The effect of media advertising on brand consideration and choice

Nobuhiko Terui, Masataka Ban, Greg M. Allenby

Research output: Contribution to journalArticlepeer-review

23 Citations (Scopus)

Abstract

The nature of the effect of media advertising on brand choice is investigated in two product categories in analyses that combine household scanner panel data with media exposure information. Alternative model specifications are tested in which advertising is assumed to directly affect brand utility, model error variance, and brand consideration. We find strong support for advertising effects on choice through an indirect route of consideration set formation that does not directly affect brand utility. Implications for media buying and advertising effects are explored.

Original languageEnglish
Pages (from-to)74-91
Number of pages18
JournalMarketing Science
Volume30
Issue number1
DOIs
Publication statusPublished - 2011 Jan 1

Keywords

  • Bayesian analysis
  • Determinants of utility
  • Threshold effects

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

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