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Want to make me emotional? The influence of emotional advertisements on women’s consumption behavior

Salman Majeed (), Changbao Lu () and Muhammad Usman ()
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Salman Majeed: Fuzhou University
Changbao Lu: Fuzhou University
Muhammad Usman: University of the Punjab

Frontiers of Business Research in China, 2017, vol. 11, issue 1, 1-25

Abstract: Abstract A wide difference of opinion exists about the content and composition of emotions. Advertising may influence an audience and their buying decisions about products and services. The objective of this study is to better conceptualize how women emotionally respond to emotional advertisements (EAs). The variant views are integrated into an ACE model, composed of subordinate levels of emotions (E), celebrity endorsements (C), and appeal drivers (A). This empirical study examines women’s emotional response using data from 240 Chinese women respondents. The study participants were invited to develop ACE mix based advertisements and fill out questionnaires. PLS-SEM analysis, a novel approach in ACE advertisement development and its applicability to consumer behavior, was used. The results show that showbiz celebrities expressing the emotion of happiness with music and color make the most effective ACE mix to influence the consumption behavior of women. The results are significantly mediated by attention levels and are widely applicable in the burgeoning advertising industry. The study also calls for further research with different ACE mixes in different contexts and on different audiences. It also opens doors for policy making and an appropriate understanding of women’s consumption behavior in the Chinese context.

Keywords: Emotions; Celebrity endorsement; Appeal drivers; Advertisement; Consumer behavior (search for similar items in EconPapers)
Date: 2017
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