Effects of Advertising Characteristics, Mental Simulation and Self-brand Connections on Purchase Intention

WANG,, L. , YAN,, L. , & CHEN,, J. (2021). Effects of Advertising Characteristics, Mental Simulation and Self-brand Connections on Purchase Intention. The Journal of Industrial Distribution & Business, 12(6), 23-35, https://doi.org/https://doi.org/10.13106/jidb.2021.vol12.no6.23

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Abstract

Purpose: This paper aims to investigate whether consumers' mental simulation and self-brand connections influence purchase intention and how the characteristics of advertisings' nonverbal information (congruence among multisensory cues) and verbal messages (self-referencing point and narrative structure) jointly shape mental simulation and self-brand connections. Research design, data and methodology: This paper develops a sportswear advertising and totally collected 225 data through the online survey platform "WenJuanXing". To exam the hypotheses in this paper, structural equation model is conducted in AMOS 21.0 via using 210 valid data. Results: The findings reveal that consumers who engage in mental simulation or establish the connections between them and the brands are more likely to present high purchase intention. Moreover, the characteristics of congruence among multisensory cues, self-referencing points and narrative structure can not only facilitate consumers' mental simulation but also encourage consumers to create connections between them and the brands. Conclusions: This paper develops the advertising research via exploring the characteristics of advertisings' nonverbal information (multisensory cues) and verbal messages simultaneously. And suggesting that both of consumers' mental simulation and self-brand connections are the important approaches for advertisers to effectively increase consumers' purchase intention. Finally, the limitations and suggestions are concluded for the future research.

keywords: Advertising Characteristics, Mental Simulation, Self-brand Connections, Purchase Intention

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Article Contents

Vol.12 No.6

Effects of Advertising Characteristics, Mental Simulation and Self-brand Connections on Purchase Intention

Abstract

Reference

The Journal of Industrial Distribution & Business