Appeals to image and claims about quality: Understanding the psychology of advertising.

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Abstract
Examined, in 3 studies, the evaluative and behavioral reactions of 130 undergraduates with high and low self-monitoring personalities to 2 advertising strategies: appeals to a product's image and claims about a product's quality. High self-monitoring Ss reacted more favorably to image-oriented advertisements, were willing to pay more for products if they were advertised with an image orientation, and were more willing to try a product if it was marketed with an image appeal. By contrast, low self-monitoring Ss reacted more favorably to product-quality oriented ads, were more willing to pay more for products if they were advertised with a quality orientation, and were more willing to try a product if it was marketed with a quality claim. (22 ref) (PsycINFO Database Record (c) 2016 APA, all rights reserved)

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