Examining the Mere Exposure Effect in a Marketing Context

Examining the Mere Exposure Effect in a Marketing Context
Author: Anthony Grimes
Publisher:
Total Pages:
Release: 2011
Genre:
ISBN:

The mere exposure effect (MEE) was first identified by Zajonc (1968:1) who observed that, "the mere repeated exposure of the individual to a stimulus is a sufficient condition for the enhancement of his attitude towards it. By 'mere exposure' is meant a condition which just makes the given stimulus accessible to the individual's perception". Since then, this robust experimental phenomenon has been demonstrated in over 300 studies in the psychology literature; most often in relation to changes in affective response to abstract, novel stimuli (for reviews see Harrison, 1977; Bornstein, 1989; Bornstein and Craver-Lemley, 2004). Given that it provides a theoretical and empirical framework within which to explore and explain the attitudinal effects of repeated, fleeting communication that receives minimal attention and elaboration, it has been deemed to be most important to the fields of marketing and consumer behaviour (Bornstein and Craver-Lemley, 2004). Indeed, it may be considered to be particularly relevant in the context of a contemporary consumption environment that is largely characterised by a proliferation of brands, media and messages, the fragmentation of traditional channels and audiences, and thus low levels of consumer attention, engagement and involvement. Under such conditions, it may be argued that the MEE constitutes a potentially important means by which to study, understand and shape the effects of simple, repeated brand communication. However, it is important to acknowledge that the nature of marketing stimuli, consumption-based evaluation and decision-making, and the context in which this occurs is often quite different from the laboratory conditions in which the MEE has been demonstrated in psychological research. As such, there is a need to robustly test the assumptions that may be drawn from four decades of experimental research in psychology before they can be confidently applied in the specific domain of marketing. At the same time, however, it is important to stress that the MEE represents just one of an array of potential influences on real-world consumer processing and decisionmaking. Furthermore, and within the constraints of current methodological alternatives, it is arguably impossible to isolate, identify and examine this phenomenon alone in such a complex natural environment. As such, it is necessary to take an incremental approach to the extension of abstract psychological research in the marketing domain; to carefully bridge the gap between pure psychological understanding and that which relates specifically to consumer behaviour. A relatively small body of experimental marketing research has endeavoured to begin this process; although (it will be argued) current findings regarding the occurrence and nature of the marketing-based MEE are somewhat limited, often equivocal and subject to some important limitations. The purpose of this thesis, therefore, is to underpin and extend the incremental development of first-principles mere exposure research in the marketing domain. To this end, it provides a comprehensive review of both the state of current psychological understanding and the degree to which it has been applied in the marketing literature, prior to a robust examination of the existence, size and nature of this phenomenon in a marketing context. This is achieved by marrying the highly controlled experimental methods of psychological mere exposure research with the use of typical marketing stimuli, brand-related evaluation and a relatively large sample (as is common in the broader field of marketing research but not, as yet, with regard to the MEE in particular). The results of this empirical work are somewhat surprising and challenge previous assumptions regarding the influence of recognition memory and the direction of the exposure-induced affect-bias. Taken together, they support a 'dual-processing' model of mere exposure, incorporating two forms of the MEE that are underpinned by the processes of implicit and explicit memory respectively. This model has potentially significant implications for theory, practice and further research in the fields of both psychology and marketing; all of which are discussed in the final part of the thesis.

The Psychology of Evaluation

The Psychology of Evaluation
Author: Jochen Musch
Publisher: Psychology Press
Total Pages: 729
Release: 2003-01-30
Genre: Psychology
ISBN: 1135640580

The affective connotations of environmental stimuli are evaluated spontaneously and with minimal cognitive processing. The activated evaluations influence subsequent emotional and cognitive processes. Featuring original contributions from leading researchers active in this area, this book reviews and integrates the most recent research and theories on this exciting new topic. Many fundamental issues regarding the nature of and relationship between evaluations, cognition, and emotion are covered. The chapters explore the mechanisms and boundary conditions of automatic evaluative processes, the determinants of valence, indirect measures of individual differences in the evaluation of social stimuli, and the relationship between evaluations and mood, as well as emotion and behavior. Offering a highly integrated and comprehensive coverage of the field, this book is suitable as a core textbook in advanced courses dealing with the role of evaluations in cognition and emotion.

E-Commerce Growth Strategy

E-Commerce Growth Strategy
Author: Kunle Campbell
Publisher: Kogan Page Publishers
Total Pages: 337
Release: 2023-08-03
Genre: Business & Economics
ISBN: 1398607991

Increase visibility, customer engagement and conversion rates with the ultimate blueprint for e-commerce growth. E-commerce Growth Strategy shares valuable insights and practical strategies to help businesses thrive in the rapidly accelerating e-commerce landscape. By connecting e-commerce tools and metrics to broader brand-building and marketing strategies, this book guides readers through essential areas such as customer-centricity, cross-functional collaboration, consumer data and behaviour, acquisition and retention strategies, community building, search engine marketing, paid social advertising, product development, alternative growth routes and tracking success. Written by an experienced e-commerce growth advisor and operator, E-commerce Growth Strategy features bullet-pointed chapter summaries, interviews with industry leaders, case studies and online toolkits. E-commerce Growth Strategy is a vital resource for brands seeking to methodically plan, execute, and manage their e-commerce growth plans.

