Effect of Ad-Irrelevant Distance Cues on Persuasiveness of Message Framing

This research suggests that the relative persuasiveness of message framing depends on psychological distance induced by seemingly irrelevant cues in the ad environment. Positively (negatively) framed messages are more persuasive when the ad-irrelevant cues induce psychological remoteness (proximity). Across four studies and two different product categories, participants evaluated positively (negatively) framed messages more favorably when induced with social remoteness (proximity), spatial remoteness (proximity), and an abstract (concrete) construal. The findings contribute theoretically to the extant literature on message framing and offer actionable implications to ad managers for strategically designing ad environments to enhance the effectiveness of message framing.     

Gucci versus Old Navy: Interplay of Brand Personality and Regulatory Focus in Advertising Persuasion

The present research examines how brand personality and regulatory focus (promotion vs. prevention) interplay in affecting advertising message persuasiveness. In Experiment 1, the moderating role of brand personality with respect to regulatory focus is tested. The results show that a promotion‐framed advertising message is more persuasive for a fictitious exciting brand than is a prevention‐framed message, whereas a prevention‐framed (vs. promotion‐framed) message is more effective for a fictitious competent brand. To replicate Experiment 1 and further test the hypothesis, in Experiment 2, two real brands representing two additional brand personality dimensions (sophistication vs. sincerity) are tested and the influence of individuals’ self‐construal level is controlled. The findings reveal that individuals exposed to the sophisticated brand show a more positive attitude when the brand message is promotion framed. By contrast, individuals exposed to the sincere brand react more favorably when the brand is presented with a prevention‐framed advertising message.     

Ad framing effects for consumption products: An affect priming process

This research examines why positively framed messages work more effectively than negatively framed messages in product advertising by establishing an affect priming process model. Findings from Experiment 1 showed that positively framed ad messages evoked higher levels of positive affect and lower levels of negative affect than did negatively framed ad messages. Accordingly, positively framed ad messages generated more favorable ratings on ad believability, ad liking, and brand attitudes. Most importantly, this research demonstrated the process by which frame‐evoked affect exerted influence on brand attitudes via its impacts on priming affect‐congruent cognitive responses. Experiment 1 also found that positively framed ads encouraged participants to be attentive to and elaborate on messages more so than negatively framed ads. Findings from Experiment 2 further showed that ad framing effects were moderated by the type of product attributes being featured. © 2008 Wiley Periodicals, Inc.     

Go green: how to influence the perceived effectiveness of a green product?

Across two studies, this research elucidates on which green messages in advertising are most effective in influencing the perceived effectiveness of green products by examining the moderating role of environmental consciousness. This study further considers a mechanism underlying the interaction between green messages and environmental consciousness on brand attitude with the perceived effectiveness of green products. The results show that when environmentally conscious individuals are exposed to abstract and distant temporal messages, they will report greater perceptions of a green product's effectiveness and brand attitude than for concrete and proximal temporal messages. In contrast, less environmentally conscious respondents will not have different responses to the abstract/concrete and distant/proximal temporal messages. Furthermore, the perceived effectiveness of a green product mediates the interaction between green messages and environmental consciousness for predicting brand attitudes. With an understanding of how environmentally conscious individuals evaluate green advertising, marketers can better understand how to promote their green products more effectively.     

What to Get and What to Give Up: How Different Decision Tasks and Product Types Affect the Persuasiveness of Promotion‐ versus Prevention‐Focused Messages

Prior research has distinguished between ad message frames that are promotion‐focused (i.e., eager‐sounding and achievement‐oriented) and those that are prevention‐focused (i.e., vigilance‐hued and safety‐themed). In three studies, the authors investigate the relative persuasiveness of promotion‐ versus prevention‐focused messages in the context of different decision tasks (i.e., acquisition vs. forfeiture) and different types of featured products/attributes (i.e., hedonic vs. utilitarian). Studies 1 and 2 focus on message structures conducive to imagery‐based processing. The results show that promotion‐focused messages are relatively more persuasive than prevention‐focused messages in acquisition tasks than in forfeiture tasks in the case of hedonic products (and products with salient hedonic attributes). Relative persuasiveness of the two message frames is not affected by decision task in the case of utilitarian products (or products with salient utilitarian attributes). Study 3 uses message structures suited for analytical processing. In this study, interestingly, the relative persuasiveness of prevention‐focused (vs. promotion‐focused) messages is greater in forfeiture tasks than in acquisition tasks in the case of utilitarian products. Relative persuasiveness of the two message frames is not affected by decision task in the case of hedonic products. Theoretical and managerial implications of the findings are discussed.     

