Science of Emotion and Sensibility (감성과학)

Korean Society for Emotion and Sensibility (한국감성과학회)
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An ERP study on charitable donation ad effects: Mental imagery and attention

기부 광고 효과에 대한 ERP 연구: 심상과 주의

  • Received : 2013.11.01
  • Accepted : 2014.04.17
  • Published : 2014.06.30
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Abstract

A way to increase effectiveness of charitable donation ads is to activate or magnify emotional experiences (e.g., sympathy, empathy, psychological distress) among target audience. Past studies suggest that mental imagery and attention, which activate or magnify emotional experiences, can be influenced by verbal message attributes (i.e., message concreteness and valence) of charitable donation advertisements. Based on the previous research, the study built a conceptual framework for processing of charitable donation advertising: message concreteness and valence ${\rightarrow}$ mental imagery and attention ${\rightarrow}$ emotional experiences ${\rightarrow}$ donation intention. To verify the framework, the study investigated on the influence of message concreteness and valence on mental imagery and attention through assessing ERP responses. It also examined how message concreteness and valence have an effect on the intent to donate through measuring the amount of donation. The study revealed that concrete message activated mental imagery more than abstract message whereas negative message enhanced attentional level more than positive message. Compared to the other conditions, when the message was concrete and negative, the amount of donation was significantly large.

기부 광고가 기부의향을 효과적으로 촉진시키기 위해서는 목표 청중이 동정심, 공감이나 심리적 불편감 등의 정서를 느끼도록 하는 전략이 필요한 것으로 알려졌다. 선행연구들은 기부 광고에 의해서 유발되는 정서적 경험에 영향을 미칠 수 있는 요인으로 광고의 언어적 요소인 메시지의 속성(구체성과 정서가)과 그에 따른 심리적 반응(심상 유발과 주의 집중)을 제안한다. 기부 광고를 처리하는 심리적 기제를 이해하기 위해서, 본 연구는 선행 연구들을 근거로 '기부 광고의 메시지 속성 (메시지의 구체성과 정서가) ${\rightarrow}$ 심상 유발과 주의 집중 ${\rightarrow}$ 정서적 경험 ${\rightarrow}$ 기부의향'의 개념적 모형을 제안하였다. 이와 같은 개념적 모형 중 본 연구는 메시지의 구체성과 정서가가 (1) 심상 유발과 주의 집중에 미치는 영향을 ERP로 측정하고, (2) 기부의향에 미치는 영향을 기부의향금액을 측정하여 실증적으로 검증하고자 했다. 그 결과, 구체적인 메시지는 추상적인 메시지에 비해서 심상을 더 유발시키며, 부정적인 메시지는 긍정적인 메시지에 비해서 더 많은 주의를 불러일으키는 것으로 밝혀졌다. 또한 메시지가 구체적이면서 부정적일 경우, 기부희망금액이 가장 높은 것으로 나타났다.

Keywords

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