# data[].attributes.headline
The iGen Shift: Colleges Are Changing to Reach the Next Generation 

# data[].attributes.subject
The iGen Shift: Colleges Are Changing to Reach the Next Generation 

# data[].attributes.attachment_link.readable_text
Credit... Henning Wagenbreth

The newest students are transforming the way schools serve and educate them, including sending presidents and deans to Instagram and Twitter.

Credit... Henning Wagenbreth

They are, of course, super connected. But on their terms. Which is why college-bound iGens (Gen Zers, if you prefer) present a challenge to the grown-ups on campus eager to reach and teach them.

Consider orientation season. Katie Sermersheim, dean of students at Purdue University, has a mother lode of information and resources to share (including wellness initiatives and a new mindfulness room). But getting iGen's attention?

"It can be frustrating slash extra challenging to figure out how to get the word out, whatever that word is," Ms. Sermersheim said. "I do get discouraged."

A generation that rarely reads books or emails, breathes through social media, feels isolated and stressed but is crazy driven and wants to solve the world's problems (not just volunteer) is now on campus. Born from 1995 to 2012, its members are the most ethnically diverse generation in history, said Jean M. Twenge, psychology professor at San Diego State University.

They began arriving at colleges a few years ago, and now they are exerting their presence. They are driving shifts, subtle and not, in how colleges serve, guide and educate them, sending presidents and deans to Instagram and Twitter.

They are forcing course makeovers, spurring increased investments in mental health - from more counselors and wellness messages to campaigns drawing students to nature (hug a tree, take a break to look at insects) - and pushing academics to be more hands-on and job-relevant.

They are a frugal but ambitious lot, less excited by climbing walls and en suite kitchens than by career development.

Most critically, they expect to be treated as individuals. Students raised amid the tailored analytics of online retailers or college recruiters presume that anything put in front of them is customized for them, said Thomas C. Golden of Capture Higher Ed, a Lexington, Ky., data firm. He sees group designations evolving into "segments of one."

Image

Ingrid Koester, 19, center, and other Princeton University students shooting a video, based on the Taylor Swift song "22," that welcomes the class of 2022. Orientation leaders and staff members from the office of the dean of undergraduate students were extras in the video. Credit... Mark Makela for The New York Times

Students want to navigate campus life, getting food or help, when it is convenient for them. And, yes, on their mobile devices or phones. "It's not really technology to them," said Cory Tressler, associate director of learning programs at Ohio State University, noting that the iPhone came out when most were in grade school.

It is why Ohio State this year, rather than battle device use, issued iPads to 11,000 incoming students. The school designated 42 fall courses "iPad required" (21 more will be added in the spring) and is building an app that in addition to maps and bus routes has a course planner, grades, schedules and a Get Involved feature displaying student organizations.

In the works is more customization, so when students open the app it knows which campus they are enrolled at, their major and which student groups they belong to.

Speaking to students on their terms just makes sense, said Nicole Kraft, a journalism professor at Ohio State who takes attendance via Twitter (she has separate hashtags for each of her three courses). She posts assignments on Slack, an app used in many workplaces. And she holds office hours at 10 p.m. via the video conference site Zoom, "because that is when they have questions."

Dr. Kraft does not use email for class, except to teach students how to write a "proper" one. "That is a skill they need to have," she said.

While these students are called "digital natives," they still must be taught how to use devices and apps for academic purposes, Dr. Kraft said. She's had students not know that they could use Microsoft Word on an iPad. "We make a lot of assumptions about what they know how to do."

Campuses also have been slow to recognize that this age group is not millennials, version 2.0.

"IGen has a different flavor," said Dr. Twenge of San Diego State University and author of "iGen: Why Today's Super-Connected Kids Are Growing Up Less Rebellious, More Tolerant, Less Happy - and Completely Unprepared for Adulthood - and What That Means for the Rest of Us."

It is tricky to define a large part of the population. But Dr. Twenge said big data sets revealed broad psychological patterns shared by those coming of age amid defining social, cultural and economic events.

The difference between growing up in the prosperous 1990s versus seeing family members lose jobs and homes during the 2008 recession alters one's perspective, she said. It is why iGens are so focused on debt and insist that they get skills and experiences that will lead to a career.

The prevalence of school shootings and domestic terrorism has also shaped them.

"This generation defies the stereotypes of young adults," in terms of risk-taking, Dr. Twenge said. They are "more receptive to messages around safety" and less eager to get driver's licenses, and they come to college "with much less experience with sex and alcohol."

They are also more cautious when it comes to academics, fear failure and have learning preferences distinct from millennials, said Corey Seemiller, professor at Wright State University and co-author of "Generation Z Goes to College," who queried 1,200 students on 50 campuses.

"They do not like to learn in groups," favor videos over static content and like to think about information, then be walked through it to be certain they have it right.

"They want a model" and then to practice, said Dr. Seemiller, who posts samples when assigning a paper. "I'll say, 'Let's look through them and see what works.'" Having grown up with public successes and failures online, she said, students are hungry to have a big impact, yet "worry they will not live up to that expectation."

And despite their digital obsession, Dr. Seemiller's research shows this generation favors visual, face-to-face communication over texting. They are not always good at live social interaction, but they crave it. "They want authenticity and transparency," she said. "They like the idea of human beings being behind things."

As a generation that "has been sold a lot of stuff," said Dr. Seemiller, iGens are shrewd consumers of the tone and quality of communication. That's pushing colleges to focus not only on what they say, but also how they say it.

