Feelings of uncertainty and powerlessness from Covid-19: Implications for advertising appeals in the restaurant industry

Abstract

Are rational (emotional) advertising appeals more congruent with healthy (indulgent) products? Prior research shows inconsistent results on the congruency effect between appeal type and product category. This study sheds light on this topic by examining the moderating effect of two psychological states (i.e., feelings of uncertainty and powerlessness) caused by Covid-19 on the relative effectiveness of rational vs. emotional appeals in the context of food advertisements. The results suggest that people with low levels of uncertainty respond more favorably to rational (vs. emotional) appeals of a healthy food item, and this effect is attenuated among people with high levels of uncertainty. On the other hand, powerful people find emotional (vs. rational) appeals of an indulgent food item more attractive, and this effect is attenuated among powerless people. Theoretical and managerial implications are discussed. • The congruency effect between advertising appeal and product category depends on feelings of uncertainty and powerlessness. • Individuals with low levels of uncertainty respond more favorably to rational (vs. emotional) appeals of a healthy food item. • Individuals with high levels of uncertainty do not show such a tendency. • Powerful people find emotional (vs. rational) appeals of an indulgent food item more attractive. • Powerless people show no preference.