Abstract
Attempts have been made to measure emotional responses to brands and advertising material using a number of novel devices. The most prominent currently is functional Magnetic Resonance Imaging (fMRI), but this method is expensive and often difficult to interpret. Instead, most applied emotional research has relied on interview-based measures, where questions are asked about how different feeling words fit a number of emotionally latent stimuli (such as brands, adverts etc.). In some cases, pictorial scales are incorporated to visually depict the feelings. There is no general theory that suggests the feelings that should be looked at in advertising testing, or that guides one’s interpretation of participant responses. Attempts to develop such standardised measures are reported by (1986), (1995) and (1997), a recent review is available in (2006). But an integrated framework for advertising testing that focuses mainly on emotional responses does not exist. It is the purpose of this study to propose one such system. We introduce the concept of Net Emotional Response Strength (NERS) and illustrate the use of this in tracking and advertising testing.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Bagozzi, R. P.; Gopinath, M.; Nyer, P. U. (1999), “The Role of Emotions in Marketing“, in: Journal of the Academy of Marketing Science, Vol. 27, No. 2, pp. 184–206.
Batra, R.; Ray, M. L. (1986), “Affective Responses Mediating Acceptance of Advertising”, in: Journal of Consumer Research, Vol. 13, Sep., pp. 234–249.
Charlton-Jones, J. (2005), “Capturing emotions in advertising and benefiting from the knowledge”, Presented at the 2005 European Advertising Effectiveness Symposium, Budapest, June.
Damasio, A. (2003), Looking for Spinoza: Joy, Sorrow, and the Feeling Brain, New York: Harcourt.
Derbaix, G; Bree, J. (2002), “The Impact of Children’s Affective Reactions”, in: Hansen, F.; Rasmussen, J.; Martensen, A.; Tufte, B. (Eds.), Children — Consumption, Advertising and Media, Copenhagen: Copenhagen Business School Press.
Desmet, P. M. A. (2003), “Measuring Emotions”, in: Blythe, M. A.; Monk, A. F.; Overbeeke, K.; Wright, P. C. (Eds.), Funology: from usability to enjoyment, Dordrecht: Kluwer Academic Publishers, pp. 111–123.
Du Plessis, E. (2005), The Advertised Mind, London: Kogan Page.
Ekman, P. (1980), “Biological and cultural contributions to body and facial movement in the expression of emotions”, in: Rorty, A. O. (Ed.), Explaining Emotions, Berkeley: University of California Press, pp. 73–101.
Ekman, P. (1994), “Moods, emotions, and traits”, in: Ekman, P; Davidson, R. J. (Eds.), The Nature of Emotion, fundamental questions, Oxford: Oxford University Press, pp. 56–58.
Franzen, G.; Bouwman, M. (2001), The Mental World of Brands, Henley-on-Thames: Admap Publications.
Frijda, N. H. (1986), The Emotions, Cambridge: Cambridge University Press.
Gabrielsen, G.; Kristensen, T.; Hansen, F. (2000), “Corporate design: a tool of testing”, in: Corporate Communication, Vol. 5, No. 2, pp. 113–118.
Gierl, H. R.; Praxmarer, S. (2006), “The Effects of Value Propositions in Advertising”, Paper presented at the 5th International Conference on Research in Advertising, Bath, June 2006.
Haley, R. I.; Baldinger, A. (1991), “The ARF Copy Research Validity Project”, in: Journal of Advertising Research, Vol. 31, No. 2., pp. 11–32.
Hansen, F. (1997), “Quantifying Creative Contributions: Advertising Pre-testing’s New Generation”, in: ESOMAR Conference Proceedings, Edinburgh, September.
Hansen, F. (1998), “Advertising Testing Advertising research: testing communication effects”, in: ESOMAR Handbook of Market and Opinion Research, Advertising research: testing communication effects.
Hansen, F. (2005), “Distinguishing between feelings and emotions in understanding communication effects”, in: Journal of Business Research, Vol. 58, pp. 1426–1436.
Hansen, F.; Halling, J. (2002), “Estimation of emotional and evaluating effects of sports sponsorships”, in: Proceedings from EMAC, Annual conference, Bergen, May 2001.
Hansen, F.; Hansen, L. Y. (2001), “The Nature of Central and Peripheral Advertising Information Processing”, in: Proceedings from ACR Annual Conference, Berlin, June 2001.
Hansen, F.; Lundsteen, S. (2007), “The Relative Role of Impact and Resonance in Determining the Effectiveness of Radio Advertising”, Paper submitted to European Marketing Academy Conference 2007.
Hansen, F.; Olsen, J. K.; Lundsteen, S. (2006), “The Effects of Print vs. TV Advertising, documented with the use of Short Term Advertising Strength (STAS) Measures”, in: International Journal of Advertising, Vol. 25, No. 4, pp. 431–448.
