advertising appeal, eye-tracking, advertising effectiveness, structural equation modeling


In prevailing competition-based market economy, organizations have to search factors influencing advertising effectiveness. This research aims at developing the model of the influence of advertising appeal on advertising effectiveness. While achieving the aim of the article, the analysis and synthesis of scientific literature is provided. Furthermore, traditional marketing research methods as well as neuromarketing research methods are applied in order to determine the influences of different advertising appeals on advertising effectiveness. As a research result, the model of the influence of advertising appeal on advertising effectiveness is elaborated. Accordingly, this research fills the gap in scientific literature by determining the influences of emotional and rational appeals on print / outdoor advertising effectiveness in the context of convenience product category. Moreover, by answering the research question, the contribution to the field emerges in integrating both marketing theory and neuroscience in order to analyze and evaluate consumer behavior.

JEL Codes - M310, M390


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How to Cite

GRIGALIUNAITE, V., & PILELIENE, L. (2016). EMOTIONAL OR RATIONAL? THE DETERMINATION OF THE INFLUENCE OF ADVERTISING APPEAL ON ADVERTISING EFFECTIVENESS. Scientific Annals of Economics and Business, 63(3), 391–414. https://doi.org/10.1515/saeb-2016-0130