How Related Multiscreening Could Positively Affect Advertising Outcomes

The use of multiple screens, also known as multiscreening, is assumed to have detrimental consequences for advertising outcomes. However, many people are engaging in this form of media multitasking on a daily basis. Therefore, it is important to focus on how to improve the effectiveness of advertisements when multiscreening. The aim of this study is to examine a key facilitator of advertising effects when multiscreening, namely task relevance. In two separate experiments—an online study (n = 280) and a laboratory (n = 185) study—we showed that people who engage in related multiscreening have better brand memory and more positive brand attitudes than people who engage in unrelated multiscreening via attention and subsequent program involvement. The results of the current study contribute to our understanding of multiscreening and advertising effects by showing that multiscreening does not always have to be detrimental to advertising effects. Furthermore, this study is unique because it combines two methodological approaches of multiscreening research.     

The Underlying Mechanisms of Multiscreening Effects

Multiscreening, a relatively new form of media multitasking in which people use multiple screens simultaneously, has implications for the effects of persuasive messages due to limited cognitive capacities of people and concurrent modalities of the screens (i.e., both visual). The aim of the study is to examine underlying mechanisms (i.e., recognition, counterarguing, and enjoyment) of the effect of multiscreening on evaluative outcomes (i.e., brand attitude, message attitude, and purchase intention). The experiment (N = 182) showed that both recognition and counterarguing are underlying mechanisms of the effect of multiscreening on evaluative outcomes. Multiscreening has a negative effect on evaluative outcomes by recognition and a positive effect on evaluative outcomes by counterarguing.     

The impact of creative media advertising on consumer responses: two field experiments

Abstract

Creative media (CM) advertising is an advertising strategy wherein a non-traditional medium is creatively used for advertising purposes. This novel advertising strategy is gaining marketers’ interest; however, little is known about its persuasive effects on consumers’ cognitive, affective and behavioural responses and the processes that underlie them. Therefore, to convey a genuine experience to consumers, two field experiments with a one-factor (advertising type: creative vs. traditional) between-subjects design were conducted within a supermarket context. Results showed that creative (vs. traditional) media ads not only improve consumers’ affective and behavioural responses but also consumers’ cognitive responses. Even though no mediations were found through perceived surprise or perceived persuasive intent, results do provide evidence for the notion that perceived humor and perceived value are the underlying mechanisms through which affective and behavioural responses to creative media advertising can be explained.     

An Experimental Analysis of the Effectiveness of Multi-Screen Advertising

Multiscreening refers to consumers' simultaneous usage of multiple screen-based devices. Prior research has shown that simultaneous multiscreening distracts consumers and hinders cognitive processing. In this paper, we evaluate whether and how simultaneous multiscreening can harm advertising effectiveness. Moreover, we test under which conditions an additional mobile advertising impression can moderate the effect of multiscreening on advertising effectiveness. We test the impact of multiscreening via different screen-based devices in two experiments. We find that multiscreening decreases advertising effectiveness and show that an additional mobile advertising impression of the same brand can attenuate the effect, but only when the additional mobile advertisement does not lead to high levels of distraction from the desktop advertisement.     

The effect of media,product and message factors on ad persuasiveness: the role of affect and cognition

The effects of media, product and advertising strategy variables on consumers' thoughts and feelings are investigated. Both direct and indirect paths from the advertising variables to ad persuasiveness measures are also analysed with the indirect paths leading through affective and cognitive responses. Two hundred and forty television and magazine ads are analysed with respect to advertising variables, affect, cognition and ad persuasiveness. Results indicate that advertising variables are indirectly linked to ad persuasiveness with the indirect path occurring through affective and cognitive responses.     

How advertising literacy training affect children's responses to television commercials versus advergames

This study examined children's advertising literacy level for traditional versus embedded advertising formats by comparing their cognitive and affective advertising literacy level for television commercials vs. advergames. The study also explored how cognitive and affective advertising literacy further attenuate advertising effects by investigating the mediation impact of cognitive and affective advertising literacy on the relation between the ad's format and the purchase request. Third, the study investigated how an advertising literacy training session moderates these effects.

