1. Motion and Sound Adapted from J. Scott Armstrong Updated July 2015 AdPrin/Lectures for AdPrin/Motion Ads.13

2. Learning Diary The lectures follow an experiential learning experience. To make this work properly: 1.Obtain a learning diary (paper). A 10 x 13 bound diary is suggested. 2.Keep it up to date. 3.Take the learning diary with you to all class sessions. 4.For self-learners, use the diary to track your learning progress for all of your learning activities. 2 Adprin.com

3. Objectives of this session To understand and apply these principles and techniques (not to convince you). Ask for clarification as needed. Set a goal for yourself on how many principles and techniques you plan to use by the end of this session. Even a goal of one will help you. Put this in your learning diary now. Note: We will discuss only some of the slides. When you go through the lecture on your own, view it in “Slide Show” and follow the experiential procedures. Adprin.com

4. Procedure Focus on understanding. Record questions in your learning diary that will help you to apply the techniques or principles, then, after you decide which ones you want to apply, try to answer these from the readings. If not clear, ask others for help. 4 Adprin.com

5. Outline for Motion and Sound 10.1. Scenes 10.2. Voices 10.3. Music and sound 10.4. Pace 5 Adprin.com

6. When are motion and sound more appropriate than still ads? Write your answers in your learning diary, then click for the evidence-based answers. 1. Emotional appeals (than for information) 2. Reinforcing beliefs (than for change) 3. Simple (than for complex messages) - Commercials with much information irritate viewers (Pasadeos 1990 - See Persuasive Advertising p 26) 4. DemonstrationsPasadeos 1990 Use of motion ads 6 Adprin.com

7. Is this commercial for Subaru effective relative to other media?this commercial 7 1.Is emotion a good way to sell this car? 2.Does it reinforce previous beliefs? 3.Is the message simple? 4.Does it demonstrate usage or benefits? Write your thoughts in your learning diary. Adprin.com

8. Opening scene Use an opening that is directly related to the product, brand, or message (10.1.1) Especially for high-involvement problem-solving products. Do not put the product brand, or message at the very beginning: use one or two seconds to capture attention. Evidence: Typical practice and many analyses of non-experimental data (summary in PA, p. 267-8). 8 Adprin.com

9. Provide a relevant surprise in the opening Evidence based on typical practice. 77% of TV ads opened with a surprise 99.5% of the surprises were at the beginning What type of surprise? Write your prediction in your learning diary, then click for the answer. Relevant to the product (preferably news) 9 Adprin.com

10. Emphasize the product or message (10.1.2) Zoom in on product so it is legible Close-ups increase attention & involvement Hold product, brand name, or message (zap proofing) Lighting of product (e.g. spot lighting) Prominent placement (use the “inner thirds”) 10 Adprin.com

11. Non-experimental evidence favors emphasis on the product Analysis of data on TV commercials: Stewart & Furse (1986) Stewart & Furse (1986) (1,059 commercials) Stanton and Burke (1998) Stanton and Burke (1998) (601commercials) Ipsos ASI (1,488 thirty-second commercials): seconds on productpersuasion % none 66 1-12 90 13-19 105 19 & more 106 11 Adprin.com

12. What is the product and message? Here is a new car. So? This was part of the introduction of a new car, the Infiniti, to the US market. Why this approach? This mysterious emotional approach was popular in Japanese advertising at the time. No evidence was found to support such an approach. Adprin.com

13. If believability is important, show the spokesperson on screen (10.1.3.) Disadvantages: 1.Does not focus on the product 2.More difficult to adapt ad to other languages Evidence: Non-experimental evidence: Higher on recall than voice- overs (weak evidence) Expert judgment (See Persuasive Advertising p.268-269 for discussion) 13 Adprin.com

14. Use short “supers” to reinforce key points (10.1.4.) 1. No more than ten words on screen at any time 2. Should stay at least two seconds 3. Synchronize with audio 4. Avoid writing on the picture (See Persuasive Advertising p.269-270 for evidence) 14 Adprin.com

