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Hispanic Marketing – Segmenting Latinos

market 1

market 1 (Photo credit: tim caynes)

By Mari D. González

Last year, I was approached by Lee Raymundo, MBA candidate at UCLA. He asked for an interview. He wrote:

“I read your article ‘Marketing to Second-Generation Latinos’ with
great interest and believe your insight would be of great value to me. I have
been trying to understand the behavior and culture of second generation Latinos vs. first generation and what ideals would most likely appeal to them. I understand that Bud Light is especially popular with this segment but have so far, struggled to understand why.”

He explained that his team was working with Budweiser, “on understanding the most effective way to reach the Latino community with a brand that resonates with this segment.” So, we addressed his questions. I gave him a general overview on the language preferences for first- and second-generation Latinos/Hispanics, which are basically related to acculturation.

Based on that particular interview and several other similar conversations, I have concluded that many professionals trying to reach Latinos/Hispanics assume that Latinos/Hispanics fall into one single market–an assumption that is too general.

“Latino/Hispanic” is a term used in census-taking to track people whose
heritage can be traced to 21 countries in Latin America plus Spain (Europe),
but should not be used—or misused—when marketing to a specific population under this umbrella term.Thus, every time I am asked to talk about Latinos/Hispanics, I always reply with the same question, “Which segment of Latinos/Hispanics?

Most people do not understand the huge cultural, socioeconomic, and generational differences among Latinos aside from their country of origin, language of preference, and acculturation levels. Language is of utmost importance. Yet, it should not be understood simply as English vs.Spanish, but how well the target group speaks either language and how extensive is their vocabulary in either one.

Other questions include: Has the market segment been schooled and/or received college degrees in Spanish or in English? Do they prefer reading in English but speaking Spanish at home? It might be that English is the language they learned to read and write grammatically, but they prefer the emotional connection associated with the sounds and certain words in Spanish. Our accents and the extent of our vocabulary tell a lot about who we are culturally, where we come from, our education and socioeconomic levels–all of which are important marketing indicators for Hispanic marketing strategic planning.

There is also the “American Latino/Hispanic” layer, which encompasses all Latinos/Hispanics living in the U.S. and can be very subtle. For instance, most first-generation, Spanish-dominant Latinos/Hispanics in the U.S. know common English-language terms they use in their daily lives even though their primary language is Spanish at home and work.

Moreover, there are cultural dimensions that second-generation, bilingual and English-dominant Latinos/Hispanics do not give up and that includes collectivismus, we, nosotros. That is the one specific example I gave to Mr. Raymundo. I told him that whatever message he is trying to communicate across the board with Latinos/Hispanics, do not market to them through an individualistic identityme, I, only myself—because that’s crossing into assimilation terrain and an assimilated Latino/Hispanic no longer counts culturally as a Latino/Hispanic.

Nota en español sobre “Spanglish”

Page 51 of Book IX from the Florentine Codex. ...

Page 51 of Book IX from the Florentine Codex. The text is in Nahuatl written with a Latin script. (Photo credit: Wikipedia)

Escrito por Mari D. González

De acuerdo a mi último estudio, los jóvenes quienes aprenden español en su casa – ya sea porque sus padres se lo exigen o porque sus padres no hablan ingles- y que aprendieron ingles a temprana edad, prefieren, al hablar casualmente con sus amigos(as), usar las palabras y frases en español que aprendieron en casa y mezclarlas con términos o frases en ingles que aprendieron en la escuela.

Este proceso de “back and forth” de una lengua a otra no necesariamente incluye palabras comúnmente conocidas como Spanglish.

En mi opinión, las palabras en español inglesadas o anglicismos denotan conceptos nuevos o variaciones de conceptos ya conocidos que se añaden al vocabulario en el lenguaje que fueron aprendidas manteniendo el sonido español por la popularidad de su uso y la funcionalidad que ofrecen.

El use de Spanglish es más común en los mexicanos quienes nos aferramos a un español menos castellano y más Náhuatl y en personas para quienes no es práctico buscar en el diccionario español-ingles la traducción al español de palabras nuevas en ingles.