Title: Message Appeals and Endorsers in Advertising
1Message Appeals and Endorsers in Advertising
2Celebrity 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
3Celebrity Endorsers
- What are some downsides to using celebrities?
4Celebrity Endorsement
5What Makes an Endorser Effective?
6 The Importance of Matchup
- Effective Endorser?
- Meaningful relationship, or matchup,
- between the celebrity, the audience,
- and the product
7Celebrity Match-Ups
8Celebrity Match-ups
- Is this a good celebrity match-up? Why?
9How Celebrities Are Selected
- Credibility
- Celebrity/audience match-up
- Celebrity/product match-up
- Attractiveness
- Miscellaneous considerations (prima donna?)
10When Will Celebrities be Effective?
- Low involvement (ELM)
- Celebs as peripheral cues (p. 335)
- What about Socially Symbolic products/situations?
11Celebrities as Role Models
Gatorade
Bayer Bess Vanderwarker
12When 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)
13When 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)
14Which 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)
15Which Endorser Qualities are Best?
- Remember this one?
- Im not a doctor, but I play one on TV
16The Use of Sex Appeals in Advertising
- Initial attentional lure (stopping power of sex
appeals)
17The Use of Sex Appeals in Advertising
- Illustration of the
- stopping-power
- role of sex
18Sex Appeals
19The Use of Sex Appeals in Advertising
- Initial attentional lure
- Can enhance recall of message points
- Can evoke emotional responses
20Sex Appeals
- Inappropriate use of
- sex appeals
21A Downside of Sex Appeals
- Interference with processing of message arguments
and reduction in message comprehension
22The 8 Stages of Consumer Information Processing
CPM
23Subliminal Messages and Symbolic Embeds
- Subliminal
- Refers to the presentation of stimuli
- at a rate or level that is below the
- conscious threshold of awareness
24Subliminal Messages and Symbolic Embeds
- Subliminal Advertising
- How did our belief in subliminal advertising get
started?
25Subliminal 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.
26Subliminal Messages and Symbolic Embeds
- Three types of Subliminal Advertising
- Visual stimuli (rapidly presented)
- Accelerated speech (auditory message)
- Embedding of hidden symbols
27Subliminal Messages and symbolic Embeds
- Example of using
- embedding in
- advertising
28Auditory Subliminal Messages
Toyota
Saatchi Saatchi Advertising
29Subliminal Messages
- Three types of Subliminal Advertising
- Visual stimuli (rapidly presented)
- Accelerated speech (auditory message)
- Embedding of hidden symbols
30Subliminal 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
31Subliminal 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)
32Subliminal 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)
33Your Job
- Client USPS or Rogaine
- Pick an endorser (justify)
- Decide on use of sex appeals
- Decide on whether/how to use subliminal messaging