Emailing experts and novices : effects of knowledge, copy type and testimonials on email advertising effectiveness
Martin, Brett, Pullen, Zac, Vincent, Aaron, & Wentzel, Daniel (2006) Emailing experts and novices : effects of knowledge, copy type and testimonials on email advertising effectiveness. In Proceedings of the 35th European Marketing Academy Annual Conference, Athens University of Economics & Business, Athens.
In this article we examine how consumer knowledge and two aspects of email ad design (copy type and testimonial type) influence attitudes and purchase intentions. Results from a
field experiment reveal differences between experts and novices in their responses to email advertising. Specifically, experts report more favorable evaluations for email advertising than novices. Experts also demonstrate a preference for expert testimonials, when exposed to
attribute copy. Yet when benefits-only ad copy was used, experts are most influenced by novice testimonials. In contrast, novice consumers show no copy-testimonial preference. Expert testimonials are also more effective than novice testimonials for expert and novice consumers. We discuss the results with respect to theoretical contributions and managerial implications.
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|Item Type:||Conference Paper|
|Keywords:||email marketing, cruise ships, knowledge, testimonials|
|Subjects:||Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > MARKETING (150500) > Marketing Communications (150502)|
Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > MARKETING (150500) > Marketing not elsewhere classified (150599)
Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > MARKETING (150500) > Marketing Theory (150506)
|Divisions:||Current > QUT Faculties and Divisions > QUT Business School|
Current > Schools > School of Advertising, Marketing & Public Relations
|Copyright Owner:||Copyright 2006 Please consult authors.|
|Deposited On:||28 Oct 2009 15:20|
|Last Modified:||11 Aug 2011 04:15|
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