Evidence-based advertising using persuasion principles: Predictive validity and proof of concept

Daniel James O'Keefe*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

4 Scopus citations

Abstract

Purpose – The purpose of this paper is to provide commentary on Armstrong, Du, Green and Graefe’s (this issue) article. Design/methodology/approach – The paper is based on reading and thinking about Armstrong et al.’s article. Findings – One appealing way that advertising practice can be evidence-based is by applying dependable generalizations about what makes for effective ads. Armstrong et al.’s article offers data concerning the application of Armstrong’s persuasive advertising: Evidence-Based Principles (2010) persuasion principles. The article does not provide convincing evidence for the predictive validity of the principles, but it does offer a clear proof-of-concept demonstration of the feasibility of principles-based advertising assessment. Originality/value – The paper’s value lies in its clarification of what claims Armstrong et al.’s data do and do not underwrite.

Original languageEnglish (US)
Pages (from-to)294-300
Number of pages7
JournalEuropean Journal of Marketing
Volume50
Issue number1-2
DOIs
StatePublished - Feb 8 2016

Keywords

  • Advertising
  • Evidence based
  • Generalization
  • Persuasion

ASJC Scopus subject areas

  • Marketing

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