IDEAS home Printed from https://ideas.repec.org/a/vrs/aicuec/v63y2016i3p391-414n8.html
   My bibliography  Save this article

Emotional or Rational? The Determination of the Influence of Advertising Appeal on Advertising Effectiveness

Author

Listed:
  • Grigaliunaite Viktorija

    (Faculty of Economics and Management, Vytautas Magnus University, Lithuania)

  • Pileliene Lina

    (Faculty of Economics and Management, Vytautas Magnus University, Lithuania)

Abstract

In prevailing competition-based market economy, organizations have to search factors influencing advertising effectiveness. This research aims at developing the model of the influence of advertising appeal on advertising effectiveness. While achieving the aim of the article, the analysis and synthesis of scientific literature is provided. Furthermore, traditional marketing research methods as well as neuromarketing research methods are applied in order to determine the influences of different advertising appeals on advertising effectiveness. As a research result, the model of the influence of advertising appeal on advertising effectiveness is elaborated. Accordingly, this research fills the gap in scientific literature by determining the influences of emotional and rational appeals on print / outdoor advertising effectiveness in the context of convenience product category. Moreover, by answering the research question, the contribution to the field emerges in integrating both marketing theory and neuroscience in order to analyze and evaluate consumer behavior.

Suggested Citation

  • Grigaliunaite Viktorija & Pileliene Lina, 2016. "Emotional or Rational? The Determination of the Influence of Advertising Appeal on Advertising Effectiveness," Scientific Annals of Economics and Business, Sciendo, vol. 63(3), pages 391-414, November.
  • Handle: RePEc:vrs:aicuec:v:63:y:2016:i:3:p:391-414:n:8
    DOI: 10.1515/saeb-2016-0130
    as