15. Do supers work in this commercial for Subaru?this commercial 15 Explain your analysis in your learning diary. 1. No more than ten words on screen at any time? 2. Stayed at least two seconds? 3. Synchronized with audio? Adprin.com

16. Evidence on supers Comprehension was much higher when supers reinforced content (Hoyer, et al 1984: Experimental study with 22 TV commercials).Hoyer, et al 1984 Little benefit for ads with supers except when they reinforced the main point. 92% of 1,059 tested TV commercials contained “substantive supers.” (Stewart and Furse 1986)Stewart and Furse 1986 16 Adprin.com

17. Make the closing scene relevant to the key message (10.1.5) Laboratory research in psychology Received wisdom (See Persuasive Advertising p.270 for evidence) Adprin.com

18. Avoid distractions in the closing scene Experts advise against the use of irrelevant things at the end of an ad such as this commercial for a Hummer (32 seconds)commercial for a Hummer The ending was subsequently clipped from the end of the commercial. 18 Adprin.com

19. Use an appropriate voice (10.2.1.) Match accent to target market (e.g., teens) Match voice qualities to objectives of the ad (e.g., believability) Match voice qualities to product (clothing; technical product) Limited evidence (PA, p.271) 19 Adprin.com

20. Which of the following can you tell from hearing a person’s voice? Write your predictions in your learning diary. Typical study: different people read the same script. ___ age? ___ height? ___ appearance? ___ interests? ___ political preferences? ___ personality? ___ values? ___ intelligence? Click for the evidence-based answer. All of the above, but only age can be judged well. However, people make inferences. Use an appropriate voice. Voice tells all? 20 Adprin.com

21. List persuasive voice qualities in your learning diary. Once you write your list, click for the evidence-based list. An experimental study on willingness to be interviewed showed success was higher for interviewers with: higher pitch, greater variation in pitch, greater loudness, faster rate of speaking, and clearer pronunciation –(Persuasive Advertising p 271). Voice qualities 21 Adprin.com

22. Avoid orally ambiguous words (10.2.2) Close your eyes and listen to the following announcement: “They raised the new house as soon as the old one was razed.” Is it possible to avoid ambiguous words? French book La Disparition, by Georges Perec (1969), was written without the letter “e” and it was translated to English, also without the “e,” and then reviewed in The New York Times without an “e.” Also, consider reinforcing ambiguous words by repetition or by supers. 22 Adprin.com

23. How can music be used in advertising? Write your thoughts in your learning diary and then click for a list. Music can be used to 1.gain attention, 2.establish mood or emotions, 3.evoke a time period, 4.identify a brand. Percentage of TV commercials (by major advertisers) that use music: 40% (although 85% in prime time) Music in ads 23 Adprin.com

24. Evidence Lab experiment using 30-second radio ads for 9 product categories found that music harmed recall (Kellaris et al 1993).Kellaris et al 1993 A laboratory experiment found that a high- involvement group had lower purchase intentions when hearing music, and the findings were reversed for a low-involvement group (Park and Young 1986).Park and Young 1986 Adprin.com

25. Consider using music or sounds for low-involvement products, but not for high-involvement products with strong arguments (10.3.1.) Music is appropriate for hedonic products that are advertised using emotion. “If you have nothing to say, sing it.” - Old adage 25 Adprin.com

26. French and German wine You go to a supermarket. While there, you walk past a wine display with German and French wine. German music is playing. Would this make you more likely to purchase German wine? Write your prediction of how the music influenced others in an experiment in your learning diary and then click to see the answer. If German music, twice as much German wine. If French music, five times as much French wine. When asked why, only 2% mentioned music, and 86% said music had no influence on their choice (North, Hargreaves, and McKendrick 1999).North, Hargreaves, and McKendrick 1999 If music or effects are used, make them relevant to the product (10.3.2). 26 Adprin.com

