内疚诉求广告中人称变化对消费者购买意愿的影响研究

本文以内疚诉求广告这一广告类型为背景切入,研究广告中不同的人称类型(你、我、他)在购买意愿上呈现出的差异化影响,并通过实验得出以下结论:1.人称对购买意愿的影响作用显著;第三人称比第一人称和第二人称能产生更强的购买意愿。2.内疚水平对人称与购买意愿之间的关系具有完全中介作用;3.使用频率对人称类型与购买意愿的关系具有调节作用:当使用频率高时,面对第一、二人称广告的被试的内疚水平显著低于第三人称的内疚水平;反过来,当消费者使用频率低时,则三类人称之间的差异较小。本研究从细微语言差异角度深化了对内疚诉求广告效果影响因素的研究,也为企业开展营销实践提供了管理借鉴。     

广告诉求方式对消费者购买意愿的影响

互联网+的普及突破了信息获取与资源利用的时空限制,使得网络购物逐渐朝着智能化、个性化、高效化的方向变革与创新,此时的广告营销方式对不同消费者需求的了解与掌握也变得更为精准,消费者也更趋向于选择多样化的购物方式来消费.对于供给方而言,线上购物平台在增加了接触多元化消费者机会的同时,也增加了其面临的广告营销压力.在这样...     

房地产广告诉求对消费者消费心理的影响

本文所探讨的不是楼盘开发商是否应该或者该怎样营造他们宣传的、消费者预期的"生活方式"的问题,而是希望从广告心理学及文化传播的角度分析在现有条件下如何使开发商的广告宣传与他们的产品之间形成一个更好的融合点,以此促进楼盘销售的同时在业界和消费者中形成口碑,树立品牌形象,更为关键的是引导一种健康向上并可持续发展的居住理念。     

自我赠礼情境下消费者内疚的述评

自我赠礼是新兴的现代消费趋势,但它并不总是给消费者带来正面的情绪反应,有时会引起消费者的内疚情感。了解自我赠礼情境下消费者内疚的诱发机制,有助于企业制定针对消费者心理的细分营销策略。在阐述了自我赠礼与消费者内疚概念的基础上,分析了自我赠礼导致消费者内疚的原因,最后探讨了消费者内疚的发生及消退并提出了营销建议。     

广告诉求方式对消费者国货品牌购买意愿的影响

广告是品牌与消费者沟通的重要桥梁,利用广告激发消费者的潜在需求,促使消费者产生购买意愿并做出购买行为,是营销界关注的重点。为探讨不同广告诉求方式对消费者国货品牌购买意愿的影响,对来自全国各地区的174份有效调查问卷进行了独立样本t检验。结果表明,不同的广告诉求方式对消费者国货品牌的购买意愿具有不同的影响,且感性广告诉求更易激发消费者对国货品牌的购买欲望。     

广告诉求与购买意愿:产品类型、产品涉入的交互作用

近年来有关广告诉求有效性的研究较多,但关于理性诉求和感性诉求哪一个更能导致积极的购买行为并无统一定论,且对各种广告诉求方式的适用条件也缺乏深入探讨。文章以我国某所大学的年轻消费群体为研究对象,通过实验设计与问卷测量实证研究不同广告诉求与消费者购买意愿之间的关系,并检验不同产品类型和产品涉入程度在以上关系中所起的交互作用。研究发现,不同广告诉求方式对消费者购买意愿具有显著的差异化影响,且广告理性诉求通常情况下会比感性诉求效果更佳。产品类型对广告诉求与消费者购买意愿关系的影响取决于消费者产品涉入程度,当消费者购买实用型产品且产品涉入程度较高时,广告理性诉求会比感性诉求更容易提高消费者购买意愿,且广告理性诉求与消费者购买意愿之间的关系得到强化;而当消费者购买享乐型产品且产品涉入程度较低时,广告感性诉求会比理性诉求更容易提高消费者购买意愿,且广告感性诉求与消费者购买意愿之间的关系得到进一步强化。     

