Publication Cover
International Journal of Advertising
The Review of Marketing Communications
Volume 37, 2018 - Issue 2
1,242
Views
20
CrossRef citations to date
0
Altmetric
Articles

Right metaphor, right place: choosing a visual metaphor based on product type and consumer differences

, , &
Pages 309-336 | Received 01 May 2014, Accepted 15 Sep 2016, Published online: 17 Oct 2016

References

  • Anand, P., and B. Sternthal. 1989. Strategies for designing persuasive messages: Deductions from the resource matching hypothesis. In Cognitive and affective responses to advertising, ed. C. Patricia and M.T. Alice, 135–59. Lexington, MA: Lexington Books.
  • Ang, S.H. 2002. Effects of metaphoric advertising among mainland Chinese consumers. Journal of Marketing Communications 8, no. 3: 178–88.
  • Ang, S.H., and E.A.C. Lim. 2006. The influence of metaphors and product type on brand personality perceptions and attitudes. Journal of Advertising 35, no. 2: 39–53.
  • Barthes, R. 1986. Rhetoric of the image. The Responsibility of Forms, trans. R. Howard. Oxford: Blackwell.
  • Bloom, P.N., and T. Reve. 1990. Transmitting signals to consumers for competitive advantage. Business Horizons 33, no. 4: 58–66.
  • Campos, A., and E. Sueiro. 1993. Sex and age differences in visual imagery vividness. Journal of Mental Imagery 17, nos. 3–4: 91–4.
  • Chaiken, S., A. Liberman, and A.H. Eagly. 1989. Heuristic and systematic information processing within and beyond the persuasion context. In Unintended thought, ed. J.S. Uleman and J.A. Bargh, 212–52. New York: Guilford
  • Chang, C.T., and Y.K. Lee. 2011. The 'I' of the beholder: How gender differences and self-referencing influence charity advertising. International Journal of Advertising 30, no. 3: 447–78.
  • Chang, C.T., and C.T. Yen. 2013. Missing ingredients in metaphor advertising: The right formula of metaphor type, product type, and need for cognition. Journal of Advertising 42, no. 1: 80–94.
  • Darley, W.K. and R.E. Smith. 1995. Gender differences in information processing strategies: An empirical test of the selectivity model in advertising response. Journal of Advertising 24, no. 1: 41–56.
  • Durand, J. 1987. Rhetorical figures in the advertising image. In Marketing and semiotics: New directions in the study of signs for sale, ed. Umiker-Sebeok, J., 295–318. New York: Mouton de Gruyter.
  • Epstein, S., R. Pacini, V. Denes-Raj, and H. Heier. 1996. Individual differences in intuitive–experiential and analytical–rational thinking styles. Journal of Personality and Social Psychology 71, no. 2: 390–405.
  • Fisher, R.J., and L. Dubé. 2005. Gender differences in responses to emotional advertising: A social desirability perspective. Journal of Consumer Research 31, no. 4: 850–8.
  • Folse, J.A.G., J.G. Moulard, and R.D. Raggio. 2012. Psychological ownership: A social marketing advertising message appeal? Not for women. International Journal of Advertising 31, no. 2: 291–315.
  • Forceville, C. 1996. Pictorial metaphor in advertising. New York: Routledge.
  • Forceville, C. 2008. Metaphor in pictures and multimodal representations. In The Cambridge handbook of metaphor and thought, ed. Gibbs, R. , 462–82. Cambridge: Cambridge University Press.
  • Franke, G.R., B.A. Huhmann, and D.L. Mothersbaugh. 2004. Information content and consumer readership of print ads: A comparison of search and experience products. Journal of the Academy of Marketing Science 32, no. 1: 20–31.
  • Gilligan, C. 1982. In a different voice. Cambridge, MA: Harvard University Press.
  • Gkiouzepas, L., and Hogg, M. K. 2011. Articulating a new framework for visual rhetoric in advertising: A structural, conceptual and pragmatic investigation. Journal of Advertising 40, no. 1: 103–20.
  • Gleser, G.C., L.A. Gottschalk, and W. John. 1959. The relationship of sex and intelligence to choice of words: A normative study of verbal behavior. Journal of Clinical Psychology 15, no. 2: 182–91.
  • Goodstein, J. 1993. Category-based applications and extensions in advertising: Motivating more extensive ad processing. Journal of Consumer Research 20, no. 6: 87–99.
  • Guiltinan, J.P. 1987. The price bundling of services: A normative framework. Journal of Marketing 51, no. 2: 74–85.
  • Holbrook, M.B. 1986. Emotion in the consumption experience: Toward a new model of the human consumer. In The role of affect in consumer behavior: Emerging theories and applications, ed. R.A., Peterson, W.D., Hoyer, and W.R., Wilson, 17–52. Lexington, MA: Heath.
  • Holbrook, M.B., and R. Batra. 1987. Assessing the role of emotions as mediators of consumer responses to advertising. Journal of Consumer Research 14, no. 3: 404–20.
  • Holbrook, M.B., and J. O'Shaughnessy. 1984. The role of emotion in advertising. Psychology and Marketing 1, no. 2: 45–64.
