Ad-induced affect: The effects of forewarning, affect intensity, and prior brand attitude

Abstract

Emotion in marketing communication is important because it influences the manner consumers process information. Using emotional appeal ads, a between-subjects experiment was conducted to examine the role of forewarning of persuasive intent, affect intensity, and prior attitude. Results indicate that forewarning of persuasive intent of the advertiser had negative attitudinal effects on the dependent variables regardless of experimental conditions. Forewarning of persuasive intent had negative attitudinal effects even among participants who had positive attitudes toward the company, and those who had high affect intensity. Results also indicate that participants who already had negative attitudes toward the brand were not influenced by ad-induced affect.