Which is what orientation leaders and staffers in Princeton's office of the dean of undergraduate students - known on social media as ODUS - have tried to master in the way they welcome the class of 2022.

Mayra Mateo of Columbus, Ohio, an incoming freshman at Ohio State University, working on the iPad given to her by the university, which issued the devices to 11,000 incoming students. The college designated many fall courses "iPad required." Credit... Jessica Phelps for The New York Times

A brainstorming session in March generated what became a Princetified cover of Taylor Swift's"22," a video with orientation leaders and ODUS staff members as extras, a cappella groups singing the score and Nicolas Chae, a sophomore, directing.

Cody Babineaux, an incoming freshman from Lafayette, La., whose video of his acceptance to Princeton has 4.6 million Twitter views, appreciated it, especially the Harvard shirt sniffed and tossed out in the first 20 seconds. "It was hilarious," he said. "It didn't try too hard."

Getting student attention and keeping it matters to administrators trying to build excitement for campus events, but also in prodding students about housing contracts and honor codes. "We are an office that enforces university standards. We can't be firing off," said Thomas Dunne, deputy dean of undergraduate students. "But you have to be animated and human-sounding. Our voice is very personal."

ODUS has become an active presence on Facebook, Instagram, YouTube and Twitter with a vibe that winks, pokes, weaves in memes and slang terms like BAE (before anyone else) and on fleek (flawlessly styled), and applies hashtags with wit (a free ice cream for dropping by the ODUS office with dance moves worthy of Dean Dunne? #GetServed, #GameOfCones).

Mr. Dunne, whose Facebook page began as a student prank without his knowledge more than a decade ago, leans on staff members who include 20-somethings. One, Ian Deas, who favors Snapchat, identifies student "influencers," following them on Facebook and Instagram.

In posts, he looks for "those trendy phrases that help us stay in the conversation." When ODUS staff members respond to student posts, it amplifies their reach. "When we are being interactive, our stuff pops up in other people's feeds" and drives curiosity about "who is behind the voice."

Being social on social media attracts students who might tune out official communication. Mr. Babineaux said he and his friends noted when college posts sounded "goofy" or "like your grandfather trying to say swag."

He also notices that his generation is criticized "because we are always on our phones," which gets interpreted as being disconnected. In fact, he said, "we just have more connection with everyone all the time."

It is also how students like Mr. Babineaux learn and get information.

"Social media has helped me get a lot more prepared for Princeton," he said, adding that he has scrolled through old posts of campus ("I have never seen snow") and watched videos, including of graduation. "I thought, 'That will be on my Instagram page in four years.'"

# data[].attributes.attachment_link.title
The iGen Shift: Colleges Are Changing to Reach the Next Generation (Published 2018)

# data[].attributes.attachment_link.description
The newest students are transforming the way schools serve and educate them, including sending presidents and deans to Instagram and Twitter. Credit... Henning Wagenbreth They are, of course, super connected. But on their terms. Which is why college-bound iGens (Gen Zers, if you prefer) present a challenge to the grown-ups on campus eager to reach and teach them.

# data[].attributes.attachment_link.readable_text
Image

Juul is under federal investigation for marketing its discreet, flash-drive-resembling e-cigarette product to youth. Credit Credit Jason Henry for The New York Times

The e-cigarette company says it never sought teenage users, but the F.D.A. is investigating whether Juul intentionally marketed its devices to youth.

Juul is under federal investigation for marketing its discreet, flash-drive-resembling e-cigarette product to youth. Credit Credit Jason Henry for The New York Times

SAN FRANCISCO - The leaders of a small start-up, PAX Labs, gathered at a board meeting in early 2015 to review the marketing strategy for its sleek new electronic cigarette, called Juul. They watched video clips of hip young people, posed flirtatiously holding Juuls. And they talked about the name of the gadget, meant to suggest an object of beauty and to catch on as a verb - as in "to Juul."

While the campaign wasn't targeted specifically at teenagers, a former senior manager said that he and others in the company were well aware it could appeal to them. After Juuls went on sale in June 2015, he said, the company quickly realized that teenagers were, in fact, using them because they posted images of themselves vaping Juuls on social media.

The former manager said the company was careful to make sure the models in its original campaign were at least 21, but it wasn't until late 2016 or January 2017 that the company said it decided the models in all Juul ads should be over age 35 - to be "better aligned" with a mission of focusing on adult smokers. Only in June of this year did the company again change its policy, this time to using only real people who had switched from cigarettes to Juul.

The company recently modified the names of its flavors - using creme instead of crème brûlée and cucumber instead of cool cucumber. Juul said it "heard the criticism" that teenagers might be attracted to the flavors and "responded by simplifying the names and losing the descriptors."

The sales campaigns for Juuls - now hugely popular with teenagers across the nation - are at the heart of a federal investigation into whether the company intentionally marketed its devices to youth. The attorney general of Massachusetts, also investigating the company, contends that Juul has been luring teenagers to try the product and has introduced many to nicotine. Her investigation will examine Juul's efforts to audit its own website and other online retailers that sell its products to see how effective they are at preventing minors from accessing Juul or Juul-compatible products. (Federal law prohibits sales of e-cigarettes to anyone under 18.)

"From our perspective, this is not about getting adults to stop smoking," the Massachusetts attorney general, Maura Healey, said in an interview. "This is about getting kids to start vaping, and make money and have them as customers for life."

And Cult Collective, the marketing company that created the 2015 campaign, "Vaporized," claims on its website that the work "created ridiculous enthusiasm" for the campaign hashtag, part of a larger advertising effort that included music event sponsorships and retail marketing. A spokesman for Cult Collective declined to comment.