Mediated communication of ‘sustainable consumption’ in the alternative media: a case study exploring a message framing strategy

In view of previous effects of mediated communication on public knowledge, perceptions and concern about sustainability problems, this case study explores a message framing strategy for improving the effectiveness of mediated communication of the somewhat neglected topic of sustainable consumption. It describes how an information campaign on sustainable consumption was strategically framed, employing theories on effective and persuasive communication, and implemented through a community news medium in Christchurch, New Zealand. The resultant impacts of the campaign (significant increases in understanding of sustainable consumption and in the number of parents expressing concern over advertising effects on their children's material desires) were indicative of the potentials of employing strategic message framing for improving mediated communication about sustainability. The study also illustrates the potentials for engaging alternative media in such communication. This paper argues that further steps to develop message framing strategies for mediated communication of sustainable consumption is necessary, as this appears to be a largely neglected area in communication and consumer studies, and concludes with an overview of aspects that may be considered in future communication and other initiatives promoting sustainable consumption as a means for achieving sustainability.     

The interaction of message frames and reference points in prosocial persuasive appeals

This research seeks to reconcile inconsistent results obtained in prior framing research in prosocial persuasion contexts by proposing that the reference point (self or self‐other) invoked in a persuasive appeal moderates the impact of a particular message frame (positive or negative) on attitudes and behavioral intentions. Two experiments were conducted in which frame and reference point were manipulated in persuasive messages promoting either recycling or prevention of HPV, a sexually transmitted disease. The results indicate that in persuasive social contexts, negative frames may be most persuasive with self‐referencing appeals while positive frames work best when benefits to self as well as others are emphasized. This suggests that developers of prosocial communications should be cognizant of both the message frame and the reference point invoked in these messages in order to have maximum persuasion impact. © 2007 Wiley Periodicals, Inc.     

To donate or not to donate? Product characteristics and framing effects of cause‐related marketing on consumer purchase behavior

The present study examines potential influences associated with donation framing, product price, product type, and donation magnitude on cause‐related marketing (CRM) campaigns, where money is donated to a charity each time a consumer makes a pur‐chase. In addition to the main effects of the aforementioned factors, experimental results indicate that beneficial effects of product type (i.e., frivolous products bundled with a cause are more effective than practical ones) occur when donation information is framed in absolute dollar terms. The effects of donation framing are found insignificant when the donation magnitude is high. Influences of donation magnitude on CRM effectiveness are limited in high‐priced items. When the donation magnitude is constant, a donation amount framed in absolute dollar value is more effective than that in percentage terms for low‐priced products, and the opposite is true for high‐priced items. In practice, marketers thus stand to gain not only by matching the donation magnitude in their advertised products with the right price but also by an appropriate “framing” of the offered bundles. © 2008 Wiley Periodicals, Inc.     

Fear appeals and coping appeals for health product promotion: Impulsive purchasing or psychological distancing?

The prevalence of online health communities (OHCs) motivates health product companies to manipulate persuasion-based marketing strategies, including fear appeals and coping appeals, to promote health products. However, whether such a practice is effective remains unclear. Respondents may either impulsively purchase the recommended health products or simply distance themselves psychologically from the information. Building on protection motivation theory (PMT), this study uncovers the mechanisms behind these two coping responses to persuasive messages, namely, the impulsive purchasing and psychological distancing of OHC users. Correspondingly, we evaluated 366 valid questionnaires, and the results reveal that (1) when encountering fear appeals, perceived health threat can evoke cyberchondria, leading to psychological distancing; and (2) when encountering coping appeals, perceived response efficacy leads to product affection, fostering impulsive purchasing. This study provides new insights into the effects of persuasive messages for health product promotion in social commerce. Marketers should design appropriate persuasive messages to foster impulsive purchasing by generating individuals’ product affection and avoiding cyberchondria.     

Guilt and Shame: Environmental Message Framing Effects

The authors examine how two negative emotions—guilt and shame—influence responses to environmental ad messages framed as gains or losses. In Study 1, participants primed with guilt express higher intention to conserve water after they view a gain-framed water conservation ad; participants primed with shame express higher conservation intention after they view a loss-framed ad. Study 2 replicates and supports the proposed matching hypothesis using nonstudent adults. In Study 3, participants react to a recycling ad as they did in Studies 1 and 2 when they expend high effort by transcribing the recycle pledge before they view the ad, but not when they expend low effort by reading the pledge first. The findings overall provide converging evidence for the interplay between negative emotions and message framing. Theoretical and practical implications are discussed for developing environmental advertising message strategies.     

