Ooh,that's sour: An investigation of the role of sour taste and color saturation in consumer temptation avoidance

This paper draws on the theory of embodied cognition to argue that sensory imagery and consumer recall of past experiences of sour tastes inspire sour taste perceptions that trigger facial muscle activation, which in turn leads to temptation avoidance. Across four experiments, we show that physical action need not be performed to elicit temptation avoidance. Moreover, our findings show that the effects of visual gustatory imagery are more pronounced when presented against a visual red background low on color saturation. Interestingly, they are not significant in the presence of a high color saturation background. We also discuss the implications of these findings for sensory marketing, alternative consumer strategies to avoid temptation, and visual brand management in the consumer experience economy.     

Olfactory priming on consumer categorization,recall, and choice

Consumer choices are mostly regulated by pleasurable experiences that arise outside of the individuals' awareness in response to sensory attributes. This research examines the unconscious mechanism underlying consumers' behavior in response to odors applying the priming approach. Five experiments show that individuals' responses to odors involve two mechanisms, one affective (affective priming) and one associative (semantic priming) that impact consumers' categorization, recall, and choice. We found that when individuals perceive an odor as pleasant, their memory for odor-congruent brand logos (Experiment 1), and categorization of odor-congruent visual objects (Experiment 2) is improved. Unpleasant odors, instead, improve the categorization of odor-congruent visual objects only when they are made salient (Experiments 3 and 4). A pleasant odor diffused in the environment also drives consumers toward odor-congruent choices (Experiment 5), providing evidence that the incidental exposure to odors may induce affective and semantic associations with unrelated objects and behaviors. We also demonstrate that olfactory cues might be more effective than other modality (visual) stimuli to drive consumer responses. An implication for marketing is that odors employed in retail settings not only may induce an experience of pleasure but also promote specific consumer responses, such as categorization, recall, and choice.     

Building brand knowledge structures: Elaboration and interference effects on the processing of sequentially advertised brand benefit claims

Two experiments are reported that examine the effects of an ad campaign designed to link two different benefit claims to a brand. The findings indicated that recall for a subsequently advertised claim depended on the strength of existing brand–benefit links in memory. If prior advertising strongly established a benefit claim in memory, then proactive interference effects inhibited the recall of subsequently advertised benefit claims unrelated in meaning. Additional analyses suggested that these interference effects appeared to be a result of difficulties with encoding the newly advertised claims. If the original benefit claim was not as strongly established in memory, however, then unaided recall of the subsequently advertised benefit claims was actually higher than if there had been no prior advertising at all. In fact, less accessible and memorable claims, whether they preceded or followed more accessible and memorable claims, enhanced recall of the stronger claims. Additional analyses suggest that these elaboration effects occurred because prior or subsequent advertising improved brand awareness and thus later brand claim recall as a result.     

Brand name suggestiveness: a Chinese language perspective

The selection of the right brand name is one of the most important marketing decisions and brand memorability has been proposed to be one of the key brand name selection criteria. Prior brand naming research has primarily dealt with word-level analysis in examining English brand name characteristics that are desirable for improving brand memorability. In this regard, this research examines the effects of suggestiveness at both the word and sub-word levels on consumer responses to Chinese brand names. Through two experiments, the findings demonstrate the ability of both character-level and radical-level suggestiveness in improving the memory for brand name and target claim. This research also extends the findings of previous studies on suggestiveness by demonstrating its favorable attitudinal effects. Based on these findings, theoretical and managerial implications are discussed.     

Lexical interference in semantic processing of simple words: Implications for brand names

This study provides evidence for a Stroop‐like interference effect in word recognition. Based on phonologic and semantic properties of simple words, participants who performed a same/different wordrecognition task exhibited a significant response latency increase when word pairs (e.g., poll–rod) featured a comparison word (poll) that was a homonym of a synonym (pole) of the target word (rod). These results support a parallel‐processing framework of lexical decision making, in which activation of the pathways to word recognition may occur at different levels automatically and in parallel. A subset of simple words that are also brand names was examined and exhibited this same interference. Implications for word‐recognition theory and practical implications for strategic marketing are discussed. © 2005 Wiley Periodicals, Inc.     

