Guilt appeals in cause-related marketing

Despite the growth of cause-related marketing (CRM), little is known about how consumers process cause-focused messages that contain emotional appeals. The present research seeks to further the understanding of guilt appeals in CRM by clarifying the moderating roles of product type and donation magnitude, and exploring the situations when a guilt appeal backfires. Although experimental results indicate that a guilt appeal is more effective than a non-guilt appeal, a guilt appeal backfires when the perceived hedonic value of a product is high. A high donation magnitude also eliminates CRM effectiveness of the guilt appeal. There is an interaction between guilt appeal and donation magnitude when promoting hedonic products with CRM. The findings underscore the importance for marketers of learning more about how guilt appeals work, and in turn describe how practitioners can avoid negative consumer reactions to their guilt appeals.     

Bidder motives in cause-related auctions

We study cause-related auctions where a percentage of the dynamically determined purchase price of an item is donated to charity. Little is known about the effectiveness of such auctions. Bidders who value donations to charity have an incentive to bid more aggressively in such auctions. Regardless of whether they win or not, these bidders can significantly affect prices. The purpose of this paper is to study bidders' willingness to pay a premium in charity auctions and the drivers that affect the charity premium. We use a carefully designed field experiment involving simultaneous pairs of auctions that are identical in all respects but percentage of the proceeds donated to charity. This design gives us the ability to look at bidder choice among auctions based on charitable considerations. We use a mixture model approach to allow for different types of individual preferences. We find that individuals fall into three segments: two altruistic segments and a selfish segment. The altruistic segments, which drive up the charity premium, can be classified as warm glow bidders who derive pleasure from the act of giving and other-regarding bidders who give for selfless reasons. Results show that the difference in donation percentages is the major factor influencing the charitable premium. However, bidders differ considerably in their responses to donation percentages. While other-regarding bidders tend to seek auctions where a greater percentage of revenue is donated to charity, warm glow bidders only contribute when the charity premium is sufficiently low. Thus, managers should focus their marketing efforts on appealing to these different segments, depending on the percentage donated to charity.     

Product advertising versus ideas advertising

Social marketing programs which promote the use of a product, such as a condom, have certain advantages over programs which simply try to convince people to change their behavior. Of considerable importance, the success or failure of a social marketing program can be readily assessed through the level of sales of the promoted product. Most programs designed to alleviate poverty or advance social goals are extremely hard to measure, often leading to program inefficiency and even undetected failure. However, when a socially motivated program depends upon product sales, those sales can be quickly measured. Even though sales statistics alone are not enough to accurately judge the impact of family planning programs, they can still say much about relative program efficiencies. The brand advantage of promoting and selling branded products is also explained.     

A note on the role of cause type in cause-related marketing

This note examines an unexplored area of cause-related marketing: the influence of the cause category on consumer perceptions. The experiment shows that the four cause categories which represent the domain of charitable causes can have a differential effect on attitudes and purchase intention. The health cause category and human services cause category have a greater effect on attitude toward the cause than the animal or environmental cause categories when brand familiarity and cause importance were high. Only the human services category has a greater effect on attitude toward the alliance when brand familiarity and cause importance were high as well as when both were low. For attitude toward the brand and purchase intentions, there were no differences among the cause categories.     

降低广告风险,保证广告效果——重庆电视台广告风险管理机制

电视台广告投资风险与其频道品牌价值有着密切关系,频道品牌越健康,实力越强,抗风险性越强。选择一个品牌健康的频道能为广告主营造一个高价值、可持续、稳定的广告投资回报平台,从而化解风险。CTR权威收视调查机构显示,重庆卫视广告投资价值指数排名省级卫视前五位,是一个适合企业长期合作的频道。重庆电视台广告风险意识较早,在广告风险管理上,重庆电视台坚持收视预估、风险预警、控制营销,正逐步建立完善的广告风险管理机制。     

Conceptual blending in advertising

Conceptual blending occurs at the moment of perception and creates new meanings out of existing ways of thinking. Analysis of data collected in phenomenological interviews reveals the blending processes consumers use to “make sense” of advertisements. We recognize subtle similarities and differences between metaphor and blending, and examine their occurrence in three types of blending networks in ads.     