“Retail is detail! Give consumers a gift rather than a bundle”: Promotion framing and consumer product returns

Retailers often use the promotion strategy of offering supplementary products (e.g., free gift, bundle) to attract consumers and increase sales. Despite the growing literature on the promotions that are differently framed but offer economically identical values, little research has examined the link between promotion framing and consumer product returns. The current article sheds light on this relationship, hypothesizing that a free gift promotion would be superior to a bundle promotion in reducing consumer product returns. The findings suggest that a gift‐framed promotion leads to a lower product return intention than an economically equivalent bundle promotion, because consumers tend to perceive more loss from giving up the gift‐framed (vs. bundle‐framed) deal. Further, this study examines a moderating role of brand familiarity (familiar vs. unfamiliar) and shows that the merits of free gift framing on product return intention via perceived loss are amplified (attenuated) when the promoted brand is familiar (unfamiliar). Overall, the investigations of this study imply that it is better to frame a promotion as a “free gift” than a “bundle” to increase perceived loss in returning the purchase and thus to decrease consumer product returns. This strategic intervention works especially when the gift is offered by familiar brands.     

A path to altruism: Investigating the effects of brand origin and message explicitness in CR‐M campaigns

An increasing number of fashion brands are employing cause‐related marketing (CR‐M) campaigns to promote their social responsibility. However, with growing consumer skepticism about CR‐M, it is becoming more difficult than before to encourage consumers' positive responses to these campaigns. Based on construal level theory and rhetorical theory, this study examined the way brand origin (local vs. global), and its interaction with message type (explicit vs. implicit), influence consumers' perceived brand altruism and brand favorability. Two experimental studies were conducted with a total of 574 U.S. consumers. The results of Study 1 indicated that consumers exhibited higher perceived brand altruism and brand favorability toward a local brand's CR‐M campaign than a global brand's, showing that psychological distance can influence a CR‐M campaign's effectiveness. In addition, the results of Study 2 revealed that an explicit CR‐M message was more effective for global brands, while an implicit message was more effective for local brands, and perceived brand altruism mediated both effects. This suggests the importance of framing messages according to brand origin to maximize CR‐M campaigns' ability to achieve their goals effectively, in which perceived brand altruism plays a key role. The study's implications and limitations are discussed.     

The Interplay of Mood and Regulatory Focus in Influencing Altruistic Behavior

Using the context of print advertising, this research examines how the effects of mood on altruistic behavior vary as a function of whether a promotion or prevention focus is involved in messaging for child sponsorship. The findings reveal that when an ad message is framed in promotion focus, a happy mood fosters more favorable attitude toward child sponsorship and willingness to sponsor than a sad mood. In contrast, the effects of mood on attitude toward child sponsorship and willingness to sponsor are attenuated when an ad message is framed in prevention focus. Further, the results shed light on the process underlying the interactive impact of mood and regulatory focus by demonstrating the mediating role of perceived elaboration and goal commitment in advertising persuasion.     

Message Reframing in Advertising

Various communication techniques such as humor or two‐sided argumentation are frequently used in advertising. One technique that is common but has not been conceptualized is the deliberate change of perspective of specific product or brand attributes. Based on the reframing method used in neuro‐linguistic programming (NLP) this technique is conceptualized as message reframing, defined as a communication technique that changes the conceptual and/or emotional setting or viewpoint in relation to how a brand is experienced by placing it in a different frame that fits the same brand equally well or better. The effects of message reframing in contrast to conventional advertisements as well as in contrast to humor and two‐sided argumentation are hypothesized and tested in an experimental study. The results reveal that message reframing outplays traditional advertising techniques regarding attention toward the ad, perceived novelty, attitude toward the ad, and attitude toward the brand. Moreover, message reframing does not show the deterioration of source credibility commonly observed in humorous messages, and leads to higher attention, perceived novelty, and attitude toward the ad than two‐sided messages.     

