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Emotional or Rational? The Determination of the Influence of Advertising Appeal on Advertising Effectiveness

Author

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  • Grigaliunaite Viktorija

    (Faculty of Economics and Management, Vytautas Magnus University, Lithuania)

  • Pileliene Lina

    (Faculty of Economics and Management, Vytautas Magnus University, Lithuania)

Abstract

In prevailing competition-based market economy, organizations have to search factors influencing advertising effectiveness. This research aims at developing the model of the influence of advertising appeal on advertising effectiveness. While achieving the aim of the article, the analysis and synthesis of scientific literature is provided. Furthermore, traditional marketing research methods as well as neuromarketing research methods are applied in order to determine the influences of different advertising appeals on advertising effectiveness. As a research result, the model of the influence of advertising appeal on advertising effectiveness is elaborated. Accordingly, this research fills the gap in scientific literature by determining the influences of emotional and rational appeals on print / outdoor advertising effectiveness in the context of convenience product category. Moreover, by answering the research question, the contribution to the field emerges in integrating both marketing theory and neuroscience in order to analyze and evaluate consumer behavior.

Suggested Citation

  • Grigaliunaite Viktorija & Pileliene Lina, 2016. "Emotional or Rational? The Determination of the Influence of Advertising Appeal on Advertising Effectiveness," Scientific Annals of Economics and Business, Sciendo, vol. 63(3), pages 391-414, November.
    • Handle: RePEc:vrs:aicuec:v:63:y:2016:i:3:p:391-414:n:8
    DOI: 10.1515/saeb-2016-0130
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    References listed on IDEAS

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    1. Wan Yu Chang & I Ying Chang, 2014. "The Influences of Humorous Advertising on Brand Popularity and Advertising Effects in the Tourism Industry," Sustainability, MDPI, vol. 6(12), pages 1-13, December.
    2. Rik Pieters & Luk Warlop & Michel Wedel, 2002. "Breaking Through the Clutter: Benefits of Advertisement Originality and Familiarity for Brand Attention and Memory," Management Science, INFORMS, vol. 48(6), pages 765-781, June.
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    More about this item

    Keywords

    advertising appeal; eye-tracking; advertising effectiveness; structural equation modeling;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • M39 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Other

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