Gender differences in adolescent advertising response: The role of involvement and message claim

Karlijn Massar, Abraham Buunk

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Abstract

This study investigates whether gender differences in adolescents’ advertising judgments and purchase intentions are due to their level of involvement with the advertised product, and with the claim made in the ad, i.e. whether evaluative versus factual message claims are used. Male (n = 115) and female adolescents (n = 127) were randomly assigned to a mixed design. They read either factual or evaluative ads (between-subjects variable) about a product within and about a product outside their area of interests (within-subjects variable). Results show that when an ad contained a description of a high involvement product (i.e. the youth magazine), adolescent females were persuaded most by factual information, whereas when the ad contained a description of a low involvement product (the sports magazine), they were persuaded more by evaluative information. Adolescent males overall indicated a more positive attitude towards a high involvement product, but were equally persuaded by evaluative and factual information. We conclude that gendered advertising responses do exist, and that the level of involvement with the product advertised determines which type of message claim—factual versus evaluative—is most effective for each gender. Discussion focuses on theoretical and practical implications of these results.
Original languageEnglish
Pages (from-to)547-552
Number of pages6
JournalPsychology
Volume4
DOIs
Publication statusPublished - Jul-2013

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