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and Yomna Mohsen2
This study investigates the impact of charitable advertisement appeals on prosocial behaviour and intentions to donate, employing cutting-edge neuroscientific techniques such as electroencephalography (EEG) and eye tracker. It also seeks to analyse the moderating effect of altruism, social norms and moral intensity on the relationship between advertising appeal and prosocial behaviour and intention to donate. Findings indicate that negative appeal is more effective than positive appeal in influencing prosocial behaviour and intent to donate. Furthermore, using an eye tracker showed that individuals try to avoid painful scenes in charitable advertisements. This study provides valuable insights into the underlying mechanisms that drive prosocial behaviour and donation intentions by delving into the influence of various charitable advertisement appeals (both positive and negative) on individuals’ neural and ocular responses. We therefore, argue that findings from this research hold significant implications for marketers and advertisers seeking to create more effective and persuasive charitable advertisements, ultimately promoting greater engagement and support for philanthropic causes.
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https://doi.org/10.1386/jammr_00076_1 Published content will be available immediately after check-out or when it is released in case of a pre-order. Please make sure to be logged in to see all available purchase options.