Fluency in Commercial Breaks: The Impact of Repetition and Conceptual Priming on Brand Memory,Evaluation, and Behavioral Intentions

Although sold by television channels for high fees, the effectiveness of tandem-spots and brand exclusivity has not been investigated so far. A 2?×?2 between-subjects experiment (N?=?325) was conducted to investigate the effects of repetition (tandem-spot) and conceptual priming (competing spot) on brand memory, evaluation, and behavioral intentions toward the brand, while applying the processing fluency construct as theoretical foundation. Tandem-spots improved brand recall, but no significant effects were found concerning brand evaluation or behavioral intentions. Competing spots meanwhile acted as conceptual primes, enhancing brand memory, evaluation, and behavioral intentions. These findings partially contradict offerings and recommendations made by television channels.     

Music‐Evoked Images: Music that Inspires Them and Their Influences on Brand and Message Recall in the Short and the Longer Term

Prior research studies of music‐background influences on brand message recall following ad exposure have produced equivocal results, possibly due to the practice of comparing presence or absence of music. This research moves beyond the presence or absence of background music to quantify the range of impacts on brand message recall created by multiple, diverse music backgrounds. Music backgrounds differ widely and prompt music‐evoked images (MEIs), both private, personal images forged during previous listening experiences, and connoted images common to multiple listeners, motivated by structural cues. Personally relevant private MEIs may have the unintended effect of interfering with brand message processing, integration, and recall, where nonbrand images are also prompted; nonetheless, prolonged processing of those MEIs may enhance chance of association between the music and brand and message elements, offering the intended effect of facilitating later music‐cued brand message recall. Impersonal, connoted MEIs may reinforce brand and message elements, improving brand message integration and recall and avoiding processing interference; however, with briefer processing, and without prior personal associations, the music may be less likely linked to brand and message elements and less effective in facilitating later music‐cued recall. Results of an experiment using multimedia ads for multiple brands with a diverse set of music backgrounds support the hypothesized influences of private and connoted MEIs.     

The effect of activity identity fusion on negative consumer behavior

Negative consumer behavior is an important research topic as it explores consumer behaviors that threaten a brand's image and financial stability. However, prior research offers conflicting findings on whether a strong consumer‐brand relationship hurts or protects a brand after a market disruption or a brand transgression. To provide clarity on this issue, this work argues that disrupting the consumer‐activity relationship motivates consumers to reaffirm and protect their identity, thereby leading to negative consumer behavior. The data reveal that, after a brand‐initiated market disruption, consumers with high activity identity fusion are more likely to spread negative word‐of‐mouth, boycott the brand, and avoid repurchasing the brand in the future. Moreover, the data suggest that high brand identity fusion protects the brand during market disruptions; therefore, prior conflicting results may be due to the fact that the consumer‐activity relationship was not accounted for. Theoretically, this work establishes that consumers' relationship with their consumption activities has significant impacts on consumer behavior. Brand managers and marketers are urged to develop strategies that focus on strengthening the consumer‐brand relationship and not the consumer‐activity relationship.     

The role of brand exposure and experience on brand recall—Product durables vis-à-vis FMCG

The purpose of this study was to examine the role of brand exposure and experience on brand recall, mediated by three affectional drivers: brand trust, brand image and self-image congruence. The study distinguishes between an individual consumer׳s brand exposure and experience, and how these impact brand recall. Using original data collected from a survey of 219 consumers, brand recall models in two product categories (Fast Moving Consumer Goods FMCG and durable goods) were tested. Structural equation modelling (SEM) was applied, resulting in models for the two types of goods, establishing notable differences between durables and FMCGs. Experience influences brand recall in durable goods while brand recall is established via exposure for fast-moving consumer goods. This suggests that consumers are better able to recall durable goods brands if they have personally used them, while consumers of FMCG are more heavily influenced by advertising. Our study also established that brand trust has a significant role in mediating both of these relationships. Ultimately, the study establishes key differences between the brand recall of product categories, as well as the mediating role of brand trust, providing a framework for future brand recall research.     