The results of this experimental study showed that advergames lead to a higher purchase request rate among children than television commercials. However, only affective but not cognitive advertising literacy mediated the effect of the advertising format on purchase request. In addition, a training session was shown to accelerate children's cognitive (but not their affective) advertising literacy for advergames, but not for television commercials.     

An empirical study of the impact of consumer emotional engagement and affective commitment in firm-hosted virtual communities

ABSTRACT

Emergent perspectives in marketing highlight new opportunities for leveraging social media as a means to build customer–firm relationships through consumer engagement. Drawing from cognitive appraisal theory and aspects of the service dominant logic, this study delineates and empirically tests hypotheses regarding the effects of key components of consumer engagement (cognitive appraisal, affective states, participation) on consumers’ affective commitment, in the context of two service companies where the firms used social media to host virtual communities. The research examines how consumers’ cognitive appraisal of the engagement experience aligned with their online interaction propensity and participation in value-creating activities drive engagement outcomes. The results confirm the need to contextualise, personalise and respond to the consumer’s engagement experience to develop this engagement.     

Moderating Role of Brand Familiarity in Cross-Media Effects: An Information Processing Perspective

Abstract

Cross-media advertising campaigns have become commonplace in today's multimedia environment. Drawing from the multiple source effect theorization, this study explores the underlying mechanism of media synergistic effect from an information processing perspective. Brand familiarity is proposed as a moderator of cross-media effects: people with different levels of prior brand-related knowledge tend to process advertisements in diverse cognitive routes. An experiment found that for an unfamiliar brand, media synergy outperformed repeated exposures via a solo medium in terms of raising message credibility and generating more positive thoughts, while similar effects were not seen on a familiar brand.     

Advertising time expansion, compression, and cognitive processing influences on consumer acceptance of message and brand

This article examines the nature of consumer process involvement and cognitive processing of advertising content as mediating variables between commercial message executions (e.g., broadcast time compression and expansion and using broadcast versus print media) on attitude and behavioral intentions. The article proposes a framework that builds on the prior work of Krugman, Wright, and MacInnis and colleagues; the framework includes hypotheses of an advertising execution and processing involvement interaction effect on cognitive processing of commercial messages and a substantial direct effect of cognitive processing on attitude and behavioral intention. The article includes details of an experiment testing hypotheses in the framework. The findings provide strong support of the hypotheses. Implications for advertising strategy include adopting a conservative view on the use of time compression in advertising commercials and nurturing low consumer processing involvement of commercial messages.     

Good for the feelings,bad for the memory: the impact of 3D versus 2D movies on persuasion knowledge and brand placement effectiveness

Abstract

Brand placements have been a popular advertising strategy for several decades, yet the effects of technological factors have been largely neglected in brand placement research. Consequently, this study analyzes the impact of a popular media technology, namely stereoscopy, on brand placement effectiveness, using the limited capacity model of mediated message processing and the persuasion knowledge model to predict and explain the effects. The main study (N?=?120) confirmed that compared with 3D movies, in 2D movies the participants were more likely to remember the brands placed and to critically reflect the persuasive intentions behind the placements. The additional structural elements in stereoscopic movies appear to require more cognitive resources. The consequent lack of cognitive capacity diminishes persuasion knowledge, which, in turn, positively affects brand evaluations and behavioral intentions. A post-hoc study (N?=?54) validated the assumption that media users watching 3D movies experience a higher cognitive load than those watching 2D movies.     

Positive versus negative comparison in advertisements: the affect priming perspective

Abstract

Comparison valence is an important element in comparative advertising. In this research, we investigated how comparison valence influences advertising effectiveness and explored the role of affect underlying such effects. The results of two studies consistently confirmed that a positive comparison elicited more favorable ad attitude and brand attitude than a negative comparison and consumers’ affective states accounted for their preference for the positive comparison. Moreover, we found some preliminary evidence suggesting that the preference for a positive message may be more remarkable in comparative advertisements than noncomparative advertisements. However, this proposition needs further validation in future research.     

