Effects beyond click-through: Incidental exposure to web advertising

Abstract

While Web advertising tends to be based on a direct response model, there is a growing debate about the brand building potentials of Web ads. Click-through rates (CTR) are disappointingly low, but Web ads can be effective at brand building in an environment where Web ads are outside of consumers' attentional focus. With this in mind we conducted two experiments. The first experiment examined the effects of incidental exposure to banner ads. Subjects who were incidentally exposed to banner ads reported greater priming effects induced by implicit memory, more favorable A_ad, and greater likelihood for the advertised brand to be included in a consideration set over no exposure to the ad. These effects were found without significant improvement on explicit memories (i.e. recall and recognition) and click-through intention. The second experiment to assess the conditions conducive to incidental exposure examined two advertising strategies: format (animated vs. static) and placement (congruency vs. incongruency). Findings suggest that the level of congruency between an advertised product and Webpage content play significant roles in affecting consumers' responses to incidentally exposed banner ads. This paper examines the results of these two experiments before discussing the implications for the role of Web ads on brand building and directions for future research.

Keywords:

• web advertising
• incidental exposure
• memory
• attitude
• consideration set
• click-through