International services advertising: an examination of variation in appeal use for experiential and utilitarian services

Examines differences in emotional and rational advertising appeal use across experiential and utilitarian services for 11 culturally diverse countries. Pooled across countries, rational appeals were found to be more dominant in utilitarian service advertising, while emotional appeals were used more heavily in experiential service advertising. On a country by country basis, utilitarian service advertisements consistently used a larger number of rational appeals, and experiential service advertisements contained more emotional appeals. Finally, culture appeared to influence the use of appeals more when the appeals were important to the service selling premise. That is, more variation across cultures was observed for emotional appeal use in experiential service advertising, and more variation was observed for rational appeal use in utilitarian service advertising.

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