백석 시의 메시지 구성 방식과 시 평가

유영희 한국문학교육학회 2005 문학교육학 Vol.16 No.-

A message of a poem is one of the material elements to appreciate the text. A course of constituting the message for the subject of the appreciation goes through the course of associating an intuitive image, confirming a detailed image, linking the image with a meaning, constituting the overall meanings, and the confirmation of the message. In the education of the poetry, a message has been used confusingly at the several levels, but the definition of the concept on the message has not been made. The message is identified with the theme, a sense of values or an ideology, degrees of the spiritual enlightenment, or the intention of the subject of the creation. Sometimes it is identical with a code itself. Appreciating a poem based on these messages has an advantage for the whole aspects of understanding. The formula of the message composition of the BaekSeok's Poetry can be divided into two parts : Acceptance of the internal information and the external information of the text. When interpreting the works relating to the internal information of the text, we can look into the characteristics of the poetry by confirming a poetic word, verifying a theme and a technique, and checking the main topics. When interpreting the works relating to the external information, we check the chronological record of the writer, other writings of the subject of the creation, the background of the history of the literary circles on the same sage, and the background of a time. When constituting the message on the poetry of 'BaekSeok', the subject of the appreciation use the schema of its own to collect the internal and external information centering around the text. In the course of constituting the message, we should confirm the message of the poetry by examining on several information, using the schema and sorting out the information. Therefore valuation on the composition method of the message is not only a way to check the degree of understanding for the subject of the appreciation on the text, but also useful ways to measure the schema of the subject of the appreciation appreciating and understanding the poetry. On the context, we need to look into the ways for the evaluation through the composition method of the message.

메시지 소구 유형과 시간 혹은 금전점화 유형이 국가브랜드 구축 참여의도에 미치는 영향

이진용(Jinyong Lee),이유나(Yunna Rhee),김유신(Yooshin Kim) 한국경영학회 2015 Korea Business Review Vol.19 No.1

본 연구는 공공 브랜드의 중요성을 대중에게 전달할 때에 메시지 소구 유형(자기지향 메시지 혹은 타인지향 메시지)과 상황적 요인(시간 혹은 금전점화유형)에 따른 국가브랜드 구축 참여의도에 미치는 영향을 살펴보았다. 연구결과 자기지향 메시지가 제시되면 금전 점화되었을 때 시간 점화되었을 때에 비하여 국가브랜드 구축 참여의도가 더 높게 나타났다. 이에 반해 타인지향 메시지에 대해서는 시간이 점화되었을 때 금전이 점화되었을 때에 비하여 국가브랜드 구축 참여의도가 더 높게 나타났다. 추가적으로 개인의 공공자의식 수준이 메시지유형 및 점화유형에 따른 국가브랜드 구축 참여의도에 미치는 영향에 대해 살펴보았다. 공공자의식이 높은 사람들에게 자기지향 메시지를 제시한 경우는 금전을 상기한 사람들이 시간을 상기한 사람들에 비하여 국가브랜드 구축 참여의도가 더 높게 나타났다. 이와 반대로 타인지향 메시지가 제시되면 시간 점화된 사람들이 금전 점화된 사람들에 비하여 국가브랜드 구축 참여의도가 더 높게 나타났다. 공공자의식 수준이 낮은 사람들의 경우 메시지 유형과 점화유형에 따른 국가브랜드 구축 참여의도 차이가 나타나지 않았다. This study aims at figuring out intention to participate in building a nation brand (in this study the Korea nation brand) according to situational factors (time or money priming) by categorizing message appeal types into self-oriented one focusing on personal benefit and other-oriented one stressing out public benefit in the situation that the importance of a public brand such as the nation brand is addressed out to the public. Recently, studies on time or money priming as situational factors for decision-making have been actively conducted (Vohs, Mead, and Goode 2006; 2008; Mogilner and Aaker 2009; Mogilner 2010). Since time or money priming influence individual’s pursuit of goals and recognition of relation with the object in decision making situations, message appeal types (self-oriented or other-oriented) in the time or money priming condition will have differential effects on intention to participate in building the nation brand. When people think of money and, thus, their goals, they will be influenced more by self-oriented messages. In contrast, when people think of time and, thus, relationships with others, they will be influenced more by other-oriented messages. Statistical analysis showed an interaction effect between a message appeal type and priming (time or money). Money priming raised a feeling of personal self-sufficiency and made subjects concentrate on pursue of benefit (Vohs, Mead and Goode 2006; 2008), while time priming made him or her focus on recognition of relationship with others (Mogilner and Aaker 2009; Mogilner 2010). For self-oriented message, when subjects were goal oriented in the money priming condition, the intention to participate in building the nation brand was higher, compared to when they were thinking of relationship with others in the time priming condition. Meanwhile, for an other-oriented message, time priming showed higher intention to participate in building the nation brand than money priming. Additionally, the effect of message appeal type and priming effect according to individual public self-consciousness on intention to participate in building the nation brand was studied. When receiving a self-oriented message to people with higher public self-consciousness, subjects in the money priming condition showed higher intention to participate in building the nation brand than those in the time priming. On the contrary, if other-oriented message was suggested, time priming led to higher intention to participate in building the nation brand than money priming. In cases of lower public self-consciousness, there was no difference in the intention to participate in building the nation brand between two message appeal types or between two priming types of money and time. People with higher public self-consciousness showed very high intention to participate in building the nation brand with an other-oriented message compared to the same nation brand with self-oriented message, by focusing on more relationship with people, compared to people with lower public self-consciousness.

