IDEAS home Printed from https://ideas.repec.org/a/eee/anture/v83y2020ics0160738320300700.html
   My bibliography  Save this article

The impact of power on destination advertising effectiveness: The moderating role of arousal in advertising

Author

Listed:
  • Jiang, Hongyan
  • Tan, Huimin
  • Liu, Yeyi
  • Wan, Fang
  • Gursoy, Dogan

Abstract

This study examines the impact of culturally-derived power (i.e., personalized vs. socialized power) on the effectiveness of destination advertising via the moderation of arousal in advertising, by identifying regulatory focus as an underlying mechanism. The findings indicate that high-arousal tourism destination advertisement is more effective for individuals primed with personalized power; low-arousal advertisement is more effective for individuals primed with socialized power. Culturally-derived power is found related to regulatory focus, which interacts with arousal in advertising to influence destination advertising effectiveness. This work not only contributes to the tourism literature by providing a new cultural perspective to the investigation of power, but also informs destination marketers of the importance of designing tailored advertising messages for different tourists.

Suggested Citation

  • Jiang, Hongyan & Tan, Huimin & Liu, Yeyi & Wan, Fang & Gursoy, Dogan, 2020. "The impact of power on destination advertising effectiveness: The moderating role of arousal in advertising," Annals of Tourism Research, Elsevier, vol. 83(C).
    • Handle: RePEc:eee:anture:v:83:y:2020:i:c:s0160738320300700
    DOI: 10.1016/j.annals.2020.102926
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0160738320300700
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.annals.2020.102926?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Brochado, Ana & Troilo, Michael & Shah, Aditya, 2017. "Airbnb customer experience: Evidence of convergence across three countries," Annals of Tourism Research, Elsevier, vol. 63(C), pages 210-212.
    2. Jennifer Amar & Olivier Droulers & Patrick Legoherel, 2017. "Typography in destination advertising: Exploratory study and research perspectives," Post-Print hal-01872912, HAL.
    3. Amar, Jennifer & Droulers, Olivier & Legohérel, Patrick, 2017. "Typography in destination advertising: An exploratory study and research perspectives," Tourism Management, Elsevier, vol. 63(C), pages 77-86.
    4. Wong, Jimmy & Newton, Joshua D. & Newton, Fiona J., 2014. "Effects of power and individual-level cultural orientation on preferences for volunteer tourism," Tourism Management, Elsevier, vol. 42(C), pages 132-140.
    5. Viglia, Giampaolo & Dolnicar, Sara, 2020. "A review of experiments in tourism and hospitality," Annals of Tourism Research, Elsevier, vol. 80(C).
    6. Caza, Brianna Barker & Tiedens, Larissa & Lee, Fiona, 2011. "Power becomes you: The effects of implicit and explicit power on the self," Organizational Behavior and Human Decision Processes, Elsevier, vol. 114(1), pages 15-24, January.
    7. David Dubois & Derek D. Rucker & Adam D. Galinsky, 2016. "Dynamics of Communicator and Audience Power: The Persuasiveness of Competence versus Warmth," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(1), pages 68-85.
    8. Yuwei Jiang & Lingjing Zhan & Derek D. Rucker, 2014. "Power and Action Orientation: Power as a Catalyst for Consumer Switching Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(1), pages 183-196.
    9. Waytz, Adam & Chou, Eileen Y. & Magee, Joe C. & Galinsky, Adam D., 2015. "Not so lonely at the top: The relationship between power and loneliness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 130(C), pages 69-78.
    10. Pham, Michel Tuan & Avnet, Tamar, 2004. "Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(4), pages 503-518, March.
    11. Byun, Jaemun & Jang, SooCheong (Shawn), 2015. "Effective destination advertising: Matching effect between advertising language and destination type," Tourism Management, Elsevier, vol. 50(C), pages 31-40.
    12. Danielle J Brick & Gràinne M Fitzsimons & Tanya L Chartrand & Gavan J Fitzsimons & Gita JoharEditor & Sharon ShavittAssociate Editor, 2018. "Coke vs. Pepsi: Brand Compatibility, Relationship Power, and Life Satisfaction," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(5), pages 991-1014.
