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Increasing Quality in Measuring Advertising Effectiveness: A Meta-Analysis of Question Framing in Conversion Studies

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  • WOODSIDE, ARCH G.
  • DUBELAAR, CHRIS
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    Abstract

    We describe a meta-analysis of advertising conversion research findings that includes examining the influence of question framing on key output measures of advertising effectiveness. The article summarizes findings for 32 tourism-advertising studies. Two hypotheses are tested: (H1) the response rate to questionnaires mailed to sampled advertisement inquirers is lower when the brand sponsoring the study is identified versus not identified; and (H2) the estimated buyer/inquirer conversion rate is higher when the brand sponsoring the study is identified versus not identified. The findings support H1 and strongly support H2. Conclusion: framing a study and questions to persons sampled by referencing these persons' prior known requests for information about a given brand is likely to reduce interest in responding among nonbuyers of the stated brand and bloat estimates of inquiry-to-purchase conversions for the brand. To confirm and estimate the size of such distortions, we recommend designing-in context manipulations in planning surveys to measure the effectiveness of inquiry-generating advertisements. a

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    Bibliographic Info

    Article provided by Cambridge University Press in its journal Journal of Advertising Research.

    Volume (Year): 43 (2003)
    Issue (Month): 01 (March)
    Pages: 78-85

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    Handle: RePEc:cup:jadres:v:43:y:2003:i:01:p:78-85_03

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    Cited by:
    1. Min, Kyeong Sam & Martin, Drew & Jung, Jae Min, 2013. "Designing advertising campaigns for destinations with mixed images: Using visitor campaign goal messages to motivate visitors," Journal of Business Research, Elsevier, vol. 66(6), pages 759-764.

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