EFFECT OF PRODUCT MESSAGE TYPE (NOVELTY AND MEANINGFULNESS) ON NEW PRODUCT EVALUATION WITH SPENDTHRIFT AND TIGHTWAD CONSUMERS

Taehyun Suh,Byung Kyu Kim,Subin Im 글로벌지식마케팅경영학회 2018 Global Marketing Conference Vol.2018 No.07

Effect of product message type (novelty and meaningfulness) on new product evaluation with spendthrift and tightwad consumers New product development is one of key strategies that firms can use for survival and growth alike. Well-developed new products can generally provide much needed values for consumers, which in turn provide reasons and bases for firm’s growth and sustainable competitive advantages. Given this importance of new product development and launch, the understanding of what factors influence consumer’s new product purchase behavior is extremely critical for firms' success and just as important as the new product development itself. Previous research shows that many factors - such as perceived risk of new products (Ross 1975; Stone and Gronhaug 1993), consumer innovativeness as a personality (Midgley and Dowling, 1978; Steenkamp et al., 1999), and type of new products, e.g., discontinuous new product (Veryzer 1998) - influence the evaluation of new products. The current study contends that firm’s communication efforts for new products, in particular, the contents and types of message for new products, are as important as any other factors (often, even more critical than others). A consumer’s awareness of new product in the form of actual product launch or preannouncement of new product (Eliashberg and Robertson 1988) is important. Then, a naturally rising questions will be: (1) how should firm develop the contents of messages to consumers to spread the words? (2) who should be the target audience? In other words, depending on consumers and their individual differences, the message development for new product should be accordingly changed or modified to maximally generate consumer’s purchase behaviors. The goal of the message content is how to frame new products so that consumers seek to purchase the products. Two main approaches to frame advantages, strengths, or unique selling propositions of a new product would be (1) novelty and (2) meaningfulness (Im and Workman 2004). However, the framing message should be different depending on consumer’s individual differences. Given the complexity of modern consumers, firms need to understand not only the effect of situational factors such as product involvement (De Wulf, Odekerken-Schr?der and Iacobucci, 2001), but also the influence of consumer’s different orientations in personality such as need of cognition (Cacioppo and Petty 1982) and need for uniqueness (Tian, Bearden, and Hunter 2001). Formally, in this study, not only message type, but also spending orientation of individual consumers will be explicitly examined to identify possible interactions effects on the new product purchase. In sum, the purpose of the current study is to examine the effect of message types and consumer’s spending orientation on the new product purchase decision. Specifically, the current study aims to suggest a significant interaction effect of message types of new product introduction (novelty or meaningfulness) as well as the format in which information is provided and individual consumers with opposite spending orientations. Theoretical background The development of the spendthrift-tightwad scale was created by Rick, Cryder, and Loewenstein (2008). In their scale, the authors define tightwads as individuals that have difficulty spending money whereas spendthrifts are individuals who have difficulty controlling their spending. Tightwads and spendthrifts do differ in levels of self-regulation (Tangney et al 2004). Tightwads are unable to free themselves from self-control even though their situation would become more favorable by spending money and spendthrifts have issues with exerting self-control even though it is in their best interest to limit their spending. Based on Rick et al (2008), spendthrifts are three times more likely than tightwads to carry debt as well as more amount of debt. Spendthrifts carry more debt and save less than tightwads. Spendthrifts are significantly more likely than tightwads to carry credit card debt at each income level. With respect to consumption purchase, spendthrifts are nine percent more likely than tightwads to buy a utilitarian massage and 26 percent more likely to buy the hedonic massage Rick et al (2008). Tightwads are significantly less likely to buy a massage in general. In sum, there will be a clear distinction between spendthrifts and tightwads in terms of utilitarian and hedonic purpose of consumptions. Thus we predict that, H1: Spendthrifts are more likely to have a higher purchase intention score than tightwads Meaningfulness and novelty are the two dimensions of new product creativity(Amabile 1983). Novelty is defined as the degree to which a new product is perceived as new and uniquely different to competitors, while meaningfulness is defined as the extent to which a new product is perceived as appropriate and useful. Consumers value novelty or meaningfulness depending on their level of product involvement and knowledge Rubera, Ordanini, and Mazursky (2010). However, products must have a wow or coolness factor to be accepted. Consumers do not appreciate a new product's creativity for its own sake but try to relate a product's meaningfulness and novelty to its utilitarian and hedonic value respectively(Im, Bhat, and Lee 2015). Therefore, we expect that H2 (a): Spendthrifts have higher intentions to purchase a product if presented as a message with a novelty message than meaningful message. H2 (b): Tightwads have higher intentions to purchase a product if presented as a message with meaningfulness than novelty. Study design The purpose of study is to see whether or not the manipulation of the message type describing a new product will lead to a higher purchasing intention. Framing the message with novelty shows that the product is new and unique, while framing the message with meaningfulness emphasizes a product's usefulness and ability to fulfill needs. We predict that the message type significantly influences the intentions a new product