发现新价值——从农夫山泉茶饮料电视广告说起

消费社会的来临改变糟人们的生活方式,也影响着人们的价值观念,其中电视广告与传播消费文化有着相当紧密的联系。通过提高产品形象使消赞者与品牌产生新的价值认同,产品形象已经成为产品特别是快速消费类产品创新的主要方面和手段。文章通过对农夫山泉东方树叶系列茶饮料电视广告乃至产品形象的分析,讨论了在消费社会背景下新产品研发中的新价值创造,产品新价值如何体现在产品形象之中。以期对快速消费品产品形象设计产生启发。     

故事性广告的灵活运用

在信息膨胀的今天,人们生活在众多广告所包围的环境中,如何让消费者对一则广告过目不忘?如何让消费者对其广告感兴趣并有所期待?我们试图通过遗忘与记忆的原理来分析。我们发现,往往是有故事情节的广告更能被人们所记牢。因此,为我们的广告创造一定的场景、并赋予其故事性,加大其矛盾冲突,制造抓人眼球的悬疑,使广告的受众对其产生兴趣。从而更好的吸引消费者、强化消费者对其广告的认知并记忆。     

网络广告策略研究

网络是自电视发明后诞生的新兴媒体,伴随着国际互联网的逐渐扩大与网络操作技术的日趋完善,电子商务和网络营销迅速崛起,网络广告投放的步伐也随之加快。各种网络广告通过图文信息的视觉整合,不断推出令人赏心悦目的界面效果,给广大浏览者以强烈的视觉冲击和吸引力。网络广告的优势也越来越被广告主所看好。网络广告也由于其交互直接、反馈及时、覆盖面广、无时空差异、针对性强、便于统计、费用低廉等继电视、广播、报纸、杂志和户外广告之后的又一强势媒体。     

An examination of the celebrity endorsements and online customer reviews influence female consumers’ shopping behavior

The goal of this study is to compare the influence of celebrity endorsements to online customer reviews on female shopping behavior. Based on AIDMA and AISAS models, we design an experiment to investigate consumer responses to search good and experience good respectively. The results revealed that search good (shoes) endorsed by a celebrity in an advertisement evoked significantly more attention, desire, and action from the consumer than did an online customer review. We also found that online customer reviews emerged higher than the celebrity endorsement on the scale of participants’ memory, search and share attitudes toward the experience good (toner). Implications for marketers as well as suggestions for future research are discussed.     

论脱离了品牌影响的产品设计能否吸引消费者

在消费社会中,象征消费成为主流。品牌成为产品设计的导向,也是众多消费者购买行为的导向。文章以MUJI与IKEA的产品为实验案例,调查在不考虑价格的前提下,脱离了品牌影响的产品设计,是否能够吸引消费者购买。     

The effects of product involvement and impulse buying on purchase intentions in mobile text advertising

While research in mobile advertising is abundant, limited attention has been paid to date to how consumers respond to mobile advertisements for different product categories and in which way impulsivity affects intentions to purchase. In this paper, we study the dimensionality of the product involvement construct and its effects on consumers’ purchase intentions via a simulated field experiment (N = 736). We show that the cognitive dimension of product involvement and impulsiveness significantly affect purchase intentions. We also present that the relationship between product involvement and purchase intention is moderated by the consumers’ impulse buying personality traits. These findings progress the current state-of-the-art in mobile advertising research, while also having significant practical consequences for the design of effective mobile SMS advertising campaigns.     

Predicting user response to sponsored advertising on social media via the technology acceptance model

Sponsored advertising has generated strong advertising revenues for Facebook in recent years. As sponsored ads are built on an interactive platform that could be seen as invasive to user privacy, the growth of this advertising platform has important implications for consumers, and advertisers alike. As little research is available on consumer response to sponsored advertising as an interactive technology innovation, the current study assesses the effects of user perceptions of privacy risk, intrusiveness concerns and utilities of sponsored advertising on consumer attitudes and purchase intent. Testing a model derived form the technology acceptance model (TAM), the study found that privacy and intrusiveness concerns are both valid antecedent variables to perceived usefulness but not perceived ease of use of sponsored advertising. While both antecedent variables also influence consumer attitudes toward sponsored advertising, only privacy concerns have an impact product purchase intentions. The hypothesized relations between perceived usefulness, ease of use, attitudes and purchase intentions were also validated.     

A hybrid consumer‐oriented model for product affective design: An aspect of visual ergonomics

Crucial issues for product designers include how to capture consumers’ attention, evoke their pleasurable preferences, and affect their purchase decisions. In this article, we focus on consumers’ affective preferences in relation to visual ergonomics to propose a new hybrid consumer‐oriented model using gray relational analysis (GRA), gray prediction (GP), and the technique for order preference by similarity to ideal solution (TOPSIS). The GRA is used to identify the most influential elements of the product form to help product designers focus their attention more on these elements without compromising the predictive performance. The GP is used in conjunction with the GRA to obtain a better structure for the hybrid consumer‐oriented model, and TOPSIS is performed to determine the optimal alternatives for best matching consumers’ affective preferences. These experimental results show that the new hybrid consumer‐oriented model incorporated with the CAD/CAM system can facilitate the product affective design process.     

