are the following
factors in making a decision about which app(s) to download?
62% description
60% reviews
Important factors when deciding to download an app:
82% price

Most expect apps to be free; willingness to pay
varies by category.
Base: Total respondents per quota; Vertical average (n=8,470), Retail (n=1,059), Gaming (n=1,059), Travel (n=1,060), Entertainment (n=1,058), Social (n=1,058),
Local (n=1,059), Finance (n=1,058), Technology (n=1,059)
Google/Ipsos Survey Q.9 Imagine you wanted to download the following types of apps. How much, if anything, would you be willing to pay for the app?
*Averages exclude 0 values
Technology
Finance
Local
Travel
Social
Entertainment
Retail
Gaming
$2.81
$2.52
$2.22
$2.21
$2.18
$2.09
$1.83
$1.49
Overall Avg. Willingness to Pay = $2.17
expect apps to be free.
3 in 4

Simplifying life and ease of use boost app usage.
Base: Total respondents: Vertical average (n=8,470). Percentages based on Top 2 Box.
Google/Ipsos Survey Q32. Thinking about the [...] apps that you use frequently and those that you do not use very often or at all, to what
extent do you agree or disagree that the following attributes are true of [...] apps that you use more frequently?
Attributes associated with frequently used apps:
63%
63%
57%
Makes my life easier
Clear instructions for using app
Appealing design and aesthetic
Consistent experience on multiple devices
Always has new content
Brand I interact with oﬄine
57%
45%
43%

1 in 2 use apps to help make purchase decisions.
Base: Average among those in each vertical who used “apps” or "both mobile websites and apps" on smartphone in past 30
days (Floating Base)
Google/Ipsos Survey Q7. Which of the following activities do you use each type of smartphone app for?
45% look for more info.
29% make a purchase.
Look for info about a
speciﬁc product/services 28%
24%
18%
Look for something nearby
Contact a business
22%
16%
Make an online purchase
Make an oﬄine purchase

Users make purchases through apps.
Google/Ipsos Survey Q26. Approximately how much have you spent on purchases of products, services, or new subscriptions made through apps in
the past 30/7 days?
Google/Ipsos Survey Q27. And approximately how much have you spent on purchasing virtual goods (such as upgrades in games, personalization on
social networks, other bonus/exclusive content, or extra/premium app features)?
Made purchase in
past 30 days
Past 30-day
median spend
Past 7-day
median spend
Spend on products,
services, subscriptions
through apps
39% $44 $16
Spend on virtual goods
through apps 24% $17 $8

Maintaining engagement in apps is a huge opportunity.
Google/Ipsos Survey Q2. Of the [...] apps that you have installed on your smartphone, approximately how many do you use ... ?
installed smartphone
apps are never used.
1 in 4

Google/Ipsos Survey Q.23 If a/an [...] company/brand required you to install an app to complete a purchase/transaction,
which of the following actions would you most likely take?
of app users are likely to
download an app when it’s
required to complete a purchase,
half of which would uninstall it
after purchase is complete.
Consumers often abandon apps immediately after
a download.
38%

App abandonment is mainly fueled by loss of interest.
Google/Ipsos Survey Q34. For which reasons have you stopped using [...] apps on your smartphone?
34%
29%
24%
Lost interest
No longer need it
Found app not as useful
Found a better or more useful app 18%
Reasons apps are no longer used:

Incentives can prompt renewed app usage.
Base: Average among those in each vertical who have stopped using apps on their smartphone (n=6,650)
Google/Ipsos Survey Q37. Now thinking about [...] apps that you've stopped using or uninstalled from your smartphone,
which of the following would make you more likely to start using the app again?
30%
24%
21%
Discount or coupon toward next purchase
Exclusive or bonus content
Family, friends, and colleagues start using it
Notiﬁcations of new features 16%
Prompts for restarting use of apps not used or uninstalled:

Discounts are most eﬀective in activating
reengagement for retail, travel, and local apps.
Base: Respondents per quota who have stopped using apps on their smartphone: Retail (n=879), Gaming (n=896), Travel (n=822),
Entertainment (n=887), Social (n=712), Local (n=892), Finance (n=638), Technology (n=924)
Google/Ipsos Survey Q37. Now thinking about [...] apps that you've stopped using or uninstalled from your smartphone, which of the
following would make you more likely to start using an app again?
% of app users would start using an app again given a discount
or coupon towards next purchase by app category:
Retail
Travel
Local
Technology
Finance
Entertainment
Gaming
Social
47%
40%
37%
36%
28%
24%
16%
14%

Apps play a major role in a consumers’ mobile experience. While apps can delight users and satisfy their needs in an efficient
manner, getting their attention and keeping them captivated can be a challenge.
Based on what we know about app users, these are a few steps to succeed in reaching and engaging your app audience:
Maximize your online presence to aid in app discovery
Users have more choices than ever to utilize apps that meet their specific needs. To stand out from the crowd, marketers
must be present wherever smartphone users are looking to discover apps relevant to their interests. Online ads such as
mobile app install campaigns across search, display, and video offer a way to promote apps to potential users during their
moments of intent wherever they may be.
Keep users engaged by promoting the value of your app
Since most installed apps are seldom used, users need a compelling value proposition to start and continue using an app.
Users’ interest and engagement in apps are best stimulated with discount offers and exclusive content. You can promote
these incentives through mobile app engagement ads. Together with deep links, you can connect users directly to relevant
places in your app to take advantage of your offer or content.
STRATEGIES TO WIN WITH MOBILE APPS

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