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題名:再探行銷溝通的廣告說服: 廣告訴求對消費者推敲過程的影響
作者:劉貞吟 引用關係
作者(外文):Chen Yin Liu
校院名稱:義守大學
系所名稱:管理學院管理碩博士班
指導教授:楊東震
譚大純
學位類別:博士
出版日期:2014
主題關鍵詞:行銷溝通認知/情感推敲廣告訴求產品類型平面設計marketing communicationcognitive/affective elaborationadvertising appealproduct typeprint design
原始連結:連回原系統網址new window
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廣告訴求策略的選擇是行銷溝通一個重要的戰略決策 (Johar & Sirgy, 1991),尤其當產品類型搭配廣告訴求時,會達到更好的說服效果 (Nelson, Shavitt, Schennum, & Barkmeier, 1997; Paek, Choi, & Nelson, 2010)。然而,同時使用不同廣告訴求的產品推廣卻時有所見,說明了說服消費者的溝通過程,還有模糊未清之處 (Johar & Sirgy, 1991; Kim, Baek, & Choi, 2012; Slama & Singley, 1996),本研究提出消費者最初始的推敲反應(認知推敲和情感推敲)具有關鍵性的中介 (in process) 影響力。
研究過程分為三個階段,第一階段選擇實驗產品;第二階段廣告平面和文案設計;第三階段進行3(搜尋品/體驗品/信任品)× 2(理性訴求/感性訴求)組間實驗設計。調查資料經循序地執行二因子多變量分析 (MANOVA) 和應用Step-down分析程序實徵認知推敲和情感推敲在研究架構中的角色和作用。
結果顯示產品類型、廣告訴求及搭配後的訊息確實會激發達到顯著性不同的推敲過程,並經由不同推敲過程影響後續的廣告態度,達到說服溝通效果。但即使不搭配(搜索品搭配感性訴求和信任品搭配理性訴求)的情況下,也會產生顯著性的推敲反應,這為實務推廣產品運用不同廣告訴求策略提出了合理的解釋。
另外,建立實驗二探討認知推敲和情感推敲之間的關係,結果顯示理性認知的訊息會增加認知推敲反應;僅感性情感訊息能引發的情感推敲均數雖不高,但在認知與情感訊息雙面刺激下則達到最高,表示吸引消費者的感動元素建立在認知基礎上會達到最佳效果。
研究結果有助企業或廣告執行者控制並平衡兩種不同推敲水準的能力,進而適時地引誘消費者達到業者所期望的溝通說服效果。
An appropriate advertising appeal strategy is very important tactics in marketing communication (Johar & Sirgy, 1991). The persuasive effect of match between advertising appeal and product type would be more powerful than that mismatch (Nelson, Shavitt, Schennum, & Barkmeier, 1997; Paek, Choi, & Nelson, 2010). However, it is still not so clear in the course of event between message processing and attitude formation (Johar & Sirgy, 1991; Kim, Baek, & Choi, 2012; Slama & Singley, 1996). This research suggested that the initial response (cognitive or affective elaboration) was a critical influence in process.
A 3 (search/experience/credence) × 2 (rational/emotional) between-subjects experimental design was conducted to investigate the role and effect of cognitive and affective elaboration. 2-way MANOVA and step-down procedures were used to analyze the survey data.
The results showed that product type, advertising appeal and their interaction had an effect on cognitive or affective elaboration, then on attitude toward the ad; even it does not match (search product with emotional appeal and credence products with rational appeal) still had a significant influence. This provided a reasonable explanation why a product would use both advertising appeals in the same time.
In addition, this research set up experiment 2 to explore the relationship between cognitive and affective elaboration. The results showed that rational message would increase the degree of cognitive elaboration; just sentimental message would not increase affective elaboration so much, however affective elaboration would reach the highest under both messages received.
The result of this research will enhance organizations to control and balance the level of two types of elaboration in the advertising execution. Additionally the result of this research also can help organizations to induce consumer the desired response to the Advertisement.
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