An elaboration likelihood model of consumer respond action to facebook second-hand marketplace: Impulsiveness as a moderator

The Elaboration Likelihood Model is adopted in this study to examine the interaction of central route factors (information completeness and information accuracy) and peripheral route factors (post esthetics and post popularity) on consumer behavior in the Facebook Second-hand Marketplace. Impulsiveness served as a moderator affecting the relationship between consumer attitudes and behavior. Eight scenarios were designed to test the effects of post characteristics on consumer responses and purchase behavior. Hedonic and utilitarian products were used in the scenarios to compare the differences among different product types. A total of 908 valid questionnaires were collected. The results of the data analysis indicated that consumers who process messages through the central route tend to respond to the post before initiating purchase intention. On the other hand, consumers who process messages through the peripheral route tend to initiate purchase intention directly if they feel favorable toward a post. Regarding the post characteristics, post popularity was found to be the most crucial factor related to enhancing perceived persuasiveness. According to the results and findings, it is suggested that sellers on the Facebook Second-hand Marketplace should provide messages about their product as accurately as completely as possible to strengthen positive impressions of their posts. Otherwise, they need to provide an interesting introduction or esthetic pictures to attract consumer attention.     

Gender differences in consumers’ perception of online consumer reviews

Since the early days of the Internet, gender gap has existed in using the Internet, and it is particularly evident for online shopping. Females perceive higher level of risk for online shopping, and as a result, they tend to hesitate to make purchase online. Online consumer reviews can effectively mitigate such perceived risk by females and thereby attract them to buy online. This study investigates the effect of online consumer reviews on consumer’s purchase intention. In particular, we examine whether there are gender differences in responding to online consumer reviews. The results show that the effect of online consumer reviews on purchase intention is stronger for females than males. The negativity effect, that consumers are influenced by a negative review more than by a positive review, is also found to be more evident for females. These findings have practical implications for online sellers to guide them to effectively use online consumer reviews to engage females in online shopping.     

Evaluating the influence of YouTube advertising for attraction of young customers

Nowadays, we have been faced with an increasing number of people who are spending tremendous amounts of time all around the world on YouTube. To date, the factors that persuade customers to accept YouTube advertising as an advertising medium are not yet fully understood. The present paper identified four dimensions towards YouTube advertising (i.e., entertainment, Informativeness, Customization and irritation) which may be affected on advertising value as well as brand awareness, and accordingly on purchase intention of consumers. The conceptual model hypothesizes that ad value strategies are positively associated with brand awareness, which in turn influence perceived usefulness of You Tube and continued purchase behavior. For this study, data were collected from students studying at the Sapienza University of Rome. In total, 315 usable questionnaires were chosen in order to analysis of data for the variables. The results show that entertainment, informativeness and customization are the strongest positive drivers, while irritation is negatively related to YouTube advertising. On the other hand, advertising value through YouTube affects both brand awareness and purchase intention of consumers accordingly.     

创意是广告设计的灵魂

广告通过大众传播手段,向社会和消费者传递信息。广告设计师应遵循真实可信的广告创意的原则,运用创造性的思维,使广告创意吻合市场的实际需求,通过立体化、全方位地实施广告战略,达到促进产品销售、树立良好企业形象,扩大市场知名度的功效。     

The online framing effect: the moderating role of warning,brand familiarity,and product type

This study examines the framing effect on online consumer purchase intention. Three framing effect moderators—warning type (text-based/picture-based), brand familiarity (familiar/unfamiliar), and product type (utilitarian/hedonic)—were considered. The results demonstrated that a positive frame message could create more favorable preferences toward the product than a negative frame message could. Further, consumers with text-based warnings who received positive framing messages had higher purchase intentions toward the target product than did those receiving negative framing messages. However, the online framing effect was not significant for consumers receiving picture-based warnings. Moreover, the online framing effect was significant for consumers familiar with the brand. Finally, positive messages resulted in higher purchase intention for hedonic rather than utilitarian products. This study further examined gender differences in framing effects and found women exhibited greater framing effects than men under the negative frame. The findings provide guidance for designing appropriate product strategy to induce online consumer purchase intentions that favor online retailers.     

Advertising an event

The paper considers a problem of how to minimize advertising costs to sell seats for a particular event, for instance, a sports game, a rock concert or a ballet performance. We take into consideration a word-of-mouth effect, which means that people buying a ticket tell their friends about it, so that advertising is unnecessary to inform those people.The problem is one of optimal control and the number of seats sold and the advertising effort of the organizers are the state and control variables, respectively. We show that, besides being dependent on the cost and revenue parameters, the optimal advertising policy is also affected by the length of the planning period and the relation between the number of seats and the total number of potential attendees.     

