Value-expressive advertising appeals are effective when the product is value-expressive, while utilitarian appeals are effective when the product is utilitarian. When the product is value-expressive, audience persuasion is influenced through self-congruity. Conversely, when the product is utilitarian, audience persuasion is influenced through functional congruity. The effectiveness of the value-expressive as opposed to utilitarian appeals is argued also to be a function of such product-related factors as differentiation, life cycle, scarcity, and conspicuousness, and consumer-related factors such as involvement, prior knowledge, and self-monitoring. Future research and managerial implications are discussed. J. S. Johar (Ph.D., McGill University) is Professor of Marketing,
This study reports an attempt to segment the travel market by showing how different factors influenced choice in different seasons. Results showed that benefits sought for each season differ, and people seeking a combination of benefits during one season may not be the same people seeking the same benefits during another season.
The goal of this study is to extend the research and further validation of Lee and colleagues' measure of community-based consumer well-being. The measure is based on the notion that consumers experience well-being to the extent that they are satisfied with local marketplace experiences related to (1) shopping for desired consumer goods and services in the local area, (2) preparing locally purchased consumer durables for personal use, (3) consuming locally purchased goods and services, (4) owning consumer durables purchased in the local area, (5) using repair and maintenance services in the local area, and (6) using selling, trading-in, and disposal services in the local area. Data were collected from ten localities in nine countries/states (California, Minnesota, Canada, Australia, Spain, Germany, Switzerland, Turkey, Egypt, and China) using the mall intercept method. The data provided support for the predictive/nomological validity of the measure by providing empirical support for the relationship between the consumer well-being construct and other well-being constructs such as life satisfaction.
Analyses the advertising content of three self‐image projective
products (perfume, cosmetics, and women′s apparel) in the UK, German,
French, Spanish, and Italian editions of Vogue magazine. Tests
for the degree of standardisation versus localisation of the advertising
of these products. Suggests that marketers/advertisers standardise
perfume advertisements to a greater degree and apparel to a lesser
degree.
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