Image

Examples of Juul's advertising from 2015. The company's current marketing is far more sober-looking, with a less colorful, more adult design.

The company, now called Juul Labs, denies that it ever sought to attract teenagers. James Monsees, one of the company's co-founders, said selling Juuls to youth was "antithetical to the company's mission."

The original sales campaign was aimed at persuading adult smokers in their 20s and 30s to try an alternative to cigarettes, but it "failed to gain traction on social media and failed to gain sales" and was abandoned after five months, in the fall of 2015, said a company spokesman, Matt David.

Mr. David said sales didn't take off until 2017, after Juul had improved its sales and distribution expertise, and, by then, had a more sober online marketing campaign.

The former Juul manager, who spoke to The New York Times on the condition that his name not be used, saying he worried about facing the ire of the company, said that within months of Juul's 2015 introduction, it became evident that teenagers were either buying Juuls online or finding others who made the purchases for them. Some people bought more Juul kits on the company's website than they could individually use - sometimes 10 or more devices.

"First, they just knew it was being bought for resale," said the former senior manager, who was briefed on the company's business strategy. "Then, when they saw the social media, in fall and winter of 2015, they suspected it was teens."

The Food and Drug Administration announced it was investigating Juul's marketing efforts in April. Juuls and other e-cigarettes are regulated by the F.D.A. as tobacco products because nicotine derives from tobacco leaves. E-cigarette users inhale far fewer toxins than do smokers of traditional cigarettes. The nicotine inhaled while vaping is less a concern for adults than these toxins, but it remains a serious health issue for teenagers, whose brains are still developing.

The Juul story highlights a central dilemma in public health. Cigarettes remain the leading cause of preventable death in the United States, killing more than 480,000 people a year. But will it be possible to get people who are addicted to cigarettes to switch to e-cigarettes, which are less harmful, without enticing a new generation or non-smokers to try them?

Juul, in a letter responding to the F.D.A.'s demand for documents, said it had converted one million smokers to Juul, but the company data is drawn from self-reported surveys on its website and is unverifiable.
[Here's how schools are dealing with the rise in popularity of e-cigarettes.]
Dr. Scott Gottlieb, who heads the F.D.A., declined to comment on the agency's investigation of Juul. But he has long been hopeful that e-cigarettes or other similar devices, properly regulated, will prove a safer alternative to smoking and help people quit the deadly habit. Before becoming F.D.A. commissioner, he served on the board of directors of Kure, a retailer that sells e-cigarette products.

"Two-thirds of adult smokers have stated they want to quit," he said. "They know it's hard, and they've probably tried many times to quit. We must recognize the potential for innovation to lead to less harmful products."
[Like the Science Times page on Facebook. | Sign up for the Science Times newsletter.]
But Eric Lindblom, a former F.D.A. tobacco official who heads the tobacco control program at Georgetown Law, said Juul's internal concerns about teenage use demonstrate they are in some ways "no different than the cigarette industry."

"They are going to maximize their sales and profits any way they can," he said. "They are going to do that within the law, but they are going to press the gray areas as much as they can."

Over the last three years, Juul has had a meteoric rise. It has become the dominant seller of e-cigarettes, now controlling a remarkable 72 percent of the market, according to Nielsen data. In July, the company completed a round of fund-raising for $1.2 billion, putting it in rarefied air. From a virtual standing-start in 2015, it is now valued by investors at $16 billion.

Across the country, Juuls have become so popular that "Juuling" has indeed become a verb, and officials from several state governments have sent alerts to schools warning them about the problem.

A survey of adolescent drug use last year found that 11 percent of 12th graders, 8.2 percent of 10th graders and 3.5 percent of eighth graders had vaped nicotine in the previous 30 days.

Juul's other co-founder, Adam Bowen, said that he was aware early on of the risks e-cigarettes posed to teenagers, and that the company had tried to make the gadgets "as adult-oriented as possible," purposely choosing not to use cartoon characters or candy names for its flavors.

The F.D.A. has ordered Juul to turn over the company's research and marketing documents, including focus group data and toxicology reports, to determine whether it intentionally courted the youth market.

The day after receiving the F.D.A. letter, Juul announced it would spend $30 million to combat underage vaping and recruited Tom Miller, the attorney general of Iowa, who helped lead the multistate 1998 master settlement with tobacco companies, to run an advisory board to counsel Juul on its efforts. Mr. Miller said recommendations might include more controls on social media marketing and better surveillance of retail outlets, but the ultimate decision on how to spend the money remains with Juul.

Mr. Miller says he sees huge potential in e-cigarettes. He believes Juul and other e-cigarette companies have already helped lower the adult smoking rate to 13.9 percent in 2017 from 16.8 percent in 2014. "The only plausible explanation is e-cigarettes," he said.

A report from Citigroup, citing Nielsen data, said that sales of traditional cigarettes dropped 6 percent in the first quarter of this year and "it's impossible to say what has caused the change for sure but the most obvious case is Juul."

Juul recently deleted months of social media posts, including ones with images of cool-looking young people vaping Juuls. This spring it made major changes to its website, which had prominently displayed a Juul surrounded by luscious-looking images of fruit and the words "Mango, it's back." The site is now a more sober-looking affair, featuring video of adults vaping with a tagline "For smokers. By design." Across the top of the page, visitors are invited to "learn about our youth prevention efforts."