  • Jeong, S.-H. 2008. Visual metaphor in advertising: Is the persuasive effect attributable to visual argumentation or metaphorical rhetoric. Journal of Marketing Communications 14, no. 1: 59–73.
  • Klein, L.R. 1998. Evaluating the potential of interactive media through a new lens: Search versus experience goods. Journal of Business Research 41, no. 3: 195–203.
  • Lagerwerf, L., and A. Meijers. 2008. Openness in metaphorical and straightforward advertisements: appreciation effects. Journal of Advertising 37, no. 2: 19–30.
  • MacInnis, D.J., C. Moorman, and B.J. Jaworski. 1991. Enhancing and measuring consumers' motivation, opportunity, and ability to process brand information from ads. Journal of Marketing 55, no. 4: 32–53.
  • McQuarrie, E.F., and D.G. Mick. 1999. Visual rhetoric on advertising: Text-interpretive, experimental, and reader-response analyses. Journal of Consumer Research 26, no. 1: 37–54.
  • McQuarrie, E.F., and D.G. Mick. 2003. Visual and verbal rhetorical figures under directed processing versus incidental exposure to advertising. Journal of Consumer Research 29, no. 4: 579–87.
  • Messaris, P. 1997. Visual persuasion: The role of images in advertising. Thousand Oaks: Sage.
  • Meyers-Levy, J. 1988. The influence of sex roles on judgment. Journal of Consumer Research 14, no. 4: 522–30.
  • Meyers-Levy, J., and D. Maheswaran. 1991. Exploring differences in males' and females' processing strategies. Journal of Consumer Research 18, no. 1: 63–70.
  • Meyers-Levy, J., and B. Sternthal. 1991. Gender differences in the use of message cues and judgments. Journal of Marketing Research 28, no. 1: 84–96.
  • Mulkena, M., A.V. Hoofta, and U. Nederstigt. 2014. Finding the tipping point: Visual metaphor and conceptual complexity in advertising. Journal of Advertising 43, no. 4: 333–43.
  • Nelson, P.J. 1970. Information and consumer behavior. Journal of Political Economy 78, no. 2: 311–29
  • Nelson, P.J. 1974. Advertising as information. Journal of Political Economy 82, no. 4: 729–54.
  • Nelson, P.J. 1981. Consumer information and advertising. In Economics of information, ed. M. Galatin and R.D. Leiter, 42–77. Boston, MA: N. Nijhoff.
  • Ogilvy, D. 1983. Ogilvy on advertising. New York, NY: Random House LLC, Knopf Doubleday Publishing Group.
  • Ottati, V., S. Rhoads, and A.C. Graesser. 1999. The effect of metaphor on processing style in a persuasion task: A motivational resonance model. Journal of Personality and Social Psychology 77, no. 4: 688–97.
  • Papyrina, V. 2015. Men and women watching and reading: Gender and information processing opportunity effects in advertising. Journal of Marketing Communications 21, no. 2: 125–43.
  • Petty, R.E., and J.T. Cacioppo. 1986. Communication and persuasion: Central and peripheral routes to attitudes change. New York: Spring-Verlag.
  • Petty, R.E., and J.T. Cacioppo. 1990. Involvement and persuasion: Tradition versus integration. Psychological Bulletin 107, no. 3: 367–74.
  • Petty, R.E., J.T. Cacioppo, and D. Schumann. 1983. Central and peripheral routes to advertising effectiveness: The moderating role of involvement. Journal of Consumer Research 10, no. 2: 135–46.
  • Phillips, B.J., and E.F. McQuarrie. 2002. The development, change, and transformation of rhetorical style in magazine advertisements 1954–1999. Journal of Advertising 31, no. 4: 1–13.
  • Phillips, B.J., and E.F. McQuarrie. 2004. Beyond visual metaphor: A new typology of visual rhetoric in advertising. Marketing Theory 4, nos. 1–2: 113–36.
  • Rosenthal, R., and B.M. DePaulo. 1979. Telling lies. Journal of Personality and Social Psychology 37, no. 10: 1713–22.
  • Sopory, P., and J.P. Dillard. 2002. The persuasive effects of metaphor: A meta‐analysis. Human Communication Research 28, no. 3: 382–419.
  • Tom, G., and A. Eves. 1999. The use of rhetorical devices in advertising. Journal of Advertising Research 39, no. 4: 39–47.
  • Tormala, Z.L., and Petty, R.E.. 2004. Source credibility and attitude certainty: A metacognitive analysis of resistance to persuasion. Journal of Consumer Psychology 14: 427–42.
  • Tversky, A., and Kahneman, D.. 1974. Judgment under uncertainty: Heuristics and biases. Science 185: 1124–30.
  • Wood, M.M. 1966. The influence of sex and knowledge of communication effectiveness on spontaneous speech. Word 22( April-August-December): 112–37.
  • Wright, A.A., and J.J.G. Lynch. 1995. Communication effects of advertising versus direct experience when both search and experience attributes are present. Journal of Consumer Research 21, no. 4: 708–18.
  • Zaltman, G., and R.H. Coulter. 1995. Seeing the voice of the customer: Metaphor based advertising research. Journal of Advertising Research 35( July): 35–51.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.