Generic Advertising and Product Differentiation

This article considers whether generic advertising lowers the differentiation among competing brands of the same good. Analytical results show that if the benefits from generic advertising from increased demand are outweighed by the costs from lower product differentiation then high–quality producers will not benefit from generic promotion. Hypotheses are tested empirically under a conditional–logit approach using retail–market sales and advertising data for the U.S. prune industry. Results from this study provide evidence that generic advertising has a slight differential effect on the perceived qualities of different brands.     

Fear, guilt, and shame appeals in social marketing

This paper presents the results from a qualitative study of income support recipients with regard to how they feel about advertising which overtly appeals to their sense of fear, guilt and shame. The motivation of the study was to provide formative research for a social marketing campaign designed to increase compliance with income reporting requirements. This study shows that negative appeals with this group of people are more likely to invoke self-protection and inaction rather than an active response such as volunteering to comply. Social marketers need to consider the use of fear, guilt and shame to gain voluntary compliance as the study suggests an overuse of these negative appeals. While more formative research is required, the future research direction aim would be to develop an instrument to measure the impact of shame on pro-social decision-making; particularly in the context of close social networks rather than the wider society.     

从语用学的角度分析英语广告语言的特点

本文从大量的英语广告实例入手,探讨英语广告语言的词汇、句式和修辞等三大特点,并从语用学的角度对英语广告语言的语用基础进行分析。     

Positive versus negative comparative advertising

Two studies examined cognitive responses to comparative advertising that was valenced, i.e., was either negative or positive. Negative comparative advertising featured the advertised brand derogating the comparison brand (I'm OK, you're not OK). Positive comparative advertising claimed superiority over the comparison brand in a nonderogatory manner (You're OK, I'm more OK). Subjects were exposed to either a negative comparative ad or a positive comparative ad. In study 1, the ad featured either a high or low share advertised brand and either a high or low share comparison brand while in study 2, the ad featured advertised and comparison brands with either a strong or a weak reputation. Across both studies, it was found that negative comparative advertising evoked significantly higher counterargumentation and lower claim acceptance than its positive counterpart. Also, when the advertised brand had a high share relative to the comparison brand, counterargumentation was lower and claim acceptance was higher vis-a-vis when the advertised brand had a low share relative to the comparison brand. Findings pertaining to brand reputation were mixed. Managerial and future research implications of the findings are discussed.     

Using skin conductance and facial electromyography to measure emotional responses to tourism advertising

Although an objective and increasingly common technique in marketing, media and psychology, psychophysiological measures are rarely used in tourism research to detect tourism consumers’ spontaneous emotional responses. This study examines the use of psychophysiological measures in tourism and in particular explores the usefulness of skin conductance (SC) and facial electromyography (EMG) methods in tracking emotional responses to destination advertisements. Thirty-three participants were exposed to three destination advertisements while their self-report ratings, real-time SC and facial EMG data as well as post hoc interview data were obtained. The results demonstrate that, compared with self-report measures, psychophysiological measures are able to better distinguish between different destination advertisements, and between different dimensions of emotion. Participants’ affective experience reported in post hoc interviews was found to be consistent with emotional peaks identified from continuous facial EMG and SC monitoring. These results validate the ability of psychophysiological techniques to capture moment-to-moment emotional responses and it is concluded that psychophysiological methods are useful in measuring emotional responses to tourism advertising. Methodological insights regarding the constraints associated with the use and application of psychophysiological methods are discussed.     

Sustainable Tourism: Ethical Alternative or Marketing Ploy?

While tourism is often seen as a welcome source of economic development, conventional mass tourism is associated with numerous negative effects, such as the destruction of ecological systems and loss of cultural heritage. In response to these concerns, a term that has surfaced recently is, sustainable tourism. This article attempts to define sustainable tourism and asks the question of whether this new term is an acceptable criteria or is merely a marketing ploy to attract the morally conscious tourist. Paul Lansing is a professor of Business Administration at the University of Illinois at Urbana-Champaign. He received a J.D. Degree and a Graduate Degree in International Business. Paul De Vries received an M.Sc BA, in Strategic Management from the Rotterdam School of Management, RSM Erasmus University.     

名人代言广告效果影响因素综述

作为一种重要的营销策略和宣传手段,名人代言广告被很多企业寄予厚望,但名人的推荐并不是成功的保证。近三十多年来,国内外学者对名人代言广告进行了深入研究,提出了信源模式理论、匹配理论等多种解释,从名人、产品、受众三方面提取了影响名人代言广告效果的诸多因素,在丰富和拓展了广告心理学研究的同时,也对企业营销实践发挥了重要指导作用。     

Counsel for Market Planners at Independent Colleges

No abstract available for this article.