Advertising appeals
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The document discusses different types of advertising appeals that are used to influence consumer purchasing decisions. It identifies 18 different appeals including emotional appeals like fear and humor appeals, rational appeals that focus on product features, and social appeals that play on desires for status or acceptance. The appeals are designed to create a positive image of products and make consumers feel purchasing them will fulfill psychological or social needs. Examples of how different appeals could be implemented in advertisements are provided.
Advertising appeals
- 2. Advertising Appeals 2 • Advertising appeals aim to influence the way consumers view themselves and how buying certain products can prove to be beneficial for them. • The message conveyed through advertising appeals influences the purchasing decisions of consumers. • Advertising uses appeals as a way of persuading people to buy certain products. • Advertising appeals are designed in a way so as to create a positive image of the individuals who use certain products.
- 3. 3 Types of Advertising Appeals 1. Emotional Appeal a) Personal Appeal b) Social Appeal c) Fear Appeal d) Humor Appeal 2. Sex Appeal 3. Music Appeal 4. Scarcity Appeal 5. Rational Appeal 6. Masculine Feminine Appeal 7. Brand Appeal 8. Snob Appeal 9. Adventure Appeal 10. Less than Perfect Appeal 11. Romance Appeal 12. Youth Appeal 13. Endorsement 14. Play on Words 15. Statistics 16. Plain Appeal 17. Bandwagon Appeal 18. Sensitivity Appeal
- 4. 4 Emotional Appeal Related to an individual’s psychological and social needs for purchasing certain products and services. Personal Appeal Some personal emotions that can drive individuals to purchase products include safety, fear, love, humor, joy, happiness, sentiment, stimulation, pride, self esteem, pleasure, comfort, ambition, nostalgia etc. Social Appeal Social factors cause people to make purchases and include such aspects as recognition, respect, involvement, affiliation, rejection, acceptance, status and approval.
- 7. 7 Emotional Appeal Fear Appeal Fear is also an important factor that can have incredible influence on individuals. Fear is often used to good effect in advertising and marketing campaigns of beauty and health products including insurance. Advertising experts indicate that using moderate levels of fear in advertising can prove to be effective. Humor Appeal Humor is an element that is used in around 30% of the advertisements. Humor can be an excellent tool to catch the viewer’s attention and help in achieving instant recall which can work well for the sale of the product. Humor can be used effectively when it is related to some benefit that the customer can derive without which the joke might overpower the message.
- 9. 9 Advertising Appeal Sex Appeal Sex and nudity have always sold well. Sexuality, sexual suggestiveness, over sexuality or sensuality raises curiosity of the audience and can result in strong feelings about the advertisement. It can also result in the product appearing interesting. Music Appeal Music can be used as types of advertising appeals as it has a certain intrinsic value and can help in increasing the persuasiveness of the advertisement. It can also help capture attention and increase customer recall.
- 11. 11 Advertising Appeal Scarcity Appeal Scarcity appeals are based on limited supplies or limited time period for purchase of products and are often used while employing promotional tools including sweepstakes, contests etc. Rational Appeal Aims to focus on the individual’s functional, utilitarian or practical needs for particular products and services. Emphasize the characteristics and features of the product and the service and how it would be beneficial to own or use the particular brand.
- 13. 13 Advertising Appeal Masculine Feminine Appeal Used in cosmetic or beauty products. This type of appeal aims at creating the impression of the perfect person.. Brand Appeal Is directed towards people who are brand conscious and wish to choose particular products to make a brand statement. Snob Appeal Appeal is directed towards creating feeling of desire or envy for products that are termed top of the line or that have considerable qualities of luxury, elegance associated with them.
- 14. 14 Masculine Feminine Appeal Brand Appeal
- 15. 15 Snob Appeal
- 16. 16 Advertising Appeal Adventure Appeal Is directed towards giving the impression that purchasing a product will change the individual’s life radically and fill it with fun, adventure and action. Less than Perfect Appeal Advertisements often try to influence people to make certain purchases by pointing out their inadequacies or making them feel less perfect and more dissatisfied with their present condition. These types of advertising appeals are used in cosmetic and health industries.
- 18. 18 Less than Perfect Appeal
- 19. 19 Advertising Appeal Romance Appeal These advertisements display the attraction between the sexes. The appeal is used to signify that buying certain products will have a positive impact on the opposite sex and improve your romantic or love life. Fragrances, automobiles and other products use these types of advertising appeals. Sensitivity Appeal These advertisements are used to drive at and influence the sensitivities of consumers.
- 21. 21 Advertising Appeal Youth Appeal Advertisements that reflect youth giving aspects or ingredients of products use these types of appeals. Cosmetic products in particular make use of these appeals. Endorsement Celebrities and well known personalities often endorse certain products and their pitching can help drive the sales. Play on Words Advertisements also make effective use of catch phrases to convey the message. Such appeals help in brand recognition and recall and can be quite popular with the youth in particular.
- 23. 23 Play on Words
- 24. 24 Advertising Appeal Statistics Advertisements also use statistics and figures to display aspects of the product and its popularity in particular. Plain Appeal These advertisements use every day aspects of life and appeal to ordinary people regarding the use of a product or service. Bandwagon Appeal This type of advertising appeal is meant to signify that since everybody is doing something you should be a part of the crowd as well. It appeals towards the popularity aspect or coolness aspect of a person using a particular product or service