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 Internet advertising: New media, new models.


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Type of Resource: text

Genre: Electronic Thesis or Dissertation

Date Issued: 1998

Physical Form: pdf

Extent: 151 p.

Language(s): English

Summary: Much of what we currently know about consumers' reaction to persuasive attempts (advertisements) comes from studying mass media communications which are largely one-way and image-centered. Internet-based advertising is neither given the focus on information and the ability to narrowly target such appeals (sites), as in direct marketing advertising. Given the emergence of Internet promotions, this is a substantial gap in our knowledge. This research seeks to both extend the boundaries of current direct marketing research (with its predominant focus on who will reply) and the domain of existing persuasion theories and models, attempting to gain a greater understanding of why consumers respond as they do to Internet advertising. By adapting the Elaboration Likelihood Model (ELM) to the Internet, this research attempts to determine if executional cues play a role in enhancing persuasiveness and the moderating effects of involvement. Additionally, this research draws on the substantial work on attitude towards the ad (A$\sb{\rm ad}$), including attempts to greater understand the antecedents of these attitudes and proposed distinctions between executional and content aspects of Internet ads, to see if this rich framework is useful in predicating outcomes for Internet advertising. This research has significant implications for practitioners as it looks beyond atheoretical testing-based insights of what people respond to, drawing on established theory to provide insights into why consumers respond as they do to Internet based advertising. Testing the adaptability of current persuasion theory to this emerging medium will do much to begin building a solid understanding of how Internet advertising works. Using an interactive computer-based simulation in a 2 (involvement) x 2 (argument strength) x 2 (peripheral cue: present or absent) between subject factorial design with 224 subjects the adaptability of existing persuasion research to the Internet was tested. Findings demonstrate the adaptability of the ELM to Internet advertising, as well as the important antecedent effects of attitudes towards Internet advertising on persuasion. However, the decomposition of A$\sb{\rm ad}$ proved less useful in this new domain. All told, much of what we currently know about persuasion is likely to prove useful in developing promotional campaigns for the Internet.

Identifier: 9780591752670 (isbn), 12549 (digitool), FADT12549 (IID), fau:9440 (fedora)

Note(s): Advisor: Pradeep K. Korgaonkar.Thesis (Ph.D.)--Florida Atlantic University, 1998.

Subject(s): Business Administration, MarketingPsychology, SocialMass Communications

Persistent Link to This Record: http://purl.flvc.org/fcla/dt/12549

Owner Institution: FAU



Author: Karson, Eric James. Florida Atlantic University

Source: http://fau.digital.flvc.org/islandora/object/fau%3A9440



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