    Download full text from publisher

    File URL: https://doi.org/10.1515/saeb-2016-0130
    Download Restriction: no

    File URL: https://libkey.io/10.1515/saeb-2016-0130?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Wan Yu Chang & I Ying Chang, 2014. "The Influences of Humorous Advertising on Brand Popularity and Advertising Effects in the Tourism Industry," Sustainability, MDPI, vol. 6(12), pages 1-13, December.
    2. Rik Pieters & Luk Warlop & Michel Wedel, 2002. "Breaking Through the Clutter: Benefits of Advertisement Originality and Familiarity for Brand Attention and Memory," Management Science, INFORMS, vol. 48(6), pages 765-781, June.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Viktorija GRIGALIUNAITE & Lina PILELIENE, 2016. "Emotional Or Rational? The Determination Of The Influence Of Advertising Appeal On Advertising Effectiveness," Scientific Annals of Economics and Business (continues Analele Stiintifice), Alexandru Ioan Cuza University, Faculty of Economics and Business Administration, vol. 63(3), pages 391-414, November.
    2. Orquin, Jacob L. & Bagger, Martin P. & Lahm, Erik S. & Grunert, Klaus G. & Scholderer, Joachim, 2020. "The visual ecology of product packaging and its effects on consumer attention," Journal of Business Research, Elsevier, vol. 111(C), pages 187-195.
    3. Hameed, Irfan & Zainab, Bibi & Shamim, Syed Jazib, 2018. "Arousal Safety Leading to Purchase Intention; The Role of Moderating and Mediating Variables in Structural Model," MPRA Paper 91848, University Library of Munich, Germany.
    4. Rik Pieters & Michel Wedel, 2012. "Ad Gist: Ad Communication in a Single Eye Fixation," Marketing Science, INFORMS, vol. 31(1), pages 59-73, January.
    5. Pieters, Rik & Wedel, Michel, 2020. "Heads up: Head movements during ad exposure respond to consumer goals and predict brand memory," Journal of Business Research, Elsevier, vol. 111(C), pages 281-289.
    6. Salvatore Piccolo & Piero Tedeschi & Giovanni Ursino, 2018. "Deceptive Advertising with Rational Buyers," Management Science, INFORMS, vol. 64(3), pages 1291-1310, March.
    7. Ali, Mazhar, 2016. "Evaluating Advertising Effectiveness of Creative Television Advertisements for High Involvement Products," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 17(4), pages 916-932.
    8. Serhat Peker & Gonca Gokce Menekse Dalveren & Yavuz İnal, 2021. "The Effects of the Content Elements of Online Banner Ads on Visual Attention: Evidence from An-Eye-Tracking Study," Future Internet, MDPI, vol. 13(1), pages 1-18, January.
    9. Jiwon Lee & Inwon Kang & Joseph Stanfield, 2017. "Coercive Tactics and Web Advertising Performance," Sustainability, MDPI, vol. 9(8), pages 1-18, July.
    10. Alicia L. Rihn & Chengyan Yue, 2016. "Visual Attention's Influence on Consumers’ Willingness‐to‐Pay for Processed Food Products," Agribusiness, John Wiley & Sons, Ltd., vol. 32(3), pages 314-328, July.
    11. Peter Stüttgen & Peter Boatwright & Robert T. Monroe, 2012. "A Satisficing Choice Model," Marketing Science, INFORMS, vol. 31(6), pages 878-899, November.
    12. Mary-Ann Cooper & Raquel Camprubí & Erdogan Koc & Ralf Buckley, 2021. "Digital Destination Matching: Practices, Priorities and Predictions," Sustainability, MDPI, vol. 13(19), pages 1-11, September.
    13. Hayk Khachatryan & Alicia L. Rihn & Benjamin Campbell & Chengyan Yue & Charles Hall & Bridget Behe, 2017. "Visual Attention to Eco-Labels Predicts Consumer Preferences for Pollinator Friendly Plants," Sustainability, MDPI, vol. 9(10), pages 1-14, September.
    14. 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.
    15. William K. Darley & Jeen-Su Lim, 2023. "Advertising creativity and its effects: a meta-analysis of the moderating role of modality," Marketing Letters, Springer, vol. 34(1), pages 99-111, March.
    16. Li, Yaoqi & Liu, Biqiang & Xie, Lishan, 2022. "Celebrity endorsement in international destination marketing: Evidence from eye-tracking techniques and laboratory experiments," Journal of Business Research, Elsevier, vol. 150(C), pages 553-566.
    17. Syed Mohd Muneeb & Ahmad Yusuf Adhami & Zainab Asim & Syed Aqib Jalil, 2019. "Bi-level decision making models for advertising allocation problem under fuzzy environment," International Journal of System Assurance Engineering and Management, Springer;The Society for Reliability, Engineering Quality and Operations Management (SREQOM),India, and Division of Operation and Maintenance, Lulea University of Technology, Sweden, vol. 10(2), pages 160-172, April.
    18. Deichmann, Dirk & Moser, Christine & Birkholz, Julie M. & Nerghes, Adina & Groenewegen, Peter & Wang, Shenghui, 2020. "Ideas with impact: How connectivity shapes idea diffusion," Research Policy, Elsevier, vol. 49(1).
    19. Anderson, Simon P. & Ciliberto, Federico & Liaukonyte, Jura, 2013. "Information content of advertising: Empirical evidence from the OTC analgesic industry," International Journal of Industrial Organization, Elsevier, vol. 31(5), pages 355-367.
    20. Simola, Jaana & Kuisma, Jarmo & Kaakinen, Johanna K., 2020. "Attention, memory and preference for direct and indirect print advertisements," Journal of Business Research, Elsevier, vol. 111(C), pages 249-261.

    More about this item

    Keywords

    advertising appeal; eye-tracking; advertising effectiveness; structural equation modeling;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • M39 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Other

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:vrs:aicuec:v:63:y:2016:i:3:p:391-414:n:8. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Peter Golla (email available below). General contact details of provider: https://www.sciendo.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.