The Effect of Comparative Advertising on Consumer Perceptions: Similarity or Differentiation?
, Simona GIROLAMO
, Bruno BUSACCA
2010, Journal of Business and Psychology, 25, pp.109-118
Abstract
Comparative advertising is seen as an effective means of conveying the differentiating advantages of a brand. Nevertheless, several studies show that a primary effect of comparative advertising is to lead consumers to associate the advertised brand with the competitor brand identified within the ad: it seems that comparison generates perceived similarity among brands instead of differentiation, per se. In order to clarify the issue, the aim of the research is to investigate the relative effectiveness of comparative and non-comparative advertising in communicating the differentiating attributes of a brand.