changes based on their tendencies of money use. The pretest is designed to check to see if the perceived value from both meaningfulness and novelty framing are be similar as well as the strength of attributes. Participants had been randomly assigned to one of two groups: a flyer with a meaningful message, a flyer with a novelty message. Participants were asked on a single item (7-point scale) of how much value the new product provides them. A second question asked the participants to rate on a 7 point scale asking how strong or convincing the message was given the provided attributes. A total 158 undergraduate students from a Midwestern land-grant university participated in this experiment, all provided with extra credits for class. Participants were randomly assigned to a group based on a 2 (Message type: Meaningfulness vs. Novelty) x 2 (individual difference: tightwad vs. spendthrift) x 2 (advertisement only vs. advertisement + customer review) between-subjects experiment. The dependent variables are attitude toward new product and purchase intentions. Participants were classified either as spendthrifts or tightwads. The spendthrift-tightwad scale provided by Rick, Cryder, and Loewenstein in (2008) came out to be reliable with a Cronbach alpha of .75 as stated in their development and validation section. With this reliability check, it will be safe to use their scale to differentiate participants as either spendthrifts or tightwads. This scale is used to measure an important individual trait of spending behavior which we believe is to interact with the message type. We also tested the effect of message vehicle (either advertisement or customer’s review), given the importance of source credibility. In the meaningfulness message type, participants are provided an advertisement flyer about a new product. There are six attributes about a new product (3 meaningful attributes and 3 novel attributes) and a message in the bottom half of the flyer describing the how this product will satisfy the customer's needs, useful, and or life changing. In the novelty message type, participants receive a similar flyer with the same product attributes as in the meaningfulness condition. The difference is in the message provided in the bottom half of the flyer. The message for novelty include phrases that indicate how new, unique, or revolutionary the product is. After the participants look over the flyer, they were asked if they would buy this new product. Then participants answered a follow-up question for the manipulation check. Participants in their respective message types were asked if how meaningful they think the product is they if they are in the meaningful condition and how novel they think they product is if they are within the novelty condition. For the customer review condition, a similar manipulation was used and the difference is that participants read customer reviews (emphasizing either meaningfulness or novelty of new product) Measures Advertisement novelty and meaningfulness are composite scales from six items respectively, with Cronbach alpha of 0.874 and 0.923. Product attitude are measured using four items (outstanding quality, reliable, consistent, and dependable) (Cronbach alpha = 0.919). Purchase intention measure is based on two items (how likely, how probable to purchase this product) using 7-point scales (Cronbach alpha = 0.827).Individual difference of spendthrift and tightwad measure is adopted from Rick, Cryder, and Loewenstein (2007). They used four items and simply summed scale responses (range from 4 to 26), and then divide respondents into three equally sized groups of sums (tightwad, unconflicted, and spendthrift). In our analysis, we followed the same approach, and used two groups (tightwad and spendthrift). The reliability (Cronbach alpha) was 0.756. However, for the manipulation check neither the novelty nor meaningfulness variable was significant. In the novelty condition, the participants did not experience a higher level of novelty in the message (t=.46, p=.65) while in the meaningfulness condition, participants did not experience a more meaningful focused message (t=-.485, p=.63). We must redesign the stimuli so that survey participants are properly manipulated to their allotted conditions. Initial results Attitude and purchase intention were higher for the advertisement plus customer review condition, compared to only advertisement groups. Also, there is a significant interaction effect among the message type and spending orientations influencing purchase intention. The spendthrifts to have higher intentions to purchase the product than tightwads similar to Rick, Cryder, and Loewenstein (2008) study with utilitarian and hedonic variables. There should be a significant effect of message type. The ANOVA results showed that overall model was significant (F =2.23, p=.048). ST-TW trait showed a significant effect on purchase decision (F= 7.454, p=.009). Thus, spendthrift respondents are more likely to purchase new products than tightwad ones, which is a consistent result to the existing literature. Implications and conclusions Message strategy for new product will be of critical criterion, because a convincing and creative advertising campaign will capture the attention of consumers. It will be important for firms to incorporate customer reviews in juxtaposition with the advertisement message, as it is much more likely for a consumer to purchase a product when a review is present based on the results above. Essentially, providing customer information becomes important, when you develop a message in advertisement that also provides a complimentary consumer review. However, depending on consumer’s characteristics regarding spendthrift-tightwad orientation, the choice of either advertising or specific promotion, encouraging encourage consumer to purchase. In sum, the results strongly suggest that using both advertisement and customer review information provision would increase purchase decision, but complementary focus of information provision will be the most effective way to deliver message to audience. In addition, individual different in spending orientation can be an important moderator, which suggest a series of further research.

