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Message Appeals and Endorsers in Advertising

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Title: Message Appeals and Endorsers in Advertising


1
Message Appeals and Endorsers in Advertising
  • 11

2
Celebrity Endorsers
  • Advertisers are willing to pay huge salaries to
    celebrities who are liked and respected by target
    audiences and who will favorably influence
    consumers attitudes and behavior toward the
    endorsed products

3
Celebrity Endorsers
  • What are some downsides to using celebrities?

4
Celebrity Endorsement
  • Use a dead
  • celebrity

5
What Makes an Endorser Effective?
6
The Importance of Matchup
  • Effective Endorser?
  • Meaningful relationship, or matchup,
  • between the celebrity, the audience,
  • and the product

7
Celebrity Match-Ups
8
Celebrity Match-ups
  • Is this a good celebrity match-up? Why?

9
How Celebrities Are Selected
  • Credibility
  • Celebrity/audience match-up
  • Celebrity/product match-up
  • Attractiveness
  • Miscellaneous considerations (prima donna?)

10
When Will Celebrities be Effective?
  • Low involvement (ELM)
  • Celebs as peripheral cues (p. 335)
  • What about Socially Symbolic products/situations?

11
Celebrities as Role Models
Gatorade
Bayer Bess Vanderwarker
12
When Will Celebrities be Effective?
  • Celebrity may be just a specific case of
    attractive endorsers in general (p. 342)
  • May serve as central information when product or
    situation has high symbolic significance
    (matchup)
  • Even under high involvement (ELM)

13
When Will Endorser Attractiveness Matter?
  • When situation has high symbolic significance
  • Attractive endorsers lead to more positive brand
    attitudes even under high involvement
  • Accompanied by elaborated thinking about
    endorsers
  • (Shavitt, Swan, Lowrey Wänke, 1994)

14
Which Endorser Qualities are Best?
  • Is it a matter of taste? (Similar endorsers may
    be best)
  • Is it a factual matter, not taste? (Expert
    endorsers may be best)
  • Is it symbolic or related to attractiveness?
    (Attractive endorsers may be best)

15
Which Endorser Qualities are Best?
  • Remember this one?
  • Im not a doctor, but I play one on TV

16
The Use of Sex Appeals in Advertising
  • Initial attentional lure (stopping power of sex
    appeals)

17
The Use of Sex Appeals in Advertising
  • Illustration of the
  • stopping-power
  • role of sex

18
Sex Appeals
  • Attention lure

19
The Use of Sex Appeals in Advertising
  • Initial attentional lure
  • Can enhance recall of message points
  • Can evoke emotional responses

20
Sex Appeals
  • Inappropriate use of
  • sex appeals

21
A Downside of Sex Appeals
  • Interference with processing of message arguments
    and reduction in message comprehension

22
The 8 Stages of Consumer Information Processing
CPM
23
Subliminal Messages and Symbolic Embeds
  • Subliminal
  • Refers to the presentation of stimuli
  • at a rate or level that is below the
  • conscious threshold of awareness

24
Subliminal Messages and Symbolic Embeds
  • Subliminal Advertising
  • How did our belief in subliminal advertising get
    started?

25
Subliminal Messages and Symbolic Embeds
  • Subliminal Advertising
  • 75 of Americans are aware of this concept,
    believe its use is common, and believe it is
    highly effective.

26
Subliminal Messages and Symbolic Embeds
  • Three types of Subliminal Advertising
  • Visual stimuli (rapidly presented)
  • Accelerated speech (auditory message)
  • Embedding of hidden symbols

27
Subliminal Messages and symbolic Embeds
  • Example of using
  • embedding in
  • advertising

28
Auditory Subliminal Messages
Toyota
Saatchi Saatchi Advertising
29
Subliminal Messages
  • Three types of Subliminal Advertising
  • Visual stimuli (rapidly presented)
  • Accelerated speech (auditory message)
  • Embedding of hidden symbols

30
Subliminal Messages
  • Visual stimuli, very rapidly presented (e.g.,
    4-20 ms.) can change the way we interpret
    subsequent info and even change our emotional
    responses to it

31
Subliminal Messages
  • Mere exposure
  • Subliminal, repeated presentation of unfamiliar
    stimuli (1-4 ms!) lead to greater liking, feeling
    of familiarity
  • (Kunst-Wilson Zajonc, 1980 Bornstein et al.,
    1987)

32
Subliminal Messages
  • Positive-affect arousing photos led to more
    positive impressions of a subsequent picture of a
    woman than did negative-affect arousing photos.
  • Neg/Pos photos (9-13 ms.)
  • (Krosnick, et al., 1992)

33
Your Job
  • Client USPS or Rogaine
  • Pick an endorser (justify)
  • Decide on use of sex appeals
  • Decide on whether/how to use subliminal messaging
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