Do ads that tell a story always perform better? The role of character identification and character type in storytelling ads

Laurence Dessart

International Journal of Research in Marketing, 2018, vol. 35, issue 2, 289-304

Abstract: The growing use of storytelling as an advertising strategy for brands online poses the question of their relative effectiveness compared to more factual types of ads. In this context, this article focuses on the role of character identification and character type in the effects of narrative transportation that occur from storytelling ads. Using four experimental studies in two different contexts, two brand types, and two character types (human versus animal), the findings present a cautionary tale for the use of storytelling. By generating higher levels of narrative transportation, storytelling video ads can reduce character identification, which results in an overall decrease in positive attitude toward the brand, when using animal characters. These main findings are nuanced in the presence of joyful emotions. Implication for research and practice are discussed.

Keywords: Storytelling; Advertising; Character identification; Narrative transportation; Character type (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (12)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:ijrema:v:35:y:2018:i:2:p:289-304

DOI: 10.1016/j.ijresmar.2017.12.009

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