판매원 언어적 메시지의 측면성 효과: 설득지식과 쇼핑목적의 조절효과를 중심으로

윤성욱 ( Sung Wook Yoon ),유명길 ( Ming Ji Yu ),서미옥 ( Mi Ok Seo ) 한국소비자학회 2011 소비자학연구 Vol.22 No.3

메시지 측면성 효과에 대한 연구는 주로 광고 메시지의 영향을 중심으로 수행되어 왔으나, 가장 먼저 고객을 접하고 제품을 판매하는 접점 판매원의 언어적 메시지에 대한 연구는 상대적으로 매우 부족한 실정이다. 본 연구의 목적은 판매원의 언어적 메시지 유형에 따른 판매원에 대한 태도와 메시지 수용의도에 미치는 영향을 밝히고, 그 과정에서 소비자 설득지식과 쇼핑목적이 어떠한 조절역할을 하는지를 규명하고자 한다. 본 연구는 시나리오기법을 통해 매장에서 의류제품을 판매하는 과정에서 판매원의 언어적 메시지, 고객의 쇼핑목적을 조작하고 설득지식수준을 두 집단으로 분류하여 그 차이를 확인한 다음, 이들이 판매원에 대한 태도와 메시지 수용의도에 미치는 영향을 실증적으로 분석하였다. 실험의 외적 타당성을 높이기 위해 판매원 매력성의 영향력을 통제한 상황에서 분석을 실시하였다. 실증분석 결과, 메시지 유형이 판매원 태도와 수용의도에 미치는 영향에서 쇼핑목적의 조절효과는 유의하게 나타났으며, 설득지식은 메시지 수용의도에만 조절역할을 하는 것으로 조사되었다. 본 연구의 결론에는 연구결과의 요약과 시사점, 그리고 한계점을 논의하고, 미래연구에 대한 제언을 하였다. A sidedness effect of the message has been heavily studied in the advertising area. The topic, however, has been relatively ignored in the context of the salesperson who is the primary contact point on the front-line, where the most frequent contact with customers happens. The purpose of this study is to examine sidedness effects of a salesperson`s verbal message and moderating roles of the shopping purpose and persuasion knowledge, after controlling an impact of the salesperson`s attractiveness. Recognizing these phenomena, we proposed differential effects of message type by shopping purpose(purchase / window shopping) and customer persuasion knowledge. Thus, this study examined 1) main effects of salesperson`s verbal message type (one-sided message vs. two-sided message), 2) interaction effects between message type and shopping purpose, and 3) interaction effects between message type and persuasion knowledge. To test these research hypotheses, this study conducted experimental designs. Four hundred ninety-eight undergraduate students were assigned to one of the four experimental groups. Message type and shopping purpose were manipulated as between-subject factors. Five items were used to measure participants` persuasion knowledge. Then participants were classified into high or low group based on their knowledge level to salesperson`s interpersonal marketing persuasion. Dependent variables were attitude toward salesperson and acceptance intention. Referring to prior research, we employed eight items to measure the dependent variables. Seven point Likert-type scales were used to measure the eight items. Hypotheses relating to the dependent variables of attitude toward salesperson and acceptance intention were examined by MANCOVA followed by contrast between treatment groups. The data demonstrate that message types have a significant effect on both attitude toward the salesperson and acceptance intention. In addition, consumers` shopping purpose plays a significant moderating role between the message types and the dependent variables. Furthermore, consumers` persuasion knowledge also shows a moderating effect on the acceptance intention, yet not on the attitude toward the salesperson. The results of this study contribute to the literature as a new attempt to examine the sidedness effect of the message in the sales area. The results of this study suggest various implications for sales encounter by indicating salesperson`s verbal message as an important factor which can enhance customers` positive responses but has been passed over by the previous research. We also indicated the limitations of this study, and suggested the future research directions.

