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Clarifying the Relationship between Involvement Variables and Advertising Effectiveness among Young People

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Abstract

Previous research has indicated the need for an in-depth investigation of the role of involvement variables in advertising information processing among young people, in view of the unsuitability of existing adult persuasion models for a young population, the inadequate consideration of involvement variables among young people and the unique characteristics of this population. This study examined the effects of advertising involvement and product involvement on advertising effectiveness among young people, using a quantitative study of 252 4–15-year olds. Results show that advertising involvement and product involvement had a positive direct effect on ad effectiveness. In addition, all endogenous variables—subjective product knowledge, peer and parent influence and age—had an indirect effect on ad effectiveness, via advertising involvement and product involvement. Interestingly, subjective product knowledge and peer influence had no direct effect on ad effectiveness, but rather only an indirect effect. This study presents a more accurate depiction of the complexity of the process and shows that advertising involvement and product involvement contribute to a better understanding of the process among young people.

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    Tali Te’eni-Harari

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Te’eni-Harari, T. Clarifying the Relationship between Involvement Variables and Advertising Effectiveness among Young People. J Consum Policy 37, 183–203 (2014). https://doi.org/10.1007/s10603-013-9226-0

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