Title

Effects of print ad pictures and copy containing instructions to imagine on mental imagery that mediates attitudes

Authors

LA Babin
AC Burns

Document Type

Article

Publication Date

9-1-1997

Department

Marketing and Fashion Merchandising

Abstract

Results of an experimental study in a print advertising context suggest that two imagery-eliciting strategies, use of pictures and use of copy containing instructions to imagine, stimulate mental imagery processing, which in turn influences attitudinal judgments. Specifically, an ad containing a concrete picture of a product in use was more effective in stimulating vivid visual imagery processing and favorably influencing attitude toward the advertisement and brand than either an ad containing a considerably less concrete picture or one without a picture. Copy containing instructions to imagine also stimulated vivid and elaborate visual imagery processing and enhanced attitudes. Tests for mediation indicate that mental imagery processing explains all or some of the direct effects of the two imagery-eliciting strategies' influence on attitudes.

Publication Title

JOURNAL OF ADVERTISING

Volume

26

Issue

3

First Page

33

Last Page

44