    13. Hakkyun Kim & Kiwan Park & Norbert Schwarz, 2010. "Will This Trip Really Be Exciting? The Role of Incidental Emotions in Product Evaluation," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(6), pages 983-991, April.
    14. Sengupta, Jaideep & Johar, Gita Venkataramani, 2002. "Effects of Inconsistent Attribute Information on the Predictive Value of Product Attitudes: Toward a Resolution of Opposing Perspectives," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 29(1), pages 39-56, June.
    15. Kock, Florian & Josiassen, Alexander & Assaf, A. George, 2018. "On the origin of tourist behavior," Annals of Tourism Research, Elsevier, vol. 73(C), pages 180-183.
    16. Derek D. Rucker & Miao Hu & Adam D. Galinsky, 2014. "The Experience versus the Expectations of Power: A Recipe for Altering the Effects of Power on Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(2), pages 381-396.
    17. Derek D. Rucker & Adam D. Galinsky & David Dubois, 2012. "Power and consumer behavior: How power shapes who and what consumers value," Post-Print hal-00724231, HAL.
    18. Choi, Miju & Law, Rob & Heo, Cindy Yoonjoung, 2016. "Shopping destinations and trust – Tourist attitudes: Scale development and validation," Tourism Management, Elsevier, vol. 54(C), pages 490-501.
    19. Grinne M. Fitzsimons & Tanya L. Chartrand & Gavan J. Fitzsimons, 2008. "Automatic Effects of Brand Exposure on Motivated Behavior: How Apple Makes You "Think Different"," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(1), pages 21-35, March.
    20. Belanche, Daniel & Flavián, Carlos & Pérez-Rueda, Alfredo, 2017. "Understanding Interactive Online Advertising: Congruence and Product Involvement in Highly and Lowly Arousing, Skippable Video Ads," Journal of Interactive Marketing, Elsevier, vol. 37(C), pages 75-88.
    21. Jiewen Hong & Hannah H. Chang, 2015. ""I" Follow My Heart and "We" Rely on Reasons: The Impact of Self-Construal on Reliance on Feelings versus Reasons in Decision Making," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(6), pages 1392-1411.
    22. Huang, Liyuan & Gursoy, Dogan & Xu, Honggang, 2014. "Impact of personality traits and involvement on prior knowledge," Annals of Tourism Research, Elsevier, vol. 48(C), pages 42-57.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ulrika Persson-Fischer & Shuangqi Liu, 2021. "What Is Interdisciplinarity in the Study of Sustainable Destination Development?," Sustainability, MDPI, vol. 13(7), pages 1-28, March.
    2. Viktorija Grigaliūnait&# & Lina Pilelien&#, 2023. "Effective Domestic Tourism Advertising Layout: Lithuanian Perspective," Central European Business Review, Prague University of Economics and Business, vol. 2023(5), pages 93-116.
    3. Teng, Lefa & Xie, Chenxin & Liu, Tianjiao & Wang, Fan & Foti, Lianne, 2021. "The effects of uppercase vs. lowercase letters on consumers’ perceptions and brand attitudes," Journal of Business Research, Elsevier, vol. 136(C), pages 164-175.
    4. Shan, Minghui & Zhu, Zhenzhong & Song, Chunlei & Chen, Haipeng (Allan), 2023. "The effectiveness of advertising appeals: A culturally-derived power perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    5. Mengmeng Xu & Hongyan Jiang & Huimin Tan, 2023. "Can power predict consumers’ preferences for aesthetic products? The moderating role of locus of control," Marketing Letters, Springer, vol. 34(4), pages 575-589, December.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Veronica L. Thomas & Kendra Fowler & Christina Saenger, 2020. "Celebrity influence on word of mouth: the interplay of power states and power expectations," Marketing Letters, Springer, vol. 31(1), pages 105-120, March.
    2. Yong Zhang & Jiayu Ao & Jiayue Deng, 2019. "The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation," Sustainability, MDPI, vol. 11(16), pages 1-16, August.
    3. Hwang, YooHee & Shin, Joongwon & Mattila, Anna S., 2018. "So private, yet so public: The impact of spatial distance, other diners, and power on solo dining experiences," Journal of Business Research, Elsevier, vol. 92(C), pages 36-47.
