How product trial alters the effects of model attractiveness: An adapted etic approach in Romania

Camelia C. Micu, Robin A. Coulter, Linda L Price

Research output: Contribution to journalArticle

15 Citations (Scopus)

Abstract

Our research in the developing market economy of Romania employs in-depth interviews and an advertising-trial experiment to examine the effects of attractiveness in advertisements on product evaluations and self-judgments. Our qualitative data indicate that attractive (versus average-looking) models yield favorable ad and product evaluations, but generate both negative and positive self-judgments. Our post-ad exposure experimental data corroborate immediate positive product evaluations and negative self-judgments. The subsequent two-week trial equalizes product evaluations across model conditions (attractive versus average-looking versus no model) and mitigates the negative effect of attractiveness on women's satisfaction with their own attractiveness. Moreover, women who use products advertised by attractive models report more favorable self-attractiveness and self-confidence.

Original languageEnglish (US)
Pages (from-to)69-81
Number of pages13
JournalJournal of Advertising
Volume38
Issue number2
DOIs
StatePublished - Jul 1 2009

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Romania
social attraction
evaluation
self-confidence
Marketing
market economy
Attractiveness
Product evaluation
Product trial
experiment
interview
Experiments

ASJC Scopus subject areas

  • Business and International Management
  • Communication
  • Marketing

Cite this

How product trial alters the effects of model attractiveness : An adapted etic approach in Romania. / Micu, Camelia C.; Coulter, Robin A.; Price, Linda L.

In: Journal of Advertising, Vol. 38, No. 2, 01.07.2009, p. 69-81.

Research output: Contribution to journalArticle

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