食品类植入式广告对青年消费者消费意愿的影响——以在杭大学生为例

本文在分析食品类植入式广告现状的基础上,对在杭大学生关于植入式广告品牌的显著程度、产品定位、情境及画面植入、娱乐性与互动性等问题进行问卷调查,深入探究影响青年消费者消费意愿的因素。最后,基于调查分析结果,对相关食品类植入式广告提出加强品牌管理、选择正能量且口碑好的节目、宣传受好评的产品效果等营销建议。     

不同路径的线上促销活动对消费者购买意愿的影响研究

可持续的商业模式需要企业通过提升产品质量、维护品牌形象、改进客户服务等方式激发并维护消费者购买意愿。本研究通过构建不同路径的线上促销活动对消费者购买意愿影响的研究模型,并运用问卷调查数据进行统计分析,检验了各路径线上促销活动对消费者购买意愿的直接影响,以及消费者感知价值和涉入度的中介效应。研究结论表明：线上促销活动的结构路径、体验路径对消费者感知价值及涉入度存在显著正向影响;消费者感知价值与涉入度正向影响消费者购买意愿;结构路径与体验路径通过感知价值和涉入度的中介作用正向影响购买意愿。研究结论有助于更好地认识数字经济中消费者购买意愿的行为模式及作用机理,为企业有效提高消费者购买意愿提供现实参考。     

消费者微信涉入度对微信渠道购买意愿的影响——产品类别的调节效应

微信营销作为社交媒体营销的重要方面之一,其发展速度和规模越来越引起学术界和实务界的重视。在微信营销的研究当中,消费者的购买意愿是众多学者研究的焦点。本文通过研究消费者涉入度对购买意愿的影响,提出微信涉入度对微信渠道购买意愿会产生正向影响,同时产品类别也会产生一定的调节效应,采用实证方法对两个假设进行验证,得出两个假设均得到支持,最后根据研究结论为营销实践提出相关的建议和改进措施。     

广告诉求对社交媒体消费者分享和品牌评价的影响研究

文章回顾相关文献,以品牌与广告叙事的结合程度为标准,将广告诉求分为信息诉求、情感品牌整合诉求、情感品牌非整合诉求三种。 以广告诉求为自变量,产品类型(实用品 / 享乐品)为调节变量,将分享意愿和品牌评价作为因变量构建了理论模型,并通过情景模拟实验法探究这几个变量之间的关系。 本研究为企业在社交媒体开展病毒营销提出了相关措施和建议,具体而言,实用品可搭配信息诉求广告,享乐品可搭配情感整合诉求广告。     

Differential Effects of Chinese Women's Sexual Self-Schema on Responses to Sex Appeal in Advertising

Despite the increased use of sex appeal in advertising, little is known about the influence of individual personality differences on responses to sexual information. This study examines the effects of the “sexual self-schema” personality trait on Chinese women's responses to advertisements using sex appeal. Regardless of the type of sexual information used, attitudes toward these advertisements mediate the effect of sexual self-schema on the purchase intentions of women with lower sexual self-schema while this mediating effect was not observed in women with higher sexual self-schema. The theoretical and practical implications of sex appeal in advertising for Chinese women are discussed.     

The effectiveness of fear appeals in ‘green’ advertising: An analysis of creative,consumer, and source variables*

This study focused on the effectiveness of fear appeal messages used to arouse a threat in green advertising. An experiment recruited 175 participants to test the influence of the advertising appeal (fear vs. non-fear appeal), source (for-profit vs. non-profit organizations), and involvement with the environment on attitude toward the ad (A_ad), attitude toward the product (A_p) and purchase intention (PI). Results revealed that a fear appeal in a green ad negatively affected A_ad and A_p and that participants who were highly involved with the environment were more likely to have positive attitudes toward the green ad and advertised green product as well as a stronger intent to purchase it. The source type in the green ad did not affect ad effectiveness and involvement with the environment did not moderate the effects of either appeal or source.     