Mr. Bowen, 42, and Mr. Monsees, 38, the company's founders, met in 2003 in a graduate product-design program at Stanford University, bonding over brainstorming sessions and cigarettes. Both had been smokers since their teens, and both have since quit; Mr. Monsees regularly uses a Juul.

The culmination of the program was a masters thesis, and both had struggled to find a worthy subject. In 2004, about six months before the thesis was due, they got to talking about their smoking habits and, within days, were excitedly sending emails back and forth about developing an alternative to cigarettes.

Big tobacco companies were experimenting with e-cigarettes, but there was no real market for them until around 2010, when NJoy, an Arizona company, became the industry's first darling. By 2013, e-cigarettes were a $1.7-billion-a-year business, still only a small fraction of the $90 billion cigarette business.

But then NJoy gambled on an e-cigarette that looked virtually identical to a cigarette. It was a mistake, said Craig Weiss, the chief executive who pushed the so-called cigalike strategy and now consults for Juul. As NJoy's fortuned flagged, he said he realized that people didn't want a product that looked so much like a cigarette that it still left them with the stigma of being a smoker. NJoy filed for Chapter 11 bankruptcy in 2016, later re-emerging.

Juul initially developed a product in 2010 that looked like a fountain pen and distributed it in specialty vape shops. Its sales grew to a modest $30 million by 2015.

Then the company found its current design, a sleek stick that looks like a flash drive, and largely stumbled onto a new way of delivering nicotine: it mixes nicotine with a chemical called benzoic acid. The result is that when Juul users inhale, they get a very quick and powerful burst of nicotine. This gives smokers a more cigarette-like experience, but medical researchers say it also makes the product more addictive for youth.

The company launched its new product in June 2015, with starter kits costing $35, and packs of four nicotine refill cartridges selling for $16 - each roughly the equivalent of the cost of a pack of cigarettes. According to Nielsen, sales in the first month were roughly $1,500 and reached over $1 million that December. It began a steady climb, and then experienced explosive growth in the beginning of 2017, with sales rising 627 percent in the four weeks ending June 17, 2017, according to Nielsen and Wells Fargo Securities.

The company said that toward the end of 2016 and around the beginning of 2017, it changed its social marketing campaign and guidelines to require all models to be over the age of 35.

In the last two months, Juul has removed the flavor focus and now uses only "real people" who have used Juul to switch from smoking cigarettes, the company said.

Matt Myers, president of the Campaign for Tobacco-Free Kids, said that he was prepared to be a fan of a product like Juul if it is responsibly marketed and shown to help adults quit smoking. But he cited a Centers for Disease Control and Prevention report that in 2017 2.1 million high schoolers and middle schoolers used e-cigarettes - "and the reports about high school students using Juul are rampant," he said.

Mr. Myers observed that Juul "delivers nicotine so much better than any comparable product on the market," and so its popularity means that "both the hopes of the e-cig fans, and fears of those concerned about e-cigs and kids, rise exponentially."

On Jan. 23, The Boulder Daily Camera published a front-page story about the growing concerns of local educators in Colorado about student use of Juuls.

Five days later, Carrie Yantzer, the principal at Nederland Middle-Senior High School, received an email that immediately struck her as suspicious. The writer introduced himself as Bruce Harter, a former educator working with Juul to develop an anti-vaping curriculum for schools.

[Here's why public health experts believe vaping may lure teenagers into smoking.]
"I read about the challenges you're having with Juul," Mr. Harter wrote. He offered a free, three-hour curriculum provided by Juul to discourage teens from using e-cigarettes by teaching them about their brains and giving them mindfulness exercises.

"What we've found from focus groups with teenage Juul users is that young people don't understand the dangers of nicotine addiction," the letter read. "They sometimes feel 'pushed' by friends to use e-cigarettes. We also found that they don't have operative ways to deal with stress and the emotional ups and downs of their lives right now."

Ms. Yantzer was angry. "It sounded preposterous," she said, and the company "deceptive."

She wasn't the only school administrator to get such a letter. The Boulder school district and, ultimately, the state of Colorado condemned the offer as a brand-building exercise that was tone-deaf at the very least.

"The way we see this is a fox guarding the henhouse," said Alison Reidmohr, tobacco communications specialist for the Colorado Department of Public Health. "A company that stands to profit from, and currently profit off, youth using a product can't be trusted to prevent use of this product."

Ashley Gould, Juul's chief administrative officer, said the company, because it has not built management around former tobacco-industry employees, was unaware the tactic had been used by cigarette companies. However, Juul's board of directors includes experienced investors, including Nicholas Pritzker, a billionaire whose family controlled one of the country's largest chewing tobacco companies, Conwood, which was acquired in 2006 by Reynolds American for $3.5 billion.

For its part, Juul said it was still deciding what to do with that school program. Ms. Gould said the company did not realize the curriculum would offend or that the idea harked to a tactic big tobacco companies used decades ago. "We didn't know," she said. "We should've known."

Juul has a new innovation in the works, a Bluetooth-enabled version of its e-cigarette that it hopes could push more smokers to switch without risking youth uptake. Mr. Monsees called it a "smart" e-cigarette.

The Bluetooth-equipped Juul might provide a way for adult vapers to measure their nicotine use. It also might discourage teen use by disabling the device unless it's in the presence of its adult buyer, perhaps by linking it to the buyer's cellphone. The solution would still require effective controls on sales to minors at brick-and-mortar stores and online retail outlets.