Effective Advertising

Effective Advertising
Author: Gerard J. Tellis
Publisher: SAGE Publications
Total Pages: 217
Release: 2003-11-20
Genre: Business & Economics
ISBN: 1452262713

Understanding Effective Advertising: How, When, and Why Advertising Works reviews and summarizes an extensive body of research on advertising effectiveness. In particular, it summarizes what we know today on when, how, and why advertising works. The primary focus of the book is on the instantaneous and carryover effects of advertising on consumer choice, sales, and market share. In addition, the book reviews research on the rich variety of ad appeals, and suggests which appeals work, and when, how, and why they work. The first comprehensive book on advertising effectiveness, Understanding Effective Advertising reviews over 50 years of research in the fields of advertising, marketing, consumer behavior, and psychology. It covers all aspects of advertising and its effect on sales, including sales elasticity, carryover effects, content effects, and effects of frequency. Author Gerard J. Tellis distills three decades of academic and professional experience into one volume that successfully dismisses many popular myths about advertising.

The Salience of Marketing Stimuli

The Salience of Marketing Stimuli
Author: Gianluigi Guido
Publisher: Springer Science & Business Media
Total Pages: 324
Release: 2001-04-30
Genre: Business & Economics
ISBN: 9780792373247

This book presents a theoretical approach for enhancing consumer processing and memory of marketing communication.

Marketing in Context

Marketing in Context
Author: Chris Hackley
Publisher: Springer
Total Pages: 237
Release: 2013-11-14
Genre: Business & Economics
ISBN: 1137297115

The best marketing doesn't just focus on the individual psychology of the consumer, it operates at a cultural level. It frames choices so that the consumer isn't aware their buying decisions are being influenced. Hackley shows how marketing must set the scene and identify the broader cultural context to successfully influence consumers.

Digital and Social Media Marketing

Digital and Social Media Marketing
Author: Nripendra P. Rana
Publisher: Springer Nature
Total Pages: 337
Release: 2019-11-11
Genre: Business & Economics
ISBN: 3030243745

This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.

Integrated Communications in the Postmodern Era

Integrated Communications in the Postmodern Era
Author: Philip J. Kitchen
Publisher: Springer
Total Pages: 286
Release: 2014-12-02
Genre: Business & Economics
ISBN: 1137388552

This book is readers who wish to develop their knowledge, insight, skills, and facility into integrated communications within the post-modern era, a topic of relevance everywhere, but particular apposite as the original conference was hosted in Turkey, a rapidly developing nation, and one enjoying significant growth in the global.

Advances in Communication Research to Reduce Childhood Obesity

Advances in Communication Research to Reduce Childhood Obesity
Author: Jerome D. Williams
Publisher: Springer Science & Business Media
Total Pages: 558
Release: 2013-02-12
Genre: Medical
ISBN: 1461455111

Rates of childhood obesity are alarmingly high and increasing each year. Studies have shown that obese children are more likely to become obese adults and are likely to suffer with numerous health consequences like coronary heart disease, high blood pressure, and Type II diabetes, among others. Studies also indicate that television viewing and exposure to advertising for food products influences children's attitudes toward, food preferences and food purchase requests for foods with low nutritional value. It is important to better understand the role of media in childhood obesity and to learn how media may be used to address this issue in a positive way. This book focuses on communication and media research that can have an impact on reducing childhood obesity. Emphasis is placed on topics related to how the media communicate health-related messages about food, nutrition and diet that influence childhood obesity. Particular emphasis is on the new media, given the fact that media now have more central roles in socializing today’s children and youth than ever before. Advertising and marketing messages reach young consumers through a variety of vehicles – broadcast and cable television, radio, magazines, computers through the Internet, music, cell phones – and in many different venues – homes, schools, child-care settings, grocery stores, shopping malls, theaters, sporting events, and even airports. In addition, given the disparity in obesity rates between children of color and the general population, special attention is given to research on media targeting these populations.

The Advanced Dictionary of Marketing

The Advanced Dictionary of Marketing
Author: Scott Dacko
Publisher: Oxford University Press, USA
Total Pages: 660
Release: 2008
Genre: Business & Economics
ISBN: 0199285993

This advanced dictionary of marketing focuses on leading-edge terminology for use by people who are serious about the theory and practice of marketing. With over 1,000 entries ranging in length and depth, it is the ideal reference guide for researchers, directors, managers, and anyone studying marketing for a professional or academic qualification.