Marketing researchers employ the Five-Factor Model to describe branded products through attributes used for human personality. Marker attributes used to elicit brand personality dimensions can also influence consumers’ intention to purchase. Two connected studies, carried out on two samples of 91 and 557 subjects, respectively, show that brand personality-marker attributes predict intention to purchase, but only to the extent that such attributes are vivid and, in particular, when they elicit emotional responses (i.e., when they are emotionally interesting). These findings have several implications for people involved in developing strategies for persuasive communication.
Influence of Brand Personality-Marker Attributes on Purchasing Intention: The Role of Emotionality
Guido G.;Peluso A. M.;Provenzano M.
2010-01-01
Abstract
Marketing researchers employ the Five-Factor Model to describe branded products through attributes used for human personality. Marker attributes used to elicit brand personality dimensions can also influence consumers’ intention to purchase. Two connected studies, carried out on two samples of 91 and 557 subjects, respectively, show that brand personality-marker attributes predict intention to purchase, but only to the extent that such attributes are vivid and, in particular, when they elicit emotional responses (i.e., when they are emotionally interesting). These findings have several implications for people involved in developing strategies for persuasive communication.I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