Juul officials contend their ability to offer such innovations is hamstrung by regulatory policies. The company is building a high-powered operation in Washington to help it navigate such issues. It's run by Tevi Troy, a political strategist who worked with Dr. Gottlieb, the F.D.A. commissioner, at the Department of Health and Human Services under President George W. Bush and who wrote an opinion article with him for The Wall Street Journal.

The company has also hired Jim Esquea, who was an assistant secretary at the health department during the Obama administration, and Gerald Masoudi, a former F.D.A. chief counsel.

The company is also ratcheting up its lobbying efforts. It has reported spending $450,000 on lobbying so far in 2018 - substantially more than the $120,000 reported spent for all of 2017. It also recently started a political action committee, although no donations have yet been reported. In June, Kevin Burns, Juul's chief executive, gave $50,000 to the Republican congressional leadership fund.

The centerpiece of Dr. Gottlieb's tobacco control strategy is a plan that would potentially greatly benefit e-cigarette companies, including Juul. It would require tobacco companies to reduce nicotine levels in traditional cigarettes so much that they were no longer addictive. The proposal is still in the early discussion phase, with the tobacco industry strongly opposed. But it would potentially make Juul, a potent nicotine delivery device, far more appealing to smokers.

Mr. Monsees, a Juul co-founder, says he believes that e-cigarettes are a key to reducing smoking, and can be profitable without sales to teenagers.

"Yes, I want to make money," he said. "I'm on the board with a fiduciary duty that obligates me to make money."

But he added, "The best investor return in the long term comes from more adults turning away from combustible cigarettes."

Alexandra Yoon-Hendricks contributed reporting from Washington.

A version of this article appears in print on , on Page A1 of the New York edition with the headline: Investigators Ask if Vaping Ads Tried to Hook Teenagers for Life. Order Reprints | Today's Paper | Subscribe

# data[].attributes.attachment_link.title
Did Juul Lure Teenagers and Get 'Customers for Life'?

# data[].attributes.attachment_link.description
The e-cigarette company says it never sought teenage users, but the F.D.A. is investigating whether Juul intentionally marketed its devices to youth. Juul is under federal investigation for marketing its discreet, flash-drive-resembling e-cigarette product to youth.

# data[].attributes.headline
"Lit" is over - and other things you could pay teens to tell you

# data[].attributes.subject
"Lit" is over - and other things you could pay teens to tell you

# data[].attributes.attachment_link.readable_text
Consulting firms like JÜV are helping grown-up brands talk to young people without condescending to them.

Image

Employees of JÜV, a consultancy firm run by teens and college kids, lived and worked in a loft-like apartment in Brooklyn for the summer. Credit Karsten Moran for The New York Times

When CJ DeLeo founded his record label, Right Coast Music, he knew that reaching teenagers would be crucial to its success. But rather than thumbing through Instagram to figure out how to talk to 10- to 21-year-olds - or, Generation Z, as the demographic after millennials is sometimes called - he reached out to JÜV Consulting.

The company is one of several new marketing firms that illuminate the inner workings of kids these days without condescending to them. How? JÜV Consulting is staffed entirely by young people who range in age from 14 to 22.

"I was honestly quite skeptical when I found out they were teenagers," Mr. DeLeo admitted. "After the first call, they blew me away. They could walk into a regular business setting with people in their 30s and 40s and be completely comfortable. They are living the demographic we were targeting."

That's the whole point. The employees at JÜV (named for a combination of the words "juvenile" and "rejuvenate") are out to teach brands, companies and nonprofits what it means to be a young person by commodifying their own quality time.

JÜV's creative director, Nico Trigo, 18, left, and the director of marketing Jacob Chang, 19, in their shared bedroom. Credit Karsten Moran for The New York Times

"Don't talk about teenagers, talk to teenagers," said Ziad Ahmed, 19, JÜV's C.E.O. and a rising sophomore at Yale (major undecided). He co-founded the consultancy firm in 2016 with Nick Jain, 19, the company's C.O.O. and a rising sophomore at Princeton and Melinda Guo, 19, who goes to Stanford and serves as a member of the board.

This summer, Mr. Ahmed, Mr. Jain and six other members of the executive team lived and worked in a loft in Brooklyn, where they would meet with clients and then just hang out. In addition to an executive team, JÜV has five senior partners, 15 junior partners and 90 consultants on staff, all of whom (it should perhaps go without saying) are paid. Their de facto informants consist of friends - and friends of friends - from around the world.

"Gen Z moves fast, and so do the trends," said Jacob Chang, 19, JÜV's director of marketing, and a rising sophomore at the University of Chicago. A big part of his job is flagging memes and whatever is catching viral fire on Twitter. "There are a lot of things coming in and out of favor," he said.

JÜV's co-founder and chief executive, Ziad Ahmed, 19, confers with Shaina Zafar, 18, the company's chief of staff. Credit Karsten Moran for The New York Times

For example, "'Lit' isn't really cool anymore," said Mr. Ahmed. "Even though a lot of us still colloquially use it, if a company did it, that's cringey. Because lit, our parents now know it." On the other hand, he said, "if you were to, in a tweet, use a word like 'hella,' no one's going to be like, that's so cringey, because that's just how we type."

"Generation Z is Generation We," said Mr. Chang. "We love sharing experiences with each other. And that's why memes have taken off, because it's like the short, shared experience of our humor."

To be clear, the JÜV team scoffs at the idea of a "Gen Z expert": anyone who pretends to speak for a generation, whether that's a peer or adult. They aren't a research firm, they say. They aren't a focus group. They are, according to Emma Himes, JÜV's 18-year-old director of development and a rising sophomore at the University of Pennsylvania, "a really diverse group of trained teen consultants who can help you."