Consumers' Responses to Implicit and Explicit Gay-Themed Advertising in Gay vs. Mainstream Media

ABSTRACT

Further study is needed to validate concerns over gay-themed ads appearing in mainstream media. This study investigates the effects of such ads by comparing them to the effects of gay-themed ads placed in gay media. The study delves into the differential effects of implicit and explicit visual messages. It also examines how consumers' attitudes toward homosexuality affect their purchase intention as well as advertising and brand evaluation. The study's findings suggest that implicit, rather than explicit, gay-themed ads lead to higher purchase intention and more favorable advertising and brand evaluation. The study results show that the type of advertising message (i.e., implicit or explicit gay-themed ads) moderates the relationship between gay-media and mainstream media. Finally, this study finds that a low level of tolerance toward homosexuality results in lower purchase intention as well as less favorable evaluations of both the advertising and brand. Managerial implications are also discussed.     

How humor in advertising works: A meta-analytic test of alternative models

This study tests a cognitive and an affective model based on extant explanations of the effects of humor along with a new affective?Ccognitive model. Results are derived from meta-analytic data and show how previous explanations may be integrated in order to explain how humor in advertising works. Humor reduces negative cognitions related to the ad because it serves as a distraction from counter-argumentation. In order to maintain positive affect, humor reduces cognitive efforts, in particular those related to brand-related cognitions, thus supporting a vampire effect; that is, humor distracts from processing central benefits of the brand. Humor exerts its strongest impact along affective paths, supporting the dominance of affective mechanisms. Affect and cognition do interplay in line with a congruency effect where the impact of positive affect on attitudes towards the ad is mediated by positive cognitions. The models differ when they are performed based on data from studies using either real or fictitious stimuli. Depending on the type of stimuli, slight changes occur that can be explained by the lack or existence of prior brand experience. Overall, the integration of affect and cognitions into one model provides a better explanation than the previous solely cognitive or solely affective models.     

Culture,cognitive style and consumer response to informational vs. transformational advertising among East Asians: Evidence from the PRC

Existing literature suggests that people's cognitive styles vary significantly across nations and cultures, and that East Asians emphasize holistic information processing and are more receptive to transformational advertising than people in the West. Yet, both theoretical rationale and empirical evidence of the effect of cognitive style on consumers' advertising responses are lacking. This study proposes a congruency-activation model and adopts a three by two experimental design to examine Chinese consumers' attitude towards different advertisements. The results indicate that Chinese consumers prefer transformational and integrated ads to informational ads under both low and high involvement conditions. Protocol analysis shows that Chinese consumers engage in more affective processing than cognitive thoughts. Thus, marketers should consider the effect of the cognitive style of indigenous consumers when devising international advertising strategies.     

Dissociating explicit and implicit effects of cross-media advertising

Knowledge of cross-media advertising effects is mainly based on explicit psychological measures, such as self-reports. To fully understand the mechanisms responsible for the success of cross-media advertising, it is important to also use implicit measures. We used both types of measures to assess whether exposure to different media combinations affects the cognitive and evaluative impact of advertising. Results show that participants performed better on all explicit and implicit measures of memory and brand preference after exposure (versus no exposure) to target ads, which validated the use of these measures. Comparison of cross-media versus single medium exposure showed differences on the explicit level, but not on the implicit level. This suggests (1) that cross-media advantages may be driven by explicit rather than implicit memory mechanisms, and (2) that implicit advertising effects may require more drastic manipulations than context changes, such as varying the combination of media used for exposure to advertising.     

