How Much Tailoring Is too Much? Voter Backlash on Highly Tailored Campaign Messages

Abstract

Findings on whether voters like or dislike targeted campaign messages have been contradictory. I argue that voters react differently depending on how precisely the targeted messages are tailored to them, and tailoring can potentially become “too much.” I corroborate this claim with the results of a factorial survey experiment among a representative sample of the German voting population ( N = 3,217), which was conducted in the summer of 2021. Taking a novel approach, I measured the effects of close political targeting by asking respondents to rate campaign messages with varying degrees of tailoring. The analysis revealed a backlash effect, which is especially pronounced by men getting ads tailored to their gender. Voters appreciate messages that are moderately tailored to them but dislike highly tailored messages. This holds both for implicitly tailored messages and those that explicitly acknowledge the use of personal data. These results indicate that voters seem to recognize excessively tailored messages and manipulating them is difficult. These findings have important implications for the modern election campaigning’s effects on political behavior and its regulation.