Assertive Ads for Want or Should? It Depends on Consumers’ Power

Advertisements using assertive language are commonly seen in marketing communications, yet assertive language has often been shown to be ineffective in communication and even decrease compliance. Recent research began to examine factors that influence the effectiveness of assertive advertising messages, but little research has studied the potential moderating role of consumer‐related factors. The current research fills this gap by investigating the moderating role of consumers’ power. Across five studies, the authors find that for high‐power consumers, assertive ads are effective in promoting want products but ineffective in promoting should products. For low‐power consumers, however, assertive ads are effective in promoting should products but ineffective in promoting want products. Moreover, the authors show that this pattern of results is driven (mediated) by consumers’ perception of the fit between the advertising message and the advertised product. Theoretical and practical implications of the findings are discussed.     

Confidence via correction: The effect of judgment correction on consumer confidence

At times, consumers are motivated to reduce the influence of a product recommendation on their judgments. Based on previous research, it is unclear whether this correction process will increase or decrease consumers' confidence in their judgments. We find that source credibility moderates the effect of correction on confidence: correction decreases confidence when a product recommendation comes from a high credibility source but increases confidence when the same message comes from a low credibility source. As a result, correction increases the effectiveness of recommendations from low credibility sources on purchase intentions. Notably, this “confidence via correction” effect is further moderated by elaboration, such that the effect is attenuated for high elaboration consumers. Our results have implications for understanding consumers' reactions to persuasive messages and for both marketing practitioners and consumer protection agencies using correction cues to influence message persuasiveness.     

幽默平面广告的适用性研究

为了探讨哪一类别商品的平面广告更适合于采用幽默的诉求方式,研究随机选取160大学生为被试,以16则改编平面广告为实验材料,以广告类型（幽默,非幽默）、商品类别为自变量,以广告评价、广告顺序为协变量,以商品的印象程度、喜爱程度、购买意向为因变量,进行平衡设计实验。结果表明,幽默广告具有较好广告效果,可以提高受众对大宗工具、小奖赏和小工具型商品的记忆;幽默平面广告更适用于低风险、功能性商品,不适用于高风险、享乐性商品。     

广告设计的思维过程及其影响因素

让１０个具有不同知识背景和工作经验的被试独立完成一个假设的广告设计任务,要求在设计过程中大声报告他们所想到的内容。根据被试的口语报告,分析广告设计思维的基本过程,并探讨设计者的工作经验和知识背景对设计思维过程的影响。实验结果表明：（１）广告设计活动可以看成是一种问题解决行为,设计要求规定了问题的初始状态和目标状态,设计就是经过一系列认知操作产生出符合设计要求的设计结果;（２）实际工作中的广告设计过程包括问题理解、整体策划以及方案构思等阶段,这种阶段性同样存在于个体的设计思维过程中;（３）由于工作经验和知识背景不同,不同被试的广告设计思维过程具有明显的差异,这些差异体现在使用规则、理解问题以及整体策划等方面。     

Caught Between East and West? Portrayals of Gender in Bulgarian Television Advertisements

This study conducted a content analysis of Bulgarian television advertisements in 2004 to examine the prevailing portrayals of gender in the media environment of the postcommunist, consumer-based Bulgarian society. The study addressed the research questions of how gender was depicted in Bulgarian advertising and what possible social implications these gender portrayals can be for explaining gender relations in postcommunist societies. In examining a sample of 127 ads, the study found that content was highly stereotyped, portraying women in depending roles and in sexually suggestive appearance, similar to results from other European studies. Observations are made about the differences between the current study and previous sex roles studies, recognizing the specific cultural environment in Bulgaria.     

It's My Campaign I'll Cry if I Want to: How and When Campaigns Use Emotional Appeals

Recent research in the area of campaign advertising suggests that emotional appeals can influence political attitudes, electoral choices and decision‐making processes. Yet is there any evidence that candidates use emotional appeals strategically during campaigns? Is there a pattern to their use? For instance, are fear appeals used primarily late in the campaign by trailing candidates in order to get voters to rethink their choices? And are enthusiasm appeals used more commonly early on in order to shore up a candidate's base? We use affective intelligence theory—and supplement it with the idea of a voter backlash—to generate expectations about when candidates use certain emotional appeals (namely, anger, fear, enthusiasm, and pride) and which types of candidates are most likely to do so. We then test these ideas using campaign advertising data from several U.S. Senate races from 2004. Our research thus provides a link between research on campaign decision making—here the decision to “go emotional”—and research focusing on the effects of emotional appeals on voters.     

A Match Made in Heaven or Down Under? The Effectiveness of Matching Visual and Verbal Horizons in Advertising

According to construal level theory, consumers’ processing styles become more abstract as psychological distance increases, but they grow more concrete when psychological distance decreases. This study provides evidence that panoramic pictures in which the horizon appears in the lower versus upper part of the frame trigger a different level of construal. As such, this study raises a novel source of construal. In addition, this study shows that when both visual (e.g., horizon height) and verbal (e.g., temporal benefit) advertising elements induce the same level of construal, advertising effectiveness increases. This work differs from previous research in that it focuses on the construal fit evoked by two advertisement features rather than a fit in construal between an external stimulus and the internal mindset of the consumer.     

Conflicts of interest: The implications of roadside advertising for driver attention

There is growing concern that roadside advertising presents a real risk to driving safety, with conservative estimates putting external distractors responsible for up to 10% of all road traffic accidents. In this report, we present a simulator study quantifying the effects of billboards on driver attention, mental workload and performance in Urban, Motorway and Rural environments. The results demonstrate that roadside advertising has clear adverse effects on lateral control and driver attention, in terms of mental workload. Whilst the methodological limitations of the study are acknowledged, the overriding conclusion is that prudence should be exercised when authorising or placing roadside advertising. The findings are discussed with respect to governmental policy and guidelines.     

Multiple endorsers and multiple endorsements: The influence of message repetition,source congruence and involvement on brand attitudes

This paper investigates the effects of source congruence on brand attitudes in two situations: multiple brand endorsements by one celebrity and multiple celebrity endorsers of one brand. Under low involvement conditions, brand attitudes become more negative as a celebrity endorses multiple brands and more favorable with multiple endorsers. In high involvement conditions, strong source congruence overrides the negative effect of multiple brands, and the positive effect of multiple endorsers is found only with strong congruence. We interpret these results as suggestive of a frequency knowledge cue that dominates under low involvement but is non-diagnostic in high involvement scenarios.