Theoretical Framework of Advertising - Bogdan Nichifor 2014
Theoretical Framework of Advertising - Bogdan Nichifor 2014
Theoretical Framework of Advertising - Bogdan Nichifor 2014
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Nichifor Bogdan
University of Bacau
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Bogdan Nichifor
“Vasile Alecsandri” University of Bacău
[email protected]
Abstract
Advertising as a tool of communication, but mostly as a marketing tool is subject to many
theories and explanatory and normative models. Its contents and performed functions are not
yet defined in general recognized theory. Present article focuses on the analysis of advertising
in terms of its specific persuasive effort and communication process. Advertising seen as a
process is based on the general scheme of the marketing communication process, with a
number of specific features related to its content. The persuasive effort is related to creation of
favorable attitudes or reinforcing existing attitudes. This process of persuasion is closely linked
to the concept of attitude. Most theories of advertising have explored the connection between
persuasion and attitude, identifying possible responses that the receiver can give to advertising
information. Following lines develop these two important aspects associated with advertising
theory, even if they are not the only issues that are debated in the literature.
Keywords
advertising; theory; persuasion; models; effects
JEL Classification
M30
Introduction
Advertising can be considered a variable created by convergent interest expressed in
the two major scientific areas: communication and marketing. With origins in the
academic and the practice, advertising was tackled on the one hand, as a means of
communication required by those involved in the current economic activities, on the
other hand, and the solution to communicational problems of various organizations -
the media, for example. Advertising and communication, in general, are components
of contemporary economic and social system. In today's society, advertising has
evolved into a complex system of communication, important for both organizations
and the general public. The ability to deliver messages carefully prepared to its targets
gave over time to advertising a major role in marketing programs of most
organizations. Different companies, starting from the multinational firms and local
firms attaches increasing importance of advertising in order to present their products
and services to important markets. In functioning market economies, consumers have
learned to use the advertising information in their purchase decisions.
A coherent and functional analysis of advertising can be done by calling a vision that
incorporates two levels: the descriptive one, which considers issues related to the need
to define and differentiate advertising from other marketing tools of communication,
and the normative one, that captures the conditions that advertising must meet so that
marketing goals can be achieved. The need for strategic vision regarding advertising
can be seen as an example of covering the normative aspect of the analysis, while the
advertising features and forms can be aspects of the descriptive analysis. The
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following considerations are the result of analysis made by the interpenetration of the
two levels.
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Source: Thomas O'Guinn, Chris Allen, Richard J.Semenik, Advertising and Integrated Brand
Promotion, 3e, South-Western College Publishing, 2003 p. 14.
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Advertising inputs
Message content, media
plan, repetition
Filters
Motivation, ability,
involvement
Consumer
Consumer behavior
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in accordance with the theory of strength of the market, a decrease in price elasticity
of demand, especially visible in the case of products involving the experience and, on
the other hand, according to the information theory, actively seeking information by
consumers generates an increase in sensitivity to price (Bagwell, 2005). Studies in
this direction have led to results that seem to confirm both theories (Vakratsas and
Amble, 1999; Reed and Ewing, 2004). An obvious consequence of the theory of
cognitive response is that by which the sponsors attempts to create an effective
advertising, using initially unique selling proposition, and then the product
positioning in the market.
Affective response theory is a different approach from that previously shown by the
fact that it focuses on the emotional response that advertisement can generate
(Holbrook and O`Shaughnessy, 1984). According to this theory, consumers form their
preferences based on pleasure, feelings or emotions arising from exposure to the
message, the objective characteristics of the product playing a less important role in
this direction (Gardner, 1985). It is also required repeated exposure to the
advertisement to determine the desired effects, but this repeated exposure can lose
effectiveness when the frequency exceeds a certain level (wear in - wear out effect).
This affective response takes into account, on the one hand, the promoted brand and,
on the other hand, the advertisement itself. The creative concept may be largely based
on melody, whose emotional effects are recognized. The problem with this theory is
the impossibility of separating the affective effect from the cognitive ones. Although
it is undeniable that advertising induces affective effects, they cannot however be
detached by the cognitive ones.
Persuasive hierarchy theory assumed that in order to influence sales advertising
should generate a number of effects on the consumer. Such effects are generated in a
particular order, the first being considered as preconditions and at the same time,
being the most important. It is believed that these effects are: cognitive effects,
emotional effects and behavioral effects. Also occur, a number of factors with
mediating role: the degree of involvement and attitude toward message. Involvement
has been an object of intense study addressed in the literature. It can be defined as the
personal degree of importance given to a product or situation, including the perceived
risk in the purchase (Reed and Ewing, 2004). The degree of involvement usually
varies from high to low, without considering, however, that it can be addressed
simply by this dichotomy. In fact, the degree of variation is constant from one end to
the other. According to this theory, there were a number of models. Elaboration
Likehood Model was proposed by Richard E. Petty and John T. Cacioppo, they
considering that consumer response is cognitive one that can take two directions, one
related to the evaluation of product attributes and the other referring to the execution
of the message (Lee and Schumann, 2004). Both directions follow the cognitive-
affective response. Another model aimed at intermediate effects that advertising
generate, is that proposed by Deborah MacInnis and Bernard J. Jaworski C. (Smith
and Yang, 2004). According to them, at the consumer level occurs six levels of
mental processing, which are the following: 1. analysis of the characteristics which
have the effect of affective mood 2. primary classification with affective transfer
effects 3. analysis of meanings, whose effect is an heuristic analyze 4. integration of
information, with primary persuasive effects 5. assuming the roles with persuasive
effects of empathic nature 6. processes of construction with effects of self-persuasion.
The presented theories and models refer to the importance of involving as the
moderator element in the advertising communication.
Minimal involvement theory is an alternative response to the model promoted by
hierarchy theory persuasive. According to this theory, the consumer response to
advertising involves the following stages: cognitive response, behavioral response and
affective response. The experience is one that has the greatest importance in the
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Conclusions
Advertising approach is based, as we have seen, on a variety of theories and
explanatory models. Whether they define how advertised is developed in social or
individual, or explain how it affects the lives and behavior of the individual in his
capacity as consumer, they have the merit providing new directions and perspectives
of development of advertising practice.
It can be said that advertising has been and remains a very important area of interest,
this being due to its impact on human society in general and given its communication
impact. The multitude of theories and models express very clear that the study of
advertising was not static, but dynamic closely linked to socio-economic
development. We are currently witnessing reconsideration of its conceptual
framework, a number of specialists talking even about new advertising.
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