    4. Danielle J Brick & Gràinne M Fitzsimons & Tanya L Chartrand & Gavan J Fitzsimons & Gita JoharEditor & Sharon ShavittAssociate Editor, 2018. "Coke vs. Pepsi: Brand Compatibility, Relationship Power, and Life Satisfaction," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(5), pages 991-1014.
    5. Can, Ali Selcuk & Ekinci, Yuksel & Pino, Giovanni, 2021. "Joint brand advertising for emerging heritage sites," Annals of Tourism Research, Elsevier, vol. 91(C).
    6. Shan, Minghui & Zhu, Zhenzhong & Song, Chunlei & Chen, Haipeng (Allan), 2023. "The effectiveness of advertising appeals: A culturally-derived power perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    7. Andreas Strebinger & Horst Treiblmaier, 2022. "Profiling early adopters of blockchain-based hotel booking applications: demographic, psychographic, and service-related factors," Information Technology & Tourism, Springer, vol. 24(1), pages 1-30, March.
    8. Lu, Zhi & Bolton, Lisa E. & Ng, Sharon & Chen, Haipeng (Allan), 2020. "The Price of Power: How Firm’s Market Power Affects Perceived Fairness of Price Increases," Journal of Retailing, Elsevier, vol. 96(2), pages 220-234.
    9. Martinescu, Elena & Janssen, Onne & Nijstad, Bernard A., 2019. "Gossip as a resource: How and why power relationships shape gossip behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 153(C), pages 89-102.
    10. Wang, Yajin & John, Deborah Roedder & Griskevicious, Vladas, 2021. "Does the devil wear Prada? Luxury product experiences can affect prosocial behavior," International Journal of Research in Marketing, Elsevier, vol. 38(1), pages 104-119.
    11. Li Yan & Hean Tat Keh & Xiaoyu Wang, 2021. "Powering Sustainable Consumption: The Roles of Green Consumption Values and Power Distance Belief," Journal of Business Ethics, Springer, vol. 169(3), pages 499-516, March.
    12. Kock, Florian & Nørfelt, Astrid & Josiassen, Alexander & Assaf, A. George & Tsionas, Mike G., 2020. "Understanding the COVID-19 tourist psyche: The Evolutionary Tourism Paradigm," Annals of Tourism Research, Elsevier, vol. 85(C).
    13. Kull, Alexander J. & Heath, Timothy B., 2016. "You decide, we donate: Strengthening consumer–brand relationships through digitally co-created social responsibility," International Journal of Research in Marketing, Elsevier, vol. 33(1), pages 78-92.
    14. Song, Jinzhu & Gao, Yanhuan & Huang, Youlin & Chen, Lihan, 2023. "Being friendly and competent: Service robots' proactive behavior facilitates customer value co-creation," Technological Forecasting and Social Change, Elsevier, vol. 196(C).
    15. Lourenção, Marina & de Moura Engracia Giraldi, Janaina & de Oliveira, Jorge Henrique Caldeira, 2020. "Destination advertisement semiotic signs: Analysing tourists' visual attention and perceived ad effectiveness," Annals of Tourism Research, Elsevier, vol. 84(C).
    16. Wang, Wangshuai & Raghunathan, Rajagopal & Gauri, Dinesh K., 2022. "Powerlessness, variety-seeking, and the mediating role of need for autonomy," Journal of Retailing, Elsevier, vol. 98(4), pages 706-723.
    17. Didi Alaoui, Mohamed & Valette-Florence, Pierre & Cova, Véronique, 2022. "How psychological distance shapes hedonic consumption: The moderating role of the need to justify," Journal of Business Research, Elsevier, vol. 146(C), pages 57-69.
    18. Khalil, Mary & Khan, Saira & Septianto, Felix, 2020. "Effects of power and implicit theories on donation," Australasian marketing journal, Elsevier, vol. 28(3), pages 98-107.
    19. Choi, Woo Jin & Park, JaeHong & Yoon, Ho-Jung, 2018. "Your gift choice for your boss versus your subordinate would not be the same: The interplay of power and giver-receiver role on consumers' gift preferences," Journal of Business Research, Elsevier, vol. 91(C), pages 1-7.
    20. Jean-Éric Pelet & Basma Taieb, 2022. "Context-aware optimization of mobile commerce website interfaces from the consumers’ perspective: Effects on behavioral intentions [Optimisation contextuelle des interfaces de sites Web de commerce," Post-Print hal-04138288, HAL.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:anture:v:83:y:2020:i:c:s0160738320300700. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.journals.elsevier.com/annals-of-tourism-research/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.