부정문 메시지가 소비자태도 형성에 미치는 영향

박종철(Jong Chul Park) 한국마케팅학회 2008 마케팅연구 Vol.23 No.2

본 연구는 설득커뮤니케이션 맥락에 있어 제품의 속성(benefits)을 강조시키기 위해 사용되어지는 부정문 메시지(negation message)가 소비자들의 반응에 어떠한 영향을 미치는지를 살펴보고 있다. 특히, 본 연구는 부정문 메시지(negation message)가 소비자 태도형성에 영향을 미치는데 있어서 메시지 중요도가 미치는 영향을 살펴보고 있다. 기존 연구에 따르면, `이 제품은 사용하기 쉽지 않다`라는 부정문 메시지가`이 제품은 사용하기 어렵지 않다`라는 메시지보다 더 호의적으로 평가되었다. 그러나 본 연구에서는 기존의 아이러니한 결과가 메시지의 중요도에 따라 달라질 수 있음을 제시하였다. 분석결과, 메시지 중요도가 낮은 부정문 메시지의 경우, 기존 연구결과와 동일하게`쉽지 않다`라는 부정문 메시지가`어렵지 않다`라는 메시지보다 더 호의적으로 평가되었다{긍정초두효과( `affirmation primacy effect)`가 나타남}. 그러나 중요도가 높은 부정문 메시지의 경우`쉽지 않다`와`어렵지 않다`라는 부정문 메시지의 평가차이는 나타나지 않았다{긍정초두효과( `affirmation primacy effect)`가 약화됨}. 이러한 이유는 중요도가 서로 다른 부정문 메시지 노출 후, 부호화시점에서 인지적 정교화 정도가 다르므로, 시간지연에 따라 평가/판단 시점에서 부정어태그에 대한 접근성 정도가 다르기 때문이다. This study examined the influence of the negation message which is used to enhance product benefit on the consumer response in the persuasive context of product benefits. Negations are part of our daily language and communication. Especially, a negation is often used in marketing context to influence consumers` product expectation. Whereas an affirmation describes a brand`s features, a negation achieves distinction by incorporating a negator, such as `not` or `no`. It typically appears in persuasive communications in the form of a single syntactical expression. Beside, people usually succeed in understanding the intended meaning of negation. Yet, I believe that a message which is phrases as a negation can under certain conditions activate associations that are incongruent with the message meaning, and might thus introduce communication errors that may actually lead to inferences opposite whether and how this can happen. Although the persuasive impact of importance of negations message has not been investigated, psycholinguistic research offers a starting point for predicting their effects on consumers` response. Several studies support the notion that the processing of a negation is more cognitive elaboration(or resource) demanding than the processing of an affirmation. Also the same lines, respondents were slower in generating deductions when a negation was present than when it was absent. Also, prior research suggested that encoding negations requires more time because it entails processing an additional operator, the negation operator, which is separated or dissociated from the message`s core concepts. So, this study explores how negation are encoded by considering the importance of negations message. According to the schema-plus-tag model, a negated message is represented as a core supposition and a negation tag, allowing for dissociation of the two at a later point in time. Especially, past research showed that consumers evaluated more positively when the persuasive message in the product benefits was `this product is not easy to use` than when it was `this product is not difficult to use`(affirmation primacy effect). According to an affirmation primacy effect, Not only are more resources needed to process a negation than an affirmation but also these resources are allocated to the processing of an affirmation. Initial resources are allocated to the processing of an affirmation. If additional resources are available, they are used to process the negator. Therefore, this study examined the moderating role of the message importance in the influence of the negation message on the attitude formations. Namely, I compared the two types of negation message by examining the nature of inferences and the accessibility of a negation tag that is considered by message importance. According to the present results, when the negation message is not important, consumers evaluate `not easy to use` more positively than `not difficult to use`(an affirmation primacy effect was generated). However, these affirmation primacy effects are weakened when the negation message is important. The reason is that the accessibility of the negator tag was generated weakly or strongly as time goes by, according to the importance of negation message context. My finding offers support for the schema-plus-tag model. As expected, in the case that resources or cognitive elaborations were limited, memory for the negated product feature was impoverished, and thus, when the message importance is low, the negation had no effect on consumers` judgment.