That approach has earned them work with big-name clients like Viacom and Edelman, as well consulting gigs with smaller nonprofits and businesses. One of the company's most appealing offerings is helping clients navigate social media to avoid the kinds of pitfalls that might make them infamous overnight - or canceled, in the lingo of the day.

JÜV teens, at work and at play. Credit Karsten Moran for The New York Times

"We grew up on social media. That's kind of the way we describe it to clients," Mr. Jain said. "The vast majority of us are fluent in it."

Before the executive team disbanded this month to go back to their colleges (where they will work remotely on a part-time basis during the school year), they would host clients at their loft in Clinton Hill.

The space looked like a hangout spot from a high schooler's dreams. There was a long desk in the middle of the light-filled room, where the team plugged in their earbuds and got to work, and a comfy sectional in the corner, where the team would occasionally stop working long enough to watch The Bachelorette. There were walls covered in Post-it notes (both to organize work tasks and delegate chores among the roommates), and pool floats were flung about the space as decoration.

Credit Karsten Moran for The New York Times

For meals, JÜV employees ate a lot of pasta. They would gather together at a high kitchen table, debating the efficacy of subway ads and whether Kim and Kanye might divorce with equal passion.

Liz Toney, a JÜV client who is the head of brand and engagement for a social media start-up launching this fall, described a typical meeting:

"One minute there are Nerfs, card games and inflatable pool toys," she said. "The next our laptops are out and it's focused, brilliant conversation, and two hours of exciting brainstorming."

For a room full of students who have yet to experience the existential dread of graduating? Sounds about right.

A version of this article appears in print on , on Page ST5 of the New York edition with the headline: Things You Can Learn From Teenagers: 'Lit' Is No Longer Lit. Order Reprints | Today's Paper | Subscribe

# data[].attributes.attachment_link.title
'Lit' Is Over, and Other Things You Can Pay Teens to Teach You

# data[].attributes.attachment_link.description
Consulting firms like JÜV are helping grown-up brands talk to young people without condescending to them. When CJ DeLeo founded his record label, Right Coast Music, he knew that reaching teenagers would be crucial to its success.

# data[].attributes.attachment_link.readable_text
It seems that on a regular basis, we hear about Millennials, their habits, likes and dislikes, and how businesses can best market to them. But believe it or not, it's time to start looking at the next generation. Generation Z , who were born approximately between 1995 and 2014, are the first truly digital generation. They have grown up with technology from day one, are very adept to communicating on social media, are tech savvy, and have always had high-speed internet (how lucky).

Whether you refer to them as iGeneration, Net Gen, Digital Natives, or simply Gen Z, their presence as consumers and in the workforce is changing online marketing as we know it.

Marketers are spending millions across all of the major social media platforms to gain followers and increase brand awareness. And just a couple of short years ago, that was the way to go because it worked. However, with Generation Z coming up economically, the old strategies just aren't cutting it. Or if they are still working, it's costing a lot more to make the same impact.

With an extremely saturated online marketplace, the competition is stiff, making it tougher to stand out.

So how can you grow your audience, increase brand awareness and turn online users into leads without spending a fortune in this new age of Gen Z digital native buying power?

Make it easy for the younger audience to engage.

On average, Gen Z spends between six and nine hours per day consuming media. And they use an average of five screens - smartphone, TV, laptop, desktop, and tablet - switching among them for different purposes. As a comparison, millennials use three screens on average.

This could be why they lose interest very quickly, no matter how good your content is. If it takes more than a step or two, you'll lose the attention of most younger people. And that means that they won't opt in, they won't share your post and they may not come back to visit your website. So, the goal is to make it easy for them to engage.

"Add social sharing buttons to everything, and add a bunch of them. Facebook, Whatsapp, Telegram, Twitter, the list goes on. Give your Gen Z audience the option to share to any and all the platforms they may use, because that's what they are inclined to do. When it otherwise would take a lot of effort to share your content, these buttons only take two steps. Now everything from your blog posts to paid offers can be shared easily, which means they will be shared more often," says Vin Clancy, online entrepreneur and influencer who recently released a new eBook, Ace the Game . Hisbook includes online marketing strategies that entrepreneurs at all levels can digest and easily implement.

"Only add one strong call-to-action. If you add a bunch of links or ask more than one thing of your visitors, you will lose them. Make it simple and let your visitors know exactly what you want them to do, whether that is comment, reply, purchase or opt-in," adds Clancy.

Gen Zs are in a hurry and typically don't spend much time reading an entire email or article. That's why it's important to keep headlines, titles for blog posts or webinars, and offers, clear and catchy. They need to be attention-grabbing and let readers know exactly what they will get for investing their time.

When social media strategies get popular, they also lose effectiveness.

While Facebook, YouTube and Instagram are among the social networks with the most users, they also have a lot more competition and aren't the only options out there.

The younger generation (and potential followers) are on other social media platforms and websites that aren't as well known. In fact, only 10% of Facebook users are under 24 years old. If you are trying to reach the Gen Z consumer, Facebook would not be your best option.

Pinterest users are not only slightly younger, but it's a great platform for marketing because one image can keep working for you time and time again.

You can also head over to Quora, a site where people ask questions about anything they want to know, and answer questions related to your industry. "Quora has proven to be a great way to not only gain followers but to also boost your credibility and brand," says Clancy.

The key is to analyze many different social networks to determine where your target customer spends their time and develop a strong marketing strategy for that platform.

