Associated Feelings

When are feelings ads used?

Ads evoking feelings are most

likely to be used when consumers
have a low level of intrinsic
interest in the product category or
brand. They do not have or care to
have strong brand attitudes
 Feelings ads typically have a
• Evaluative component – influenced by beliefs
about the brand
• ‘Liking’ component – that cannot be explained by
knowledge and beliefs

The relative importance or % contribution of

‘liking’ will be high when the amount of brand
attribute information and association processing
efforts are low - Michael Ray and Rajeev Batra
 FCB Grid
Think Feel

House, child’s Luxury items,

H. I. education, car Designer wear,
Jewellery

Groceries, Food items,

detergents, fuel Cosmetics,
L. I.
chocolates
 The Association Process
A consumer who feels certain feelings
when a brand name is mentioned can
remember those feelings much later when
the brand is being thought of. Ad-evoked
feelings and brand names can and do
become linked and associated in
consumer’s mind. – Douglas Stayman and Rajeev Batra
 Transformational Advertising
• It involves developing associations with
the brand such that it transforms the use
experience
• Two types of associations – the use
experience and the user
• It must make the experience of using the product
richer, warmer, more exciting and /or more
enjoyable than that obtained solely from an
objective description of the brand.
• It must connect the experience of the brand so
tightly with the experience of using the brand
that consumers cannot remember the brand
without recalling the experience generated by
the advertisement.
For transformational advertising to
work, it must have
• A substantial media budget
• Maintain consistency over time
• Closely connect the brand with the
advertising
 Drama Advertising
• This advertising dramatises the situation.
Feelings are naturally evoked based on
the plot and situation.
 Humour ads
• These cannot be used for all situations.
• If not handled properly, can be very
damaging for the product
• Matching quality of humour to the target
audience
• Diminishes CAs because it distracts from
cognitive responses
 Fear and anxiety ads
• These ads directs compliance to remove
the fear/threat as depicted by the ad. If the
element of fear or anxiety is too much it
can be a ‘turn-off’. If the level of is too low
it may not motivate the audience to comply
with what is being suggested.
Fear appeal ads need 4 conditions
to be successful
• Depicted threat is very likely
• It can have severe consequences
• That the advocated behavioural
change/action will lead to removal of threat
• That the consumer can take such action
 What affects intensity of feelings?
• Believability
• Empathy