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Persuasion

Learn about the power of persuasion in advertising, communication process models, persuasive appeals, and the evolution of ads over the decades to captivate today's consumers effectively.

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Persuasion

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  1. Persuasion Advertising & Media Effects 02/21/2011

  2. Introduction Much of this content is from Laura F. Bright, Ph.D., Assistant Prof of Journalism, TCU brightwoman.com

  3. Think of one or two recent ads • Write ‘em down. Just a word or two, to remind you which ad you’ve thought of. • I’ll ask you about them toward the end of class.

  4. Information Overload The average person sees between 1,500 and 4,000 advertising message per day. Over a lifetime, the typical consumer will see more than a million TV commercials. Roughly 5% of the daily advertising messages actually register with consumers. What does this mean for advertisers?

  5. Advertising & Persuasion With so many messages peppering our daily lives (remembering what we’ve learned about selective attention) advertisers must use highly crafted persuasion techniques to reach their target consumer in the right place at the right time. Consumers are typically advertising averse - however, if the appeal is strong and the offer is timely, many will respond to an advertising message.

  6. http://www.statesman.com/sports/longhorns/longhorns-baseball-key-roster-additions-losses-1259957.html?cxtype=rss_longhornshttp://www.statesman.com/sports/longhorns/longhorns-baseball-key-roster-additions-losses-1259957.html?cxtype=rss_longhorns

  7. What is Persuasion? Persuasion is a form of social influence. It is the process of guiding people (and oneself) toward the adoption of an idea, attitude, or action by rational and symbolic (though not always logical) means. Advertising uses various appeals during the communication process to achieve persuasion.

  8. Communication Process

  9. How Persuasion Works

  10. Cognitive Response Model

  11. AIDA Model • A - Attention (Awareness): attract the attention of the customer. • I - Interest: raise customer interest by focusing on and demonstrating advantages and benefits (instead of focusing on features, as in traditional advertising). • D - Desire: convince customers that they want and desire the product or service and that it will satisfy their needs. • A - Action: lead customers towards taking action and/or purchasing

  12. Processing Models

  13. Steps in Persuasion Process Message Presentation Attention Comprehension Yielding Retention Behavior

  14. Communication Components Source Message Channel Receiver Destination

  15. Persuasion Matrix

  16. Persuasion Matrix II Receiver: Can the receiver comprehend the ad? Channel: Which media will increase presentation? Message: What type of message will create favorable attitudes toward the product? Source: Who will be effective in getting consumers attention?

  17. Persuasive Appeals Appeal to logical rational minds of consumers OR Appeal to the feelings and emotions of consumers OR Appeal to both

  18. Persuasive Appeals Humor Fear Emotional Sexual Celebrity Endorsements Expert Endorsement Comparative Green / Eco-Friendly

  19. Humor Appeal

  20. Fear Appeal

  21. Emotional Appeal

  22. Sexual Appeal

  23. Celebrity Appeal

  24. Celebrity Endorser Traits

  25. Expert Appeal

  26. Comparative Appeal

  27. Green / Eco-Friendly Appeal

  28. Persuasion Over Time Advertisers must stay current with trends and events in order to be persuasive to today’s consumers, regardless of their demographic characteristics. When ads become more persuasive over time, it is known as a sleeper effect. How have ads changed over the last 4 decades?

  29. Early Years

  30. 1960s Advertising

  31. 1970s Advertising

  32. 1980s Advertising

  33. 1990s Advertising

  34. 2000s Advertising

  35. Current Advertising

  36. What does this mean for us consumers? • First, consider the source! What is there motivation? • What do we “know” that maybe ain’t so?

  37. OK – what were those ads that you recalled? • Tell me some. • Which “appeal did they use”? • Humor • Fear • Emotional • Sexual • Celebrity Endorsements • Expert Endorsement • Comparative • Green / Eco-Friendly • Something else?

  38. Moving Forward Once you start advertising, it is hard to stop without experiencing detrimental effects to your brand. It is important for advertisers to be persuasion experts in order to sell products for clients. As consumers become more educated in persuasion, this process will only become more difficult! Stay innovative and smart to keep ahead.

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