1,944
Views
22
CrossRef citations to date
0
Altmetric
Articles

Effects of Various Types of Cause-Related Marketing (CRM) Ad Appeals on Consumers' Visual Attention, Perceptions, and Purchase Intentions

References

  • Aaker, D. A. (2010). Brand relevance: Making competitors irrelevant. San Francisco, CA: Jossey-Bass.
  • Aaker, D. A., & Biel, A. L. (2013). Brand equity and advertising: An overview. In D. A. Aaker & A. L. Biel (Eds.), Brand equity & advertising: Advertising's role in building strong brands (pp. 1–10). Hillsdale, NJ: Erlbaum.
  • Aaker, D. A., & Bruzzone, D. E. (1985). Causes of irritation in advertising. Journal of Marketing, 49, 47–57.
  • Addis, M., & Holbrook, M. B. (2001). On the conceptual link between mass customization and experiential consumption: An explosion of subjectivity. Journal of Consumer Behavior, 1(1), 50–66.
  • Adkins, S. (2013). Cause-related marketing: Who cares wins. Oxford: Butterworth-Heinemann.
  • Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interaction. Thousand Oaks, CA: Sage.
  • Albers-Miller, N. D., & Stafford, M. R. (1999). An international analysis of emotional and rational appeals in services vs goods advertising. The Journal of Consumer Marketing, 16(1), 42–57.
  • Alter, A. L., & Oppenheimer, D. M. (2009). Uniting the tribes of fluency to form a metacognitive nation. Personality and Social Psychology Review, 13(3), 219–235.
  • Anuar, M. M., & Mohamad, O. (2012). Effects of skepticism on consumer response toward cause-related marketing in Malaysia. International Business Research, 5(9), 98–105.
  • Armel, K. C., & Rangel, A. (2008). The impact of computation time and experience on decision values. The American Economic Review, 98(2), 163–168. doi:10.1257/aer.98.2.163
  • Atalay, A. S., Bodur, H. O., & Rasolofoarison, D. (2012). Shining in the center: Central gaze cascade effect on product choice. Journal of Consumer Research, 39(4), 848–866.
  • Baron, R. M., & Kenny, D. A. (1986). The Moderator-Mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51(6), 1173–1182.
  • Barone, M. J., Miyazaki, A. D., & Taylor, K. A. (2000). The influence of cause-related marketing on consumer choice: Does one good turn desere another? Journal of the Academy of Marketing Science, 28(2), 248–262.
  • Batra, R., & Ray, M. L. (1986). Affective responses mediating acceptance of advertising. Journal of Consumer Research, 13(2), 234–249.
  • Behe, B. K., Bae, M., Huddleston, P. T., & Sage, L. (2015). The effect of involvement on visual attention and product choice. Journal of Retailing and Consumer Services, 24, 10–21.
  • Breugelmans, E., & Campo, K. (2011). Effectiveness of In-Store displays in a virtual store environment. Journal of Retailing, 87(1), 75–89. http://dx.doi.org/10.1016/j.jretai.2010.09.003
  • Cacioppo, J. T., & Petty, R. E. (1982). The need for cognition. Journal of Personality and Social Psychology, 42(1), 116–131.
  • Campbell, M. C. (1995). When attention-getting advertising tactics elicit consumer inferences of manupulative intent: The importance of balancing benefits and investments. Journal of Consumer Psychology, 4(3), 225–254.
  • Carrasco, M. (2011). Visual attention: The Past 25 Years. Vision Research, 51(13), 1484–1525.
  • Chang, C.-T., & Chen, P.-C. (2015). Cause-related marketing ads in the eye tracker: It depends on how you present, who sees the ad, and what you promote. International Journal of Advertising, 1–20. doi:10.1080/02650487.2015.1100698
  • Chang, C.-T., & Yen, C.-T. (2013). Missing ingredients in metaphor advertising: The right formula of metaphor type, product type, and need for cognition. Journal of Advertising, 42(1), 80–94.
  • Clow, K. E., James, K. E., Kranenburg, K., & Berry, C. T. (2009). An examination of the visual element used in generic message advertisements: A comparison of goods and services. Services Marketing Quarterly, 30(1), 69–84.
  • Duchowski, A. (2007). Eye tracking methodology: Theory and Practive. London: Springer.
  • Dunteman, G. H. (1984). Introduction to multivariate analysis. Thousand Oaks, CA: Sage Publications.
