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Indiana University Bloomington

Marketing

30 Articles

Our faculty have published more than 30 articles in leading marketing journals in the last year and a half.

Recent Publications

Journal Articles

Does Audio-Visual Congruency in Advertisements Increase Persuasion? The Role of Cultural Music and Products

2009, Journal of Global Marketing

Ashok K. Lalwani, May Lwin, Pee Beng Ling

Abstract

Given increasing advertisement clutter, advertisers are increasingly trying unconventional means to attract consumers' attention.  One such method involves the use of incongruent ads, which are believed to attract viewers' attention.  This research was conducted to ascertain the impact of audiovisual congruency in ads and the moderating role of product involvement on three facets of consumer response: attention to the ad, attention to the brand, and purchase intentions.  Participants were shown one of eight TV ads for 30 seconds, following which they were asked to rate the ad on several dimensions.  Results indicated, as expected, that congruent product and music type elicited favorable consumer responses.  However, contrary to earlier findings that congruency in ads affects consumers in both high- and low-involvement conditions, we find that the level of involvement moderated this effect on some consumer persuasion measures.  In particular, participants under high-involvement conditions were found to be less influenced by congruent product-music situations.  Implications for advertisers are discussed.

Citation

Lalwani, Ashok K., May Lwin, and Pee Beng Ling (2009), "Does Audio-Visual Congruency in Advertisements Increase Persuasion?  The Role of Cultural Music and Products," Journal of Global Marketing, 22 (2), 139-153.