Consumer involvement with corporate ads vs product ads: a cross-national study

Rohail Ashraf, Noel Albert, Dwight Merunka, Muhammad Asif Khan

Research output: Contribution to journalArticlepeer-review

Abstract

Purpose
Increasing consumer skepticism of corporate behavior has led companies to actively manage and advertise their corporate brands. However, it remains unclear how receptive consumers across different markets are to such efforts. The purpose of this paper is to demonstrate differences and similarities between corporate and product advertising by examining consumer ad involvement (AI) levels (a motivational state activated by the personal relevance of stimuli) and its antecedents and consequences for these ad types across two markets with varying degrees of economic development.

Design/methodology/approach
Using a 2 (ad type: corporate vs product) × 2 (market type: developed vs emerging) between-subject experimental design, the study was conducted in two markets with varying degrees of economic development, specifically, the USA (n=285) and Pakistan (n=311).

Findings
Results show that consumer involvement with corporate ads varies for developed (USA: high) and emerging (Pakistan: low) markets but that it remains the same for product ads across markets. Developed market consumers tend to be as involved with corporate ads as they are with product ads, whereas emerging market consumers are more involved with product ads than with corporate ads. Aside from differences in involvement levels, the findings demonstrate substantial similarities in the antecedents and consequences of consumer involvement for both ad (corporate vs product) and market (developed vs emerging) types.

Practical implications
With advertising and communication campaigns increasingly being standardized across different markets, this study demonstrates that corporate messages do not function similar as product messages across markets. For effective corporate campaigns, ad designs should fit with the motivation levels of the target consumers across markets.

Originality/value
This study demonstrates the differences and similarities between corporate and product AI across a developed and an emerging market.
Original languageEnglish
Pages (from-to)322-342
Number of pages21
JournalAsia Pacific Journal of Marketing and Logistics
Volume32
Issue number2
Early online date2 Oct 2019
DOIs
Publication statusPublished - 27 Jan 2020
Externally publishedYes

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