External Brand Placement: The Effects on Game Players’ Processing of an In-Game Brand

Video games are now a venue for branded messages. Hence, game players may be exposed to brands in and outside game environments. This study focuses on the latter, that is, external brand placement. Drawing upon the literature on involvement and on the limited capacity model (LCM) of information processing, this study explores the mechanism by which external brand placement influences game players’ processing of a brand placed within a game, known as an in-game brand. The results show that players exposed to an external brand identical to an in-game brand showed greater in-game brand recall than those not so exposed. Players exposed to a competing external brand—whether congruent or not—showed lower in-game brand recall. When the brand was incongruent, however, they showed a preference for the in-game brand.     

Investigating the recall inhibition effect: A test of practical considerations

Alba and Chattopadhyay (1985, 1986) have demonstrated that having consumers think about a familiar brand can interfere with the retrieval of competitive brand names, including those that might otherwise be considered for purchase. However, their research is silent about two issues of pragmatic importance. First, is it possible to inhibit retrieval of the consumer's preferred brand? Second, can an unfamiliar brand evoke recall inhibition? Our findings indicate that recall inhibition does not extend to the preferred brand. Our findings further suggest that recall inhibition can be induced by cueing consumers with an unfamiliar brand name, but that such inhibition is less pervasive than evoked by a highly familiar brand name.     

A dual-process model of how incorporating audio-visual sensory cues in video advertising promotes active attention

Capturing consumers’ attention to video advertising is a key marketing challenge. Using real video advertising viewed by a sample of consumers matching the US population on age and gender, the authors examined attention to audio-visual and visual sensory cues identifying the brand using a biometric measure, phasic heart rate. The findings show differences in attention type depending on which senses are stimulated by the sensory cue. This research uncovers a mechanism (internal processing) for how consumers process multisensory cues (audio-visual) in video advertising and confirms visual sensory cues can elicit automatic attention through the orienting response. In addition to the dual-coding explanation for the superiority of audio-visual sensory cues, the present research suggests a second reason: that audio-visual sensory cues can elicit additional internal processing of the brand name, resulting in active attention and better storage of the brand in memory. This has implications for the limited capacity model of motivated mediated message processing, as well as for marketers relating to the type of content recommended to follow an audio-visual or visual sensory cue in video advertising.     

Meaning or Sound? The Effects of Brand Name Fluency on Brand Recall and Willingness to Buy

This research argues that both meaning fluency (conceptual fluency) and sound fluency (perceptual fluency) of a brand name affect brand evaluations. Specifically, this research investigates the effects of brand name meaning and sound fluency through an application of information processing fluency theory. The results provide insight into previously unexplained findings in the brand management literature. Two experiments demonstrate that perceptually more fluent brand names lead to higher brand recall, for perceptually less fluent brands names, high conceptual fluency leads to higher brand recall and in cases of low consumer involvement, high perceptual fluency leads to higher willingness to buy.     

Role of Forgetting in Memory-Based Choice Decisions: A Structural Model

We propose a structural model to investigate the impact of forgetting on consumers' brand choice decisions in frequently purchased products. Forgetting results in consumers imperfectly recalling their prior brand evaluations when making a purchase decision in the category. We conceptualize the imperfect recall by positing that consumers recall their prior evaluations with noise. Based on prior research in the behavioral area, we characterize the extent of forgetting as an increasing and concave function of time. Our framework generates analytical results on the impact of forgetting on consumers' brand evaluations and their consequent purchase behavior. We calibrate our model using scanner panel data for liquid detergents. Furthermore, we obtain insights into the consumers' extent of forgetting in the category, extent of learning, predicted price elasticities and implications on state dependence and habit persistence. Our results underscore the importance of modeling consumers' ability to recall only imperfectly.     

More than meets the eye

A growing research literature suggests that visual brand placements need not be recalled in order to have an impact on brand attitudes. In an experimental study working with an authentic television broadcast, the authors investigated the influence of frequency of placement exposure, viewers’ involvement and viewers’ persuasion knowledge on the attitudes towards the brand and brand recall. Results clearly indicate a mere exposure effect. A frequently presented brand placement can have a positive effect on brand evaluations although viewers do not recall the brand. However, this effect can only be found when there is a high involvement in the programme and low persuasion knowledge. In contrast, when persuasion knowledge is high and involvement is low, frequently presented placements lead to a deterioration of brand attitudes.     