Optimize your content the right way.

There is so much content pumped out on the internet these days, it's important to optimize that content so it gets widely read. In fact, you should spend 80% of your time promoting your content, and only 20% of your time actually creating it. There's no point in publishing content if no one ever comes across it. Make sure you are driving traffic to your site or blog through all available means.

"Most people are familiar with how to use Google, but few really understand how it works. You need to understand it and then optimize your content for it. In order to do that, you need to understand what your potential followers are looking for online," says Clancy.

Once you've analyzed what your target customers are searching for, use that search data to come up with long tail keywords, which are three or more highly targeted words, and optimize your site for those phrases. This will get you more web traffic, and as a result, more potential clients.

When marketing to this generation who are high on likes, were too young to actually remember 9/11, and who see no difference between friends they've met in real life or only know online, it's important to consider their unique upbringing and relationship with social media so you can deliver a marketing message that resonates.

# data[].attributes.attachment_link.title
Online Marketing As We Know It Is Changing With The Rise Of Generation Z

# data[].attributes.attachment_link.description
It seems that on a regular basis, we hear about Millennials, their habits, likes and dislikes, and how businesses can best market to them. But believe it or not, it's time to start looking at the next generation. Generation Z , who were born approximately between 1995 and 2014, are the first truly digital generation.

# data[].attributes.attachment_link.readable_text
Gavin is a junior at Loyola Academy and a reporter for The Mash, a weekly teen publication distributed to Chicagoland high schools.

You may recognize them as your constantly-connected, constantly-moving peers, but to the rest of the world, they're Generation Z: the lazy, apathetic age group born between 1994 and 2004.

Though they're characterized as multi-tasking whizzes, they're simultaneously garnering the reputation among older generations of being lazy, unaware and apathetic.

Gen Z is often portrayed as less engaged in politics; they have short attention spans and don't care about the weighty issues that confront their generation and the nation; and they're more interested in technology and celebrity than staying active in their communities and schools.

So what gives with Generation Lay-Z?

"Unfortunately, I do think that our generation is somewhat guilty of that title," Elk Grove junior Michelle Zerafin said. "I'm guilty of not being knowledgeable about the world and I can name 10 other people right now that aren't either."
The characterizations come from the parents of Generation Z and prior generations alike.

"Compared to when I was growing up, I think that in some ways my daughter's generation is more unaware of what's going on the world," Hellen Minev said, a parent of a Prospect student. "I don't think they're apathetic, though, I think they just have different priorities like their cellphones and Facebook."

Like Minev, many adults say much of the blame lies with Gen Z's reliance on gadgets.

"You guys have all these devices like smartphones, touchscreens, iPhones, iPads, 'iEverything,'" Elk Grove history teacher Dan Davisson said. "It'd be hard for you guys to spend your energy on things like volunteering if you have all these distractions."

Furthermore, sitting around watching videos, texting or playing video games can lead to negative health effects for teens who would rather stay indoors and use their electronics than be active outdoors. They're leading a sedentary lifestyle that, when paired with a poor diet, can result in obesity, diabetes and other health problems.

A 2009 Centers for Disease Control and Prevention report found that approximately 17 percent of children and adolescents ages two-19 are obese. Since 1980, obesity rates have nearly tripled, the report shows.

"No one calls each other up and says, 'Hey, want to go for a bike ride?' " Zerafin said. "And if they do, it's rare. Now it's more like, 'Hey, want to come over and play some ('Call of Duty')?'"

While some worry that Gen Z is lazy and unprepared for the real world, Elk Grove junior Kate DeMeulenaere believes that it's just a matter of survival of the fittest.

"I don't think anyone is ever really prepared," she said. "But I think (some) just adapt better than others and make more logical choices."

Elk Grove counselor Maria Mroz adds that making the right choices and having the right attitude from an early age is the way to beat the stigma of being apathetic.

"If more teenagers realize the value of their education they can beat those murmurs of being apathetic right here at school," Mroz said.

Huntley junior Christian Nunez tries to beat the label by keeping informed on current affairs and staying on top of his education.

"Although sometimes I tend to let my grades slip, I try to compensate by trying harder. ... I also try to keep up with things that happen in other places," he said.

On the other hand, there are those like youth group pastor Jin Kim who believe that the lazy label isn't really accurate.
"I don't think this generation is apathetic at all," Kim said. "If they are, then every other generation, including my own is apathetic as well. I have kids right in front me right now that spend their time and effort volunteering and being active in their community.

"When I look at them I don't see lazy or inattentive kids. I see kids that are caring and hard-working, not apathetic."

More stories from The Mash:

# data[].attributes.attachment_link.title
Why 'Generation Z' Teens Are Being Stereotyped As 'Lazy'

# data[].attributes.attachment_link.description
Gavin is a junior at Loyola Academy and a reporter for The Mash, a weekly teen publication distributed to Chicagoland high schools. You may recognize them as your constantly-connected, constantly-moving peers, but to the rest of the world, they're Generation Z: the lazy, apathetic age group born between 1994 and 2004.

# data[].attributes.attachment_link.readable_text
I recently spent four months in the classroom with the first wave of Generation Z students to reach the shores of the university where I teach.

After innocently referring to them at the beginning of the semester as "Millenials," they quickly corrected me: "We're Generation Z!" my students declared, loudly and definitively. Fifty college freshmen-born at the turn of the century-then spent the next 15 weeks schooling this Gen-Xer about what the dawn of a new universe looks like.