희소성 메시지와 조절초점을 활용한 레스토랑 판촉전략에 관한 연구

이준환(Joon Hwan Lee),김용주(Yong June Kim),성정연(Jung Yeon Sung) 한국호텔외식관광경영학회 2010 호텔경영학연구 Vol.19 No.6

This study examined the effect of the scarcity message for bogus restaurant menus on the consumer purchase intention dividing it into quantity limited message and time limited message, and an empirical analysis was conducted regarding how sales promotion type interacts with advertising message of sales promotion (prevention focused message/promotion focused message) framed in the regulatory focus with each other. As a result of analysis, in case of using scarcity message, it is much more effective to present prevention focused message than promotion focused message, and especially in case of quantity limited message, the effect of prevention focused message is amplified still more according to our verification tool. And findings of the research indicate when using scarcity message, it is more effective to develop price-off sales promotion than value-added sales promotion, and the effect of sales promotion by price discount is maximized when quantity limited message is presented compared to time limited message. Therefore, it is necessary for the company`s marketers or food service marketers to more stress quantity limited message when using scarcity message in sales promotion strategy for restaurant, and it is necessary for them to keep in mind that it is a more effective strategic method to hold a promotion event focusing on advertising message of sales promotion of prevention focused message and price discount sales promotion.

광고메시지의 모호성 수준이 광고효과에 미치는 영향 - 메시지 프레이밍의 조절효과를 중심으로 -

윤성욱,최향 한국상품문화디자인학회 2019 상품문화디자인학연구 Vol.57 No.-

This study set out to demonstrate that ambiguous advertising intended to cause a positive attitude could form a negative attitude by analyzing the effects of advertising messages on advertising attitudes and purchase intentions according to the level of ambiguity and testing the moderating effects of gain and loss message framing. The study adjusted the amount of messages provided in print advertising, distinguished advertising messages based on the ambiguity level, and tested advertising effects accordingly. The experiment results show that the higher level of ambiguity was in advertising messages, the lower advertising attitudes and purchase intentions became. These findings point to differences in consumer reactions according to the degree of ambiguity in the production of advertising messages. As for the moderating effects of message framing, advertising attitudes toward loss messages were considerably lower than gain messages when the level of ambiguity was high in advertising messages, which indicates that users are aware of loss more greatly than gain in the same situation as reported by previous studies. In such situations of loss messages, advertising of high ambiguity can lead to a negative consumer attitude. Based on these findings, the study proposed to discuss the production of effective ambiguous advertising and provided practical implications for it. 본 연구는 광고메시지의 모호성 수준에 따라 광고태도와 구매의도에 미치는 영향을 분석하고, 이득 및 손실 메시지 프레이 밍의 조절효과를 검증함으로써 긍정적인 태도를 유발하는 모호성 광고에 대해서 부정적인 태도가 형성될 수 있다는 것을 보여주고 있다. 본 연구에서는 인쇄 광고에 제공되는 메시지의 양을 조절하여 광고 메시지의 모호성 수준을 구분하였고 이 에 대한 광고효과를 검증하였다. 실험 결과, 광고 메시지의 모호성 수준이 높을수록 광고태도와 구매의도는 낮아지는 것으 로 나타났다. 이는 광고 메시지 제작에 있어서 모호성의 수준에 따른 소비자 반응의 차이를 발견할 수 있었다. 그리고 메시 지 프레이밍의 조절효과는 광고메시지의 모호성 수준이 높은 경우 이득 메시지에 비해 손실 메시지의 광고태도가 현저히 떨어지는 것으로 나타나 선행연구에서 밝혀진 바와 같이 수용자는 동일한 상황의 이익보다 손실을 더 크게 인지한다는 것 을 알 수 있다. 이러한 손실 메시지 상황에서 모호성 수준이 높은 광고는 오히려 소비자에게 부정적인 태도를 형성하게 하 는 요인이 될 수 있다는 것이다. 이와 같은 연구결과를 토대로 효과적인 모호성 광고 제작을 위한 논의를 제안하고 실무적 시사점을 제공하고 있다.

