1. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license.

2. Roger D. Blackwell Paul W. Miniard James F. Engel Consumer Behavior Requests for permission to make copies of any part of the work should be mailed to the following address: Permissions Department, Thomson Business and Economics 5109 Natorp Boulevard Mason, OH 45040 800–423–0563

3. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Making Contact CHAPTER 14

4. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Exposure

5. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Exposure Exposure: occurs when there is physical proximity to a stimulus that allows one or more of our five senses the opportunity to be activated Activation happens when a stimulus meets or exceeds the lower threshold: the minimum amount of stimulus intensity necessary for sensation to occur

6. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Exposure Firms must bring their messages and products into sufficient physical proximity for consumers to have the opportunity to notice them Companies must identify those advertising mediums, promotional programs, and distribution channels that provide access to their target market

7. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Traditional media and distribution channels

8. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Traditional media and distribution channels Media giants have made changes to satisfy their clients’ need for flexibility to deliver different messages to different sections of the country Other tactics include product placement and advertiser sponsoring

9. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer The Internet

10. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer The Internet Business Websites Search Engine Marketing Online Advertising E-mail Marketing Instant Messaging Blogs

11. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Business Websites: the company’s online presence should facilitate its bricks-and-mortar operations to attract new customers and satisfy its existing customer base

12. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Business Websites: the company’s online presence should facilitate its bricks-and-mortar operations to attract new customers and satisfy its existing customer base Search Engine Marketing: search engines lead consumers to company websites and provide a way to reach new customers

13. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Online Advertising: advertising content delivered in different forms such as static, pop-up, or floaters

14. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Online Advertising: advertising content delivered in different forms such as static, pop-up, or floaters E-mail Marketing: although a relatively inexpensive way to deliver content, problems include “bounce back” and getting the recipient to open the e-mail Permission-based e-mails are more likely to be successful than spam

15. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Instant Messaging: very popular among different consumer segments due to the interactive nature or messages

16. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Instant Messaging: very popular among different consumer segments due to the interactive nature or messages Blogs: the online journal community, traditionally free from corporate influence, is being infiltrated by companies

17. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Additional modes of contact Viral Marketing Mobile Marketing Advergaming

18. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Viral marketing: a company creates something that is so compelling that consumer spontaneously pass it along to others they know

19. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Viral marketing: a company creates something that is so compelling that consumer spontaneously pass it along to others they know Mobile marketing: transmission of text and multimedia content to cell phones and wireless communication devices are increasing in popularity

20. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Reaching the Consumer Viral marketing: a company creates something that is so compelling that consumer spontaneously pass it along to others they know Mobile marketing: transmission of text and multimedia content to cell phones and wireless communication devices are increasing in popularity Advergaming: games contain product associations

21. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Selective Exposure Even though advertisers may get their message out, exposure may still not occur because consumers sometimes avoid exposure Occurs when people do something other than watch television during commercial breaks or fail to click onto banner ads on the Internet Selective exposure reduces the size of audience being reached

22. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Overexposure Habituation: when a stimulus becomes so familiar/ordinary that it loses its attention-getting ability Advertising wearout: describes ads that lose their effectiveness because of overexposure One solution to wearout involves varying advertisement execution Overexposure extends beyond advertising to the product

23. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention

24. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Attention: the amount of thinking focused in a particular direction

25. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Attention: the amount of thinking focused in a particular direction Focus (direction of attention) and intensity (degree of attention) are key to understanding attention Before companies can expect to get consumers’ money, they must get their attention With attention, products get into consumers’ consideration sets

26. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Mental capacity is the cognitive resource for attention Cognitive psychology focuses on understanding humans’ mental capacity

27. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Mental capacity is the cognitive resource for attention Cognitive psychology focuses on understanding humans’ mental capacity Mental capacity: Sensory memory Short-term memory Long-term memory

28. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Sensory memory: part of capacity used when initially analyzing a stimulus detected by one of our five senses

29. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Sensory memory: part of capacity used when initially analyzing a stimulus detected by one of our five senses Short-term memory: the stimulus is interpreted and contemplated using concepts stored in long-term memory (where thinking occurs)

30. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Sensory memory: part of capacity used when initially analyzing a stimulus detected by one of our five senses Short-term memory: the stimulus is interpreted and contemplated using concepts stored in long-term memory (where thinking occurs) Long-term memory: mental ware- house where knowledge is stored

31. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention Short-term memory is a limited mental resource Span of attention measures how long short-term memory can be focused on a single stimulus Short commercials overcome consumers’ limited attention spans Information must be activated to remain in short-term memory

32. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attention The size or capacity of short-term memory is also limited Size of short-term memory is measured in informational chunks, a grouping of information that can be processed as a whole unit Capacity varies from 4 to 7 chunks Disclosing more product information may actually confuse consumers rather than help them

33. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Consumers are bombarded with product information and advertisements each day Companies have the formidable task of breaking through the clutter to attract consumers’ attention

34. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Connect with consumers’ needs People are attentive to stimuli perceived as relevant to their needs Gaining consumers’ attention might require reminding them of their needs

35. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Use permission marketing : asking consumers for their permission to send them product-related materials Connect with consumers’ needs People are attentive to stimuli perceived as relevant to their needs Gaining consumers’ attention might require reminding them of their needs

36. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Gaining Consumers’ Permission

37. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Pay consumers to pay attention

38. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Getting attention with motion Stimuli in motion are more likely to attract consumers than stationary ones POP displays may use moving parts and ads may use simulated motion Pay consumers to pay attention

39. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Use isolation Place only a few stimuli in an otherwise barren perceptual field Getting attention with motion Stimuli in motion are more likely to attract consumers than stationary ones POP displays may use moving parts and ads may use simulated motion Pay consumers to pay attention

40. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Larger ads and larger pictures within those ads tend to grab more attention than smaller ones Products have a greater chance of being noticed as the size or amount of shelf space allotted to them increases Make it bigger

41. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Larger ads and larger pictures within those ads tend to grab more attention than smaller ones Products have a greater chance of being noticed as the size or amount of shelf space allotted to them increases Make it bigger Colors are nice The attention-grabbing and holding power of an ad may be increased sharply with use of color

42. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Make it more intense Loud sounds and bright colors are more likely to attract attention

43. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Location affects attention Products may gain more attention depending on where in the store they are located (end-of-aisle or eye-level) More attention is given to ads appearing in the front of magazines Upper-left corner gets most attention Make it more intense Loud sounds and bright colors are more likely to attract attention

44. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention The surprise factor Stimuli congruent with our expectations may receive less attention than those which deviate from what is expected Ads and packaging may feature unusual elements to gain attention

45. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Using Unexpected Stimuli to Grab Attention

46. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Distinctiveness Products, ads, and packaging may be altered to stand-out from others using color and other elements of design The surprise factor Stimuli congruent with our expectations may receive less attention than those which deviate from what is expected Ads and packaging may feature unusual elements to gain attention

47. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention The human attraction Celebrities can attract attention in ads and on packaging Attractive people, often scantly dressed, attract attention for a variety of products and brands

48. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Using Celebrities to Grab Attention

49. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Using Attractive People to Grab Attention

50. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention The entertainment factor Stimuli that entertain and amuse us draw our attention, even if they happen to come in the form of an ad The human attraction Celebrities can attract attention in ads and on packaging Attractive people, often scantly dressed, attract attention for a variety of products and brands

51. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Learned attention-inducing stimuli Some stimuli attract attention because we have learned to react to them We react to sounds, such as doorbells, and words, such as free and sale

52. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Grabbing Consumers’ Attention Find a less-cluttered environment This includes less-cluttered advertising mediums and consumer environments Learned attention-inducing stimuli Some stimuli attract attention because we have learned to react to them We react to sounds, such as doorbells, and words, such as free and sale

53. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attracting Consumers’ Attention The use of attention-getting stimuli carries some risks:

54. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attracting Consumers’ Attention The use of attention-getting stimuli carries some risks: A stimulus might gain so much attention that the rest of the message is ignored A stimulus may interfere with information processing if it requires too many cognitive resources If consumers perceive the stimulus as manipulative, it can reduce advertising effectiveness

55. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attracting Consumers’ Attention Can consumers be influenced if they don’t pay attention?

56. COPYRIGHT © 2006 Thomson South-Western, a part of The Thomson Corporation. Thomson, the Star logo, and South-Western are trademarks used herein under license. Attracting Consumers’ Attention Can consumers be influenced if they don’t pay attention? Subliminal persuasion: notion that people are influenced by stimuli below our conscious level of awareness The use of subliminal messages is prevalent today The ability of subliminal stimuli to affect consumer behavior is highly questionable