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Predicting the Effectiveness of Different Strategies of Advertising Variation: A Test of the Repetition-Variation Hypotheses

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  • Schumann, David W
  • Petty, Richard E
  • Clemons, D Scott

Abstract

Two strategies for varying the content of ads over repeated presentations are distinguished, and the effectiveness of these strategies are examined at two different levels of consumer motivation to process the ads. Consistent with the hypothesis, experiment 1 found that a cosmetic variation strategy (variation in nonsubstantive features of an ad across multiple presentations) had greater impact on attitude when motivation to porcess the ad was low (as induced by low personal relevance of the product). Experiment 2 found thata substantive variation strategy (variation in relevant product attributes across multiple presentations) was more influential when motivation to process the ad was high. These results are consistent with the Elaboration Likelihood Model of persuasion. Copyright 1990 by the University of Chicago.

Suggested Citation

  • Schumann, David W & Petty, Richard E & Clemons, D Scott, 1990. "Predicting the Effectiveness of Different Strategies of Advertising Variation: A Test of the Repetition-Variation Hypotheses," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 192-202, September.
    • Handle: RePEc:oup:jconrs:v:17:y:1990:i:2:p:192-202
    DOI: 10.1086/208549
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    1. S. Siddarth & Amitava Chattopadhyay, 1998. "To Zap or Not to Zap: A Study of the Determinants of Channel Switching During Commercials," Marketing Science, INFORMS, vol. 17(2), pages 124-138.
    2. Funk, Daniel C. & James, Jeff, 2001. "The Psychological Continuum Model: A Conceptual Framework for Understanding an Individual's Psychological Connection to Sport," Sport Management Review, Elsevier, vol. 4(2), pages 119-150, November.
    3. Funk, Daniel C. & Haugtvedt, Curtis P. & Howard, Dennis R., 2000. "Contemporary Attitude Theory in Sport: Theoretical Considerations and Implications," Sport Management Review, Elsevier, vol. 3(2), pages 125-144, November.
    4. LEE, Janghyuk & BRILEY, Donnel A., 2005. "Repeat exposure effects of internet advertising," HEC Research Papers Series 809, HEC Paris.
    5. Ainsworth, Jeremy & Ballantine, Paul W., 2014. "That׳s different! How consumers respond to retail website change," Journal of Retailing and Consumer Services, Elsevier, vol. 21(5), pages 764-772.
    6. Diandian Xiang & Leinan Zhang & Qiuyan Tao & Yonggui Wang & Shuang Ma, 2019. "Informational or emotional appeals in crowdfunding message strategy: an empirical investigation of backers’ support decisions," Journal of the Academy of Marketing Science, Springer, vol. 47(6), pages 1046-1063, November.
    7. Gopinath, Mahesh & Nyer, Prashanth U., 2009. "The effect of public commitment on resistance to persuasion: The influence of attitude certainty, issue importance, susceptibility to normative influence, preference for consistency and source proximi," International Journal of Research in Marketing, Elsevier, vol. 26(1), pages 60-68.
    8. Goic, Marcel & Rojas, Andrea & Saavedra, Ignacio, 2021. "The Effectiveness of Triggered Email Marketing in Addressing Browse Abandonments," Journal of Interactive Marketing, Elsevier, vol. 55(C), pages 118-145.
    9. Boonchai Hongcharu, 2019. "Effects of Message Variation and Communication Tools Choices on Consumer Response," Global Business Review, International Management Institute, vol. 20(1), pages 42-56, February.
    10. Gebreselassie, Andinet Worku, 2019. "On communicating about taboo social issues in least developed countries : The case of Ethiopia," Other publications TiSEM bb35ee74-fdd7-4220-af92-5, Tilburg University, School of Economics and Management.
    11. Rosbergen, Edward & Wedel, Michel & Pieters, Rik, 1997. "Analyzing visual attention tot repeated print advertising using scanpath theory," Research Report 97B32, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
    12. Oo, Pyayt P. & Jiang, Lin & Sahaym, Arvin & Parhankangas, Annaleena & Chan, Richard, 2023. "Actions in words: How entrepreneurs use diversified and changing speech acts to achieve funding success," Journal of Business Venturing, Elsevier, vol. 38(2).
    13. Swagata Chakraborty & Amrut Sadachar, 2022. "“Why Should I Buy Sustainable Apparel?” Impact of User-Centric Advertisements on Consumers’ Affective Responses and Sustainable Apparel Purchase Intentions," Sustainability, MDPI, vol. 14(18), pages 1-28, September.
    14. Rojas-Méndez, José I. & Davies, Gary & Madran, Canan, 2009. "Universal differences in advertising avoidance behavior: A cross-cultural study," Journal of Business Research, Elsevier, vol. 62(10), pages 947-954, October.
    15. Huang, Ching-Yuan & Chou, Chia-Jung & Lin, Pei-Ching, 2010. "Involvement theory in constructing bloggers' intention to purchase travel products," Tourism Management, Elsevier, vol. 31(4), pages 513-526.
    16. Burmester, Alexa B. & Becker, Jan U. & van Heerde, Harald J. & Clement, Michel, 2015. "The impact of pre- and post-launch publicity and advertising on new product sales," International Journal of Research in Marketing, Elsevier, vol. 32(4), pages 408-417.
    17. Jiemiao Chen & Xiaojing Yang & Robert E. Smith, 2016. "The effects of creativity on advertising wear-in and wear-out," Journal of the Academy of Marketing Science, Springer, vol. 44(3), pages 334-349, May.
    18. Norris I. Bruce, 2008. "Pooling and Dynamic Forgetting Effects in Multitheme Advertising: Tracking the Advertising Sales Relationship with Particle Filters," Marketing Science, INFORMS, vol. 27(4), pages 659-673, 07-08.
    19. Teresa Correa & Camila Fierro & Marcela Reyes & Lindsey Smith Taillie & Francesca Renee Dillman Carpentier & Camila Corvalán, 2022. "Why Don’t You [Government] Help Us Make Healthier Foods More Affordable Instead of Bombarding Us with Labels? Maternal Knowledge, Perceptions, and Practices after Full Implementation of the Chilean Fo," IJERPH, MDPI, vol. 19(8), pages 1-11, April.
    20. Ainsworth, Jeremy & Ballantine, Paul W., 2017. "Consumers’ cognitive response to website change," Journal of Retailing and Consumer Services, Elsevier, vol. 37(C), pages 56-66.
    21. Kim, Juran & Spielmann, Nathalie & McMillan, Sally J., 2012. "Experience effects on interactivity: Functions, processes, and perceptions," Journal of Business Research, Elsevier, vol. 65(11), pages 1543-1550.
    22. Bambauer-Sachse, Silke & Massera, Laura, 2015. "Interaction effects of different price claims and contextual factors on consumers' reference price adaptation after exposure to a price promotion," Journal of Retailing and Consumer Services, Elsevier, vol. 27(C), pages 63-73.
    23. repec:dgr:rugsom:97b32 is not listed on IDEAS

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