Exploring the Effects of Compliance/Non-Compliance Message Framing,Desirability of End States,and Brand Zealotry on Consumers’ Responses to Wearables Advertising

Abstract

An experiment examined the combinatory effects of advertising message framing, desirability of end states, and brand zealotry on consumers’ responses to wearables advertising. The compliance framed ad elicited more favorable ad attitude, purchase intention, and word of mouth (WOM) intention compared with the noncompliance framed ad. Results also showed brand zealotry moderated the interaction between message framing and desirability of end states on WOM intention. Specifically, for low brand zealotry individuals, the compliance-framed ad elicited greater WOM intention than the noncompliance-framed ad regardless of the desirability of end-states. The desirable end-state ad triggered a greater WOM intention than the undesirable end-state ad regardless of message framing. For high brand zealotry individuals, the effect of message framing on WOM intention relied on the desirability of end-states. Theoretical and practical implications were discussed.     

It’s all in the mindset: Effects of varying psychological distance in persuasive messages

The current research shows that the persuasive impact of messages can be maximized if their framing is matched to where target consumers are in their decision making process at the time they evaluate the message. Results from two experimental studies show that consumers who are in the predecisional phase of decision making are more likely to be persuaded by messages framed using psychologically distant orientation (i.e., focusing on the future or targeting a distant other), whereas consumers who are in the postdecisional phase are more likely to be persuaded by messages using psychologically close orientation (i.e., focusing on the present or targeting a close other). Evidence of the process through which these effects occur is provided by showing that consumers in a pre- versus postdecisional mindset identify their actions in terms of the actions?? high- versus low-level identities, respectively.     

Author/Abstract Index

Abstract

This study assesses consumer perceptions of advertising messages for two proenvironmental products by examining the effectiveness of environmental versus personal benefit appeals and .99 versus .00 price endings. The authors borrow from Prospect Theory and Mental Accounting Theory to explain consumers' perceptions of psychological pricing and product attributes. In addition, the moderating role of environmental skepticism is assessed as it relates to the effectiveness of environmentally friendly advertisements. Results indicate that consumers feel that some products advertised with environmental appeals are more costly, but are not perceived as lower quality as compared with products advertised with personal benefits. Findings also indicate a price ending × appeal interaction for two different products, but the effects vary between the products. Finally, environmental skepticism is found to moderate perceptions of the message appeal. Implications are provided.     

Antecedents and Consequences of Skepticism toward Health Claims: An Empirical Investigation of Singaporean Consumers

The purpose of this study is to test the persuasive effects of visual metaphors in advertising. Advertisements containing visual metaphors deliver persuasive arguments in visual modality and metaphorical style of rhetoric, both of which may increase the persuasiveness of messages. The study has three message conditions that are advertisements containing (a) non‐metaphorical (literal) visual image with verbal argument; (b) metaphorical visual image with verbal argument; and (c) metaphorical image without accompanying verbal argument. Cognitive elaboration, source credibility, ad attitude, brand attitude, product belief, and purchase intention are considered as outcomes. The study results suggest that visual metaphors may be more persuasive due to both visual argumentation and metaphorical rhetoric. The theoretical explanations and managerial implications of the findings of this study are further discussed.     

Determinants of Opening-Forwarding E-Mail Messages

E-mail viral marketing is today perceived as a form of electronic word-of-mouth (eWOM) advertising in which firms use provocative content to motivate unpaid peer-to-peer communication of persuasive messages from identified sponsors. However, the success of this practice depends on a range of factors, including those we explore and refer to in the present research as individuals' opening and forwarding of messages. From the theoretical perspectives of the social capital theory and the processing-information approach in a persuasive context, we explore how individuals' structural, relational, and cognitive social capital; the message characteristics; individuals' motivations; and the situational context impact the intention to open and forward viral messages. The empirical analysis of the structural model provides new and relevant theoretical and business implications for advertising.     

Parent-protecting advertising in product line extensions: Role of communication strategy,message type and extension type

Product line extension, the introduction of new products under the same brand name in a given product category, is a growing practice of product innovation in many industries. However, when companies launch line extensions, information of the new products positively or negatively affects consumer evaluations of the parent products in the same line, generating the so-called spillover effects. Through two experimental studies, the current research explores how marketers can employ appropriate communication strategies and message types in advertising to induce favourable spillovers or to avoid negative spillovers in product line extensions. Experiment 1 investigates the interaction between communication strategy and line extension type. Results reveal that for vertical high-end extensions and for horizontal line extensions, ads using relational strategy that focuses on the relatedness between products in the line increase consumer valuation of the parent product; for vertical low-end extensions, ads with elaboration strategy that stresses the uniqueness of the extensions avoid negative spillovers on parents. Experiment 2 further examines how message type moderates the spillover effects in elaboration ads. Results show that, compared with numerical messages, literal messages engender smaller valuation decreases on the parents and consequently alleviate undesirable spillover effects for most types of product line extensions.