  • Edell, J. A., & Burke, M. C. (1987). The power of feelings in understanding advertising effects. Journal of Consumer Research, 14(3), 421–433.
  • Fein, S. (1996). Effects of suspicion on attributional thinking and the correspondence bias. Journal of Personality and Social Psychology, 70(6), 1164–1184.
  • Finucane, M. L., Alhakami, A., Slovic, P., & Johnson, S. M. (2000). The affect heuristic in judgments of risks and benefits. Journal of Behavioral Decision Making, 13(1), 1–17.
  • Friestad, M., & Wright, P. (1994). The persuasion knowledge model: How people cope with persuasion attempts. Journal of Consumer Research, 21(1), 1–31.
  • Goldsmith, R. E., Lafferty, B. A., & Newell, S. J. (2000a). The impact of corporate credibility and celebrity credibility on consumer reaction to advertisements and brands. Journal of Advertising, 29(3), 43–54.
  • Goldsmith, R. E., Lafferty, B. A., & Newell, S. J. (2000b). The influence of corporate credibility on consumer attitudes and purchase intent. Corporate Reputation Review, 3(4), 304–318. http://dx.doi.org/10.1057/palgrave.crr.1540122
  • Grau, S. L., & Folse, J. A. G. (2007). Cause-Related Marketing (CRM): The influence of donation proximity and Message-Framing cues on the Less-Involved consumer. Journal of Advertising, 36(4), 19–33.
  • Greenwald, A. G., & Leavitt, C. (1984). Audience involvement in advertising: Four levels. Journal of Consumer Research, 11(June), 581–592.
  • Grimmer, M., & Bingham, T. (2013). Company environmental performance and consumer purchase intentions. Journal of Business Research, 66(10), 1945–1953.
  • Hartmann, P., & Apaolaza-Ibanez, V. (2009). Green advertising revisited: Conditioning virtual nature experiences. International Journal of Advertising, 28(4), 715–739.
  • Hartmann, P., Apaolaza-Ibanez, V., Sainz, F., & Javier, F. (2005). Green branding effects on attitude: Functional versus Emotional Posiitoning Strategies. Marketing Intelligence & Planning, 23(1), 9–29.
  • Hayes, A. F. (2009). Beyond Baron and Kenny: Statistical mediation analysis in the new millennium. Communication Monographs, 76(4), 408–420.
  • Heath, R. G., Nairn, A. C., & Bottomley, P. A. (2009). How effective is creativity? Journal of Advertising Research, 49(4), 450–463.
  • Holbrook, M. B., & Hirschman, E. C. (1982). The experiential aspects of consumption. Journal of Consumer Research, 9(2), 132–140.
  • IEG. (2013). 2013 Sponsorship Outlook: Spending Increase is Double-Edged Sword. Retrieved from https://www.sponsorship.com/IEG/files/6b/6bca0a93-47cc-4eb8-b514-c4cc3debc7d4.pdf
  • Jeong, H. J., Paek, H.-J., & Lee, M. (2013). Corporate social responsibility effects on social network sites. Journal of Business Research, 66(10), 1889–1895.
  • Keller, K. L. (2013). Strategic brand management: Building, Measuring, and Managing Brand Equity (4th ed.). Upper Saddle River, NJ: Pearson Education.
  • Kim, Y. J., & Lee, W.-N. (2009). Overcoming consumer skepticism in cause-related marketing: The effects of corporate social responsibility and donation size claim objectivity. Journal of Promotion Management, 15, 453–483.
  • Lafferty, B. A. (2007). The relevance of fit in a cause-brand alliance when consumers evaluate corporate credibility. Journal of Business Research, 60, 447–453.
  • Lafferty, B. A., & Edmondson, D. R. (2009). Portraying the cause instead of the brand in cause-related marketing ads: Does it really matter? Journal of Marketing Theory and Practice, 17(2), 129–141.
  • Lafferty, B. A., & Goldsmith, R. E. (2005). Cause-brand alliances: does the cause help the brand or does the brand help the cause? Journal of Business Research, 58, 423–429.
  • Leonidou, L. C., & Leonidou, C. N. (2009). Rational versus emotional appeals in newspaper advertising: Copy, art, and layout differences. Journal of Promotion Management, 15(4), 522–546.
  • MacKenzie, S. B., & Lutz, R. J. (1989). An empirical examination of the structural antecedents of attitude toward the ad in an advertising pretesting context. Journal of Marketing, 53(2), 48–65.
