Source, Message and Channel Factors © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

The Persuasion Matrix © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Who will be effective in getting consumers’ attention? Source/ attention Source/ attention 4 Receiver/ Comprehension Receiver/ Comprehension Can the receiver comprehend the ad? 1 Which media will increase presentation? Channel/ presentation Channel/ presentation 2 What type of message will create favorable attitudes? Message/ yielding Message/ yielding 3 Receiver/ Comprehension Receiver/ Comprehension Channel/ presentation Channel/ presentation Message/ yielding Message/ yielding Promotional Planning Elements © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Promotional Planning

Power Attractiveness Credibility Compliance Identification Internalization Power Compliance Attractiveness Identification Source Attributes and Receiver Processing Modes © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Source Attribute Process

Skill Knowledge Expertise Unbiased Trustworthy Objective Unbiased Trustworthy Expertise Skill Knowledge Source Credibility © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Source Information

Experts Lend Authority to an Appeal © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

Endorsement by Both a Celebrity and an Expert © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

Dave Thomas was a very effective spokesperson for Wendy’s’ © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin *Click outside of the video screen to advance to the next slide

A Business Owner May Be His Own Spokesperson © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin *Click outside of the video screen to advance to the next slide

Source Attractiveness © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Resemblance between the source and recipient of the message Similarity Knowledge of the source through repeated or prolonged exposure Familiarity Affection for the source resulting from physical appearance, behavior, or other personal traits Likeability Similarity Familiarity

Attractive Models Are Often Used in Cosmetic Ads © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

Popular Celebrities Help Attract Attention to Commercials © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

The celebrity’s behavior may pose a risk to the company The target audience may not be receptive to celebrity endorsers The celebrity may be overexposed, reducing his or her credibility The celebrity may overshadow the product being endorsed The target audience may not be receptive to celebrity endorsers The celebrity may be overexposed, reducing his or her credibility The celebrity may overshadow the product being endorsed Risks of Using Celebrities © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Some Advertisers “Push the Envelope” With Their Choice of Celebrities © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

Endorsements Dramatizations Testimonials Placements Identification Representatives Dramatizations Placements Testimonials Endorsements Modes of Celebrity Presentation © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Celebrity

Meaning Movement and the Endorsement Process © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Energy and Power - In the Athlete and in the Product © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

Brand Name, Celebrity, and Location Are All Closely Linked in Meaning and Mood © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin *Click outside of the video screen to advance to the next slide

Recall and Presentation Order © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Recall BeginningMiddleEnd

Appeal mostly to the logical, rational minds of consumers Message Appeal Choices © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Appeal to both the logical, rational minds of consumers and to their feelings and emotions Appeal mostly to the feelings and emotions of consumers

Fear Appeals Fear Appeals Comparative Ads Comparative Ads Fear Appeals Fear Appeals Comparative Ads Comparative Ads Message Appeal Options © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Humor Appeals Humor Appeals May stress physical danger or threats to health May identify social threats: disapproval or rejection May backfire if the level of threat is too high May stress physical danger or threats to health May identify social threats: disapproval or rejection May backfire if the level of threat is too high May be especially useful for new brands Often used for brands with small market share Frequently use in political advertising May be especially useful for new brands Often used for brands with small market share Frequently use in political advertising They can attract and hold attention They are often the best remembered They put the consumer in a positive mood They can attract and hold attention They are often the best remembered They put the consumer in a positive mood

A Very Direct, Side-By-Side Comparative Ad © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

Fear Appeals and Message Acceptance © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Threat Plus Solution Gently Persuades © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

Pros and Cons of Using Humor © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Does Not Aid Persuasion in General Aids Attention and Awareness ProsCons May Harm Recall and Comprehension May Harm Complex Copy Registration Does Not Aid Source Credibility Is Not Effective in Bringing About Sales May Wear Out Faster Than Non-humorous Ads May Aid Retention of the Message Creates a Positive Mood and Enhances Persuasion May Aid Name and Simple Copy Registration May Serve As a Distracter, Reducing Counterarguing Does Not Aid Persuasion in General Aids Attention and Awareness May Harm Recall and Comprehension May Harm Complex Copy Registration Does Not Aid Source Credibility Is Not Effective in Bringing About Sales May Aid Retention of the Message Creates a Positive Mood and Enhances Persuasion May Aid Name and Simple Copy Registration May Serve As a Distracter, Reducing Counterarguing

Clever Execution of Humor in a Print Ad © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +

The Brand Name, Itself, Becomes Part of the Humor © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin *Click outside of the video screen to advance to the next slide

Creative Directors Opinions Regarding Use of Humor © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin FavorableUnfavorable Creative personnel Creative personnel  Research directors Radio and television Radio and television Consumer non- durables Consumer non- durables Business services Business services Products related to the humorous play Products related to the humorous play  Direct mail, newspapers  Corporate advertising  Industrial products  Goods and services of a sensitive nature

Creative Directors Opinions Regarding Use of Humor © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Audiences Favorable Audiences Unfavorable Younger  Older Well educated Up-scale Males Professional  Less educated  Down-scale  Females  Semi- or Unskilled

Self-Paced Media Self-Paced Media Self-Paced Media Self-Paced Media Self versus External Paced Media © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Newspapers Magazines Direct Mail Internet Newspapers Magazines Direct Mail Internet Radio Television Radio Television Externally Paced Media Externally Paced Media Vs.Vs.

The Image of a Magazine Can Enhance an Ad © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin +