1,897
Views
6
CrossRef citations to date
0
Altmetric
ORIGINAL RESEARCH ARTICLES

Increasing the Efficacy of Emotional Appeal Ads on Online Video-Watching Platforms: The Effects of Goals and Emotional Approach Tendency on Ad-Skipping Behavior

Pages 1-18 | Received 24 Jan 2021, Accepted 29 Apr 2022, Published online: 01 Jun 2022

References

  • Aaker, J. L., and P. Williams. 1998. “Empathy versus Pride: The Influence of Emotional Appeals across Cultures.” Journal of Consumer Research 25 (3):241–61. doi:10.1086/209537
  • Bagozzi, R. P., and D. J. Moore. 1994. “Public Service Advertisements: Emotions and Empathy Guide Prosocial Behavior.” Journal of Marketing 58 (1):56–70. doi:10.1177/002224299405800105
  • Bakar, M. S. A., J. Bolong, R. Bidin, and B. Mailin. 2014. “Factors of Gratification Contributing in Continuance Intention to Watch Movies on YouTube.” Procedia – Social and Behavioral Sciences 155 (6):9–13. doi:10.1016/j.sbspro.2014.10.248
  • Bang, H., J. Kim, and D. Choi. 2018. “Exploring the Effects of Ad-Task Relevance and Ad Salience on Ad Avoidance: The Moderating Role of Internet Use Motivation.” Computers in Human Behavior 89:70–8. doi:10.1016/j.chb.2018.07.020
  • Bartsch, A., and R. Viehoff. 2010. “The Use of Media Entertainment and Emotional Gratification.” Procedia – Social and Behavioral Sciences 5:2247–55. doi:10.1016/j.sbspro.2010.07.444
  • Batson, C. D., M. P. Polycarpou, E. Harmon-Jones, H. J. Imhoff, E. C. Mitchener, L. L. Bednar, T. R. Klein, and L. Highberger. 1997. “Empathy and Attitudes: Can Feeling for a Member of a Stigmatized Group Improve Feelings toward the Group?” Journal of Personality and Social Psychology 72 (1):105–18. [Database] doi:10.1037/0022-3514.72.1.105
  • Baumgartner, H., M. Sujan, and J. R. Bettman. 1992. “Autobiographical Memories, Affect, and Consumer Information Processing.” Journal of Consumer Psychology 1 (1):53–82. doi:10.1016/S1057-7408(08)80045-9
  • Belanche, D., C. Flavián, and A. Pérez-Rueda. 2017. “Understanding Interactive Online Advertising: Congruence and Product Involvement in Highly and Lowly Arousing, Skippable Video Ads.” Journal of Interactive Marketing 37:75–88. doi:10.1016/j.intmar.2016.06.004
  • Bellman, S., J. A. Robinson, B. Wooley, and D. Varan. 2017. “The Effects of Social TV on Television Advertising Effectiveness.” Journal of Marketing Communications 23 (1):73–91. doi:10.1080/13527266.2014.921637
  • Cacioppo, J. T., and R. E. Petty. 1982. “The Need for Cognition.” Journal of Personality and Social Psychology 42 (1):116–31. doi:10.1037/0022-3514.42.1.116
  • Campbell, C., F. Mattison Thompson, P. E. Grimm, and K. Robson. 2017. “Understanding Why Consumers Don't Skip Pre-Roll Video Ads.” Journal of Advertising 46 (3):411–23. doi:10.1080/00913367.2017.1334249
  • Campbell, R. G., and A. S. Babrow. 2004. “The Role of Empathy in Responses to Persuasive Risk Communication: Overcoming Resistance to HIV Prevention Messages.” Health Communication 16 (2):159–82.
  • Cavill, S. 2019, August 27. “Optimized 6-Second Ads Encourage Ad Recall.” Digital Media Solution. https://insights.digitalmediasolutions.com/articles/best-6-second-ads
  • Coulter, K. S. 1998. “The Effects of Affective Responses to Media Context on Advertising Evaluations.” Journal of Advertising 27 (4):41–51. doi:10.1080/00913367.1998.10673568
  • Cowan, D. G., E. J. Vanman, and M. Nielsen. 2014. “Motivated Empathy: The Mechanics of the Empathic Gaze.” Cognition & Emotion 28 (8):1522–30.
  • Davis, M. H. 1983. “Measuring Individual Differences in Empathy: Evidence for a Multidimensional Approach.” Journal of Personality and Social Psychology 44 (1):113–26. doi:10.1037/0022-3514.44.1.113
  • De Pelsmacker, P., M. Geuens, and P. Anckaert. 2002. “Media Context and Advertising Effectiveness: The Role of Context Appreciation and Context/Ad Similarity.” Journal of Advertising 31 (2):49–61. doi:10.1080/00913367.2002.10673666
  • Decety, J. 2020. “Empathy in Medicine: What It Is, and How Much We Really Need It.” The American Journal of Medicine 133 (5):561–6. doi:10.1016/j.amjmed.2019.12.012
  • Denes-Raj, V., and S. Epstein. 1994. “Conflict between Intuitive and Rational Processing: When People Behave against Their Better Judgment.” Journal of Personality and Social Psychology 66 (5):819–29.
  • Derryberry, D., and D. M. Tucker. 1992. “Neural Mechanisms of Emotion.” Journal of Consulting and Clinical Psychology 60 (3):329–38.
  • Dooley, R. 2016. “Emotional Ads Work Best.” Neuromarketing. https://www.neurosciencemarketing.com/blog/articles/emotional-ads-work-best.htm
  • Elkin, T. 2016, June 8. “Survey Finds 90% of People Skip Pre-Roll Video Ads.” MediaPost. https://www.mediapost.com/publications/article/277564/
  • Escalas, J. E. 2004. “Imagine Yourself in the Product: Mental Simulation, Narrative Transportation, and Persuasion.” Journal of Advertising 33 (2):37–48. doi:10.1080/00913367.2004.10639163
  • Escalas, J. E., and B. B. Stern. 2003. “Sympathy and Empathy: Emotional Responses to Advertising Dramas.” Journal of Consumer Research 29 (4):566–78. doi:10.1086/346251
  • Fennis, B. M., and A. B. Bakker. 2001. ““Stay Tuned—We Will Be Back Right after These Messages”: Need to Evaluate Moderates the Transfer of Irritation in Advertising.” Journal of Advertising 30 (3):15–25. doi:10.1080/00913367.2001.10673642
  • Gesenhues, A. 2015, May 13. “YouTube “How to” Video Searches up 70%, with over 100 Million Hours Watched in 2015.” Search Engine Land. https://searchengineland.com/youtube-how-to-searches-up-70-yoy-with-over-100m-hours-of-how-to-videos-watched-in-2015-220773
  • Giusberti, F., C. Cornoldi, R. Beni, and M. Massironi. 1992. “Differences in Vividness Ratings of Perceived and Imagined Patterns.” British Journal of Psychology 83 (4):533–47. doi:10.1111/j.2044-8295.1992.tb02457.x
  • Google. 2015, Jun. “The First 5 Seconds: Creating YouTube Ads That Break Through in a Skippable World.” Think with Google. https://www.thinkwithgoogle.com/marketing-strategies/video/creating-youtube-ads-that-break-through-in-a-skippable-world/
  • Google. 2021a. “Understand Your Video Reach.” https://support.google.com/youtube/answer/9314355?hl=en#zippy=%2Ctraffic-from-external-sources
  • Google. 2021b. “Building a Better Viewer Experience with Ad Pods.” https://support.google.com/google-ads/answer/10879439?hl=en
  • Grosbras, M. H., S. Beaton, and S. B. Eickhoff. 2012. “Brain Regions Involved in Human Movement Perception: A Quantitative Voxel‐Based Meta‐Analysis.” Human Brain Mapping 33 (2):431–54.
  • Hayes, A. F. 2017. Introduction to Mediation, Moderation, and Conditional Process Analysis: A Regression-Based Approach. New York, NY: Guilford Press.
  • Harrison, L. A., R. Hurlemann, and R. Adolphs. 2015. “An Enhanced Default Approach Bias following Amygdala Lesions in Humans.” Psychological Science 26 (10):1543–55.
  • Heinemann, A., W. Kunde, and A. Kiesel. 2009. “Context-Specific Prime-Congruency Effects: On the Role of Conscious Stimulus Representations for Cognitive Control.” Consciousness and Cognition 18 (4):966–76.
  • Hinds, J., and A. Joinson. 2019. “Human and Computer Personality Prediction from Digital Footprints.” Current Directions in Psychological Science 28 (2):204–11. doi:10.1177/0963721419827849
  • IAB. 2020, May 28. “Full-Year 2019 Internet Advertising Revenue Report and Coronavirus Impact on Ad Pricing Report in Q1 2020.” Interactive Advertising Bureau. https://www.iab.com/video/full-year-2019-internet-advertising-revenue-report-and-coronavirus-impact-on-ad-pricing-report-in-q1-2020/
  • Jeon, Y. A., H. Son, A. D. Chung, and M. E. Drumwright. 2019. “Temporal Certainty and Skippable in-Stream Commercials: Effects of Ad Length, Timer, and Skip-Ad Button on Irritation and Skipping Behavior.” Journal of Interactive Marketing 47:144–58. doi:10.1016/j.intmar.2019.02.005
  • John, L. K., T. Kim, and K. Barasz. 2018. “Ads That Don’t Overstep.” Harvard Business Review 96 (1):62–9.
  • Katz, E., J. G. Blumler, and M. Gurevitch. 1973. “Uses and Gratifications Research.” Public Opinion Quarterly 37 (4):509–23. doi:10.1086/268109
  • Khan, M. L. 2017. “Social Media Engagement: What Motivates User Participation and Consumption on YouTube?” Computers in Human Behavior 66:236–47. doi:10.1016/j.chb.2016.09.024
  • Kinnick, K. N., D. M. Krugman, and G. T. Cameron. 1996. “Compassion Fatigue: Communication and Burnout toward Social Problems.” Journalism & Mass Communication Quarterly 73 (3):687–707. doi:10.1177/107769909607300314
  • Klobas, J. E., T. J. McGill, S. Moghavvemi, and T. Paramanathan. 2018. “Compulsive YouTube Usage: A Comparison of Use Motivation and Personality Effects.” Computers in Human Behavior 87:129–39. doi:10.1016/j.chb.2018.05.038
  • Kolsaker, A., and N. Drakatos. 2009. “Mobile Advertising: The Influence of Emotional Attachment to Mobile Devices on Consumer Receptiveness.” Journal of Marketing Communications 15 (4):267–80. doi:10.1080/13527260802479664
  • Konrath, S., B. P. Meier, and B. J. Bushman. 2018. “Development and Validation of the Single Item Trait Empathy Scale (SITES).” Journal of Research in Personality 73:111–22.
  • Lang, A., S. D. Bradley, J. V. Sparks, Jr., and S. Lee. 2007. “The Motivation Activation Measure (MAM): How Well Does MAM Predict Individual Differences in Physiological Indicators of Appetitive and Aversive Activation?” Communication Methods and Measures 1 (2):113–36. doi:10.1080/19312450701399370
  • Lau-Gesk, L., and J. Meyers-Levy. 2009. “Emotional Persuasion: When the Valence versus the Resource Demands of Emotions Influence Consumers’ Attitudes.” Journal of Consumer Research 36 (4):585–99. doi:10.1086/605297
  • Lin, S., B. Keysar, and N. Epley. 2010. “Reflexively Mindblind: Using Theory of Mind to Interpret Behavior Requires Effortful Attention.” Journal of Experimental Social Psychology 46 (3):551–6. doi:10.1016/j.jesp.2009.12.019
  • Liu, S., S. W. Shi, T. Teixeira, and N. Wedel. 2018. “Video Content Marketing: The Making of Clips.” Journal of Marketing 82 (4):86–101. doi:10.1509/jm.16.0048
  • Manatt, K. 2017. “Turbo Charging: Your Skippable Pre-Roll Campaign.” Magna. https://www.magnaglobal.com/wp-content/uploads/2017/02/Magna.IPGlab_Turbocharging-Your-Skippable-Pre-Roll-Campaign_external.pdf
  • Mattler, U., and S. Palmer. 2012. “Time Course of Free-Choice Priming Effects Explained by a Simple Accumulator Model.” Cognition 123 (3):347–60. doi:10.1016/j.cognition.2012.03.002
  • Mondino, M., F. Thiffault, and S. Fecteau. 2015. “Does Non-Invasive Brain Stimulation Applied over the Dorsolateral Prefrontal Cortex Non-Specifically Influence Mood and Emotional Processing in Healthy Individuals?” Frontiers in Cellular Neuroscience 9 (399):399–13.
  • Mooradian, T. A. 1996. “Personality and Ad-Evoked Feelings: The Case for Extraversion and Neuroticism.” Journal of the Academy of Marketing Science 24 (2):99–109. doi:10.1177/0092070396242001
  • Morris, J. D., and M. A. Boone. 1998. “The Effects of Music on Emotional Response, Brand Attitude, and Purchase Intent in an Emotional Advertising Condition.” In NA—Advances in Consumer Research, edited by J. W. Alba and J. W. Hutchinson, Vol. 25, 518–26. Provo, UT: Association for Consumer Research.