  • MacKinnon, D. P., Lockwood, C. M., & Williams, J. (2004). Confidence limits for the indirect effects: Distribution of the product and resampling methods. Multivariate Behavioral Research, 39(1), 99–128.
  • Matthens, J., Wonneberger, A., & Schmuck, D. (2014). Consumers' green involvement and the persuasive effects of Emotional versus Functional Ads. Journal of Business Research, 67(9), 1885–1893.
  • Mohr, L. A., & Webb, D. J. (2005). The effects of corporate social responsibility and price on consumer responses. Journal of Consumer Affairs, 39(1), 121–147.
  • Mortimer, K. (2008). Identifying the components of effective service advertisements. Journal of Serves Marketing, 22(2), 104–113.
  • Newell, S. J., & Goldsmith, R. E. (2001). The development of a scale to measure perceived corporate credibility. Journal of Business Research, 52, 235–247.
  • Nielsen. (2014). Doing well by doing good. Retrieved from http://www.nielsen.com/us/en/insights/reports/2014/doing-well-by-doing-good.html
  • Novemsky, N., Dhar, R., Schwarz, N., & Simonson, I. (2007). Preference fluency in choice. Journal of Marketing, 44(3), 347–356.
  • Ohman, A., Flykt, A., & Esteves, F. (2001). Emotion drives attention: Detecting the snake in the grass. Journal of Experimental Psychology: General, 130(3), 466–478.
  • Okazaki, S., Mueller, B., & Taylor, C. R. (2010a). Global consumer culture positioning: Testing perceptions of Soft-Sell and Hard-Sell advertising appeals between U.S. and Japanese consumers. Journal of International Marketing, 18(2), 20–34.
  • Okazaki, S., Mueller, B., & Taylor, C. R. (2010b). Measuring soft-sell versus hard-sell advertising appeals. Journal of Advertising, 39(2), 5–20.
  • Petty, R. E., & Cacioppo, J. T. (1981). Issue involvement as a moderator of the effects on attitude of advertising content and context. In K. B. Monroe (Ed.), Advances in consumer research (Vol. 8, pp. 20–25). Ann Abor, MI: Association for Consumer Research.
  • Petty, R. E., & Cacioppo, J. T. (1983). Central and peripheral routes to persuasion: Application to advertising. In L. Percy & A. Woodside (Eds.), Advertising and consumer psychology (pp. 3–23). Lexington, MA: Lexington Books.
  • Petty, R. E., & Cacioppo, J. T. (2012). Communication and persuasion: Central and peripheral routes to attitude change. New York, NY: Springer Science & Business Media.
  • Petty, R. E., Cacioppo, J. T., & Schumann, D. (1983). Central and peripheral routes to advertising effectiveness: The Moderating role of involvement. Journal of Consumer Research, 10(2), 135–146. Retrieved from http://www.jstor.org/stable/2488919
  • Petty, R. E., Ostram, T. M., & Brock, T. C. (1981). Historical foundations of the cognitive response approach to attitudes and persuasion. In R. E. Petty, T. M. Ostram, & T. C. Brock (Eds.), Cognitive responses in persuasion (pp. 5–29). Hillsdale, NJ: Erlbaum.
  • Pieters, R., & Wedel, M. (2004). Attention capture and transfer in advertising: Brand, Pictorial, and Text-Size Effects. Journal of Marketing, 68(2), 36–50.
  • Preacher, K. J., & Hayes, A. F. (2004). SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods, Instruments, and Computers, 36(4), 717–731.
  • Preacher, K. J., & Hayes, A. F. (2008). Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models. Behavior Research Methods, 40(3), 879–891.
  • Puto, C. P., & Wells, W. D. (1984). Informational and transformational advertising: The Differential effects of time. Advances in Consumer Research, 11, 638–643.
  • Qin, L., Zhong, N., Lu, S., & Li, M. (2013). Decision prediction using visual patterns. Fundamenta Informaticae, 127(1), 545–560.
  • Rayner, K. (2009). Eye movements in reading, scene perception, and visual search. The Quarterly Journal of Experimental Psychology, 62(8), 1457–1506.
  • Reber, R., Schwarz, N., & Winkielman, P. (2004). Processing fluency and aesthetic pleasure: Is beauty in the perceiver's processing experience? Personality and Social Psychology Review, 8(4), 364–382.