Impact of “High Quality,Low Price” Appeal on Consumer Evaluations

Marketers frequently adopt a “high quality, low price” appeal in advertisements. However, the price–quality inference theory implies that this contextual appeal may not be well-accepted by consumers because it contains two contradictory cues: high quality and low price. This article investigates how consumers evaluate this appeal through two laboratory experiments. Study 1 shows that the appeal leads to favorable price perceptions and purchase intentions when the product price is high; it leads to high quality perceptions when the price is low. Study 2 shows that these effects are salient when consumers have a weak price–quality schema or a low need-for-cognition.     

It's no longer mine: the role of brand ownership and advertising in cross-border brand acquisitions

Although cross-border brand acquisitions are increasingly common in the global marketplace, research on how consumers respond to them is limited. Building on social identity and psychological ownership theories, we introduce the concept of brand ownership to the advertising literature, and show its negative effects on consumer reactions to a brand acquisition. Furthermore, we demonstrate that consumers’ disidentification (i.e., an oppositional motivation) with an acquiring country moderates the negative effect of consumers’ brand ownership on consumer attitudes after a brand acquisition. The results reveal that consumers with high levels of brand ownership develop more negative post-acquisition brand attitudes when a brand is acquired by a country with which consumers strongly disidentify (i.e. dissociative vs. out-group). Furthermore, our research introduces the concept of a brand ownership appeal in advertising, and demonstrates that it is an effective advertising strategy in enhancing post-acquisition brand attitudes for consumers with high levels of brand ownership. Important theoretical and managerial advertising implications conclude this research.     

The Hierarchy of Internet Communication Effects: A New Paradigm for Understanding Internet Promotion

ABSTRACT

The applicability of the traditional marketing models to online marketplaces has been of great interest since the advent of the Internet. This study examines the applicability of the Hierarchy of Communication Effects model to the online auction environment through the use of proprietary archival data. The results provide support for a new model, which we call the Hierarchy of Internet Communications Effects, which is applicable to online environments. The Hierarchy of Internet Communications Effects is analogous to other hierarchical effects models from consumer behavior literature known as the learning hierarchies. We provide suggestions to promote products or services at different stages in the Hierarchy of Internet Communications Effects; several implications and limitations are discussed, and future research is suggested.     

Drawing on “Producer-Tours”: A Technique for Addressing Consumer Uncertainty Surrounding the Consumption of Fair Trade Food Products?

Despite the global increase in both fair trade sales and awareness, actual market shares of some fair trade products remain disappointing. A number of authors have suggested various reasons for this, including the complexity of the situational context affecting actual purchase behavior (Carrington, Neville, &; Whitwell, 2010 Carrington, J. M., Neville, A. B. and Whitwell, G. J. 2010. Why ethical consumers don't walk their talk: Towards a framework for understanding the gap between the ethical purchase intentions and actual buying behaviour of ethically minded consumers. Journal of Business Ethics, 97: 139–158. [Crossref], [Web of Science ®] , [Google Scholar]), the disconnect between producers and consumers (Dickinson, 2001 Dickinson, M. A. 2001. Utility of no sweat labels for apparel consumers: Profiling label-users and predicting their purchases. Journal of Consumer Affairs, 35(1): 96–119. [Crossref], [Web of Science ®] , [Google Scholar]), and the problems associated with the depersonalization of ethics in mainstream distribution (Bezencon &; Blili, 2011). This article introduces the drawing method into the field of research on fair trade consumption. Using this method, this study explores student perceptions of both fair trade consumers and how fair trade works. In doing so, the drawing method unveiled two potential consumer types; namely, the dreamer and the angel. On this, we argue that our study reveals some of the possibilities inherent in the use of the drawing method to explore uncertainty surrounding fair trade consumption.