Advertising Psychology

<ul><li>Advertising </li><li>7/3/2009 Advertising Psychology 2 </li><li>Agenda 7/3/2009 Advertising Psychology 3 Advertising revealed Advertising tactics Elaboration Likelihood Model Communication Model/Techniques 1) Who say? 2) What? 3) By what means? 4) To whom? Methods of measuring advertising effects Trends and future developments </li><li>Advertising Revealed </li><li>Innovative Fun Hard Work What do you think about advertising? Creative Deceptive Aggressive </li><li>Non-Personal Sponsor Mass Media What is advertising in theory? Large Audience Paid form of communication Persuasive </li><li>Definition of advertising Advertising is paid non-personal communication from an identified sponsor using mass media to persuade or influence an audience. (Wells, Burnett & Moriarty, 2003, p. 10) An advertising idea is a credible and provocative statement of substance about the brands main consumer benefit. 7/3/2009 7 Advertising Psychology </li><li>Major objectives 7/3/2009 8 Advertising Psychology </li><li>Effects of advertising 7/3/2009 Advertising Psychology 9 </li><li>Unique Selling Proposition A motivating idea, uniquely associated with a particular brand, which is to be registered in the mind of the consumer The U.S.P. is about uniqueness must sell must make a proposition 7/3/2009 10 Advertising Psychology </li><li>Unique Selling Proposition In best cases our brand or product is unique in itself or is determined to be something unique for a special target group Can you give examples? Coca cola Porsche Rolex 7/3/2009 11 Advertising Psychology </li><li>Unique Selling Proposition 7/3/2009 Advertising Psychology 12 Unique Advertising that promises a unique benefit, or a benefit that is perceived as distinct and/or superior Proposition A clear, compelling consumer benefit that is delivered by the product Selling Significant and relevant to consumers - persuasive enough to incite action </li><li>Unique Selling Proposition 7/3/2009 Advertising Psychology 13 Unique taste, shape, color, different flavors Proposition The Becks experience Selling Bottles, cans & kegs </li><li>Brand Wheel 7/3/2009 Advertising Psychology 14 What the brand is / what the brand looks like: Physical/functional characteristics of the brand Rational advantage for me. What the brand does: The results of using the brand. Psychological advantage of using the brand: How the brand makes me feel about myself / how others feel about me, using the brand If the brand were a person: How would it be? Brand Essence: The core of the brand. The sum of characteristics in the wheel. Attributes Benefits Values Personality Brand Essence </li><li>Brand Wheel 7/3/2009 Advertising Psychology 15 German, Masculine, Luxury, Expensive, well-engineered. Quality, Performance, Roadholding, Heritage, Bssssssing! Sports performance in luxury comfort, Best of both worlds. Is what it does Wise heads on young shoulders A passionate driver Serious but not serious-minded, charismatic, outgoing, joie de vivre, half german, half human. The steel fist in a velvet glove Attributes Benefits Values Personality Brand Essence DRIVING EXCELLENCE </li><li>Advertising Tactics </li><li>A framework of psychological meaning 7/3/2009 Advertising Psychology 17 Attribute Bundle Perceptual Mode Context Tangible Attributes e.g. size color brightness music Data driven e.g. sight touch sound Individual characteristics e.g. attitudes perceptual selectivity personality Psychological Meaning Stimulus e.g. TV ad Billboard Image ad Social characteristics e.g. gender social class marital status occupation Intangible Attributes e.g. modern fun exciting Concept Driven e.g. cognitive associations cognitive abstractions Situational characteristics e.g. time to make decision number of available choices </li><li>Elaboration Likelihood Model (Petty & Cacioppo, 1986) Implies two routes to persuasion: Consumers that are motivated and able to process the message will devote more thought to the message contained in advertisement <ul><li>elaboration</li></ul>Attitude change depends on the quality of the arguments Consumers that are not motivated and/or unable to process the message will switch to a less involved and elaborate processing of information Attitude change depends on the peripheral cues Central route to persuasion Peripheral route to persuasion 7/3/2009 18 Advertising Psychology </li><li>Examples of peripheral cues celebrity attractive source sources with high credibility expert sources humor erotic stimuli 7/3/2009 19 Advertising Psychology </li><li>Elaboration Likelihood Model Motivationto process the message can be influenced by personal relevance of the product need for cognition (a tendency to engage in and enjoy effortful analytic activity) personal responsibility Ability to process the message can be influenced by distraction prior knowledge intelligence message comprehensibility 7/3/2009 20 Advertising Psychology </li><li>Elaboration Likelihood Model 7/3/2009 Advertising Psychology 21 Consequences of elaboration Central route to persuasion Peripheral route to persuasion <ul><li>relatively enduring / shows a greater temporal persistence</li><li>more predictive of