Constituents of Advertising Effectiveness: A Study of Select Service Advertisements

By Keshari, Pragya; Jain, Asha et al. | Journal of Services Research, October-March 2012 | Go to article overview

Constituents of Advertising Effectiveness: A Study of Select Service Advertisements


Keshari, Pragya, Jain, Asha, Jain, Sangeeta, Journal of Services Research


Advertising plays important role in promoting a product or service. It is an integral part of Integrated Marketing communication. It not only helps in selling the product but also contribute in developing a favorable image for the product or service in the market. Although creating advertisements for services always remain challenging for advertisers. Because of unique nature of services, it is difficult for them to persuade the customers about the benefits and features of the services. The present paper is an attempt to explore the factors that makes service advertising more effective. The data required for the purpose of study was collected from male and female consumers of different age-groups from Indore city. Factor analysis using SPSS software was done to arrive at the results. The results of the study indicated that attractive visuals, believability, informational content, relevance, memorability and persuasiveness are the factors that make a service advertising more effective.

INTRODUCTION

CONCEPTUAL FRAMEWORK

Conventional research into how advertising works and its effect on consumers shifted the focus on the importance of advertising message and/or the executional strategy, and moderated this with the concepts such as involvement, motivation, and intentionality (Brown and Stayman, 1992; Bloom et al., 1994). Various research findings have suggested that consumers pay attention to only those advertisements that match with their purchase needs and respond to these advertisements according to the cognitive or affective appeals used in the advertisements. There are many information processing models which explains that consumer passes through a series of reception stages in a sequential order while responding to the advertising message. According to Elaboration Likelihood Model (Petty and Cacioppo, 1986), consumer passes through central route or peripheral route for evaluating advertising message. Information processing through both these routes leads to formation of attitude, which, in turn affects buying interest or buying decisions. Advertisers have always been interested in knowing how advertising affects buying decision of custom ers. Many research studies have been conducted to know the factors that make advertising more effective. But very few research studies focus on the effectiveness of service advertisements specifically for print media.

Although the ultimate objective of advertising is to increase the sale, but it should not be the only criteria for measuring advertising effectiveness as consumer purchases depends upon a number of factors. The effectiveness of advertising can be measured on a variety of factors such as awareness and knowledge about the service, intention to buy the service, more information desired for the service, etc. Many researches on advertising effectiveness prioritize the dynamic nature of the relationships between the audiences and the advertising information and imagery they choose to interact with (Ritson and Elliot, 1999; Hackley, 2001). Advertising effectiveness refers to the measurement of the results of an advertising campaign or a particular advertisement, which in turn be defined in terms of the achievement of the advertising objectives which the advertiser set for their campaign or advertisement (Beerli and Santana, 1999). Advertisers of intangible products i.e. services face unique challenge of effectively communicating the information about service attributes and benefits because of its intangible nature (Mittal, 2002). Early research into service marketing highlighted this uniqueness and discussed the importance of communicating the relationship of tangible assets to service operation in order to make the service visible to the prospective customers (George and Berry, 1981).

But how to tangibilize services always remained a challenge for the advertisers, especially for pure services such as airlines, banking or insurance. Since services are different from goods, effective advertising strategies for goods cannot be automatically applied to services (Zeithaml, Parasuraman, and Berry 1985; Zinkhan, Johnson, and Zinkhan 1992). …

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