Hazlett, R. L.; Hazlett, S. Y. (1999), “Emotional Response to Television Commercials: Facial EMG vs. Self-Report”, in: Journal of Advertising Research, 35, March/April 1999, pp. 7–23.
Hollis, N. (2005), “Measuring the Power of Emotions”, in: Proceeding from The European Advertising Effectiveness Symposium 2005, Budapest, June.
Huang, M.-H. (2001), “The Theory of Emotions in Marketing”, in: Journal of Business and Psychology, Vol. 16,Winter 2001, pp. 239–247.
Izard, C. E. (1977), Human emotions, New York: Plenum Press.
Kristensen, T.; Gabrielsen, G.; Hansen, F.; Halling, J. (2000), “Developing a Tool for Testing, Diagnosing and Providing Creative Input for Corporate Communication”, Advertising research group. Research paper, No. 7, Copenhagen Business School.
Martensen, A.; Grønholdt, L.; Bendtsen, L.; Jensen, M. J. (2007a), “Development of a Model for the Effectiveness of Event Marketing”, Research Paper, Center for Marketing Communication, Department of Marketing, Copenhagen Business School.
Martensen, A.; Grønholdt, L.; Bendtsen, L.; Jensen, M. J. (2007b), “Application of a Model for the Effectiveness of Event Marketing: A Case Study”, Research Paper, Center for Marketing Communication, Department of Marketing, Copenhagen Business School.
Mehrabian, A.; Rüssel, J. A. (1974), An Approach to Environmental Psychology, Cambridge, Mass.: The MIT Press.
Metha, A. (1994), “How Advertising Response Modelling (ARM) can increase Ad Effectiveness”, in: Journal of Advertising Research, May/June, pp. 62–74.
Morris, J. D. (1995), “Observations: SAM — The Self-Assessment Manikin: An efficient Cross-cultural Measurement of Emotional Response”, in: Journal of Advertising Research, 35, No. 6, pp. 63–68.
Morris, J. D.; McMullen, J. S. (1999), “Measuring Multiple Emotional Responses to a Single Television Commercial”, in: Advances in Consumer Research, 21, pp. 175–180.
Ortony, A.; Turner, T. J. (1990), “What’s basic about basic emotions?”, in: Psychological Review, Vol. 97, pp. 313.
Petty, R. E.; Cacioppo, J. T. (1986), “The Elaboration Likelihood Model of Persuasion”, in: Advances in Experimental Social Psychology, Vol. 19, pp. 123–205.
Plutchik, R. (1980), Emotion: A Psychoevolutionary Synthesis, New York: Harper & Row.
Poels, K.; Dewitte, S. (2006), “How to Capture the Heart? Reviewing 20 years of Emotion Measurement in Advertising”, in: Journal of Advertising Research, Vol. 46, No. 1, March 2006, pp. 18–37.
Richins, M. L. (1997), “Measuring Emotions in the Consumption Experience”, in: Journal of Consumer Research, Vol. 24, Sep., pp. 127–142.
Rossiter, J. R.; Percy, L. (1998), Advertising Communication and Promotion Management, New York: McGraw-Hill.
Russell, J. A. (1980), “A Circumplex Model of Affect”, in: Journal of Personality and Social Psychology, Vol. 39, No. 6, pp. 1161–1178.
Shaver, P.; Schwartz, J.; Kirson, D.; O’Connor, C. (1987), “Emotion Knowledge: Further Exploration of a Prototype Approach”, in: Journal of Personality and Social Psychology, Vol. 52, No. 6, pp. 1061–1086.
Vaughn, R. (1979), “How Advertising Works: A Planning Model”, in: Journal of Advertising Research, Vol. 20, No. 5, October 1980, pp. 27–33.
Walliser, B. (2003), “An International Review of Sponsorship Research”, in: International Journal of Marketing, Vol. 22, No. 1, pp 5–40.
Zaltmann, G. (2003): How Customers Think, Boston, MA: Harvard Business School Press.
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2009 Gabler | GWV Fachverlage GmbH, Wiesbaden
About this chapter
Cite this chapter
Hansen, F. (2009). Emotional Responses to Marketing Communication. In: Bruhn, M., Esch, FR., Langner, T. (eds) Handbuch Kommunikation. Gabler. https://doi.org/10.1007/978-3-8349-8078-6_27
Download citation
DOI: https://doi.org/10.1007/978-3-8349-8078-6_27
Publisher Name: Gabler
Print ISBN: 978-3-8349-0377-8
Online ISBN: 978-3-8349-8078-6
eBook Packages: Business and Economics (German Language)