Advertising Principles - Evidence-based principles

New Contributions

 

New Papers: Published or Working papers

Papers relevant to evidence-based advertising can be posted in this section to stake an early claim and to request peer review from visitors to this site. Also send published papers. If you do not have the copyright or permission from the journal, please send the working paper that was submitted for publication.

Are ads that follow evidence-based principles more effective?

We recruited novices and experts in advertising, presented them with 96 pairs of print ads matched for product, brand, and media, and asked them to pick which ad in each pair was more effective. The novices were correct for 54%, of their 10.809 prediction, or slightly better than guessing. Experts were slightly more accurate than novices at 55.4 of 2,764 predictions.  Other novices took a 2-hour self-administered training session after which, aided by a software program, they rated the extent to which each ad followed evidence-based principles for persuasive advertising. This procedure, described in our working paper,  Predictive validity of evidence-based persuasion principles,” used five raters for each of the 96 pairs of ads. The ad that had the highest score for complying with the principles was predicted to be most effective. This  led to correct predictions for 74.5% of the 96 pairs of ads.

“Evidence-based Advertising” J. S. Armstrong, International Journal of Advertising (2011) along with a review of that paper published in Social Business by Michael Baker in 2012.

Extensive and repeated testing of diverse, alternative, and reasonable hypotheses is necessary in order to increase knowledge about advertising. This calls for laboratory, field, and quasi-experimental studies. Fortunately, much useful empirical research on how to create persuasive advertisements kind has been conducted. [More . . ]

 

Reviews of Persuasive Advertising

Denise M Rousseau, an expert on evidence-based management, reviewed Persuasive Advertising. Interfaces 42, No 1, 2011, 93-9

Philip Gendall Professor of Marketing, Massey University, New Zealand wrote a review that was followed by Scott Armstrong’s Persuasive Advertising is only the end of the beginning: A rejoinder to the review.

Review by Peter Mouncey in the International Journal of Market Research

Experience Versus Evidence in Advertising. Can advertisers learn from experience?

 

Essays

In a letter to John, Scott Armstrong explains how research over the past century has finally been able to answer Wanamaker's questions about which half of his advertising budget is being wasted --- well almost half of the waste.  See his letter below.

Mr. John Wanamaker

February 24, 2014

Wanamaker’s Department Store
Philadelphia, Pennsylvania

Dear Mr. Wanamaker,

I apologize for my belated response to your request for help with your advertising problem. As you might recall, you said, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” I have taken the liberty of equating your problem with the question: How can I pick the most effective advertisement for my purpose? 

More..

 

Advice to 2014 Super Bowl Advertisers

Distraction is a popular advertising tactic that, when used properly, can be effective. It should be avoided if people might be deceived into making poor decisions. To use distraction to deceive would be unethical and, if used by a business, would also likely harm long-run profitability. In my opinion, the primary value of distraction is to delight people who are making hedonic decisions. It is like the enjoyment one gets when magicians use distraction to deceive them, as described in “A Pickpocket’s Tale”.

In some cases it can lead people to make decisions that are good for them by distracting them from thinking about their objections. But it has also be used inappropriately some organizations, For example, some firms advertise their support of popular social causes so as to divert attention from their irresponsible behavior in other areas (Kotchen & Moon 2011). In addition, some advertisers use distraction in such a way that it distracts people from an important message in the advertisement.

For more on distraction, see Persuasive Advertising (pages 106-110).

Scott Armstrong

 

Distraction in Advertising

Distraction is a popular advertising tactic that, when used properly, can be effective. It should be avoided if people might be deceived into making poor decisions. To use distraction to deceive would be unethical and, if used by a business, would also likely harm long-run profitability. In my opinion, the primary value of distraction is to delight people who are making hedonic decisions. It is like the enjoyment one gets when magicians use distraction to deceive them, as described in “A Pickpocket’s Tale”.

 



Principle of the day:

6.5.1 Consider endorsements by customers

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Exercise
On the value of evidence-based learning
How to Choose a Doctor for Diagnosis
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Finalist for AMA’s 2011 Best Book in Marketing


A complete description of the principles has
been published in Persuasive Advertising

German Edition available

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