Here are the basics: Generation Z was raised by my fellow Gen-Xers on a steady diet of smartphones, video games, Bush 43, SpongeBob, Obama, hashtags, and emoticons in a post-September 11th era. The late 20th Century-Reagan, "Like a Virgin," rotary phones, The Breakfast Club, Gulf War, Grunge, Princess Diana, Columbine, and the first iteration of the Clintons, et al-is ancient history to them. And their coming of age and adulthood will forever be demarcated as before and after Trump v. Hillary.

But what I would learn about Gen-Z goes so much deeper, more to the heart of this generation than anything that can be explained by the latest polls, studies, surveys, and stereotypes that are attempting to entrap these young people in a defined square. Newsflash: For starters, Gen-Z refuses to be boxed in like a bunch of lab rats, come hell or high water, literally. They very mindfully live outside the box, partly by choice and partly because many have been tossed out there to fend for themselves.

As a curious professor faced with this new generation of students, I made a radical decision: I decided to meet these students where they are, and to help them to rise from there. Instead of the tired route taken by many of my colleagues across the educational landscape-more traditional educators mired in the way it's always been done -and other adults, who choose to reach down from lofty perches to young people and drag them upward, screaming and kicking. That old system of rearing the future no longer suffices, if it ever did, now headed the way of the dinosaurs.

The clear and present warning to those of us in front of the classroom today: This is a new generation, so new rules and no turning back. Either get with the program or else you'll be tumbled out of the way in a ball of frustration, alienated by your own biased mind, and choked by your own stubborn ego. Your choice.

My ground rules for this contemporary meeting of the minds between myself and Gen-Z students were simple: In my classroom, you have the freedom to express whatever you want, honestly and respectfully, right, left, middle, whatever. Mistakes are okay, just be sure to learn from them. And, above all, make your voices heard, starting right here, right now!

Exactly where is the home turf upon which I chose to meet Generation Z?

Admittedly, I'm continuing to digest what I witnessed during those four months, but I can report: I met Gen-Z in a hopeful, albeit gritty and sometimes murky, place, and ultimately, I discovered, it's a launching pad fueled by talent and bravado. Two of the students are determined to be U.S. Senators one day; others have already started developing their own video games; another is a self-taught artist despite her parents forcing her into a more "practical" major; a few want to write books; one young woman aims to champion Civil Rights; another is already a firefighter; others are pre-med and pre-law and environmental warriors and budding CSI's; a few are gloriously undecided and content with that . . . You get my point. They dream it AND they know it's possible-this knowing sets them apart.

Gen-Z's home turf is also a place that simultaneously broke my heart and lifted my spirit toward the brightest percolations of the days to come.

Throughout the course of the semester, I assigned reflection papers and presentations, as channels of introspection and expression. Then I sat back and held my breath, waiting.

When their words-written and spoken-were finally shared, I knew instantly I had tapped into the heart of Generation Z. Into something extraordinary and spectacular. Into first-seen harbors, as my favorite poet Cavafy chimes in "Ithaca."

My 50 students wrote and spoke eloquently and frankly about suicide attempts; eating disorders; discrimination and harassment and bullying; deadbeat parents who have kicked them out; the jobs they have taken on to be the breadwinners for their families; abuse-physical, sexual, and emotional; mental conditions-depression, anxiety, ADHD; tragic losses of beloved parents and grandparents, and best friends, in the most horrendous ways-head-on collisions, suicide, abandonment.

Note the plurality of each challenge above. These, and more, each became themes shared by multiple students. One student best summarized the lot: For a long time, I thought life hated me.

These snapshots of their lives took my breath away.

My students spoke in raw terms of being dragged through the fires of hell. BUT -and this is a big, powerful transition point that makes all the difference when it comes to Gen-Z-they also wrote and spoke about how they have traversed through the darkness and hellfire, how they have come out on the other side battered and torn and scarred, but victoriously intact, stronger, and enlightened. They, at age 18, embody a level of transformation, self-awareness, and maturity that has taken me more than four decades to achieve.

Reading essay after essay and hearing speech after speech, a stunning portrait of Generation Z emerged: Determined, tough, sentimental, optimistic, and compassionate survivors. I grinned ear to ear, my heart lit up in a million different directions.

I quickly became Generation Z's #1 fan. Home turf for Gen-Z is now a place woven into my soul and inked upon my mind.

Sure, it's also a place where I decided early on to not bat an eye at the students fidgeting with their cell phones and laptops during class, showing up a few minutes late, or taking an unexcused personal day every now and then-these things are simply a case of adapting and choosing your battles wisely. New generation, new rules for us educators: evolve or be left behind in the dust. Do we want to inspire or crack knuckles with wooden rulers? For me, the choice is a no-brainer.

My job as a professor became clear then: To thank these young people for their honesty. To let them know just how momentous and impactful that honesty is when they reveal their stories and then share their hearts on their sleeves, sending out ripples of light into the world. And, right up until our final moments together at semester's end, I pleaded with them to please- please -continue sharing their voices, be it through their spoken words, pens, or actions.

I think of how the beginning of the universe has been described: Big Bang culled from the expansion of scorching temperatures and extreme density, a cosmic tension between darkness and light, all resulting in a new and miraculous creation, at once explainable but still laden with an air of mystery.

I nod and smile, knowingly.

# data[].attributes.attachment_link.description
I recently spent four months in the classroom with the first wave of Generation Z students to reach the shores of the university where I teach. After innocently referring to them at the beginning of the semester as "Millenials," they quickly corrected me: "We're Generation Z!" my students declared, loudly and definitively.