J. Craig Andrews

A Framework for Conceptualizing and Measuring the Involvement Construct in Advertising Research

Abstract Adequately conceptualizing and measuring the involvement construct Has been one of the most controversial topics in advertising research. This task is especially important given the many involvement-driven frameworks (e.g., the elaboration likelihood model) now being advanced in advertising. The present study proposes a framework that closely scrutinizes the involvement constructs antecedents, state properties, measures, potential confounds, and consequences. Four emerging research streams in involvement are presented in the context of the framework. Implications for researchers attempting to manipulate and measure involvement in experimental advertising research are provided.

Assessing the Cross-National Applicability of Consumer Behavior Models: A Model of Attitude toward Advertising in General

Examining the cross-national applicability of consumer behavior constructs and models is becoming increasingly more important. In this study, procedures for testing the cross-national applicability of models are illustrated. Specifically, the authors specify a model of attitude toward advertising in general and test its cross-national applicability with data from the United States, New Zealand, Denmark, Greece and India. The results suggest that the relationships proposed in the model are applicable and similar in strength across the five countries. Copyright 1993 by the University of Chicago.

The Dimensionality of Beliefs toward Advertising in General

Abstract The purpose of the present study is to investigate several key research issues associated with beliefs toward advertising in general. Specifically, the study examines: the predicted dimensionality of Bauer and Greysers (1968) belief statements toward advertisings economic and social dimensions; the consistency of the economic and social dimensions across multiple sample groups throughout the country; the perceptions of those who should be favorably predisposed to advertisings economic and social effects; and the predicted sample group differences among the Bauer and Greyser belief items. Results indicate separate economic and social belief dimensions, dimension consistency across multiple sample groups, skepticism on the part of segments who may be more favorable to advertising in general, and predicted institutional differences on social belief items. Suggestions for future advertising research are presented.

Are Some Comparative Nutrition Claims Misleading? The Role of Nutrition Knowledge, Ad Claim Type and Disclosure Conditions

Abstract As the regulator of all national food advertising, the Federal Trade Commission (FTC) has expressed concern that consumers may be misled by certain comparative nutrient content claims in advertising. To help examine this issue, primary food shoppers were recruited and interviewed in three U.S. markets according to generally accepted procedures for advertising copy tests. The study employs a 2 (ad claim type) x 2 (nutrition knowledge) x 4 (disclosure type) between-subjects design using manipulated print advertisements. Misleading generalizations for absolute levels of sodium content beyond that of control ads are found for both specific and general nutrient content claims from experimentally manipulated soup advertisements. Effects of certain ad disclosure types are found to be dependent on ad claim type and on nutrition knowledge levels. Conclusions from the study and implications for advertising practice and public policy are offered.

Understanding How Graphic Pictorial Warnings Work on Cigarette Packaging

The 2009 Family Smoking Prevention and Tobacco Control Act requires cigarette packages to contain stronger warnings in the form of color, graphic pictures depicting the negative health consequences of smoking. The authors present results from a between-subjects experiment with more than 500 smokers that test (1) the effectiveness of pictorial warnings that vary in their graphic depiction of the warning and (2) an underlying mechanism proposed to drive potential effects of the manipulation of the graphic depiction. The findings indicate that more graphic pictorial warning depictions strengthen smokers’ intentions to quit smoking. Recall of warning message statements is reduced by moderately or highly graphic pictures compared with a no-picture control or less graphic pictures. The results also show that the graphic warnings affect evoked fear, and in turn, fear mediates the effects of the graphic warning depiction on intentions to quit for the sample of smokers. This pattern of results indicates that though highly graphic pictures may reduce specific message recall and limit the direct effect of recall on intentions to quit, highly graphic pictures increase intentions to quit smoking through evoked fear (i.e., fear fully mediates the effect of the graphic depiction level). The authors discuss implications for consumer health and policy decisions.