  • Rifon, N. J., Choi, S. M., Trimble, C. S., & Li, H. (2004). Congruence effects in sponsorship: The mediating role of sponsor credibility and consumer attributions of sponsor motive. Journal of Advertising, 33(1), 36–42.
  • Rossiter, J. R., & Percy, L. (1987). Advertising and promotion management. New York, NY: McGraw-Hill Book Company.
  • Ruiz, S., & Sicilia, M. (2004). The impact of cognitive and/or affective processing styles on consumer response to advertising appeals. Journal of Business Research, 57, 657–664.
  • Russo, J. E. (2011). Eye Fixations as a Process Trace. In M. Schulte-Mecklenbeck, A. Kuhberger, & R. Ranyard (Eds.), A Handbook of process tracing methods for decision research: A critical reveiw and user's guide (pp. 43–64). New York, NY: Psychology Press.
  • Schwarz, N. (2004). Meta-Cognition experiences in consumer judgment and decision making. Journal of Consumer Psychology, 14(4), 332–348.
  • Sciulli, L. M., & Bebko, C. (2005). Social cause versus profit oriented advertisements: An analysis of information content and emotional appeals. Journal of Promotion Management, 11(2/3), 17–36.
  • Shapiro, S. A., & Nielsen, J. H. (2013). What the blind eye sees: Incidental change detection as a source of perceptual fluency. Journal of Consumer Research, 39(6), 1202–1218.
  • Shrout, P. E., & Bolger, N. (2002). Mediation in experimental and nonexperimental studies: New procedures and recommendations. Psychological Methods, 7(4), 422–445.
  • Small, D. A., & Verrochi, M. M. (2009). The face of need: Facial emotion expression on charity advertisements. Journal of Marketing Research, 46(6), 777–787.
  • Sojka, J. Z., & Giese, J. L. (1997). Thinking and/or feelings: An examination of interaction between processsing styles. Advances in Consumer Research, 24, 438–442. Retrieved from http://acrwebsite.org/volumes/8083/volumes/v24/NA-24
  • Solomon, M. R. (1996). Consumer behavior: Buying, having, and being. Englewood Cliffs, NJ: Prentice Hall.
  • Strahilevitz, M., & Myers, J. (1998). Donations to charity as purchase incentives: How well they work may depend on what you are trying to sell. Journal of Consumer Research, 24(4), 434–446.
  • Taylor, R. E. (1999). A six-segment message strategy wheel. Journal of Advertising Research, 39(6), 7–17.
  • Tucker, E. M., Rifon, N. J., Lee, E. M., & Reece, B. B. (2012). Consumer receptivity to green ads: A test of green claim types and the role of individual consumer characteristics for green ad response. Journal of Advertising, 41(4), 9–23.
  • Varadarajan, P. R., & Menon, A. (1988). Cause-related marketing: A coalignment of marketing strategy and corporate philanthropy. Journal of Marketing, 52(3), 58–74.
  • Walker, M., & Kent, A. (2013). The roles of credibility and social consciousness in the corporate philanthropy-consumer behavior relationship. Journal of Business Ethics, 116(2), 341–353.
  • Webb, D. J., & Mohr, L. A. (1998). A typology of consumer responses to cause-related marketing: From skeptics to socially concerned. Journal of Public Policy & Marketing, 17(2), 226–238.
  • Williams, L. J., Edwards, J. R., & Vandenberg, R. J. (2003). Recent advances in causal modeling methods for organizational and management research. Journal of Management, 29(6), 903–936.
  • Winkielman, P., & Cacioppo, J. T. (2001). Mind at ease puts a smile on the face: Psychophysiological evidence that processing facilitation elicits positive affect. Journal of Personality and Social Psychology, 81(6), 989–1000.
  • Winkielman, P., Schwarz, N., Reber, R., & Fazendeiro, T. A. (2003). Cognitive and affective consequences of visual fluency: When seeing is easy on the mind. In L. Scott & R. Batra (Eds.), Persuasive imagery: A consumer response perspective (pp. 75–89). Mahwah, NJ: Erlbaum.
  • Wolfe, J. M., & Horowitz, T. S. (2004). What Attributes Guide the Deployment of Visual Attention and How Do They Do it?. Nature Reviews Neuroscience, 5(6), 496–501.
  • Yoo, C., & MacInnis, D. (2005). The brand attitude formation process of emotional and informational ads. Journal of Business Research, 58(10), 1397–1406.

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.