Effects of Prominence,Involvement, and Persuasion Knowledge on Children's Cognitive and Affective Responses to Advergames

The integrated and highly involving nature of advergames has led to criticism and concern among academics and caretakers. It is assumed that children are highly susceptible to persuasion via advergames, but empirical evidence is scarce. Therefore, this study examined the effects of three factors typically associated with advergames: brand prominence, game involvement, and (limited) persuasion knowledge on cognitive and affective responses. An experiment among 7 to 12 year old children (N = 105) showed that brand prominence and game involvement influenced children's responses, while persuasion knowledge did not. Brand prominence led to increased brand recall and recognition, whereas game involvement led to more positive brand attitudes. The effect of game involvement was mediated by game attitude, indicating that children are susceptible to affective mechanisms induced by the game. Crucially, our results demonstrate that brand prominence evokes cognitive responses, while game involvement leads to affective responses. Finally, our study revealed that persuasion knowledge (i.e. knowledge of the commercial source of the game and its persuasive intent) did not influence cognitive or affective responses to the brand or game. This implies that even if children understand the game's commercial and persuasive nature, they do not use this knowledge as a defense against the advergame's effects. This study has important theoretical and practical implications regarding the influence of new marketing techniques on children.     

When I feel invaded,I will avoid it: The effect of advertising invasiveness on consumers’ avoidance of social media advertising

As companies increasingly use social media as the platform for promoting their products and services, it is critical for consumers to be receptive to social media advertising (SMA). However, consumers may feel invaded when viewing SMA. The literature on advertising invasiveness has focused primarily on consumers’ attention invasiveness (i.e., the interruption of their attention). We argue that such a focus is limited, and we propose space invasiveness as an additional dimension for understanding advertising invasiveness in social media. Data were collected from Chinese consumers, and the results show that space invasiveness had a stronger effect than attention invasiveness did on advertising irritation, and that irritation in turn led to advertising avoidance. Furthermore, psychological ownership moderated the relationship between social influence and space invasiveness. This study provides important guidelines for practitioners to reduce advertising avoidance in social media.     

Understanding programmatic TV advertising

ABSTRACT

Television is undergoing tremendous technological developments, which will enable marketers to direct commercial messages to more specific audiences at the individual and/or household level. Traditional ways of buying TV advertising are being challenged by the programmatic approach, which originated with search and display ads, and uses data and technology and real-time auctions to automate transactions between buyers and sellers. We discuss the changes to TV that enable the rise of programmatic models and propose that its future success depends on the coordination and availability of three factors, abbreviated DAD: distribution, ad inventory and data. We also elaborate on the effects of media context and how the TV program environment matters for advertising effectiveness. Finally, we discuss the future of TV advertising and related research needs.     

Pigott,Stanley. OBM/A Celebration: One Hundred and Twenty-Five Years in Advertising. London: Ogilvy,Benson & Mather Limited, 1975

Abstract

This study reports the results of a survey of advertising managers and editors of weekly and daily newspapers and of selected consumer magazines concerning the issue of feature advertising. Feature advertising is defined as paid advertising space that looks like editorial copy in the form of a short feature article. It was posited that this type of advertising might offer a unique challenge to the process of advertising self-discipline among print media. Ad managers and editors differed on a number of points, but agreed that questions pertaining to feature ads should be addressed through media self-discipline.     

Comparing advertising effectiveness in South-American and North-American contexts: testing Hofstede's and Inglehart's cultural dimensions in the higher education sector

ABSTRACT

This research compares the effectiveness of advertising and relational marketing in two countries characterized by varying levels of both Hofstede's and Inglehart's cultural dimensions – Peru (high-power distance, high collectivism, survival and traditional values) and Canada (low-power distance, high individualism, self-expression and secular-rational values). Survey data from a high credence service sector (higher education) in both countries is used for the analysis. The results indicate that advertising and relational marketing have direct effects on choice in Peru, but do not have significant direct effects on choice in Canada. Advertising does, however, affect positively perceptual outcome measures (perceived marketing effectiveness) in Canada. Additionally, we find that advertising and relational marketing have an indirect impact on choice and perceived marketing effectiveness through the mediation of perceived informativeness and influencers in both countries. These results point to the need to account for mechanisms and mediating variables when building theoretical frameworks in cross-country studies.