广告创意及发展趋势浅谈

广告创意绝不仅仅只是色块、图像、字体的简单排列组合,而是一门关于人性的学问。杰出的广告创意既不是一味追求对产品功效进行夸大,也不是运用艺术化的手法对产品进行空洞虚饰,而是需要建立在对消费者人性予以洞察、分析、研究的基础之上,实现广告信息的单纯化、清晰化、戏剧化,并最终使广告在消费者脑海中留下深刻而难以磨灭的印象。唯有如此,广告创意才真正的实现科学与艺术的完美结合,成为令人叫好叫座的经典。     

互动设计——户外互动广告研究

广告媒体的变革随着消费者的改变而改变,甚至超前于消费者的需求。户外互动广告媒体以其独有的特色呈现在大众面前。文章从户外互动广告媒体的含义、设计、特点、功能等几个方面来对户外互动广告媒体的发展进行研究,以其为更好发展提供理论依据。     

Factors influencing consumers’ repurchase behavior on fresh food e-commerce platforms: An empirical study

The e-commerce of fresh commodities keeps being adaptive to the change of consumer consumption attitudes and behavior in the current era of global economy. In the fierce competition of the industry, how to attract and retain customers more efficiently and increase consumer repurchase behavior is a long-term concern for fresh food e-commerce platforms. This research aims to focus on how the fresh e-commerce platforms can reduce consumer conversion to other forms of purchase and increase consumer repurchase. In this paper a research model is constructed whereby a set of perceived value scales is generated to evaluate consumer repurchase behavior. Data from a sample of 515 consumers is collected through a web-based questionnaire, and structural equation modeling is used to test the research hypotheses and empirically investigate the factors and internal mechanisms influencing repurchase behavior on fresh e-commerce platforms. Results from the analysis show that the product quality and product price from the product-side, perceived ease of use, reliability, response speed and convenience from the service-side, and subjective norms of the consumer personal factors impose significant effects on consumer satisfaction. consumer satisfaction plays a key mediating role in consumer repurchase behavior. Guidance and suggestions for the operation processes of e-commerce platforms are developed based on these key factors to cultivate customer loyalty and attract potential customers more specifically. Moreover, the examination of the factors from the three dimensions promotes the e-commerce platforms to raise their service level by enhancing their supply chain as the bottom rocks of the platform enterprises.     

Social Media Advertising through Private Messages and Public Feeds: A Congruency Effect between Communication Channels and Advertising Appeals

This paper investigates the effectiveness of agentic and communal advertising appeals delivered through two IT-enabled communication channels (private messages and public feeds) on social media. Drawing on the prior literature, we propose a congruency effect of advertising appeals and channels on advertisement effectiveness. The results of three experiments show that agentic appeals delivered through public feeds generate favorable advertisement attitudes, and the effect is mediated by consumer self-efficacy perception. Communal appeals delivered through private messages engender positive advertisement attitudes, and the effect is mediated by consumer social self-efficacy perception. The findings provide implications to firms in social media advertising strategies.     

Energizing business transactions in virtual worlds: an empirical study of consumers’ purchasing behaviors

Virtual marketplaces for products and services have become major profit sources in virtual worlds (VWs). The large quantity and growth of virtual product transactions and their platform providers’ profits have made it critical to understand consumer purchasing behavior in VWs. However, as open-ended VWs such as Second Life have environments that differ from those of other online communities, the underlying mechanisms of consumers’ e-commerce behavior may not explain their VW behavior. Therefore, this study examines consumers’ VW behavior by considering three categories of factors influencing their purchasing behavior: the platform context (i.e., technical characteristics such as interactivity and vividness and social characteristics such as involvement), product context (i.e., product value), and virtual experience (i.e., flow and satisfaction). This study examines how these factors affect consumers when they purchase virtual products. Its results highlight the importance of flow experience in consumers’ VW behavior. Interactivity, vividness, and involvement are found to affect consumers’ virtual experience—flow, and involvement exhibits a significantly stronger influence on flow. Flow and involvement are found to affect product value, and flow exerts a stronger influence than involvement on product value. Flow and product value directly impact consumers’ willingness to purchase, whereas satisfaction with the virtual world experience, which is significantly affected by flow, is not associated with willingness to purchase. The results further indicate that product value is more influential on willingness to purchase than is flow. After describing the study’s contributions to both research and practice, I conclude the paper by presenting avenues for future research.     

Blogger-Centric Contextual Advertising

Web advertising (online advertising), a form of advertising that uses the World Wide Web to attract customers, has become one of the most commonly-used marketing channels. This paper addresses the concept of Blogger-Centric Contextual Advertising, which refers to the assignment of personal ads to any blog page, chosen in according to bloggers’ interests. As blogs become a platform for expressing personal opinions, they naturally contain various kinds of statements, including facts, comments and statements about personal interests, of both a positive and negative nature. To extend the concept behind the Long Tail theory in contextual advertising, we argue that web bloggers, as the constant visitors of their own blog-sites, could be potential consumers who will respond to ads on their own blogs. Hence, in this paper, we propose using text mining techniques to discover bloggers’ immediate personal interests in order to improve online contextual advertising. The proposed Blogger-Centric Contextual Advertising (BCCA) framework aims to combine contextual advertising matching with text mining in order to select ads that are related to personal interests as revealed in a blog and rank them according to their relevance. We validate our approach experimentally using a set of data that includes both real ads and actual blog pages. The results indicate that our proposed method could effectively identify those ads that are positively-correlated with a blogger’s personal interests.