behavior</li><li>shows a greater resistance to counter-persuasion</li><li> less enduring / relatively temporary</li><li>unpredictive of behavior</li><li> shows a greater susceptibility to counter-persuasion</li></ul>Attitude change </li><li>Communication Model Who? Says what? By what means? To whom? </li><li>Communication Model Source characteristics 1) Credibility Lowercredibility sources - when the receivers thoughts about the product are favorable Higher credibility sources when the receivers thoughts are negative Profession has a greater effect upon perceived credibility than the spokesperson 2) Attractiveness 3) Gender 7/3/2009 Advertising Psychology 23 Who? Says what? By what means? To whom? </li><li>Communication Model Source characteristics 1) Credibility 2) Attractiveness For low involvement products coffee, perfume Attractive models do not enhance recall, but facilitate ad recognition 3) Gender 7/3/2009 Advertising Psychology 24 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 25 Source Credibility Attractiveness Gender </li><li>7/3/2009 Advertising Psychology 26 Source Credibility Attractiveness Gender </li><li>Communication Model Source characteristics 1) Credibility 2) Attractiveness 3) Gender Gender of models should match the image of the product held by users Any role depiction should be realistic and natural rather than stereotypical and false 7/3/2009 Advertising Psychology 27 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 28 Source Credibility Attractiveness Gender </li><li>Communication Model Who? Says what? By what means? To whom? </li><li>Communication Model 7/3/2009 Advertising Psychology 30 Who? Says what? By what means? To whom? Message appeal - the overall style of the advertising Rational appeal? Emotional appeal? One- vs. two- sided and comparative appeals? </li><li>Communication Model 7/3/2009 Advertising Psychology 31 Who? Says what? By what means? To whom? The MAC Model Memory only most of the choices we make are determined by habit Memory plus affect most of the conscious choices that make us pause are determined by affect Memory plus affect plus cognition some ads make us think, as well as do some decision Ads Memory Affect Perceptual filters Competitors for attention Cognition </li><li>Communication Model The MAC Model Consider a major purchase choice you made in the past. Did you use some rational basis to create a consideration set, or did you just fall in love with it when you saw it? 7/3/2009 Advertising Psychology 32 Who? Says what? By what means? To whom? </li><li>Communication Model The role of emotion Coca-Cola Have a Coke smile Pepsi-Cola Get that Pepsi feeling General Motors Get that great GM feeling AT&T Reach out and touch someone Saab One car you can buy where your emotions arent compromised by your intellect 7/3/2009 Advertising Psychology 33 Who? Says what? By what means? To whom? </li><li>Communication Model The role of emotion 7/3/2009 Advertising Psychology 34 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 35 Message appeal Pleasure </li><li>7/3/2009 Advertising Psychology 36 Message appeal Arousal Vitality Liveliness </li><li>7/3/2009 Advertising Psychology 37 Message appeal Dominance </li><li>Communication Model Fear appeals as arousal Optimal range of tension Point of inflection where increasing tension activates anxiety > negative feelings 7/3/2009 Advertising Psychology 38 Who? Says what? By what means? To whom? Audio-Visual Print Anxiety & Energy generation Energy generation Threshold No picture Picture Tension </li><li>7/3/2009 Advertising Psychology 39 Message appeal Fear </li><li>7/3/2009 Advertising Psychology 40 Message appeal Fear </li><li>7/3/2009 Advertising Psychology 41 Message appeal Fear </li><li>7/3/2009 Advertising Psychology 42 Message appeal Fear </li><li>7/3/2009 Advertising Psychology 43 Message appeal Fear </li><li>Communication model Humor appeal "Trying to figure out why something is funny is like dissecting a frog. You'll come up with answers, but the frog always dies. Mark Twain One of the most common techniques, but hard to realize The belief that humor can increase advertising effectiveness has led to its unprecedented popularity However, it can work for you or it can work against you! Peripheral cue - drawing attention to the ad 7/3/2009 Advertising Psychology 44 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 45 Message appeal Humor </li><li>7/3/2009 Advertising Psychology 46 Message appeal Humor </li><li>Communication Model Subliminal Messages the use of hidden or otherwise imperceptible stimuli to manipulate viewers or listeners to behave in ways they otherwise would not. The Vicary Eat Popcorn/Drink Coke Study Below threshold Subjective threshold Objective threshold 7/3/2009 Advertising Psychology 47 Who? Says what? By what means? To whom? </li><li>Communication Model Who? Says what? By what means? To whom? </li><li>Communication Model 7/3/2009 Advertising Psychology 49 Who? Says what? By what means? To whom? </li><li>Communication Model 7/3/2009 Advertising Psychology 50 Who? Says what? By what means? To whom? 1) Copy theme Surface level Text Different ads using the same kinds of techniques (characters, jingles) Underlying level Text Signification system structured around connatative signified </li><li>Communication Model 1) Copy theme Use of figurative language and rhetorical devices 7/3/2009 Advertising Psychology 51 Who? Says what? By what means? To whom? </li><li>Communication Model 2) Visual representations What visual images express can only be approximated by words, but never fully captured by them. Words represent an artificially imposed intellectual system removed from primal feeling; images plunge us into the depth of experience itself. (Barry, 75) 7/3/2009 Advertising Psychology 52 Who? Says what? By what means? To whom? </li><li>Communication Model 2) Visual representations 7/3/2009 Advertising Psychology 53 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 54 Attracting attention Violating reality </li><li>Communication Model 2) Visual representations 7/3/2009 Advertising Psychology 55 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 56 Attracting attention Visual Metaphor </li><li>7/3/2009 Advertising Psychology 57 Attracting attention Visual Metaphor </li><li>Communication Model 2) Visual representations 7/3/2009 Advertising Psychology 58 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 59 Attracting attention Visual parodies </li><li>7/3/2009 Advertising Psychology 60 Attracting attention Visual parodies </li><li>Communication Model 2) Visual representations 7/3/2009 Advertising Psychology 61 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 62 Attracting attention Direct eye gaze </li><li>Communication Model 2) Visual representations 7/3/2009 Advertising Psychology 63 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 64 Eliciting Emotion Vertical camera Angle, Power, and Status </li><li>Communication Model 2) Visual representations 7/3/2009 Advertising Psychology 65 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 66 Eliciting Emotion Looking down, Nurturance, Subservience </li><li>Communication Model 3) Music Attention gaining value Ability to engage a listeners attention through speed and loudness Role in advertising attract and hold attention However, can be act as a distractive factor Message congruence The extent to which purely instrumental music conveys meanings (feelings, images, thoughts) that are congruent with those evoked by ad messages 7/3/2009 Advertising Psychology 67 Who? Says what? By what means? To whom? </li><li>7/3/2009 Advertising Psychology 68 </li><li>Communication Model Who? Says what? By what means? To whom? </li><li>Targeting Cultures Language Communication Style Symbols Cultural Values Communication Model 7/3/2009 Advertising Psychology 70 Who? Says what? By what means? To whom? Linguistics Cultural Suitability </li><li>7/3/2009 Advertising Psychology 71 Targeting Cultures Linguistics </li><li>7/3/2009 Advertising Psychology 72 Targeting Cultures Cultural Suitability </li><li>Targeting Cultures Language Communication Style Symbols Cultural Values Communication Model 7/3/2009 Advertising Psychology 73 Who? Says what? By what means? To whom? Explicit Implicit </li><li>7/3/2009 Advertising Psychology 74 Targeting Cultures Explicit </li><li>Targeting Cultures Language Communication Style Symbols Cultural Values Communication Model 7/3/2009 Advertising Psychology 75 Who? Says what? By what means? To whom? Colors Numbers </li><li>Colors and cultures 7/3/2009 Advertising Psychology 76 </li><li>Targeting Cultures Language Communication Style Symbols Cultural Values Communication Model 7/3/2009 Advertising Psychology 77 Who? Says what? By what means? To whom? Religion Individualism Masculinity </li><li>7/3/2009 Advertising Psychology 78 Targeting Cultures Religion </li><li>Communication Model 7/3/2009 Advertising Psychology 79 Targeting Cultures US Melting Point </li><li>7/3/2009 Advertising Psychology 80 </li><li>Targeting Generations 7/3/2009 Advertising Psychology 81 US I ALL Respond to: Themselves reflected in images Fierce sarcasm/ Imagination, Creativity Stupid / Smart Messages Deconstructed Paradigms Style Luxury Goods and Mass Market Respond to: Cues of achievement / Status / Heroes Iconic Authority Heroes / Trailbrazers The things that are earned Comfort Ive earned it luxury Perks Anti-Aging Respond to: New Ideas Companies with a Philosophy Multi-Sensory Experiences Multi Generational Models Fun / Learning Parents as their Heroes Interesting People Senses of Community GEN-X (24-35) BABY BOOMERS (36-54) GEN-Y (6-23) </li><li>7/3/2009 Advertising Psychology 82 Targeting Generations Baby Boomers </li><li>7/3/2009 Advertising Psychology 83 Targeting Generations Gen X </li><li>7/3/2009 Advertising Psychology 84 Targeting Generations Gen Y </li><li>Communication Model The consumer is not an idiot, shes your wife. - David Ogilvy I heard another one: Shes not an idiot, shes your boss! - David Lubars, BBDO West 7/3/2009 Advertising Psychology 85 Targeting Genders </li><li>Communication Model What do women want? 7/3/2009 Advertising Psychology 86 Targeting Genders </li><li>7/3/2009 Advertising Psychology 87 Individuality Respect Connection What Do Women Want? Relationship Stress Relief </li><li>7/3/2009 Advertising Psychology