A Study on the Impact of Advertising Appeals on Consumer Buying Decision

Poonam Arora*, Archie Kanwar**, Shikha Chandan***, Urvika Zalawadia ****
*-**** St. Kabir Institute of Professional Studies, Ahmedabad, Gujarat, India.
Periodicity:December - February'2021
DOI : https://doi.org/10.26634/jmgt.15.3.17666

Abstract

Advertisement is considered a powerful tool for any company to promote their product. Advertising appeal is a connection between the consumer and the product through emotions and logic. It is all about persuading people with the help of credibility, emotions and underlying logic. It is crucial to the advertising practitioners to understand which appeal influences the particular target market and which appeal works effectively with the product being advertised. This research aims at finding the major advertising appeals that influence the customers. Another aim is to check the variance of advertising appeal over gender. The study aims not only to find whether there is any impact of advertising appeal but works on deducing the specific appeal that influences the customer. This study uses the quantitative approach to find the impact of advertisement appeals on customers. Descriptive research study is conducted using structured questionnaire with sample size of 271. Chi-square and Anova has been used to analyze the data and find association between the advertising appeals and their influence on consumer behavior. Results from the study show that there is a significant variance between the groups of gender when compared with comedy appeal. Males are more influenced by comedy appeal compared to females. The research results also indicate that females prefer emotional appeal more whereas males prefer comedy appeal. Respondents have a negative response towards the advertisement that portrays high negative emotions because that protrudes fear appeal for the customer.

Keywords

Advertising Appeals, Rational, Emotional, Status, Fear, Attitude, Perception, Consumer Behavior.

How to Cite this Article?

Arora, P., Kanwar, A., Chandan, S., and Zalawadia, U. (2021). A Study on the Impact of Advertising Appeals on Consumer Buying Decision. i-manager's Journal on Management, 15(3), 28-36. https://doi.org/10.26634/jmgt.15.3.17666

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