The effects of advertising outlay on consumers’ brand attitude and purchase rate

• Main Authors: Chen, Yi Mu, 陳怡穆
• Other Authors: Lou, Yung Chien
• Format: Others
• Language: zh-TW
• Published: 2009
• Online Access: http://ndltd.ncl.edu.tw/handle/17803112014202166798

博士 === 國立政治大學 === 企業管理研究所 === 97 === Most experimental literature took advertising exposure time, frequency, and/or size to substitute real advertising amount, and analyzed how the effects of advertising amount on consumers’ psychological variables. But econometric literature focused on the effects of advertising outlay and other marketing mix variables on sales and/or market share. This study is inspired by these two streams of research and trying to mix them together, that is taking consumers’ brand attitude as mediator of the “ad-sales function”; moreover, explores how the advertising outlay affect consumes’ brand attitude and purchase rate. The current research aims to study the relationship between advertising expenditure and consumers’ attitude and purchase rate. In addition, the store number is included in the framework of chain store brands because the larger store number, the more ad exposure. To fulfill the research purposes, three datasets, Rainmaker XKM’s advertising outlay report, Eastern Integrated Consumer Profile (E-ICP), and Taiwan Chain Store Almanac are adopted. After matching these three databases, 76 frequent purchased brands, 81 selective purchase brands, and 21 chain store brands with 10-year period data are generated. Panel data analysis is selected since it can avoid the estimation bias from single cross-sectional or time-series analysis only. The results show that the higher ad share of voice (ad share), the better consumer’s brand attitude and higher purchase rate in all kinds of product categories. The shape of ad share-purchase rate function is concave in food and drink products, but linear in others. In addition, the shape of ad-attitude function is similar to ad share-purchase rate function. Brand attitude is considered a mediator of the relationship between ad shares and purchase rate base on advertising hierarchy models (e.g. AIDA model) that the advertising influences consumers’ attitudes prior to their behaviors. Baron and Kenny’s (1986) three steps of testing mediation effect is adopted to check the role of consumers’ brand attitude. The results reveal partial mediation effect in food, drink, and electronic product, full mediation effect in financial products, such as credit card, insurance, and saving account. The lagged effect of advertising on the consumers’ purchase rate makes the effect of advertising last from four to eight months, or even one year (Dekimpe and Hanssens, 1995; Winer, 1980). Koyck model shows better model fit than prior ad share direct effect model. Therefore, ad investment is transferred into a business reputation and affect consumers’ purchase rate in the long run. Advertising and brand awareness competition effect are also discussed in this research. The business with higher relative advertising outlay, the higher purchase rate it has. Moreover, the purchase rate of brand with higher awareness is not affect by the advertising of brand with lower awareness. But the clothing is an exception. Because the clothing brand has clear segmentation and position, the consumers loyal to certain brand. Thus, the consumers’ purchase rate of target brand might not be affected by the advertising of other competitive brands. Summary of above results, marketers should not only focus on short run advantages, but also long run advertising investment. Through day-to-day advertising exposure to change or transform consumers’ brand attitude. Therefore, the business could plan a long run advertising exposure schedule to lessen the speed of consumers’ advertising attenuation. Suggesting the marketers should build up their brand equity and identify the position among competitors to survive in the uncontrolled environment.