EXPRESS: How Marketer Actions Influence Persuasion Knowledge: Meta-Analytic Evidence of a Non-Linear Relationship

Persuasion knowledge development leads to better coping with marketplace persuasion, better consumer decision-making, and adds to consumer well-being. While significant knowledge exists on the impact that individual factors (e.g., age) and cues (e.g., sponsorship disclosure messages) have on consumers’ persuasion knowledge development, little is known about the influence of marketer actions, such as advertising spending. This is surprising, as marketer activities provide a major source of information for consumers’ persuasion knowledge learning and practice and can theoretically either support or hinder persuasion knowledge development. We develop several explanations for various types of relationships between advertising spending and persuasion knowledge and test these relationships by means of a meta-analysis of the persuasion knowledge literature based on 140 papers with 162 distinctive datasets that address persuasion knowledge measurements. We find that increasing advertising spending also increases consumers’ persuasion knowledge. The relationship follows an inverted-U curve, and, at a certain level of advertising spending, persuasion knowledge begins to decrease. The findings have theoretical and societal implications and, depending on the level of advertising investment, policy implications with the ultimate aim of ensuring consumer well-being and protecting consumer groups with low levels of persuasion knowledge.

BAURAN KOMUNIKASI PEMASARAN TOKO ANGENTYAS DI KABUPATEN TEMANGGUNG (DESKRIPTIF KUALITATIF BAURAN KOMUNIKASI PEMASARAN TOKO ANGENTYAS DI KABUPATEN TEMANGGUNG)

Artikel ini bertujuan untuk mengetahui dan menjelaskan bauran komunikasi pemasaran yang dilakukan oleh toko Angentyas di Kabupaten Temanggung. Metode penelitian yang digunakan adalah metode deskriptif kualitatif. Teknik pengumpulan data yang digunakan adalah observasi, wawancara, dan dokumentasi. Selanjutnya data yang diperoleh diolah dan dianalisis menggunakan teori pengetahuan persuasi (persuasion knowledge model theory) serta bauran komunikasi pemasaran (marketing communication mix). Hasil penelitian ini menyimpulkan bahwa bauran komunikasi pemasaran yang dilakukan oleh Toko Angentyas berhasil dalam meningkatkan penjualan produk peralatan rumah tangga dengan menggunakan teori pengetahuan pengalaman owner dalam merintis usaha, dengan pengalaman berbelanja online membuat mereka terus mendalami e-commerce guna memajukan bisnis. Toko Angentyas berusaha menerapkan bauran pemasaran (marketing mix) 7P, yakni: 1) Product (produk). 2) Price (harga). 3) Place (tempat). 4) Promotion (promosi) dengan menerapkan promotion mix seperti Advertising (periklanan), Sales promotion (promosi penjualan), Direct marketing (pemasaran langsung), Public relation (hubungan masyarakat), Internet marketing (pemasaran melalui internet). 5) People (partisipan/orang). 6) Process (proses). 7) Physical evidence (lingkungan fisik).Kata kunci: Teori Pengetahuan Persuasi, Bauran Komunikasi Pemasaran, Bauran Promosi, Toko Angentyas

The Persuasion Knowledge Model Within Instagram Advertisements

The aim of this research was to find a correlation between the Persuasion Knowledge Model and Instagram Advertisements. Past research has primarily focused on this model on other forms of media such as television, radio, newspaper, etc. Additionally, the ages studied have been over the age of 30 as well as not focused within a certain geological demographic. For this study, participants were residents of Pennsylvania who vary in age between 18-25 years old. Using a survey, statistical analysis, and Pearson Product Moment Correlation Coefficient Analysis test (PCC test), this study measured each of the 49 participants’ persuasion knowledge and correlated it to the advertisements chosen in the survey. The analyses found that those with lower persuasion knowledge were more likely to select an advertisement with less text variance and influential text. Further, a new understanding was found that showed a slightly negative correlation due to the PCC test, but the correlation was not statistically significant. Therefore, the findings of this research study refuted the initial hypothesis and other studies conducted in the field of persuasion knowledge.

The role of trustworthiness in social media influencer advertising: Investigating users’ appreciation of advertising transparency and its effects

When social media influencers (SMIs) post sponsored content, it should be recognizable as such. However, there is no European Union-wide legislation governing sponsorship transparency, and monitoring practices differ significantly across member states. In Romania, where we conducted our study, such regulations are only just emerging, and there are weak monitoring policies regarding advertising disclosure on SMI branded posts. In this study, we examined how two different types of advertising disclosure commonly used on Instagram are likely to affect consumers’ behavioral outcomes, such as purchase intention and intention toward the SMI, mediated by the activation of conceptual persuasion knowledge (CPK), via negative affect and the trustworthiness of the SMI. We conducted a three-level between-subjects online experiment (N=248), manipulating the absence versus the presence of advertising, which came in one of two types, brand-unspecific (#ad, #sponsoredpost) and brand-specific (paid partnership with [brand]). Considering the mediation path via the trustworthiness of the SMI, findings suggest that the paid partnership disclosure had positive outcomes for purchase intention and intention toward the SMI.

Advertising with scarcity messages and attitudes for luxury skin-care products

PurposeA number of types of scarcity messages are often used in Internet advertisements, but all these types have not been directly compared to each other.Design/methodology/approachCollege students (n = 789) were surveyed about five advertising choices for luxury skin-care products consisting of scarcity messages of high-demand, low-stock, limited-time, countdown timer and regular advertising without any scarcity message. Outcomes were product classification attitudes of functional and symbolic and psychological attitudes of persuasion knowledge and advertising skepticism.FindingsThe study found that high-demand message had greater functional attitudes and greater symbolic attitudes than regular advertising. Limited-time message had greater symbolic attitudes than regular advertising. High-demand message had lower advertising skepticism attitudes than regular advertising.Practical implicationsThe authors recommend that when a luxury skin-care product is in high demand, that marketers should use high-demand messages in their advertising. Marketers of luxury skin-care products may also benefit from using limited-time message advertisements.Originality/valueThis is the first study to directly compare the scarcity message advertising types of high-demand, low-stock, limited-time, countdown timer with regular advertising without any scarcity message.

A Path Toward a More Understandable Advertising Disclosure for Children

Children are heavily confronted with advertising messages in their media environments. Given the emotional nature of contemporary advertising and children’s still developing cognitive skills, young consumers are hardly able to cope critically with advertising attempts. So that children are able to detect the persuasive intent, advertising disclosures are viewed as potential supportive measures to mitigate harm that excessive advertising might cause to children. However, the effects of advertising disclosures on children’s awareness of persuasion, i.e., “persuasion knowledge,” appear to be mixed. Moreover, scholars of this research field lack a consensus about what kind of determining factors play important roles in terms of children’s persuasion knowledge activation through disclosures. The present study builds on persuasion knowledge literature and investigates whether the factors identified in this research field can be also transferred to advertising disclosures. The results of a literature review of previous disclosure research show that disclosures might need specific ‘features’ so that advertising disclosures can be effective among children. Furthermore, not all children appear to be equally likely to grasp the meaning of disclosures. However, individual factors other than age might be more important in this context, including environment and situation. Finally, opportunities for future research are discussed.