The processing of advertising: does a consumer’s level of materialism make a difference?

• Main Authors: Steven Lysonski, Srinivas Durvasula, Ruth Rayner
• Format: Article
• Language: English
• Published: LLC "CPC "Business Perspectives" 2017-05-01
• Series: Innovative Marketing
• Subjects: advertising; consumer behavior; materialism
• Online Access: https://businessperspectives.org/images/pdf/applications/publishing/templates/article/assets/8727/im_2017_01_Lysonski.pdf

Materialism has been given great attention in the consumer behavior literature. How materialistic tendencies are shaped by advertising has also been documented. Yet, the impact of consumers’ materialism on their perceptions of ads is not clearly understood. The goal of this research is to examine the relationship between an individual’s materialism and his/her perceptions of various kinds of advertising. Using four specific advertising appeals (i.e., interpersonal, prestige/status, achievement, and appearance-related), attitudes toward the ad, and thoughts elicited by the advertisement were measured and compared across high and low materialism groups. Significant differences were found between respondents from the two groups with respect to the evaluation of each type of appeal. When prestige/status, achievement, and appearance-related appeals were used in advertising, they were evaluated more favorably by consumers with high levels of materialism than by consumers with low levels of materialism. In contrast, advertising that used an interpersonal appeal was viewed more favorably by consumers with low levels of materialism. The results of this research provide implications for marketers on three perspectives: the furthering of our conceptualization of the materialism construct, the design of promotional communication for specific target markets, and the public policy dimension of targeting consumers more vulnerable to certain appeals.