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Attitudes & Persuasion (3)
ref: Michael R. Solomon (2014), Consumer Behavior 11/e. Global edition. Pearson.
Hierarchies of Effects
Elaboration Likelihood Model
Picture or Words?
■ Verbal messages are effective ■ for high-involvement situations ■ when an acompanying picture reinforces them ■ for utilitarian products
■ Visual images are effective ■ for low-involvement situations ■ for aesthetic or hedonic evaluations.
■ Vivid images tend to activate mental imagery and strongly embed in memory
■ Concrete discussion of product attributes in ad copy influence the importance of the attribute.
Repetition
One-Sided vs. Two-Sided Argument
■ One-sided: supportive arguments
■ Two-sided: both positive and negative information
• Refutational argument: negative issue is raised, then dismissed
• Positive attributes should refute presented negative attributes
explicit vs. implicit conclusions
■ Implicit conclusions ■ more participatory, involving ■ greater conclusion comprehension ■ self-generated conclusions ■ less risk of psychological reactance ■ Better when ■ receivers are highly involved ■ receivers are hostile or counter-attitudinal
■ Explicit conclusions ■ Better when ■ messages or topics are difficult or complex ■ receivers have little knowledge or low involvement
Comparative Ads
“I’m a Mac, I’m a PC”
message compares two+ recognizable brands on specific attributes
Message Appeal Choices
Appeal to the logical, rational
minds of consumers
Appeal to both
Appeal to the feelings and emotions of consumers
Fear Appeal
• stress physical or social danger (rejection)
• Used with health and beauty products and insurance.
Suggestions for Fear Appeal
■ Severe, but not exaggerated threat
■ Relevant problem to target audience
■ Easy and effective recommended action
Humor Appeal
• Common technique • Can attract and hold attention. • Evoke positive emotions among
onsumers • The joke should not overpower
the message