  • Morrison, S. 2021, March 3. “Google Is Done with Cookies, but That Doesn’t Mean It’s Done Tracking You.” Vox. https://www.vox.com/recode/2021/3/3/22311460/google-cookie-ban-search-ads-tracking
  • Mulvey, M. S. 2004. “The Invisible Narrator: Attributes and Consumer Attitudes.” In NA—Advances in Consumer Research, edited by Barbara E. Kahn and Mary Frances Luce, Vol. 31, 178–85. Valdosta, GA: Association for Consumer Research.
  • Papies, E. K. 2016. “Goal Priming as a Situated Intervention Tool.” Current Opinion in Psychology 12:12–6. doi:10.1016/j.copsyc.2016.04.008
  • Park, N., K. F. Kee, and S. Valenzuela. 2009. “Being Immersed in Social Networking Environment: Facebook Groups, Uses and Gratifications, and Social Outcomes.” Cyberpsychology & Behavior 12 (6):729–33. doi:10.1089/cpb.2009.0003
  • Pashkevich, M., S. Dorai-Raj, M. Kellar, and D. Zigmond. 2012. “Empowering Online Advertisements by Empowering Viewers with the Right to Choose: The Relative Effectiveness of Skippable Video Advertisements on YouTube.” Journal of Advertising Research 52 (4):451–7. doi:10.2501/JAR-52-4-451-457
  • Pennebaker, J. W., M. E. Francis, and R. J. Booth. 2001. Linguistic Inquiry and Word Count: LIWC 2001. Mahwah, NJ: Lawrence Erlbaum Associates.
  • Putrevu, S., and K. R. Lord. 1994. “Comparative and Noncomparative Advertising: Attitudinal Effects under Cognitive and Affective Involvement Conditions.” Journal of Advertising 23 (2):77–91. doi:10.1080/00913367.1994.10673443
  • Rodgers, S., and E. Thorson. 2000. “The Interactive Advertising Model: How Users Perceive and Process Online Ads.” Journal of Interactive Advertising 1 (1):41–60. doi:10.1080/15252019.2000.10722043
  • Roth, S., and L. J. Cohen. 1986. “Approach, Avoidance, and Coping with Stress.” American Psychologist 41 (7):813–9. doi:10.1037/0003-066X.41.7.813
  • Ryoo, Y., N. K. Hyun, and Y. Sung. 2017. “The Effect of Descriptive Norms and Construal Level on Consumers' Sustainable Behaviors.” Journal of Advertising 46 (4):536–49. doi:10.1080/00913367.2017.1396514
  • Shen, L. 2010. “Mitigating Psychological Reactance: The Role of Message-Induced Empathy in Persuasion.” Human Communication Research 36 (3):397–422. doi:10.1111/j.1468-2958.2010.01381.x
  • Spreng, R. N., M. C. McKinnon, R. A. Mar, and B. Levine. 2009. “The Toronto Empathy Questionnaire: Scale Development and Initial Validation of a Factor-Analytic Solution to Multiple Empathy Measures.” Journal of Personality Assessment 91 (1):62–71.
  • Stanton, A. L., S. B. Kirk, C. L. Cameron, and S. Danoff-Burg. 2000. “Coping through Emotional Approach: Scale Construction and Validation.” Journal of Personality and Social Psychology 78 (6):1150–69.
  • Suh, Y. I., T. Chung, and J. M. Kim. 2019. “The Relationship between Motivation of Social Viewing Experiences, Satisfaction, and Loyalty in Sports Broadcasting.” International Journal of Computer Science in Sport 18 (1):148–59. doi:10.2478/ijcss-2019-0009
  • Vargas, P. T., B. R. Duff, and R. J. Faber. 2017. “A Practical Guide to Experimental Advertising Research.” Journal of Advertising 46 (1):101–14. doi:10.1080/00913367.2017.1281779
  • Wieseke, J., A. Geigenmüller, and F. Kraus. 2012. “On the Role of Empathy in Customer-Employee Interactions.” Journal of Service Research 15 (3):316–31. doi:10.1177/1094670512439743
  • Yoon, H. J., and Y. Kim. 2014. “The Moderating Role of Gender Identity in Responses to Comedic Violence Advertising.” Journal of Advertising 43 (4):382–96. doi:10.1080/00913367.2014.880390
  • YouTube. 2020. “YouTube Advertising Formats.” https://support.google.com/youtube/answer/2467968?hl=en
  • Yu, C. L., and T. L. Chou. 2018. “A Dual Route Model of Empathy: A Neurobiological Prospective.” Frontiers in Psychology 9:2212. doi:10.3389/fpsyg.2018.02212

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.