혼합감정을 소구하는 기부광고에 대한 소비자 평가 차이
Consumer Evaluation toward Donation Advertising Using Mixed Emotion Appeals
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참고문헌
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초록
본 연구에서는 혼합감정 소구를 이용한 기부광고에 대한 소비자 평가가 개인의 인지적 특성에 따라 어떻게 달라지는지 검증하였다. 혼합감정 소구란 긍정적 감정과 부정적 감정을 함께 경험하게 하여, 광고 수용자들에게 호소하는 방식 혹은 표현 방법을 의미한다. 본 연구에서는 혼합감정 소구방식이 어떠한 소비자 유형에게 더 적합한지 검증하였다. 구체적으로 혼합감정 소구방식을 이용한 기부광고에 대해, 추상적 마인드 셋 성향을 보유한 소비자들이 구체적 마인드 셋 성향을 보유한 소비자들보다 긍정적인 태도를 보였다. 이와 함께, 이러한 차별적 효과가 나타나는 심리적인 기제에 대한 분석 결과, 소비자가 광고 노출 후 경험하게 되는 심리적 불편감이 주요한 매개 역할을 하고 있음을 발견하였다. 다시 말해, 추상적 마인드 셋 성향을 지닌 소비자들이 혼합감정을 소구하는 기부광고에 대해 심리적 불편감을 상대적으로 적게 경험하였고, 이는 보다 더 호의적인 광고 태도로 이어졌다. 본 연구는 혼합감정을 소구하는 기부광고에 대한 소비자 태도에 영향을 미치는 소비자의 인지적 성향을 제안함으로써, 혼합감정 소구 광고 연구의 기반을 마련하고 관련 의미있는 연구를 활성화하였다는 점에서 학문적 시사점을 지닐 것이다.
Abstract
The goal of this study is to investigate the effect of cognitive mind-set on the evaluation toward a mixed emotion appeal ads in the context of donation advertising. Specifically, this study verifies that charity advertising using mixed emotion appeal strategy embedded with negative and positive emotions are more persuasive for consumers with abstract mind-set tendency than consumers with concrete mind-set tendency. Furthermore, this study finds psychological discomfort experienced through encountering mixed emotion appeal advertisements as an important underlying mechanism. Finally, this study have some contributions in that it builds theoretical foundations on mixed emotion appeal literature which is still under-researched domain, and broadens the understanding of underlying mechanism for the mixed emotion appeal effect in advertisements. Also, this research has advertising managers some managerial implications. First, utilizing mixed emotion appeal in the ads will be a differentiated approach to appealing to specific target segments. Next, advertising managers must pay attention to consumers with abstract mind-set tendency for a more persuasive communication.
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