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Will This Trip Be Exciting? Consumers Respond Best To Vacation Ads That Match Current Emotions

Date:
October 19, 2009
Source:
University of Chicago Press Journals
Summary:
Most of us won't respond to the call of adventure while soaking in a relaxing bath. According to a new study, we're more likely to book a weekend at a spa.

Most of us won't respond to the call of adventure while soaking in a relaxing bath. According to a new study in the Journal of Consumer Research, we're more likely to book a weekend at a spa.

"Imagine you are sitting in a bathtub, listening to calm music with gentle candlelight. Add lavender aroma. Then as you flip through a magazine, you come across an advertisement from an amusement park, promising you an exciting place full of adventurous offerings. How appealing would you find the prospect of visiting this amusement park?" write authors Hakkyun Kim (University of Concordia, Canada), Kiwan Park (Seoul National University, Korea), and Norbert Schwarz (University of Michigan).

The authors found that people evaluate vacation products with adventurous appeals more favorably when they feel excited rather than peaceful, and vice versa. They found that processing advertising claims depends much on the consistency between the message and the consumer's mood.

The authors explain that people who see an advertisement that promises an exciting vacation ask themselves, "Would this vacation really make me feel that way?" They are more likely to think a vacation will really be exciting when they currently feel excited rather than peaceful. In other words, incidental emotions influence the perceived likelihood that the product will deliver on its emotional promises: When the current emotions match the promises of the product, people infer that it may really make them feel that way; but when the current emotions mismatch the promises, the discrepancy between their current feelings and the promises suggests that the product may fail to deliver what it promises.

The researchers' results suggest that marketers can facilitate the impression that products will deliver on their promises by displaying them in contexts in which consumers' pre-existing feelings are likely to match the product's claims. "Exciting sports events are a better arena for advertising exciting vacations than for advertising serene vacations, not only because an exciting vacation may match the audience's general preferences, but also because an exciting vacation will match the audience's current feelings," the authors conclude.


Story Source:

The above story is based on materials provided by University of Chicago Press Journals. Note: Materials may be edited for content and length.


Journal Reference:

  1. Kim et al. Will This Trip Really Be Exciting? The Role of Incidental Emotions in Product Evaluation. Journal of Consumer Research, 2009; 090910102745012 DOI: 10.1086/644763

Cite This Page:

University of Chicago Press Journals. "Will This Trip Be Exciting? Consumers Respond Best To Vacation Ads That Match Current Emotions." ScienceDaily. ScienceDaily, 19 October 2009. <www.sciencedaily.com/releases/2009/10/091013162754.htm>.
University of Chicago Press Journals. (2009, October 19). Will This Trip Be Exciting? Consumers Respond Best To Vacation Ads That Match Current Emotions. ScienceDaily. Retrieved September 15, 2014 from www.sciencedaily.com/releases/2009/10/091013162754.htm
University of Chicago Press Journals. "Will This Trip Be Exciting? Consumers Respond Best To Vacation Ads That Match Current Emotions." ScienceDaily. www.sciencedaily.com/releases/2009/10/091013162754.htm (accessed September 15, 2014).

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