Is Simpler Always Better? Consumer Evaluations of Front-of-Package Nutrition Symbols

Consumers of packaged goods products in the United States recently have faced an onslaught of front-of-package (FOP) nutrition symbols and icons, including the controversial “Smart Choices” single summary indicator. In a between-subjects experiment with 520 adult consumers, the authors compare effects of the Smart Choices (SC) icon, the more complex Traffic Light–Guideline Daily Amounts (TL-GDAs) icon, and a no-FOP icon control for a nutritionally moderate food that qualifies for the SC icon. Drawing from principles of heuristic processing and halo effects, the authors predict and find that the SC icon can lead to positive (and potentially misleading) nutrient evaluations and product healthfulness when compared with the TL-GDA icon or no-FOP icon control. When the Nutrition Facts Panel is not available, the TL-GDA icon results in substantially greater nutrition accuracy scores than with the SC icon or control. The authors also find that nutrition consciousness is more likely to moderate effects related to the Nutrition Facts Panel than the FOP nutrition icon information. Implications are offered for public health officials, nutrition researchers, and food manufacturers, as the Food and Drug Administration considers FOP nutrition alternatives for use in the United States.

Understanding Adolescent Intentions to Smoke: An Examination of Relationships Among Social Influence, Prior Trial Behavior, and Antitobacco Campaign Advertising

Telephone interviews were conducted with more than 900 adolescents aged 12 to 18 as part of a multimillion dollar, statewide, antitobacco advertising campaign. The interviews addressed two primary questions: (1) Do counter-advertising campaign attitudes directly affect antismoking beliefs and intent in a manner similar to those of conventional advertisements? and (2) Can advertising campaign attitudes have a stronger effect on beliefs and intent for adolescents with prior smoking behavior and for adolescents exposed to social influence (i.e., friends, siblings, or adult smoker in the home)? The authors’ findings show that advertising campaign attitudes, prior trial behavior, and social influence all directly affect antismoking beliefs and that advertising campaign attitudes interact with prior trial behavior to strengthen antismoking beliefs. The results indicate that attitudes related to the campaign, prior trial behavior, and social influence directly influence intent, and advertising campaign attitudes interact with social influence and prior trial behavior to attenuate adolescent intent to smoke. In addition, the effect of advertising campaign attitudes in attenuating social influence and prior trial behavior effects on adolescent intent to smoke persists even when the authors account for strongly held beliefs about smoking. The authors discuss implications for countermarketing communications and the design and understanding of future antismoking campaigns.

Tests of Graphic Visuals and Cigarette Package Warning Combinations: Implications for the Framework Convention on Tobacco Control

The World Health Organization recently adopted the Framework Convention on Tobacco Control, a groundbreaking public health treaty that will require that warning information in the form of text, pictures, or a combination of these two forms cover at least 30% of the front and back of cigarette packages. In three studies using smokers from the United States and Canada, the authors examine the effects of specific graphic visuals in the context of current U.S. verbal warnings. The findings indicate that including both graphic visual warnings, such as those used in Canada, and warning statements currently used in the United States can decrease the perceived attractiveness of the package and create higher levels of negative affect, such as fear or anxiety. The results also show that the addition of the specific visual warnings examined to the U.S. statements increases smokers’ perceived intentions of quitting smoking compared with warning statements alone. The authors offer implications for public policy and public health and provide suggestions for further research.

The Nutrition Elite: Do Only the Highest Levels of Caloric Knowledge, Obesity Knowledge, and Motivation Matter in Processing Nutrition Ad Claims and Disclosures?

This study examines the role of the highest levels of caloric knowledge, obesity consequences knowledge, and motivation to search for nutrition information in the processing of relative nutrient content claims in advertisements, such as “half the calories” or “half the fat,” for products relatively high in total calorie levels. After controlling for the impact of demographics, dietary habits, body mass index, relative ad claims and disclosures, perceived weight gain risk, and other variables, the authors find curvilinear (quadratic) effects for caloric knowledge, obesity consequences knowledge, and motivation to search for nutrition information on intent to buy an advertised, high-calorie snack bar. This suggests a strengthening of the negative relationship for intent for consumers at the highest levels of caloric knowledge, obesity consequences knowledge, and motivation (i.e., the “nutrition elite”). The authors offer public policy implications, including whether achieving such exceedingly high levels of nutrition knowledge and motivation is realistic for the general public in light of other policy alternatives, such as market-based solutions (e.g., reducing serving sizes, standardized front-of-package icons).

Covert Marketing Unmasked: A Legal and Regulatory Guide for Practices That Mask Marketing Messages

Masked marketing—one form of covert marketing—involves marketing communications that appear to be from independent third parties rather than from product marketers. This article presents a typology of masked marketing practices, illustrating whether they may be deceptive to consumers. To accomplish this, the authors apply the Federal Trade Commissions three-part definition of deception (i.e., misleadingness, reasonable consumer, and materiality) in the evaluation of such practices. The article concludes with policy recommendations including areas for further research.