메시지 프레이밍 효과에 영향을 미치는 메시지 이해도와 브랜드 이미지에 관한 연구

홍영일 사단법인 한국브랜드디자인학회 2024 브랜드디자인학연구 Vol.22 No.1

동일한 메시지라도 어떻게 제시하느냐에 따라 소비자의 정보처리는 큰 차이가 있을 수 있다. 이에 본 연구는 친환경 제품광고에서 메시지 프레이밍 유형을 긍정 vs. 부정, 단순 vs. 복잡으로 분류하여 메시지 이해도, 이슈 관여도, 브랜드 이미지 등의 소비자 태도를 집단 간 실험설계 결과를 통해 검증하였다. 연구결과 첫째, 메시지 프레이밍 표현유형이 메시지 이해도에 미치는 영향을 살펴보면 긍정적-단순 메시지의 광고가 가장 높았으며, 부정적-복잡 메시지의 광고보다 부정적-단순 메시지의 광고가, 긍정적-복잡 메시지의 광고보다 긍정적-단순 메시지의 광고가 높게 나타났다. 둘째, 메시지 프레이밍 표현유형이 이슈 관여도에 미치는 영향을 살펴보면 긍정적-단순 메시지의 광고가 가장 높았으며, 부정적-복잡 메시지의 광고보다 긍정적-단순 메시지와 긍정적-복잡 메시지의 광고가 높게 나타났다. 셋째, 메시지 프레이밍 표현유형이 브랜드 이미지에 미치는 영향을 살펴보면 긍정적-단순 메시지의 광고가 가장 높았으며, 부정적-복잡 메시지의 광고보다 부정적-단순 메시지의 광고가, 부정적-단순 메시지의 광고보다 긍정적-단순 메시지와 긍정적-복잡 메시지의 광고가 높게 나타났다. 본 연구는 친환경 소비에 관한 메시지 프레이밍 유형의 이론적 외연 확장과 현업에서 광고 전략을 Depending on how the same message is presented, consumer information process makes big difference. This study affirms consumer attitudes such as message comprehension, issue involvement, brand image through results of experimental design between groups, classifying message framing type in eco-friendly product advertising to positive vs. negative, simple vs. complex. As a result, first, looking at the effect of message framing expression types on message comprehension, advertisements for positive-simple messages were the highest, advertisements for negative-simple messages were higher than negative-complex messages, and advertisements for positive-simple messages were higher than positive-complex messages. Second, looking at the effect of message framing expression types on issue involvement, advertisements for positive-simple messages were the highest, and advertisements for positive-simple and positive-complex messages were higher than negative-complex messages. Third, looking at the effect of message framing expression types on brand image, advertisements for positive-simple messages were the highest, advertisements for negative-simple messages were higher than negative-complex messages, and advertisements for positive-simple and positive-complex messages were higher than negative-simple messages. This study is expected to be useful information for theoretical extension of message framing type on eco-friendly consumption and establish advertising strategy in the field.

온라인 여행상품의 메시지 프레이밍과 희소성 메시지 및 가격할인 메시지 구성이 구매의도에 미치는 영향

김민형,황영현 한국관광학회 2016 관광학연구 Vol.40 No.5

본 연구는 온라인 여행상품을 대상으로 메시지 프레이밍과 희소성 메시지 및 가격할인 메시지 구성이 구매의도에 미치는 영향을 파악하고자 수행되었다. 실증연구를 위한 실험은 2015년 6월, 부산 소재 D대학의 관광관련학과 학부생 178명을 대상으로 실시하였다. 긍정/부정 메시지 프레이밍에 따른 수량한정 10개 수준, 시간한정 7개 수준, 가격할인 5개 수준으로 구성된 총 44개의 메시지 조합이 미국 호놀룰루(Honolulu) 항공상품을 대상으로 설계되었으며, 실험에 이용되었다. 연구결과에 의하면 메시지 프레이밍은 긍정 프레이밍이 부정 프레이밍에 비해 구매의도가 높은 것으로 나타났다. 수량한정 희소성 메시지가 적게 제시된 경우가 많게 제시된 경우에 비해 구매의도가 높게 나타났으며, 또한 메시지 프레이밍과 수량한정 희소성 메시지 간에는 통계적으로 유의한 상호작용이 있는 것으로 나타났다. 반면 메시지 프레이밍과 시간한정 희소성 메시지의 주효과와 상호작용 효과는 유의하지 않은 것으로 나타났다. 가격할인이 높은 경우가 낮은 경우에 비해 구매의도가 높게 나타났으며, 메시지 프레이밍과 가격할인 메시지 간에는 상호작용 효과가 없는 것으로 나타났다. 연구결과를 바탕으로 온라인 여행상품 판매를 위한 메시지 구성 방향을 제시하였다. This study examined the effect of message combination among message framing and different levels of scarcity and price discount rates of online travel products on purchase intention. In order to empirically examine the effect of message composition, an experiment was conducted on college students in June, 2015(n=178). To achieve the purpose of the study, a total number of 44 different message combinations were designed for an airfare to Honolulu and used as stimuli during the experiment. The results indicate that positive message framing has a more powerful impact than negative message framing on purchase intention. The purchase intention is stronger when the level of quantity scarcity is less. The Interaction effect between message framing and quantity scarcity was statistically significant. The Price discount message has more impact on purchase intention than a positive framing situation. There was no significant interaction effect between message framing and a time scarcity message. The Practical and theoretical implications of the results are addressed with directions for future study also being suggested.