Celebrity Endorsements

Abstract

Advertising professionals rely on the assumption that using a celebrity to endorse a brand will result in an increase in consumer recall of the brand. Advertisers believe that using a celebrity endorser will foster, in the mind of the consumer, a match or connection between the celebrity endorser and the endorsed brand. The results presented in this study, however, found that a celebrity recognized in a magazine advertisement did not increase consumer recall of the brand endorsed by the celebrity for both professional athlete celebrities and other entertainment celebrities who are not professional athletes. Furthermore, subjects in this study did not correctly identify the brand when previously exposed to the full magazine advertisement, even when the celebrity's face cued the subject for recall. The results of this study raise questions relative to using celebrity endorsements to enhance brand recall.     

Testing to prevent bad translation: Brand name conversions in Chinese-English contexts

This research investigates bilingual consumers' evaluation of brand name translations from logographic-Chinese to alphabetic-English language systems. The research examines four possible methods of translation — semantic, phonetic, phonosemantic and Hanyu Pinyin. Consumers' chronic differences in language proficiency levels and the presence of situational primes relating to phonological or semantic processing jointly influence preferences for the translation methods. In addition to findings consistent with the premise that phonological/semantic processing is effective in alphabetic/logographic languages, this research shows that consumers who are strong in Chinese and weak in English prefer Pinyin translations across all conditions.     

Effects of Sponsorship Disclosure Timing on the Processing of Sponsored Content: A Study on the Effectiveness of European Disclosure Regulations

This study investigates whether the timing of sponsorship disclosure affects viewers’ processing of sponsored content, and whether a disclosure influences the persuasive effect of the sponsored content. A model is proposed in which sponsorship disclosure enhances the recognition of sponsored television content as advertising, which leads to critical processing of the sponsored content. Ultimately, this negatively affects the attitude toward the brand in the sponsored content. This model was supported, but only when the disclosure was displayed prior to or concurrent with the sponsored content. These effects were not found for a sponsorship disclosure shown at the end of the program after the sponsored content. Theoretically, the findings emphasize the importance of disclosure timing. A disclosure displayed prior to or concurrent with the sponsored content, primes the sponsored content and provides sufficient processing time, so viewers recognize the content as advertising and can process it critically. In addition, the findings show that persuasion knowledge and critical processing are important underlying mechanisms for the effect of sponsorship disclosure on brand attitude. Regarding the practical implications for legislators and advertisers, this research demonstrates that sponsorship disclosure can make viewers aware of the sponsored content in television programs. Furthermore, this changes the processing of sponsored content and can also ultimately lead to resistance against persuasion.     

中国近代商标名称的语义考察

中国近代商标名称所用的词语有74%是选用已有的,有75.5%是单义的,有56.2%是无感情色彩的,有86.1%是无语体色彩的,有70.5%是有形象色彩的,有37.5%是有文化色彩的。商标名称的理性意义体现了汉民族的价值观念,色彩意义体现了汉民族的思维方式和审美情趣。考察探讨商标名称语义,可引导企业在商标命名时注重语义因素和文化元素的融合,创立起更具竞争力的商标名称。     

An analysis of rhetorical figures and other linguistic devices in corporation brand slogans

Brand slogans can provide an important supplemental role to brand names and logos in building and cultivating brand images. Research suggests that including some type of rhetorical figure or linguistic device in the design of slogans makes them more influential in eliciting favorable consumer responses. The purpose of this study is to determine whether this suggestion is reflected by slogans being currently and recently used in the marketplace, and if so, which types of linguistic devices are most commonly used. Results indicate that a variety of phonetic, syntactic, and semantic devices are commonly used. Some of the more frequently appearing devices include alliteration, initial plosive, word/phrase repletion, pun, and well-known phrase. The sampling frame for this study was the 2011 Fortune 500.