27. Use sound effects only if relevant to the product Examples: The fizz of a soda drink and the percolating sounds of coffee Danger of distraction Rarely used (2% of tested TV commercials) Weak but supportive evidence 27 Adprin.com

28. When should you “Beware of Fast Talkers”? Write your opinions in your learning diary. Example of a fast talker Example of a fast talker for a FedEx commercial (Sedelmaier) 28 Adprin.com

29. When should announcers speak fast? Once you have written your response, click for the evidence-based principle. Use a rapid speaking for simple messages about low-involvement products (10.4.1.) The typical speaking rate is about 160 words per minute. Listeners prefer about 175 wpm. Fast talkers are judged as more competent, truthful, fluent, energetic, enthusiastic, and persuasive than slow speakers (based on a study by Moore, Hausknecht, and Thamodaran in 1986– see Persuasive Advertising p 275).Moore, Hausknecht, and Thamodaran in 1986 Speaking speeds 29 Adprin.com

30. How to speak fast Can use time compression equipment to increase speed by 30% with little effect on behavioral intentions, recall, believability or appeal, and only slight losses in comprehension -- except for older target markets. Big savings on media costs. 30 Adprin.com

31. Evidence on time compression Time compression of up to 30% has little effect on purchase intentions (Vann, Rogers, and Penrod 1987 – also see Persuasive Advertising p 274)Vann, Rogers, and Penrod 1987 Adprin.com

32. Use a slow speech for strong arguments or to show concern (10.4.2) “Gentlemen, listen to me slowly.” Samuel Goldwyn A fast pace disrupts thinking about the arguments harms comprehension for older customers (See Persuasive Advertising p.275 for evidence) 32 Adprin.com

33. Use short silences before and/or after a strong argument (10.4.3.) Support by advertising experts. Use a silence of two seconds (avoid silences of 3 seconds or longer). Silence especially important before the last item in a series. (Olsen 1997)Olsen 1997 Silence just before a key argument led to 44% recall of the argument vs. 15% for music throughout. (Olsen 1995)Olsen 1995 33 Adprin.com

34. Scene changes Over time, there has been a substantial increase in the number of scene changes. 30-second commercials decreased from 3.6 seconds per scene in 1978 and 1980, to 2.3 seconds in 1989 through 1991. The number of camera angles increased from 8.4 to 13. Why is that? Write your thoughts in your learning diary. Advertisers seeking attention, especially from young customers? Is that a good trend? Fast pace attracts attention but reduces comprehension. 34 Adprin.com

35. Hold scenes to hold attention (10.4.4) Fast-cut ads harm recall. (See experiments by Bolls & Muehling 2003 and Geiger & Reeves 1991)Bolls & Muehling 2003 Geiger & Reeves 1991 When using scene changes, allow slight delay prior to key points Adprin.com

36. Ideas for Applications of Principles To learn the principles, use the checklist for creating ads to apply the message principles.checklist for creating ads If you are not currently working for an organization, pick something to advertise, perhaps a charity. If you are in a class, design an ad for yourself as the owner of small advertising agency (commonly called a “house ad”).house ad 36 Adprin.com

37. Techniques In your diary, describe the techniques that you were able to use for your motion-and-sound-focused advertisement and rate your success (e.g., creativity, objective setting)rate your success 37 Adprin.com

38. Advice on learning techniques One study found that fewer than 10% of students were successful in applying new knowledge. This went to 20% if they actively applied what they were taught during a class session. It went to 90% when they worked with a learning partner and coached each other. Select techniques to applytechniques 38 Adprin.com

39. Follow-up: Complete prior to next session 1. ___ Go through this lecture on your own (It is on the Educational Materials page)Educational Materials 2.___Study Persuasive Advertising pages 267-277 and record your reading time in your learning diary. Highlight techniques and principles that you want to apply in yellow.Persuasive Advertising 3.___ Complete the End of Chapter Questions for “Motion Media” and check your answers against PA.End of Chapter Questions Adprin.com