메시지 측면성(sidedness)과 프레이밍(framing)의 효과에서 소비자 태도의 조절역할에 관한 연구

한상린(Han Sang-Lin),홍성태(Hong Sung-Tai),성형석(Sung Hyung-Suk) 한국소비문화학회 2006 소비문화연구 Vol.9 No.1

그동안 실무적으로나 학문적으로 상당히 소비자 설득을 위한 메시지로서 주목받아온 대표적인 소구형태인 메시지의 측면성과 프레이밍을 본 연구는 메시지의 효과에 있어서 소비자의 기존태도가 어떠한 조절적 역할을 하는지에 초점을 두고 있다. 즉, 긍정적 정보만을 제공할지 혹은 긍정과 부정의 정보를 동시 제공할지와 관련한 측면성과 구매 시 긍정적으로 얻게 되는 혜택을 구성할지 혹은 구매하지 않을 때 손실되는 혜택을 구성할지와 관련한 프레이밍은 소비자가 가지고 있는 제품에 대한 기존의 태도가 긍정적인지 혹은 부정적인지에 따라 메시지에 대한 태도, 제품에 대한 태도, 그리고 구매의도에 대한 효과가 달라질 것으로 보았으며 실증분석을 위해 실험에 의한 조작을 통해 분석하였다. 측면성은 단면 메시지와 양면 메시지, 프레이밍은 부정 프레이밍과 긍정 프레이밍, 기존태도는 긍정적 기존태도와 부정적 기존태도로 나누어 집단별 차이 및 상호작용 효과(측면성과 기존태도 및 프레이밍과 기존태도)를 이원 분산분석(2way-ANOVA)을 통해 알아보았다. 실험에 의한 실증분석결과, 측면성에서는 단면 메시지보다는 양면 메시지가 메시지에 대한 태도 및 제품에 대한 태도에서 효과가 더 큰 것으로 나타났지만 프레이밍에서는 긍정보다 부정이 메시지에 대한 효과가 크게 나타나지는 않았다. 상호작용효과에서는 양면 메시지는 기존태도가 긍정보다는 부정적일 때 메시지에 대한 태도 및 제품에 대한 태도가 더 높은 것으로 나타났지만 프레이밍과 기존태도 간의 상호작용은 통계적으로 유의하지 않는 것으로 나타났다. Most marketing communications including persuasion attempt to influence consumers’ brand preferences by presenting positive features of the brand or associating the brand with positive symbols. However, there is information about a brand and still be more effective than if no negative information and framing message were presented. Previous researches on message sidedness and message framing persuasions have found that two-sided messages and framing message can enhance credibility, reduce counter-arguing. Yet, Our findings regarding other key dependent variables such as attitude toward the persuasion, product, and purchase intension. Recently, There is very popular to study the sidedness and the framing of message to enhance persuasion effects. To achieve this work, the effects of message sidedness and framing for the various controlled factors must be previously considered and analyzed rather than for only the effects of plain message sidedness and message framing. The purpose of this study is to search for what the effect of message’s sidedness and framing dependent on the level of the two prior attitudes does exist. The message’s sidedness was divided with two-side and one-side appeals. Also, The message’s framing was divided with negative-framing and positive-framing appeals. The effect of the persuasion is analyzed by the attitude of messages, assessment of products and the purchasing intention. The results of this study are followed. According to the results of this study, Consumers tend to pay their attention to the persuasion and its message when they are very close personally and then the improvement of the effect of two-side appeal and negative framing appeal. And also as company treats consumers with different appeals based on their prior attitude toward product, company raises their reliability of products and must recognize that consumers favorably assess its products.