Gender roles in advertising

This study discusses and provides a measure for the degree of stereotyping in advertisements. Applying this measure, the study shows to what degree gender stereotypes in advertising differ between public and private TV channels in Germany. The results show that gender stereotyping in advertising still prevails despite the change in the roles of men and women over the years. Contrary to their public mission, public TV channels do not show fewer gender stereotypes in advertisements compared to private TV channels. The degree of stereotyping as related to different stereotyping components differs significantly between these two types of channel. Gender stereotypes on private channels refer to role behaviour and physical characteristics and, thus, function as a means to sell a product. On the other hand, advertisements on public channels stereotype gender in terms of occupational status, and therefore interfere with the major goal of gender equality policy.     

Information content in advertising

This paper reports on an investigation of the information content of printed advertising in all media and for all kinds of products. The conclusion is that even in a country like Denmark with strict rules for marketing and a very active consumer movement, printed advertising in general contains little information and is of little use to the consumer. The paper also discusses the implications of the findings for consumer policy.

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Informationsgehalt der Werbung

Zusammenfassung Der Beitrag berichtet über eine Untersuchung über den Informationsgehalt von gedruckter Werbung in allen Medien und für alle Produkte, die sich auf eine repräsentative Stichprobe (2203 Zeitschriften- und 2035 Zeitungsanzeigen) aller dänischen Anzeigen stützt, die von Februar 1977 bis Februar 1978 erschienen sind.Die Ergebnisse zeigen, daß auch in einem Land mit strengen Marketing-Regeln und einer sehr aktiven Konsumentenbewegung wie Dänemark die gedruckte Werbung im allgemeinen sehr wenig Informationen enthält. Zwar informieren alle Anzeigen über die Existenz des beworbenen Produktes und 66% der Anzeigen zeigen, wie das Produkt aussieht. Darüber hinaus jedoch waren von insgesamt 18 untersuchten Informationsdimensionen (aufgeführt im Anhang) nur 4 in nennenswertem Umfang von Bedeutung, nämlich Informationen über den Preis (bei 48% der Anzeigen), über den Firmennamen (bei 44%), über Produktvarianten (bei 42%) und über Menge bzw. Größe (bei 33%).Die Schlußfolgerungen des Autors richten sich darauf, wie die Informationshaltigkeit durch Informationsauflagen erhöht werden kann, ohne daß die Form dieser minimalen Informationsanforderungen festgelegt werden müßte.

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Preben Sepstrup is an Associate Professor at the Institute of Marketing, Aarhus School of Economics and Business Administration, Ryhavevej 8, DK-8210 Aarhus V, Denmark. The study has had financial support from the Danish Social Science Research Council.     

Evidence-based advertising

Complex phenomena such as advertising are difficult to understand. As a result, extensive and repeated testing of diverse alternative reasonable hypotheses is necessary in order to increase knowledge about advertising. This calls for experimental studies: laboratory, field, and quasi-experimental studies. Fortunately, much useful empirical research of this kind has already been conducted on how to create persuasive advertisements. A literature review, conducted over 16 years, summarised knowledge from 687 sources that drew upon more than 3,000 studies (Armstrong 2010). The review led to the development of 195 principles (condition-action statements) for advertising. We were unable to find any of these principles in a convenience sample of nine advertising textbooks and three practitioner handbooks. The advice in these books ignored conditions for the most part. The books also tended to ignore empirical evidence, which is how we learn about conditions; of the more than 7,200 sources referenced in these books, only 30 overlapped with the 687 used to develop the principles. By using the evidence-based principles, practitioners may be able to increase the persuasiveness of advertisements. Relevant evidence-based papers have been published at the rate of 20 per year from 2000 to 2010. The rate of knowledge development could be increased if journal editors invited papers with evidence-based research findings and if open peer review were provided on a continuing basis.     

寻找广告费的那一半——降低广告风险，保证广告效果——重庆电视台广告风险管理机制

编前：目前,广告主考核电视媒介投放效果主要指标包括总收视点、传播广度、有效到达频次、广告千人成本等．其中收视率是左右企业广告投放的关键。但业界也逐步意识到。对于电视节目的广告创收而言收视率不是万能的。     

Economics of advertising: Emerging functions of Internet advertising

This paper intends to highlight the emerging force of the Internet as an advertising medium. The economic functions of Internet advertising are examined. Moreover, the paper aims to evaluate the relative impacts on optimal advertising models. Our discussion also includes analysis of associated price-cost margins with respect to optimal advertising budgets and strategic reactions. All in all, this paper should provide entrepreneurs with more crucial knowledge of advertising strategies offered by the new medium. Moreover, it will equip scientists and technologists with more insights into the economic aspects and strategic values of Internet advertising. This revised version was published online in August 2006 with corrections to the Cover Date.     

Drug information in TV advertising

Pharmaceutical drugs are a special product because of the risks attached to their uninformed use. For this reason, drug advertising, in particular TV advertising, becomes a consumer policy issue. In West Germany, it is legally regulated. An empirical study by Möckel reported upon in the paper shows that there are many contraventions of these regulations. The author discusses the causes of this, and concludes that TV advertising for drugs should be forbidden.

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Fernsehwerbung für Arzneimittel

Zusammenfassung Arzneimittel sind wegen der Risiken unüberlegten oder uninformierten Konsums eine besondere Art von Waren. Daher kann Werbung für Arzneimittel, insbesondere im Fernsehen, zu einem verbraucherpolitischen Problem werden. Das Heilmittelwerbegesetz enthält detaillierte Vorschriften zur Arzneimittelwerbung. Eine an der Gesamthochschule Wuppertal durchgeführte Untersuchung deckte zahlreiche Verstöße gegen das Heilmittelwerbegesetz in der Fernsehwerbung auf. Der Verfasser diskutiert die Gründe für derartige Rechtsverstöße und gelangt zu der Schlußfolgerung, daß in das Gesetz ein Verbot von Arzneimittelwerbung im Fernsehen aufgenommen werden sollte.

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Günter Borchert is Professor for Legal Science, especially Social Security Law, at the Bergische Universität/Gesamthochschule Wuppertal, P.O. Box 100127, D-5600 Wuppertal 1, FRG.     

Reframing replicative research in advertising

Given the espoused importance of replication by researchers, there is still surprisingly little evidence of its practice in advertising research. In this paper, we apply Berthon et al.’s (2002) replicative research framework to advertising. A conceptualisation of the relationship between replication, extension and generation in advertising research is offered. The framework delineates eight possible research strategies. These are discussed in turn and illustrated with examples from the advertising literature. The paper concludes with a discussion of the factors that influence the selection of a research strategy.     

再提广告策略中的作战思维

已经到了年末,各个企业应该已经开始思考和制定来年的媒介计划。快要过去的08年经济环境动荡、企业整体赢利缩减,广告投入力度也会收到相当的影响。但是广告策略是现代企业市场战略中的关键一环,面对不稳定的经济形势,简单地缩减或者单纯地节约媒体投放不算明智之举,做好市场布局,使广告策略行之有效才是上举。     

初探吴江市新媒体广告

本文试图通过网罗式的搜集,分析吴江地区的新媒体广告发展的类型和特点,并通过此分析了解吴江新媒体广告的现状,从而提出吴江地区新媒体广告的未来发展策略.     

广告业的四大猜想

2009年即将结束,我们会记住这一年。在这一年里,我们交织着忧虑与喜悦,经历了年初的全行业紧缩,年中的对复苏的企盼,以及年末对2010年的美好憧憬。     

地铁广告模式探析

随着中国经济的发展,广告投投放渠道在多样化的增长中,地铁广告正是伴随着这样一种进步在中国各地突现出了生机,地铁在中国是新出现的并会大规模运用的交通工具,而它作为广告媒介,有着更强大的生命力,地铁是一个较特殊的交通工具,这也注定了它作为广告媒介也有着其优越性,与公共汽车和候车亭广告相比,地铁广告在那些与人们的生活密切相关的产品上,如电子产品、邮电通讯、IT产品、旅游、金融保险等方面使人们对地铁广告形象有着很大的偏好.因此,地铁广告是一个城市巨大的宣传发布平台.     

World advertising expenditure

WARC monitors global advertising trends in more than 80 countries. The latest survey shows that in the major media (newspapers, magazines, television, radio, outdoor and cinema) world adspend reached US$315 billion in 2000. The US dominates global adspend and print remains the largest medium, although both trends are in long-term decline.